Synopsis
This report presents the findings from a survey of 137 Middle Eastern enterprises regarding their approach to Information & Communication Technology (ICT) procurement. The survey investigates the way that Middle Eastern enterprises like to purchase technology, as well as the major IT and business objectives influencing their IT investment strategies.
Scope
Provides insights into Middle Eastern enterprises’ preferred buying approaches.
Comprehend the business objectives that Middle Eastern enterprises are looking to achieve through their IT investment strategy.
Appreciate the IT objectives that Middle Eastern enterprises are looking to achieve through their IT investment strategy.
Understand the factors that are influencing Middle Eastern enterprises’ decision to select an ICT provider.
Understand which organisational roles influence ICT purchasing decisions and signing off budgets.
Summary
Why was the report written?
To highlight the criteria on which Middle Eastern enterprises select their ICT providers as well as the roles which have influence while making ICT purchasing decisions.
What is the current market landscape and what is changing?
Middle Eastern enterprises’ preference towards hosted deployment is expected to increase, albeit at a slower pace.
What are the key drivers behind recent market changes?
Preference towards hosted deployment is expected to increase, owing to various advantages such as flexibility, easier management, and cost savings.
What makes this report unique and essential to read?
Kable Market Research Market Research has invested significant resources in order to interview CIOs and IT managers about their IT Procurement. Very few IT analyst houses will have interviewed 130+ ICT decision makers in the Middle Eastern market in H2 2012.
Reasons To Buy
Kable Market Research believes that local resellers are preferred more than national resellers due to the fact that they are in a better position to offer support services to customers. Moreover, they generally have a good understanding of local markets and possess industry-specific expertise.
Kable Market Research’s survey confirms that, increasing customer satisfaction is the most important business objective for Middle Eastern enterprises. Investments in related technologies (such as customer relationship management) are therefore expected to be central to many IT initiatives.
The objective of using IT to support revenue growth has been the highest rating of 3, with 32% of enterprises identifying this as their highest priority.
Middle Eastern enterprises rate the CIO/IT department as the most influential authority when making ICT purchasing decisions, with the highest average rating of 3.4 on a scale of 1 to 4.
According to Kable Market Research’s survey, vendors with adequate industry-specific knowledge are preferred by enterprises in the Middle East.
Table of Contents
1 Enterprise ICT investment trends
1.1 Introduction
1.2 Survey demographics
1.3 ICT budget changes
1.4 ICT investment priorities
2 ICT procurement trends
2.1 Introduction
2.2 Purchasing channels
2.3 Business objectives influencing IT investment strategy
2.4 IT objectives influencing IT investment strategy
2.5 ICT provider selection
2.6 Influencers
2.7 Complexity of the ICT infrastructure environment
3 Summary
3.1 Middle Eastern enterprises prefer onsite deployment of technologies and favour purchases from local resellers
4 Appendix
4.1 Definitions
4.2 Further reading
4.3 Contact the authors
List Of Tables
Table 1: Middle Eastern enterprise ICT survey geographical breakdown 5
Table 2: Middle Eastern enterprise ICT survey industry breakdown 6
Table 3: Middle Eastern enterprise ICT survey breakdown by size band (number of employees) 7
Table 4: Recent and expected ICT budget changes among Middle Eastern enterprises 8
Table 5: Middle Eastern enterprises’ current and future investment priorities across technology categories 11
Table 6: Middle Eastern enterprises' preferred approach to buying technologies 13
Table 7: Business objectives which influence Middle Eastern enterprises' IT investment strategy 14
Table 8: IT objectives which influence Middle Eastern enterprises' IT investment strategy 16
Table 9: Factors influencing Middle Eastern enterprises' decision to choose an ICT provider 17
Table 10: Influence of organizational roles in making ICT purchasing decisions and signing off budgets 19
Table 11: Complexity of the ICT infrastructure in Middle Eastern enterprises 20
List Of Figures
Figure 1: Middle Eastern enterprise ICT survey geographical breakdown 4
Figure 2: Middle Eastern enterprise ICT survey industry breakdown 5
Figure 3: Middle Eastern enterprise ICT survey breakdown by size band (number of employees) 6
Figure 4: Recent and expected ICT budget changes among Middle Eastern enterprises 8
Figure 5: Middle Eastern enterprises’ current and future investment priorities across technology categories 10
Figure 6: Middle Eastern enterprises' preferred approach to buying technologies 12
Figure 7: Business objectives which influence Middle Eastern enterprises' IT investment strategy 14
Figure 8: IT objectives which influence Middle Eastern enterprises' IT investment strategy 15
Figure 9: Factors influencing Middle Eastern enterprises' decision to choose an ICT provider 17
Figure 10: Influence of organizational roles in making ICT purchasing decisions and signing off budgets... 18
Figure 11: Complexity of the ICT infrastructure in Middle Eastern enterprises 20
