With IT budgets on the rise, and the average company spending 5% of its revenues on IT, according to one study, billions of dollars are being spent each year on IT procurement.

As an IT professional, your job may involve not only determining which solutions are right for your company, but also communicating those needs to senior management. But with the amount of marketing hype and information (not to mention potential misinformation) coming from product vendors and the media, this often becomes a daunting task. Many times, senior managers fall back on fear and other emotions when considering IT purchase decisions, rather than relying on empirical evidence.

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