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Why IDC
Signals shaping executive decisions
65%
of individuals will search and engage with brands via GenAI by 2026
3x
more likely to improve visibility and renewal rates with quarterly analyst briefings
56%
of CEOs say their organization must focus on innovation to thrive this year
CEOs
Boards no longer treat AI and risk as separate conversations. CEOs whose reporting, budgets, and leadership structures still do are already behind.
- The board shift: AI strategy overtook security as the board’s top nonfinancial topic, with briefing frequency jumping from 47% to 62% of CEOs in 2026.
- The funding shift: Security and core infrastructure still absorb over half of planned tech spend; AI is funded alongside that base, not as a replacement.
- The accountability shift: The chief AI officer leads every category of new leadership hire CEOs are planning.
- The governance gap: Adoption is scaling faster than the controls meant to manage it.
Security and infrastructure fund stability before growth
AI at scale is now the board's top risk conversation
Board briefings on AI strategy jumped from 47% to 62% of CEOs in 2026.
Outcome discipline is replacing pilot counts
By 2027, 45% of AI apps/services will fail to progress beyond proof of concept.
The CAIO is the most wanted new leadership role
Workforce transformation is the execution bottleneck
By 2026, 37% of G2000 firms will use agentic AI beyond pilots.
Trust is becoming the CEO's currency with the board
By 2027, 80% of G2000 RFPs will require strict data governance commitments.
Your next move: IDC’s latest research on where boards, budgets, and leadership are heading next.
- Worldwide CEO Survey 2026: CEO Technology Priorities and Leadership Roles
- IDC FutureScape: Worldwide CEO Agenda 2026 Predictions
- Is AI Strategy Now the Board's Top Priority, Ahead of Security and Risk?
- Navigating the Crosscurrents: Why CEO–CFO Alignment Now Defines Enterprise Resilience
- The 2025 CEO Agenda – Transforming Business for an AI World
CIOs/CISOs
CIOs and CISOs are converging around one mandate: prove AI works at enterprise scale without breaking the risk posture the board just started watching.
- The mandate convergence: CIOs now own both “make AI work” and “keep it safe” from the same budget, and security’s metrics are easier to report to the board than AI’s.
- The metric shift: Operational efficiency and measurable business outcomes have overtaken strategic alignment as how CIO success gets judged in 2026.
- The trust gap: 93% of CISOs now report to the CEO, COO, or president directly, yet only 7% of senior executives rank cybersecurity as the department they trust most.
- The talent bottleneck: AI/ML engineers are the hardest role to hire, at nearly double the gap of the next-closest specialty.
Efficiency has replaced strategy as the CIO scorecard
Cybersecurity is the #1 barrier to CIO success, and it's rising
Cybersecurity threats rank as the top barrier at 34% in 2026, up from 33% in 2025.
AI/ML engineers are nearly impossible to hire
Zero trust has fallen out of favor as a board pitch
CISOs have the reporting line but not the trust
Security and IT together claim over half of CEO tech investment
Your next move: IDC’s latest research on closing the gap between AI ambition and execution.
- IDC FutureScape: Worldwide CIO Agenda 2026 Predictions
- 2026 CIO Sentiment Survey Part 1: Role, Priorities, and Talent
- CIO Readiness in the Face of the Middle East War: Resilience, Cyberpreparedness, and Workforce Continuity
- Coding by Prompt Is Coming to Your Business Units: What CIOs Should Do Next
- AI sovereignty risk: A five-step agenda for CIOs
Marketing
The CMO mandate is expanding into full revenue ownership, but execution is lagging the expectations already being set for it.
- The mandate shift: CMOs are moving from “drive growth” to owning go-to-market, digital experience, and increasingly sales — becoming de facto “chief market officers.”
- The execution gap: 49% of marketers haven’t started or implemented AI/GenAI, even as the C-suite’s growth and ROI expectations keep climbing.
- The budget squeeze: Marketing investment is growing, but its share of revenue is shrinking, so marketing is doing more with less.
- The trust risk: Failing to build AI transparency practices risks eroding the majority of a brand’s earned customer loyalty.
Marketing and sales will consolidate under marketing leadership
By 2030, 40% of enterprise companies will unify marketing and sales under marketing leadership.
GenAI ROI is real today, and agentic AI multiplies it
Marketers project 5x ROI on GenAI and up to 20x ROI with agentic AI by 2028.
Nearly half of marketers haven't started GenAI
49% of marketers haven’t yet started or implemented AI/GenAI adoption.
MarTech is capturing a record share of budgets
MarTech spend hit a record 4.4% of the marketing budget in 2024, up from 3.5% the year before.
Social marketing has overtaken content marketing
For the first time, social spend surpassed content marketing as the #3 program spending line.
AI creative homogeneity threatens campaign performance
Your next move: IDC’s latest research on where AI is already reshaping the CMO mandate..
Analyst relations
AR is evolving from a briefing function into a strategic intelligence capability — teams that don’t formalize measurement and cross-functional alignment are leaving influence on the table
- The credibility mandate — IDC’s own marketing taxonomy classifies AR as an awareness function, budgeted for reputation and validation, not demand generation.
- The trust bar is rising — Data governance and measurable outcomes are the top two things C-suite buyers value in a vendor, ahead of industry knowledge or ease of doing business.
- The GEO shift — Analyst-authored content is becoming an input to how AI systems cite and describe brands, expanding AR’s job beyond traditional briefings.
- The measurement gap — AR still lacks the kind of attribution model other marketing-adjacent functions are already expected to have.
Analysts are a top-3 information source at evaluation and purchase stages
57% of B2B buyers cite analysts as a frequently used source at the Evaluation stage.
Analyst content ranks as consistently helpful, though never the top choice
39% of buyers rank analyst reviews among the most helpful content at Evaluation and Purchase.
AR's classic conference channel is losing share to digital
71% of buyers now favor digital channels over traditional sales engagement overall.
Trust and credibility are what the C-suite values most in a vendor
Peer recommendations beat analyst sources for technical buyers
71% of developers discover new tools through colleague recommendations, more than any other source.
Analysts sit inside a fragmented advisory mix, not a dominant channel
No single source dominates AI decisions; search engines lead recall at just 19%.
Your next move: IDC’s guidance on turning analyst relationships into measurable influence..
- The Rise of Digital and AI and the Changing Role of Human Touch
- What Characteristics Do You Value the Most in a Vendor?
- Which Sources Do Developers Trust Most When Evaluating New Tools?
- Inside the mind of a tech analyst
- AR briefing checklist to win influence
- From insight to impact: How AI is reshaping buyer behavior
What’s consistent across leaders right now
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GenAI is changing how markets discover, evaluate, and trust vendors
Across functions, leaders are adapting to a world where GenAI intermediates brand interaction, insight discovery, and decision-making, forcing new approaches to visibility, messaging, and influence.
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Trust is no longer assumed, it’s validated
Executives face larger buying committees, higher scrutiny, and faster change. Analyst validation, evidence-backed narratives, and consistent positioning now play a central role in reducing decision risk.
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Experimentation is giving way to measurable outcomes
From marketing to MI&S, leaders are being asked the same question: What value does this deliver? Strategy, AI investment, and market positioning increasingly require defensible ROI and operational clarity.
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Where these insights come from
These insights are drawn from IDC’s latest global surveys, FutureScape predictions, market trackers, and advisory engagements with technology leaders worldwide. All data reflects current research published within the last six months.
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Why leaders trust IDC
For more than 60 years, IDC has helped organizations make confident, data-driven decisions in complex technology markets. Our research combines quantitative data, qualitative insight, and real-world validation from buyers, vendors, and ecosystems.
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