Case Study · Enterprise Technology
Enterprise Technology Decision-Maker Study
10 markets · The full IT buying committee
Markets
10
Method
Mixed methodology
Company size
1,000+ employees
Focus
Vendor evaluation
Project overview
At a glance
Mapped the entire enterprise buying committee — not just the CIO — for a global technology provider seeking to understand how large organizations evaluate and purchase software and cloud solutions.
- Audience
- CIOs, CTOs, IT directors and managers, enterprise architects, digital-transformation and cybersecurity leaders, procurement and finance decision-makers, business-unit leaders and technology end users.
- Markets
- USA · Canada · UK · Germany · France · Netherlands · Australia · Japan · Singapore · India
- Methodology
- Online B2B surveys, executive and expert IDIs, buying-journey research, vendor evaluation and concept testing.
The brief
Understand how large organizations evaluate and purchase enterprise software and cloud solutions across the entire buying committee rather than relying on the CIO or IT department alone.
Research focus
What the study explored
- Awareness
- Vendor consideration
- Requirements
- Shortlisting
- Technical evaluation
- Procurement
- Security review
- Budget approval
- Implementation
- Renewal
How Yamada delivered
Delivered as one coordinated sequence
- 01Multi-market feasibility
- 02Role-mapping across the buying committee
- 03Recruitment by responsibility and influence
- 04Purchasing-involvement validation
- 05Fieldwork coordination
- 06Quality control before delivery
Quality controls
Quality controls applied on this project
Only the checks this engagement required — selected by audience, methodology and risk profile.
- 01Screening on actual purchasing role
- 02Buying-committee role mapping
- 03Company-profile validation
- 04Centralised QC
Outcome
What the research delivered
The client gained a clearer view of the enterprise buying committee — who influences the decision, what each stakeholder prioritizes and where purchasing decisions tend to stall.
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Project examples are representative engagements. Client identities and commercially sensitive details are withheld where required.
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