As a followup to my February 2015 Survey of Global 1000 CIOs on ITOA and IT Automation Produces Surprising Results, I spent the last 90 days interviewing CIOs and other “C level” IT management executives from the Global 1000 with a focus on the Global 200.
The purpose of this latest market analysis was to focus on how these Global 200 organizations viewed the importance of “Universal Agent Technology”, if at all and its importance with supporting the following:
- Information Governance
- Workload Automation
- In-Place Big Data Analytics
- Managed File Transfer
- Legacy Data Cleanup and ETL
Please note that eDSG conducted this survey from June 1, 2015 to August 1, 2015. Every CIO from the Global 200 organizations we work with were contacted and encouraged to participate in the survey. No vendors and/or outside consultants were allowed to submit questions and/or influence the results in any way.
First of all, only 35% of the participants were initially able to correctly define “Universal Agent Technology” and therefore I spent a good portion of my time educating the marketplace. For the purposes of this study, I defined “Universal Agent Technology” as a small piece of code and associated database that ran on each device in an enterprise with Administrative privileges for that device along with the ability to monitor the device, search data, report findings back to a centralized platform, extract and send data to a location of the users choice and carry out instructions on that device.
First of all, once I educated these CIO’s and other “C Level” IT executives on “Universal Agent Technology”, they were concerned by the security risks and several (even though I knew for a fact that they were running platform with this technology), didn’t think that it was something that they wanted to run in their organizations. When I told them that they already had agents from IBM platforms and other from vendors such as Stonebranch running in the enterprise, they smiled and basically collectively said, “Well, I guess I need to know more about what the heck is going on in my organization.” As a side note for IT sales executives, understand a “C Level” executives operations better than they do is a great opportunity to become a “Trust Advisor” and create very meaningful access to decision makers. For a more in-depth understanding of why becoming a “Trust Advisor” is important in the executive sales cycle you can read an article that I published in September 2012, entitled, “Identifying Key Players in the Enterprise eDiscovery Buying Cycle“.
In Part 2 of this article that will be published next week, I will unveil the results of my 60 days of interviews and discuss what it means to the vendors that are trying to service this marketplace. The results may change the way these vendors look at what level of executive they have been trying to sell to, what they have been selling, how they have been positioning their platforms, what their technology road map looks like, what services they are wrapping around their offerings and what they are charging.
Big surprises all around!
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