MicroScope+ Premium Content/MicroScope

Are customers being pressured into buying technology too soon? It’s a question that arises after a report from Pure Storage found that 90% of IT buyers at companies with more than 500 employees admitted to buying technology their infrastructure could not support. The report also found that 62% felt pressured all the time or often to make decisions on purchasing technology without exploring the consequences of these decisions in the longer term. While the focus was on larger businesses, it’s likely to be true for many different types of companies. But why is this happening? Is the IT industry pushing new technology too hard and too fast? Is it pressurising customers too much? Perhaps customers are too quick to buy new technology without thinking it through. There may be a role here for partners to give customers the advice they need to make better decisions on when and why to buy technology, with some partners perhaps guilty of rushing customers into buying technology too soon. If so, more should be done to help customers buy the...