Save or Share this Report

For Application Development & Delivery Professionals

Tech Industry Requirements Focus On What To Build More Than Why

Get Past The Execution Challenges, Focus More On Market Requirements

January 28, 2010

Primary author headshot


  • By Tom Grant, Ph.D.
  • with Peter Burris,
  • Mary Gerush,
  • Madiha Ashour

Why Read This Report

In the technology industry, requirements not only guide development plans, they also explain and justify decisions regarding delivery of products and services. Forrester's research shows that technology industry requirements say more about development execution than strategy, as well as more about the vendor's world than the customer's. Tech vendors clearly believe that the customer point of view should be an important guide to product and service development, but they see significant challenges in collecting, understanding, communicating, and building internal consensus around that information. Consequently, tech companies devote excessive time to overcoming internal product development and delivery challenges, often ignoring the need to intimately understand the markets in which they operate.

Get Access

Already a Client?

Log in to read this document.

Become a Forrester Client

Customers are the new market-makers, reshaping industries and changing how businesses compete and win. Success depends on how well and how fast you respond. Forrester Research gives you insights and frameworks aligned to your role to shorten the time between a great idea and a great outcome, helping your teams win in the age of the customer. Contact us to learn more.

Purchase Report

This report is available for individual purchase ($499 USD).


Tools And Templates

Models and Calculators

calculator icon
  • PMs See Customers As The Source And Measure Of Good Requirements
  • Requirements Work Gets Less Attention Over The Course Of A Release
  • Requirements Move To A Monthly Beat
  • Tech Companies Are Less Comfortable With Execution Than Strategy
  • Requirements Seek To Satisfy Strategy-Oriented Stakeholders
  • The Biggest Requirements Hurdles Are Lack Of Information And Attention
  • Tech Companies Base Decisions On Broad-Brush Information, Immediate Opportunities

Table of Contents

  • Tech Companies Give Lower-Level Requirements The Highest Priority
  • Tech Industry Requirements May Miss The Mark(et)

  • Product Managers: Invest In Better Market Navigation Equipment
  • Supplemental Material
  • Related Research Documents