WHAT’S INSIDE

The fact sheet covers how this audience evaluates tools, what triggers a buying decision, and what puts them off. A few things in the data will probably challenge assumptions about how to reach them.

How they evaluate vendors

This audience does not respond to top-down sales pitches. The data shows exactly what they trust, and what they immediately discount.

What they want from case studies

They asked specifically for concrete examples, including failures. What that means for how you structure your content.

Team challenges shaping spend

The pressures driving purchasing decisions in 2026, and where engineering leaders are prioritising budget.

Who is actually in the room

Seniority breakdown, company size, and how procurement decisions get made across different organisation types.