Gartner has identified the impact of EA trends on IT purchasing decisions, and has the following advice and recommendations to help TSPs target this audience more effectively:
In organizations supporting EA as strategic, and as collaborative between business leaders and IT, TSPs will increasingly find EA practitioners influencing IT spend.
EA practitioners have a high degree of influence over emerging technology purchases, with 52 percent of the EA practitioners surveyed reporting directly to a CIO or CTO. They are also "very involved" in integration consulting services (64 percent) and business applications (52 percent). As EA practitioners continue to focus on integrating and aligning with business priorities and actively working with business leaders, their degree of influence on business intelligence tools, workplace tools and business applications will likely increase as well.
Organizations starting, restarting or renewing their EA efforts present an opportunity for providers to market to and influence a new generation of EA practitioners.
The survey revealed that 77 percent of respondents were either restarting or renewing EA efforts (18 percent), initiating EA for the first time (34 percent) or taking EA efforts to the next level (25 percent). In organizations starting EA for the first time, EA practitioners have a significant influence on IT budget decisions, but significantly less have decision-making authority. These new and restarting organizations present an opportunity for TSPs to target a new generation of EA practitioners.
As organizations become more mature in supporting EA, they will have a greater degree of influence on IT budget allocations to products and services.
Many organizations begin their EA journey by focusing inside the IT organization on system consolidation, standardization and cost management. As they mature, this evolves into looking more closely at the "alignment" between the business strategy and IT strategy. From here the EA program evolves further to become "business outcome-oriented," such that in a mature EA program, other areas of decision making are guided and influenced by business outcome-driven EA.