Book description
CIOs spend more than $1.2 trillion on software and hardware each year. Partnering with the CIO looks at IT sales from the CIO’s perspective, revealing what needs to be changed and expressing their fears, concerns, warnings, and advice. Based on in-depth interviews with CIOs at major international firms and organizations such as Citigroup, First Data Corp., Priceline.com, Pitney Bowes, PricewaterhouseCoopers, Time Inc., World Wildlife Fund, Accenture, and the CIO Executive Council, among many others, Partnering with the CIO is a practical and much-needed guide to the current state of IT sales and leadership.
Table of contents
- Copyright
- Praise for Partnering with the CIO
- ForewordAs the CIO Role Changes and Evolves, IT Suppliers Must Update Their Strategies
- Acknowledgments
- Introduction: From Selling to Partnering
- The Once and Future CIO
-
IT Is a Business
- Show Me the Cost Structure
- Connecting All the Dots
- Developing a Solid Business Case
- New Faces, Old Issues
- The Vice President of Transparency
- How Suppliers Benefit from IT Transparency
- Let’s Define Our Terms
- Growing the Installed Base
- Can You Do the Right Thing?
- IT and Shareholder Value
- Perfect Pitch?
- Money Doesn’t Grow on Trees
- Guess Again
- Delivery
- If You Aren’t a Partner, Then You’re a Commodity
- Communication Is Crucial
- IT Governance
- When the CIO Wears the Sales Hat
- Inside the Mind of a CIO
-
Recommended Reading
- About the Authors
Product information
- Title: Partnering With the CIO: The Future of IT Sales Seen Through the Eyes of Key Decision Makers
- Author(s):
- Release date: September 2007
- Publisher(s): Wiley
- ISBN: 9780470122440
You might also like
book
The Sales Boss
The step-by-step guide to a winning sales team The Sales Boss reveals the secrets to great …
audiobook
People-Centric Skills
Embark on a journey to further develop your career when you listen to People-Centric Skills: Interpersonal …
book
Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts
The comprehensive 6-stage selling program from Sandler Training-- "Top 20 Sales Training Company" by Selling Power …
book
Sales Badassery
Turn the tables on the social dynamics of sales—stop chasing prospects and start closing deals Sales …