Cold call the boss, not the IT manager

If you're trying to forge a new technology relationship, it might be worth the effort of trying to reach the big boss, rather than the IT manager.

If you're trying to forge a new technology relationship, it might be worth the effort of trying to reach the big boss, rather than the IT manager.

This year's IT Priorities survey asked 1310 respondents across Australia and New Zealand what factors they considered when choosing a technology partner. As you might expect, everyone's a stickler for a good price, but the interesting fact is what else gets factored into decision making.

Seventy-five per cent of IT managers saw an existing relationship as important (those who said it was important or very important). Maybe that conference in the Whitsundays helped sway their judgement.

However, only half of senior managers saw existing relationships as having any degree of importance. They're clearly open to new approaches and are more likely to be impressed by innovation.

Factors considered

This has to be good news for innovative new technology companies: if you have a new idea and the price is right, there could be a way in to Australian and New Zealand businesses as long as you think hard about who you approach first.

But a quick word of caution before you start calling the CEO of BHP. The sample was skewed: the bigger the company, the more likely that the survey responses only came from IT managers. It does, nonetheless, provide another indication of the divide between IT and the senior management team.

Perhaps the technologists need to stop playing it safe and look wider to see how a different mix of suppliers could help to drive the business forward.

For more information on how to get a full copy of ZDNet Australia's IT Priorities research results, email Theresa Muzinda.

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