Staffing Survey Report & Analysis

Transcription

1 Staffing Survey Report & Analysis About DiscoverOrg DiscoverOrg, a three-time INC 500 company, provides the country s top technology marketers access to the most up-to-date and accurate data, IT Org Charts, and Real Time Projects on their target accounts. From small start-ups to technology giants, DiscoverOrg moves the needle for sales and marketing groups of all sizes. The DiscoverOrg service covers over 16,000 Fortune Ranked, Mid-Market, SMB, University, and Government Organizations. These are the largest buyers of technology in the world. Our clients, without exception, achieve shorter sales cycles, more revenue from each account, higher marketing campaign success rates and a lower cost of sales Below are the results of a staffing survey taken by 102 IT executives regarding their experiences. 1

2 1) What is the size of your company? Percent Count Start-up 11.8% 12 SMB 41.2% 42 Mid-Market 35.3% 36 Fortune % 12 What is the size of your company? 12% 12% 35% 41% Start-up SMB Mid-Market Fortune 500 2

3 1) How big is your sales and marketing team? Percent Count Less than 5 people 21.6% people 31.4% people 11.8% 12 Greater than 25 people 35.3% 36 How big is your sales and marketing team? 35% 12% 22% 31% Less than 5 people 5-15 people people Greater than 25 people 3

4 2) What size company do you target? Percent Count Start-up 0.0% 0 SMB 6.9% 7 Mid-Market 44.1% 45 Fortune % 50 Other (please specify) 18 What size company do you target? 7% Start-up 49% 44% SMB Mid-Market Fortune

5 3) Do you specialize in a certain industry? If so which? Percent Count Information Technology 62.7% 64 Finance/Accounting 18.6% 19 Energy 8.8% 9 Engineering 13.7% 14 Healthcare/Medicine 18.6% 19 Don t specialize 15.7% 16 Other (please specify) 21.6% 22 Do you specialize in a certain industry? If so which? 62.7% 18.6% 8.8% 13.7% 18.6% 15.7% 21.6% 5

6 4) Which job titles are the hardest to fill? Percent Count % % % 71 Based on the results above the numbers 1,2, and 3 are as follows: 1) C Level Executives (CIO, CTO, CFO, CISO) 2) IT staffing in general 3) Developers (more specifically.net & java) Do you specialize in a certain industry? If so which? 62.7% 18.6% 8.8% 13.7% 18.6% 15.7% 21.6% 6

7 6) In which industries do you see the biggest growth in IT jobs? Percent Count Healthcare 75.5% 77 Hospitality 4.9% 5 Retail 10.8% 11 Software Development 52.0% 53 Hardware 4.9% 5 Banking/Financial sector 27.5% 28 Other (please specify) 7 Analysis: The largest growth in IT jobs is overwhelmingly in the Healthcare Industry In which industries do you see the biggest growth in IT jobs? 75.5% 52.0% 27.5% 4.9% 10.8% 4.9% 7

8 7) List the Top 3 emerging job titles for 2013: Percent Count % % % 81 The # s 1,2 and 3 are represented as follows: 1. Mobile Developer/ Mobile App Developer 2. Business Intelligence (Developer) 3. Big Data (Engineer & Architect) List the Top 3 emerging job titles for 2013: 100.0% 88.2% 79.4%

9 8) What positions/departments have the highest turnover rate? Percent Count % % % 76 Highest Turnover Position Analysis: 1. Sales 2. IT Staffing (more specifically helpdesk & desktop support) 3. Software Developers 4. Network/Networking Related Positions We found that there was very low turnover in C-Level Executives, Java &.Net developers, which might be why these positions are increasingly harder to fill, as we found in survey question #5. What positions/departments have the highest turnover rate? 100.0% 88.2% 74.5%

10 9) On average, how many decision makers are involved when obtaining a contract for new business? Percent Count 1 person 5.9% people 53.9% people 27.5% 28 More than 5 people 12.7% 13 On average, how many decision makers are involved when obtaining a contract for new business? 13% 6% 27% 54% 1 person 2-3 people 3-5 people More than 5 people 10

11 10) How much does it cost to place an IT Executive? For this question we were able to present the following results: 20 people (18%) of 102 answered 50k or above 47 people (43%) of 102 answered 10k or above 42 people (39%) of 102 gave answers cannot be quantified (Other) How much does it cost to place and IT Executive? 18% 39% 50k+ 10k+ other 43% 11

12 11) What productivity tools do you use? Percent Count Recruiting Software 61.8% 63 CRM 69.6% 71 ERP 18.6% 19 Sales Intelligence Tools 44.1% 45 Other (please specify) 9 What productivity tools do you use? 61.8% 69.6% 44.1% 18.6% RECRUITING SOFTWARE CRM ERP SALES INTELLIGENCE TOOLS 12

13 12) How do you uncover passive clients? What tools do you use? Percent Count LinkedIn 95.1% 97 Inside Researchers 38.2% 39 News Journals 24.5% 25 Other (please specify) 25 How do you uncover passive clients? What tools do you use? 95.1% 38.2% 24.5% LINKEDIN INSIDE RESEARCHERS NEWS JOURNALS 13

14 13) How many hours a week do you/your team spend? Average Total Count Scanning social networking sites: , Using data sources to find contact information: , Uncovering passive candidates: , Researching company websites: , Cold calling: , Identifying open opportunities for projects , How many hours a week do you/your team spend? SCANNING SOCIAL NETWORKING SITES: USING DATA SOURCES TO FIND CONTACT INFORMATION: UNCOVERING PASSIVE CANDIDATES: RESEARCHING COMPANY WEBSITES: COLD CALLING: IDENTIFYING OPEN OPPORTUNITIES FOR PROJECTS 14

15 14) What is your current #1 challenge? Percent Count Managing productivity tools 10.8% 11 Identifying a company's key-players 12.7% 13 Identifying open opportunities 19.6% 20 Reaching the right person 45.1% 46 Understanding the prospect's hierarchy 7.8% 8 Knowing the Technologies deployed 3.9% 4 Other (please specify) 9 What is your current #1 challenge? 8% 4% 11% Managing productivity tools 45% 13% 19% Identifying a company's key-players Identifying open opportunities Reaching the right person Understanding the prospect's hierarchy Knowing the Technologies deployed 15

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