Survey: State, local IT execs favor price, service more than handshakes

Related Links

Taming mobile data

Price, service and response time are state and local government information technology executives’ most important IT purchasing decision criteria, according to a survey released this week. They ranked personal relationships with a sales representative as only moderately important.

Citrix Systems conducted an online survey of 124 state and local government IT buyers that found 46 percent of respondents named reseller/value-added resellers as their primary source for IT purchases, followed by 23 percent of existing contractors, 16 percent of manufacturers and 15 percent of technology-specific providers.

Although 48 percent said they preferred to work with large resellers that offer a broad range of options, market depth was also considered a priority, with 38 percent of IT professionals indicating a preference for resellers with a specific state and local focus. Thirty-eight percent of respondents characterized their IT providers as trusted partners rather than product providers.

State and local government IT officials also expressed preferences for specific vendor brands, especially with regard to software. Seventy-four percent of respondents said their relationships with independent software vendors were very or somewhat important. In addition, more respondents, 61 percent, ranked previous experience with the reseller as more important than the reseller’s range of products at 44 percent.

“The survey results point to an opportunity for IT providers to improve their relationships with state and local executives through deeper partnerships and continued high service levels,” Bert Wakeley, director of State and Local Government sector at Citrix, said in a statement.

About the Author

David Hubler is the former print managing editor for GCN and senior editor for Washington Technology. He is freelance writer living in Annandale, Va.

Featured

  • Defense
    Soldiers from the Old Guard test the second iteration of the Integrated Visual Augmentation System (IVAS) capability set during an exercise at Fort Belvoir, VA in Fall 2019. Photo by Courtney Bacon

    IVAS and the future of defense acquisition

    The Army’s Integrated Visual Augmentation System has been in the works for years, but the potentially multibillion deal could mark a paradigm shift in how the Defense Department buys and leverages technology.

  • Cybersecurity
    Deputy Secretary of Homeland Security Alejandro Mayorkas  (U.S. Coast Guard photo by Petty Officer 3rd Class Lora Ratliff)

    Mayorkas announces cyber 'sprints' on ransomware, ICS, workforce

    The Homeland Security secretary announced a series of focused efforts to address issues around ransomware, critical infrastructure and the agency's workforce that will all be launched in the coming weeks.

Stay Connected