Appendix: full survey results

Transcription

1 Appendix: full survey results Disruption in the mid-market: How technology is fueling growth A mid-market perspectives report

2 Acknowledgment We would like to thank all survey respondents and interviewees for their time and the insights they shared for this report, Disruption in the mid-market: How technology is fueling growth. This publication contains general information only and is based on the experiences and research of Deloitte practitioners. Deloitte is not, by means of this publication, rendering business, financial, investment, or other professional advice or services. This publication is not a substitute for such professional advice or services, nor should it be used as a basis for any decision or action that may affect your business. Before making any decision or taking any action that may affect your business, you should consult a qualified professional advisor. Deloitte, its affiliates, and related entities shall not be responsible for any loss sustained by any person who relies on this publication. As used in this document, Deloitte means Deloitte LLP and its subsidiaries. Please see for a detailed description of the legal structure of Deloitte LLP and its subsidiaries. Certain services may not be available to attest clients under the rules and regulations of public accounting.

3 Disruption in the mid-market About the survey From May 29, to June 16,, a Deloitte survey of mid-market companies was conducted by OnResearch, a market research firm. The survey examined technology trends taking place in this market segment to determine the role and value that technology plays and how it influences business decisions. The 500 survey respondents represented mid-market companies with annual revenues ranging from $100 million to more than $1 billion. Half of the respondents were C-suite executives, while the remaining 50 percent held other management roles. Three-fourths of the respondents represented companies that are privately held, while the remainder represented publicly-traded firms. One-third of the respondents were from consumer and industrial product companies, with the remainder divided among energy and resources; financial services; life sciences and health care; technology, media and communications; and other industries. The full survey results are included in this report; some percentages in the charts may not add up to 100 percent because of rounding, or for questions where survey participants had the option to choose multiple responses. The report based on these survey findings, Disruption in the mid-market: How technology is fueling growth, can be found on our website at www2.deloitte.com/us/disruptioninmidmarket. Appendix: full survey results 3

4 Business environment Over the past 12 months, my company s revenue growth has been: How has your company s headcount changed over the last 12 months? My company s business outlook over the next 12 months appears to be 31% or higher 6.0% 6.8% 21% - 30% 8.6% 12.2% 16% - 20% 20.2% 11.0% 11% - 15% 24.2% 22.6% 5% - 10% 25.8% 28.2% 1% - 4% % 0% 1.4% 2.0% Negative 1% - 4% 2.4% 3.2% Negative 5% - 9% 0.8% 1.0% Negative 10% or lower 0.6% 0.8% Increased 10% or more Increased between 6% and 9% Increased up to 5% No change/stayed the same Decreased by 5% or less 5.2% 8.8% Decreased between 6% and 9% 2.2% 2.2% Decreased 10% or more 0.8% 1.0% 15.0% 15.2% 22.4% 16.4% 20.2% 23.6% 34.2% 32.8% Highly optimistic Cautiously optimistic Neutral Pessimistic 2.2% 2.8% 10.8% 5.2% Highly pessimistic 0.6% 0.2% 1.3% % 16.1% 23.8% 34.4% 27.8% 52.0% 49.6% 58.4% 4 Disruption in the mid-market: How technology is fueling growth

5 Please indicate your level of agreement with the following statement: Operating globally is important to my company s overall strategy. Strongly agree 38.0% 33.6% 31.1% Agree 37.0% 32.4% 33.3% Neither agree nor disagree 11.2% 13.8% 18.5% Disagree 9.8% 12.6% 12.2% Strongly disagree 4.0% 7.6% 4.9% 2013 Appendix: full survey results 5

