2026 RESEARCH REPORT · B2B PERSONA DECISION STUDY

How technology decisions get made.

How security leaders, IT leaders, and technical evaluators make decisions, weigh evidence, and respond when the conditions change.

388 RESPONDENTS / SEPTEMBER 2026
Security leaders

Security leaders need the boundaries to be clear.

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IT leaders

IT leaders weigh the cost of getting there.

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Technical evaluators

Technical evaluators move when the benefit is demonstrated.

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All three personas

One buying journey. Three different tests.

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