Ekulus recently participated in an ARN Roundtable focused on the emergence of a new breed of technology buyer and how the channel can adjust its messaging and skills to accommodate the new generation.
According to EDGE Research findings, IT departments in Australia now have access to less than half of the total technology budget. As the centre of gravity shifts non-IT business executives have become empowered to make IT purchasing decisions - spanning sales, marketing, finance, HR, legal and operations.
Marcelo Scalia, our Director, represented us in the event and commented: “There’s certainly a shift underway, towards a champion in the buying process. Because cloud can sit outside of an organisation and users can connect as they need to, any champion that is chasing an outcome can pursue this technology. This means the conversation is now not just with the CIO, but with any champion within an organisation.”
In operating as a highly specialised advisory and technology firm, Marcelo Scalia said that Ekulus frequently engages with buyers “outside of IT”, with many implementations in production today without the involvement of the CIO.
“There is a path into the organisation and it’s crucial to take the stakeholders along the journey. If you miss them at the beginning, you will miss them when you want to expand. You might be able to land, but you’ll struggle to expand without wider buy-in.” Scalia added.
View ARNs full coverage of the event here