6 Technology trends Who leads the adoption of new and emerging technologies within your company? How would you describe the role of executive leadership in your organization with regard to emerging and next-generation technologies (including cloud, mobile, and social)? Technology is often perceived differently in organizations. How does your company s leadership value the role that technology plays? Select only one. Business leaders (CEO, CFO, COO, business unit leaders, supporting functions) 26.1% IT leaders (CTO, CIO, IT department leaders) 35.9% Both Business and IT 36.5% 0.8% Don't know/not sure 0.8% They are leading the charge 32.9% 2 They are actively engaged 45.7% 49.0% They are passive, but willing to be engaged 17.0% 20.8% They have bigger fish to fry 3.2% 6.2% They are actively obstructing change 0.4% 1.8% Not applicable/don t know 0.8% 2.2% Critical (differentiator and key to growth) Strategic (not an expense, but more of an investment) Necessary (sometimes an investment, but often seen as an expense) 1.2% 1.8% 15.2% 19.8% 48.0% 40.8% 35.6% 37.6% Not critical (necessary but certainly not an investment, only an expense) What is the biggest IT challenge faced by your organization? Select only one. What is your company s current spend on technology? Select only one. Which of the following statements is true about your IT Department s involvement with the end customer of your organization? Select all that apply. Keeping up with new technology Budget to implement new technology Tactical hurdles Not having the right talent/skill set Understanding ROI Leadership support 30.2% 24.2% 22.2% 25.2% 16.8% 13.4% % 9.6% 12.4% 9.6% 8.8% We do not currently have a separate, identifiable spend Our spend is negligible (< 1% of revenue) We spend between 1-5% of revenue on technology Our spend is above 5% of revenue % 8.0% 14.2% 13.8% 18.6% 15.4% 19.4% 21.3% 29.9% 47.4% 47.8% 55.3% We are actively building technology platforms to better engage with customers Our IT department is focused on delivering seamless/ integrated customer experiences 48.4% Our IT department is involved in designing of products and customer solutions Technology and Marketing departments have established joint processes and governance 31.8% None of the above 3.8% 51.0% 45.0% Gathering and analyzing customer data is a priority for the IT organization 41.8% Our corporate strategy emphasizes customer acquisition, retention and loyalty 38.6% 6 Disruption in the mid-market: How technology is fueling growth

7 Compared to last year, my company s current level of technology spend is: Significantly higher Higher About the same Lower 1.7% 3.5% 14.6% Significantly lower 0.5% 0.3% 10.3% 6.4% 6.4% % 39.1% 38.6% 52.3% 47.6% 47.8% How would you describe the current state of IT governance within your organization? Mature with established processes 34.2% 36.2% Building and developing IT governance and processes and structures 46.8% 47.8% Investigating IT process and improvement, but no formal governance in place Little to no formal IT processes, structures, or awareness 3.6% 4.8% /Not sure 1.6% 13.8% 11.2% What will be your organization s top three technology priorities for the next 12 months? Select up to three. Improving existing business processes Managing cybersecurity and information risk Maintaining availability and performance of IT systems 27.4% Reducing IT costs and driving efficiency 27.0% 38.8% 35.2% Assisting in business innovation - developing new products and services Developing/improving the organization's digital capability Driving large complex technology implementation projects Adjusting/redesigning current IT operating model 0.6% Don't know/not sure 2.0% 23.8% 23.4% 22.4% 17.0% 25.4% Simplifying IT infrastructure and applications 25.0% Providing timely and relevant information to business stakeholders How would you describe your organization s spend on the maintenance of existing systems as compared to investment in innovation (e.g., an mix will include 80% of budget spend on maintenance, with 20% invested in innovation)? % 5.8% 1.4% 2.2% 21.3% 21.6% 16.1% How would you describe your organization s spend on the maintenance of existing systems as compared to investment in the implementation of the latest technology (e.g., an mix will include 80% of budget spend on maintenance, with 20% invested in the implementation of new technology)? % 1.9% 2.4% 14.1% 20.9% 29.5% 25.7% Please indicate how technology has generated changes within your business. Select all that apply. Increased overall productivity to free up talent to assume new Increased or additional overall productivity responsibilities to free up tale Streamlined business processes to reduce cost c Enhanced business planning and execution of strategies Detection of anomalies, disruptions, threats to the business 6.0% Don't know/not sure 2.0% Not applicable 1.8% 36.4% 48.0% 48.0% 47.8% 55.0% 50.4% Increased customer conversion or retention by detecting patterns of behaviors Simplified maintenance of business assets, equipment Appendix: full survey results 7

