2017 CI: State of the Industry Report, slide 2

The industry narrative is that IT departments are assuming more decision-making power and putting integrators unaccustomed to speaking IT at a disadvantage. With only roughly a third reporting that IT is in fact the top decision-maker one might question that narrative. What they’d be missing, however, is the impact IT often has on the manager type position (28%).

“More of our systems are being sold at the division level or department level where they’re seeing our systems tie into their business decisions,” NSCA’s Wilson says. In all of those cases the IT department “may not be our primary decision-maker” but they have the power to “shut everything down.” They often will if the integrator doesn’t demonstrate credibility “through documentation, psyche, insurance, and wherewithal on the IT space.”

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2017 CI: State of the Industry Report