Worrisome Trend: IT Buying Shifts To The Line Of Business

There has been a lot of talk about changes in who buys information technology. Many of the vendors I speak with have noticed that line of business or departmental managers – in other words, non-IT professionals – are becoming more involved in purchase decisions, especially software purchases. Now, I’ve been around the block long enough to know that a lot of what you hear from the field isn’t always all that real. We tend to overreact to recent events and see trends where there aren’t any. Often, losing a few sales deals in similar situations will make it seem like the same thing is happening everywhere even when it really is only a few deals.

That’s not the case here.

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