8 Technology trends (continued) What are the biggest drivers or technology investment at your organization? Please select the top three and rank in order of importance. 3=Third) Increase revenue 18.0% Increase customer base through personalization and engagement 18.2% 27.3% 25.2% 31.9% 40.8% Reduce capital expenditures (e.g., migration from on-premise to off-premise cloud-based solutions/services) Reduce non-capital expenditures (maintenance, travel, interest payments, etc.) 1.7% 0.7% 0.7% 17.0% 22.5% /Not sure 2.9% 12.5% 14.6% 27.3% 32.9% Which of the following technology-related trends have the potential to produce the greatest productivity gains for your organization? Select all that apply. Analytics Cloud applications Mobility Cloud infrastructure Big data Information security (cyber intelligence) Internet of Things (IoT) Social business Wearable technologies 3D printing (additive manufacturing) 0.4% 15.0% 12.4% 47.0% 43.4% 41.6% 40.4% 36.2% 32.0% 30.2% 26.8% None I don t believe any technology-related trends will produce productivity gains for my company 3.2% What are the data privacy and security risk issues of concern to your company? Select all that apply. Phishing and targeted attacks 60.1% [This response was not offered in prior surveys.] Integration with external systems (business partners, customers) Migration to cloud Internal access controls Mobility 52.5% 49.4% 47.5% 45.9% 46.2% 44.8% 38.6% 30.2% Top Second Third As growing numbers of devices are networked, Internet-enabled and take action without human intervention, which term most closely describes your organization s current use of the Internet of Things (IoT)? Mature effective deployments 18.6% Building in the deployment phase of production for Internet of Things 29.6% Experimenting pilot projects started or being planned 23.2% Investigating interested in the potential opportunities I Internet of Things offers 14.4% Waiting no action taken yet 8.0% No action planned not relevant to our business strategy 6.2% How does your organization handle adoption of new technology trends? Driven by IT leadership 48.6% 39.4% We have processes in place for exploring emerging technologies Driven largely by business leadership direction Specialized business units are focused on innovation 2.4% 5.0% 1.4% 1.4% 28.2% 24.8% 19.4% 29.4% How often does your company evaluate the outcomes that emerging technologies deliver, compared to what was expected? Select only one. Limited to the cost benefit analysis at the initial phase 23.6% 28.0% Almost always have a post-implementation evaluation to measure the success Regular monitoring and assessment at frequent intervals /not sure 8.0% 10.2% 40.2% 33.8% 28.2% 28.0% 8 Disruption in the mid-market: How technology is fueling growth

9 What is the preferred technology approach model for your business? On-premise: systems, hardware and support staff at your physical location 36.8% 35.0% Hosted solutions: pre-built system run, located and operated at a fixed monthly fee 26.2% 23.6% Hybrid: A mix of on-premise, off-premise solutions based on your application and business needs 20.6% 20.6% Off-premise: systems applications run and managed in the cloud using Software as a Service (SaaS) approach 13.4% 14.4% 0.2% 3.0% 6.2% For hosted solutions, what is your preference? If you prefer a hybrid approach, what is most important to your company? If your preference is off-premise, what are your goals? On-premise as a fixed price traditional variable licensing model 2.3% 0.8% 14.5% 18.6% 33.6% 32.2% 49.6% 48.3% A fixed monthly cost for your hosted preconfigured solution Off-premise leading practice design solution with little ability to customize and pay-as-you-go pricing Ability to quickly adjust to a business need/change 40.8% 46.6% Ability to customize 28.2% 17.5% Ability to have IT own your system 19.4% 21.4% Greater control over disaster recovery 8.7% 10.7% 1.0% 1.0% 1.9% 2.9% Increase flexibility to scale, acquire, divest Reduce IT CapEx/OpEx costs Quickly obtain SOX compliance Readiness for IFRS 11.9% 12.5% 4.5% 6.9% 5.6% 38.8% 23.6% 44.8% 51.4% Appendix: full survey results 9

