Partnering With the CIO (eBook)

The Future of IT Sales Seen Through the Eyes of Key Decision Makers

Michael Minelli, Mike Barlow (Autoren)

eBook Download: PDF

2007 | 2. Auflage
210 Seiten
John Wiley & Sons (Verlag)
978-0-470-17513-2 (ISBN)

Infos

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.

Autor

Michael Minelli is a sales executive at SAS, the world's largest privately owned software company and the worldwide leader in business intelligence. He lives in Westchester County, New York, with his wife, Jenny, and their two children. Mike Barlow is an award-winning journalist, seasoned media professional, and management consultant. He lives in Fairfield County, Connecticut, with his wife, Darlene, and their two children.

Inhalt

Foreword xi

Acknowledgments xvii

Introduction 1

Chapter one The Once and Future CIO 15

Chapter two IT Is a Business 33

Chapter three Delivery 63

Chapter four If You Aren't a Partner, Then You're a Commodity 83

Chapter five Communication Is Crucial 109

Chapter six IT Governance 131

Chapter seven When the CIO Wears the Sales Hat 147

Chapter eight Inside the Mind of a CIO 171

Recommended Reading 181

About the Authors 183

Index 185

Rezensionen

"The authors demonstrate a deep understanding of both the
challenges facing CIOs who make tough investment decisions every
day and of the opportunities for IT vendors who understand both
sides of the equation. This book should be read by everyone
involved in buying or selling IT resources."-- Ellen Kitzis,
Vice President of Research, Gartner Inc., and coauthor of The New
CIO Leader

"Partnering with the CIO is filled with practical insight from a
'Who's Who' list of CIOs. It's a must-read for IT vendor management
and their sales forces."-- Gary Beach, Publisher, CIO
magazine

"Finally, a book about IT sales written from the customer's
viewpoint. This book makes the case for adopting customer-centric
sales and marketing strategies in the enterprise software
industry." -- Don Peppers and Martha Rogers, PhD, cofounders of
the Peppers & Rogers Group and coauthors of The One to One
Future, Enterprise One to One, and Return on Customer

"Vendors still don't get the CIO animal. They are buried with
vague, impersonal, and untargeted pitches on a daily basis from
providers who don't understand their business, their industry, and
what really makes them tick. Read this book and you will separate
yourself and your company from the pack."-- David C. Munn,
President & CEO, The Information Technology Services Marketing
Association

Produkt-Details

• Erscheint lt. Verlag: 11.6.2008
• Vorwort: Mark Hall
• Sprache: englisch
• Themenwelt: Mathematik / Informatik ► Mathematik ► Finanz- / Wirtschaftsmathematik
• Themenwelt: Wirtschaft ► Betriebswirtschaft / Management ► Unternehmensführung / Management
• Schlagworte: Business & Management • Business Technology • Unternehmenstechnologie • Wirtschaft u. Management
• ISBN-10: 0-470-17513-3 / 0470175133
• ISBN-13: 978-0-470-17513-2 / 9780470175132