Our annual survey of what influences our customers’ decisions to place a vendor on the short-list when purchasing products and services found that not much has changed. (see our November blog here). While about 40% of our customers have subscriptions to analysts and their published research, about 55% say analysts do influence the decision -- the mean size of the deals they influence grew slightly to US$2.5m.
For the first time we measured the influence “independent sites” (social web sites and bloggers) and found that, for now, they have a modest influence on decision making. That category ranks 11th of 14 factors.
The net-net is that analysts’ written and oral advice on a end-user’s decision to put a vendor on the short-list is “statistically significant” and is a clear rational for our group’s existence.
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