10 Technology trends (continued) Which of the following technology-related trends have had the most significant impact on your business in the past 12 months? Select the top three and rank in order of importance. Information security (cyber intelligence) Analytics 17.2% 13.6% 16.8% 13.2% 13.6% 15.4% Which of the following technology-related trends do you think will have the most significant impact on your business in the next 12 months? Select the top three and rank in order of importance. Information security (cyber intelligence) Analytics 9.4% 17.4% 14.2% 14.2% 15.4% 12.6% Cloud infrastructure 13.0% 15.2% 10.8% Cloud applications 14.2% 13.6% 13.4% Mobility 12.8% 9.2% 9.6% Cloud infrastructure 13.6% 11.4% 10.4% Cloud applications 12.6% 14.2% 9.6% Mobility 9.0% 11.2% 11.6% Big data 10.2% 8.4% 12.0% Social business 7.0% 9.6% 6.6% Social business 6.4% 6.4% 7.4% Big data 6.8% 9.0% 8.8% Internet of Things (IoT) 4.8% 6.6% 4.8% Internet of Things (IoT) 5.0% 7.6% 6.2% Wearable technologies 2.4% 4.6% 5.8% 3D printing (additive manufacturing) 4.0% 2.6% 5.4% 3D printing (additive manufacturing) 2.0% 2.8% 2.4% Wearable technologies 3.0% 4.4% 5.0% None of the above 5.4% None of the above 5.8% Top Second Third Top Second Third 10 Disruption in the mid-market: How technology is fueling growth

11 Which of the following technology-related trends are having the most significant impact on your workforce? Select the top three and rank in order of importance. Mobility 17.4% 11.0% 1 Information security (cyber intelligence) 14.6% 11.2% 14.6% Which of the following technology-related trends are having the most significant impact on your customers? Select the top three and rank in order of importance. Information security (cyber intelligence) Mobility 16.4% 12.6% 12.4% 15.4% 11.0% 15.6% Analytics 13.0% 13.2% 10.4% Social business 10.4% 13.0% 9.2% Big data 9.6% 12.2% 8.0% Analytics 10.4% 9.8% 8.8% Cloud infrastructure 9.4% 11.4% 8.2% Cloud applications 9.4% 11.2% 8.8% Cloud applications 9.0% 11.4% 14.0% Big data 7.0% 8.6% 1 Social business 7.2% 7.2% 9.2% Internet of Things (IoT) 7.0% 6.4% 6.0% Wearable technologies 4.6% 4.8% 5.8% Cloud infrastructure 6.2% 8.8% 11.2% Internet of Things (IoT) 4.2% 5.6% 8.0% Wearable technologies 5.6% 5.2% 5.4% 3D printing (additive manufacturing) 3.0% 4.0% 3.8% 3D printing (additive manufacturing) 3.2% 4.4% 3.6% None of the above 8.0% None of the above 9.0% Top Second Third Top Second Third Appendix: full survey results 11

12 Analytics Is your company using business analytics? If your company is not using business analytics, what is the primary reason? Yes 80.2% 65.2% Our company is not at the scale or maturity level where we can benefit from analytics 27.3% 31.3% No 13.2% 22.4% Not sure where to begin to capture the most value 22.7% 25.0% /Not sure 6.6% 12.4% Too complex a topic to digest at our current stage of growth 21.2% 13.4% Don t see the business value 13.6% 17.9% 3.0% 2.7% 12.1% 9.8% What would you describe as the most important business need for using analytics? Influencing business strategy and operational priorities Providing metrics, information and tools needed for sound business decisions Forecasting and reporting business results Predictive client, customer, or business behavior analysis 0.2% 0.4% 8.4% 9.4% 2.4% 7.2% 20.6% 20.6% 34.4% 29.8% 34.0% 32.6% Which of the following delivery models are you using or likely to use within your company s analytics efforts? Select all that apply. Use of basic reporting analytics to support business operations and strategy Develop predictive modeling analytics solutions to guide business growth Design and implement integrated enterprise analytics solutions Outsource managed analytics services and/or platform Subscription-based analytics with analytical scoring and results 0.4% 6.2% 14.6% 28.8% 28.6% 30.2% 20.4% 28.6% 21.4% 49.3% 38.2% 49.1% 46.8% 12 Disruption in the mid-market: How technology is fueling growth

