March 04, 2013, 9:39 AM — More than 40% of companies expect that their CFOs will have more influence over IT services spending over the next 12 months--a five percent increase over the previous year's data, according to new survey results from Forrester Research.
Meanwhile, Software-as-a-Service (SaaS) deals will see the biggest increase in spending of all IT services lines, with 36% of respondents expecting to increase SaaS spending by 5 to 10% this year, according to Forrester.
"They are interconnected," says John C. McCarthy, Forrester vice president and senior analyst. The CFO is hyper-focused on ROI, and as-a-service deals often involve little upfront capital costs. "Economic uncertainty is casting a cloud over IT services. Companies are breaking apart big monolithic deals and breaking new deals into phases. The data also shows they're going after new innovative vendors."
The Forrester survey results are just the latest to document the rising power of non-IT business leaders in IT services decision making.
"Clearly there has been a growing shift of influence away from enterprise IT towards other business stakeholders," says Peter Bendor-Samuel, CEO of IT services research and consulting firm Everest Group. "The two that get a lot of press are the offices of the CFO and the CMO. But there are many, many others."
Everest Group surveyed 60 Fortune 500 companies last year and found that 75% of IT initiatives had been initiated by the business community; just 25% began in IT. "Two years before, it would have been the opposite," Bendor-Samuels says.
Bendor-Samuel describes the development of two separate, but overlapping markets for IT services. Enterprise IT and business IT "buy differently, but they buy similar if not identical things." IT is buying to build a foundation for running the business with a focus on efficiency, reliability, scalability, security, and cost.
"But you have another market that has emerged that has a different viewpoint," Bendor-Samuel says. "They're solving business problems." The CFO wants better deduction management. The CMO needs to reach millenials. The business unit head is figuring out how to drive growth. They want solutions that are quick, easy, and have a near-term return.
And business stakeholders are spending their own money, outside of corporate IT, on new IT services. "Twenty percent of them are hiring their own IT people," says McCarthy. "Things will not suddenly shift back to IT." One Indian IT service provider told McCarthy that the 20% of deals in which the business had been involved in the most recent quarter were the only deals that closed.