This IDC study looks at the purchasing process in the Australia medium-sized business market (100–499 employees). The medium-sized business market in Australia represents 17% of total ICT spending.

"With many vendors having limited sales and marketing resources to target the medium-sized business market, vendors should focus their efforts on IT managers who consistently have influence on the otherwise fragmented initial stage of the IT acquisition cycle. This is absolutely critical as a large proportion of purchases happen within a month after identification of need and only a few touch points with sales representatives are necessary before actual purchase," says Jean Marc Annonier, research manager, IT Spending, Vertical Markets, and SMEs, IDC Australia.