13 How would you describe your organization s level of maturity with regard to analytics? Select only one. Piloting Early implementation stage Used in certain departments Used more broadly Delivering value throughout the organization 14.3% 13.8% 14.1% 12.4% 10.1% 7.2% 2.5% 10.6% 30.2% 27.0% 28.8% 29.0% Which business areas are using or leveraging analytics within your company? Select all that apply. Sales/customer management Marketing Finance/tax Human resources Manufacturing 2.1% 3.0% /not applicable 2.1% 11.2% 49.1% 34.2% 42.4% 33.0% 32.9% 18.6% 32.7% % 60.1% What is your company s biggest hurdle in embarking upon analytics? Select only one. Technology challenges dealing with structured data vs. unstructured data 38.0% 27.2% Data harmonization and standardization 18.4% 22.6% Understanding how to apply the data used for business value 6.4% [This response was not offered in prior surveys.] 0.2% 1.4% 4.2% 9.8% 17.8% 20.6% Obtaining organizational understanding and buy-in 15.0% 18.4% Availability of appropriately skilled resources to support business needs Appendix: full survey results 13

14 Analytics (continued) What would you describe as the top barriers for expanding the use of analytics? Select the top three and rank in order of importance. Quality of existing data Cost % 19.8% 14.0% 15.2% 22.6% Understanding how to best capitalize on the value of analytics 17.6% 17.6% Internal IT capability limitations 13.2% Availability of talent in the marketplace 10.4% 17.6% 17.4% 14.6% 14.4% 11.6% 15.4% How would you describe the quality of data within your organization? Fragmented and no clear structure or format across business areas 20.4% 23.8% Need moderate data cleansing 26.8% 28.2% Data cleansed but need to structure for efficient use and validation Data ready for broad analytics use 18.4% 12.0% /not sure 31.0% 29.0% 0.2% [This response was not offered in prior surveys.] 3.2% 6.6% What would your organization see as the greatest value of analytics? Increased operational effectiveness 38.5% 28.0% Ability to predictively manage aspects of the business 27.0% 32.8% Greater competitive edge in understanding customer trends and patterns Increased customer intimacy derived from available relevant information 6.9% 6.2% 26.0% 25.2% 0.2% [This response was not offered in prior surveys.] 1.4% 7.4% Management buy-in 9.4% % None I don t believe we face any barriers 5.2% 4.4% Top Second Third Which term most closely describes your organization s current use of predictive (cognitive) analytics? Mature successful deployments (e.g. ERP, DRM, HR) 21.4% Building in the deployment phase of production for predictive (cognitive) analytics Experimenting pilot projects started or being planned Investigating interested in the potential opportunities p predictive (cognitive) analytics offer 12.0% Waiting no action taken yet 5.3% No action planned not relevant to our business strategy 1.6% 18.2% 41.5% In which areas do predictive (cognitive) analytics hold the most promise for your business? Select all that apply. Managing large amounts of data (customers, patients, m members, etc.) Identifying business investment/expansion opportunities Predicting disruptive business events (equipment breakdown breakdowns, security breaches, supply shortages, etc.) Talent recruitment and retention 0.6% % No action planned not relevant to our business strategy 5.8% 52.6% 51.6% 14 Disruption in the mid-market: How technology is fueling growth

