CV_MarApr_22_2

A shift is taking place in companies worldwide relative to who is responsible for IT and technology purchases. “Historically, technology budgets have been owned by various roles across an organization (IT, networking, data centers) where they were directly aligned to software and infrastructure,” explained Tackle.io’s chief cloud officer Sanjay Mehta. However, as evidenced in the company’s “2021 Cloud Marketplace Report,” software budgets are converging into the overall cloud budget. The report notes the top reason why 43 percent of buyers purchase through a cloud marketplace is to take advantage of their committed spend with cloud providers. “This is up from 20 percent last year (a 115 percent increase), and it’s a key signal that buyers are looking to centralize procurement for both simplification and to maximize spending power,” Mehta said. “From the enterprise customer lens, we are seeing these buyers become increasingly sophisticated,” he continued. “When a cloud budget expands beyond cloud infrastructure to also include larger parts of the software budget, the CFO takes heightened interest and works with the procurement team to maximize the value they get from that budget. This eliminates the departmental view on spend and democratizes access by placing it at the highest level of the organization.” With that said, Mehta added the “myth” that only certain types of buyers will purchase through the cloud marketplaces can be dismissed. “Tackle’s research found that this is simply false: 58 percent of our survey respondents with roles in marketing, sales and operations said they had purchased software through a cloud marketplace in the last year. That’s compared to 38 percent in our 2020 survey. In the end, all of them said they were ‘likely’ or ‘extremely Marketplace Merge CFOs take larger role in IT spending as software, cloud budgets merge By Bruce Christian BUYERS SIDE 68 CHANNELV ISION | MARCH - APRIL 2022

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