Research Outline

Enterprise IT Buying Cycle

Goals

To find out information about the average buying cycle for Enterprise IT products and services.


Early Findings

Duration of the Average Buying Cycle for IT

  • According to a Gartner study conducted on a sample of 506 technology buyers, an average enterprise buying cycle for a new IT product or service takes 16.3 months.
  • Most participants in the survey expected the buying cycle to be shorter.

Steps in the Enterprise Buying Cycle

  • The process is long to the number of people that are involved and the number of meetings needed.
  • The number of people in a buying team for IT is 14 on average, with team members located in multiple locations, from various levels of management and functions.
  • This team has to spend a considerable amount of time conducting in-depth research involving peers, partners, independent parties, and online search.
  • One of the most time-consuming steps is the review of the cost and risk associated with the project's business case. This lasts two to three months on average.
  • Buying teams are involved in 3-4 buying projects at the same time and this delays the process.
  • Around 18% of the total buying cycle is spent by the buying team on internal interactions, including meetings.
  • It takes around 2.9 months to gain internal alignment within the company and the buying team.

Time Spent with Sales Reps

  • Some buyers spend 80% of their time in the buying cycle without the involvement of Sales or Marketing teams.
  • This means that out of 16.3 months, they are only involved for 3 months.
  • The rest of the time, or 13 months, is used to build consensus, resolve internal obstacles, and obtain project approval and funding.
  • According to research by Gartner, buying teams spend only 17% of their time in meetings with potential suppliers.
  • They spend 27% of their time on independent online research and 18% on independent offline research.
  • Meetings between the buying team takes 22% of the whole buying cycle time.
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