15 The cloud For each of the following functions, describe each function s relationship to the cloud. Financials and accounting 37.8% 15.6% 20.1% 6.8% 19.7% Customer Relationship Management (CRM) 33.8% 23.5% 23.3% 8.8% 10.6% Sales Force Automation (SFA) 31.9% 24.9% 20.2% 10.1% 12.8% Data warehouse/analytics 29.5% 27.1% 18.3% 10.5% 14.6% Supply Chain Management (SCM) 27.0% 22.7% 26.1% 9.2% 15.1% Knowledge Management Systems (KMS) 26.8% 22.5% 25.7% 10.9% 14.1% Enterprise Performance Management (EPM) 25.7% 24.5% 23.2% 11.1% 15.5% Enterprise Resource Planning (ERP) 25.5% 32.3% 18.0% 8.6% 15.6% Human resources 22.6% 24.5% 20.6% 14.4% 17.8% Manufacturing Resource Planning (MRP) % 22.2% 10.9% 17.9% Already cloud-based In the process of moving to the cloud Considering moving to the cloud Considering moving select systems to the cloud No interest in moving to the cloud Appendix: full survey results 15

16 The cloud (continued) What do you consider to be the greatest challenge in deploying or using cloud-based services? Select only one. Ensuring data integrity and reliability 35.3% % Which term most closely describes your organization s current use of cloud-computing resources? Select only one. Mature successful deployments (e.g., ERP, CRM, HR) 14.0% 9.2% 21.2% What is the most significant factor influencing the pace of your organization s current adoption of cloud-based services? Select only one. Issues concerning data privacy and security risks 35.5% 34.4% 38.4% Confidence in information security Complexity of integration with core systems Business processes and workflow management Cost 7.8% 7.7% 2.5% 18.1% 12.9% Lack of maturity 33.5% 29.0% 22.5% 20.2% [This response was not offered in prior surveys.] 2.2% [This response was not offered in prior surveys.] % Building in the deployment phase of production for cloud computing services Experimenting pilot projects started or being planned Investigating interested in the potential opportunities cloud computing offers 11.6% No action still waiting to take concrete steps 2.5% No action don t have a need 0.4% 6.8% % 7.8% 13.6% 9.4% 26.0% 21.9% 23.8% 20.6% 21.2% 34.4% 42.4% Integrating with existing applications and infrastructure 28.3% Funding, staffing and talent 15.0% 13.0% 10.3% 23.4% 25.3% Understanding business drivers and value proposition of cloud-based services 14.7% 15.8% 12.9% Need for greater speed to value in terms of traditional on-premise IT implementation 4.2% [This response was not offered in prior surveys.] No need at this time 2.0% 7.4% % 16 Disruption in the mid-market: How technology is fueling growth

17 If you are using or considering more than one cloud-based application or package, what would you say is the most important need? Integration across all packages 36.8% 43.4% The ability to manage multiple cloud vendors 26.3% 25.2% Management of differing cloud upgrade cycles 18.5% 12.8% Resource knowledge 12.1% [This response was not offered in prior surveys.] 0.2% 2.0% 6.0% 16.6% Appendix: full survey results 17

18 Cyber and information security Which of the following best describes the current state of cyber security within your organization? We have the most up to date and robust security measures in place 49.8% We acknowledge the importance but do not have the right infrastructure/resources 31.8% We find it difficult keeping up with the evolution of cyber threats 11.4% There is a lack of awareness and preparation within our organization 2.8% Currently it is not a priority 2.0% /Not sure 2.2% Of your company s technology spend, what percentage is tied to information security? Select only one. Our spend is negligible (<1% of revenue): 20.6% Between 1-5%: 56.6% Above 5%: 19.4% /Not sure: 3.4% How does your company handle information security risks? Please select all that apply. We have a plan in place to manage external information security threats 66.6% We have a plan in place to manage internal informational security threats 60.8% We have governance structures and procedures in place concerning information security threats 47.4% We encrypt sensitive information 44.0% We offer education and training on information security matters 29.6% Don't know/not sure 4.0% 18 Disruption in the mid-market: How technology is fueling growth

