Surrender Is Not an Option
If you sell IT products or IT-related services, this book is for you. It contains prudent tactical advice culled from hours of interviews with CIOs and senior technology executives representing dozens of corporations. We solemnly promise that each chapter includes news you can use.
This book also contains high-level strategic counsel based on a synthesis of our interviews and our own years of experience in the business. Of the many messages that emerged from our research, here are three that you need to know immediately.
The CIO faces real business problems. Find out what those real problems are, help the CIO prioritize them, help the CIO solve them, and stick around during the delivery phase.
Help the CIO create competitive advantages for his or her organization.
CIOs are looking for strategic relationships. They are desperately seeking long-term business partners. If you don’t engage the CIO in a long-term, strategic business relationship, someone else will.
Let’s put it even more bluntly: IT suppliers who fail to understand the CIO’s new perspective on value and who do not update their sales processes to keep pace with the CIO’s changing environment will surrender the most profitable parts of their business.
You have a choice, but it’s a stark one. You can be a strategic partner, or you can be a commodity.
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