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The DNA of Strategic Vendor Partnerships -- The CIO Executive Council%s and IDC%s 2016 Strategic Partner Index Study

The DNA of Strategic Vendor Partnerships -- The CIO Executive Council%s and IDC%s 2016 Strategic Partner Index Study

  • June 2016
  • 25 pages
  • ID: 3950422
  • Format: PDF
  • By IDC


Table of Contents

This IDC study provides results of a joint survey conducted by IDC and the CIO Executive Council (CEC). IT buyers and vendors alike talk about how important it is to take their mutual relationships to a more integrated, strategic level. These discussions have become more frequent in the wake of digital disruption: Yesterday's strategic solutions/services are now mere commodities, budgets are shifting, and procurement decisions are more democratic. In today's landscape, the precise definition of "strategic" can be elusive. In our joint study with the CIO Executive Council, we tried to quantify the "strategic buyer-vendor relationship." The framework is built on a previous CEC study from 2012. Leveraging CEC's knowledge of the CIO community (including the findings of a CIO Research Advisory Board that provided input on criteria) and IDC's insights of vendors' sales and delivery organizations, we identified the key components of strategic partnerships. To get a complete picture of the B2B technology landscape, we also interviewed numerous IT leaders and sales executives from vendors before fielding the survey instrument. The results provide CIOs and IT vendors alike with valuable insights into the key attributes of the most strategic vendors while identifying perception gaps and potential impediments to long-term success. At the same time, we interviewed key players in the vendor community and learned how they identify strategic buyers. One of the many potential benefits of strategic partnership is a faster and more focused negotiation period."IT buyers and vendors alike aspire toward strategic partnership -- rising above the transactional to become co-collaborators in creating demonstrable value for the enterprise," said Brendan McGowan, global media bureau and client research manager, CEC. "Our study captures the five key elements -- client and market knowledge, collaboration, communication, flexible pricing and interest in shared risk/reward, and responsiveness -- that are absolutely critical to long-term success.""About one third of buyers said that they would let their most strategic vendors help them structure the request for proposals (RFPs)," said Xiao-Fei Zhang, research director, IDC. "And almost two-thirds of IT leaders (64%) said that they would allow strategic vendors to bypass the competitive bid process sometimes. So being perceived as a strategic partner makes a world of difference to providers."

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