19 Social and mobile media Please indicate how you view the potential of mobile computing to disrupt parts of your business? Select only one. Which of the following is most important to your company with regard to social/mobile platforms for your customer interactions? Real-time communication 35.8% 38.6% Greater integration/intimacy 25.8% 17.0% Transformative: 16.0% Competitive advantage: 54.6% Highly disruptive: 6.4% No significant impact: 17.6% : 5.4% Monitoring and understanding consumer sentiment 18.4% 14.4% Automation in customer response/relationship processes 13.2% 18.6% 1.0% 1.6% 5.8% 9.8% Appendix: full survey results 19

20 Survey respondent demographics What was your company s annual revenue in U.S. dollars? Between $100 million and $ million Between $250 million and $ million Between $500 million and $ million Between $750 million and $1 billion Over $1 billion 12.0% 22.4% 23.0% 22.8% 19.8% Approximately how many full-time staff are employed by your business? Fewer than % % % 1,000-2, % 3,000 or more 24.0% Which of the following describes your level of knowledge regarding your organization s information technology? I am very knowledgeable about our information technology: 61.7% I am somewhat knowledgeable: 38.3% Which of the following best describes your title? Owner/partner 12.8% Board member 1.2% CEO 10.2% President 3.0% CFO 6.0% CIO 7.4% COO 3.0% CTO 4.8% C-level 2.0% Senior vice president/vice president 10.4% Head of business unit 3.8% Head of department 7.2% Controller 1.6% Senior director/director 8.8% Senior manager/manager 17.8% 20 Disruption in the mid-market: How technology is fueling growth

21 Is your company public or private? If private, which category best describes your company? In which sector does your company operate? Public: 24.4% Private: 75.6% Family-owned: 27.2% Closely held (excl. family-owned): 36.0% Private equity owned: 32.5% Venture capital backed: 2.4% : 1.9% Consumer & Industrial Products 32.4% Energy & Resources 1 Financial Services 17.2% Life Sciences & Health Care 7.6% Technology, Media & Telecommunications 19.2% 13.6% In which state is your company s headquarters located? (Number of respondents shown.) OR 2 CA 66 WA 13 NV 3 ID 2 AZ 8 UT 3 MT 2 WY 1 CO 7 SD 1 NE 3 KS 3 TX 31 OK 5 MN 9 IA 3 MO 13 AR 1 LA 7 WI 8 IL 30 IN 5 MI 13 OH 20 KY 3 TN 5 AL 5 WV 1 GA 12 PA 31 SC 5 VA 6 FL 42 NY 60 NC 12 NJ 23 ME 1 DE 1 DC 2 MD 5 VT 1 NH 2 MA 16 RI 1 CT 5 AK 2 Appendix: full survey results 21

22 Contacts Roger Nanney National Managing Partner Deloitte Growth Enterprise Services Deloitte LLP Harvey Michaels National Consulting Leader Deloitte Growth Enterprise Services Deloitte Consulting LLP Stephen Keathley National Technology Leader Deloitte Growth Enterprise Services Deloitte Consulting LLP Adnan Amjad Vigilant Cyber Threat Management Practice Leader Partner Deloitte & Touche LLP David Moore NetSuite Practice Leader Principal Deloitte Consulting LLP Rich Penkoski Principal Deloitte Consulting LLP Bob Rosone Director Deloitte Growth Enterprise Services Deloitte LLP

23 Research and editorial lead Janet Hastie Senior Marketing Manager Deloitte Services LP Report design Isaac Brynjegard-Bialik Senior Manager Deloitte LLP

24 Perspectives This report is just one example of Deloitte research on topics of interest to mid-market private companies. Presented by Deloitte Growth Enterprise Services, Perspectives is a multifaceted program that utilizes live events, signature reports, research publications, webcasts, and other vehicles to deliver tailored and relevant insights in an integrated fashion. Please visit our Perspectives library on the Deloitte Growth Enterprise Services website ( perspectives/dges) to view additional material on issues facing mid-market private companies. Copyright Deloitte Development LLC. All rights reserved. Member of Deloitte Touche Tohmatsu Limited