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Strategic Business Initiatives Market Narratives How CFOs Buy and Engage With Technology Vendors Jan 30, 2026 CFOs prefer direct vendor engagement but focus on trusted partners, applying a strict financial and risk lens to assess credibility and value. Request to Download

CFOs value direct engagement with technology vendors before approving major investments, but time constraints limit these interactions. Most engagement is concentrated on existing partners, creating structural barriers for new entrants. CFOs also apply a stronger financial and risk lens than CIOs, making relevance, credibility, and clear value articulation critical for vendor access.

 

Core insights:

  • Selective engagement: CFOs prioritise personal meetings with vendors for trust and credibility, but limited time restricts opportunities, especially for new vendors.
  • Incumbent advantage: The majority of CFO engagement is with existing partners, reinforcing structural barriers for new entrants.
  • Value lens: While CFOs and CIOs share priorities like cost savings and risk reduction, CFOs place greater emphasis on financial outcomes and certainty, requiring vendors to deliver clear, strategic value efficiently.

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