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Partnering With the CIO: The Future of IT Sales Seen Through by Michael Minelli

By Michael Minelli

CIOs spend greater than $1.2 trillion on software program and every year. Partnering with the CIO appears at IT revenues from the CIO’s standpoint, revealing what should be replaced and expressing their fears, matters, warnings, and suggestion. in keeping with in-depth interviews with CIOs at significant overseas organizations and businesses similar to Citigroup, First info Corp., Priceline.com, Pitney Bowes, PricewaterhouseCoopers, Time Inc., global flora and fauna Fund, Accenture, and the CIO govt Council, between many others, Partnering with the CIO is a realistic and much-needed advisor to the present kingdom of IT revenues and management.

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Partnering With the CIO: The Future of IT Sales Seen Through the Eyes of Key Decision Makers

CIOs spend greater than $1. 2 trillion on software program and every year. Partnering with the CIO seems to be at IT revenues from the CIO’s point of view, revealing what should be replaced and expressing their fears, issues, warnings, and suggestion. according to in-depth interviews with CIOs at significant overseas agencies and enterprises akin to Citigroup, First info Corp.

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Worst of all, recalls Blake, the vendor said nothing. “At what point should the vendor have said something? At what point does the vendor become accountable?

Greater accuracy in budget planning usually leads to improved cash flow management and increased earning growth. With a modest amount of effort and a few hours of additional research, you can easily weave three or four of the seven drivers into every sales presentation. Connecting All the Dots CIOs appreciate the value of a well written business case— but only when it’s relevant to their business. qxd 9/7/07 9:56 AM Page 40 40 IT IS A BUSINESS “The worst thing a sales person can do is come in with a cookie cutter value proposition,” says Avi Halutz, vice president of technology at Time Inc.

Cost reduction will also be an important driver for this vice president, since he or she will be held accountable for managing customer acquisition costs, which in turn will be connected to marketing/advertising, another driver. New distribution channels will be an additional driver for this vice president, since many of the new customers he or she hopes to acquire can be reached through wireless telephony or the Web. New distribution channels will require the vice president’s company to invent new and unique ways to differentiate customer interactions, which affect yet another driver, R&D/innovation.

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