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, Pricewaterhouse Coopers, 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.
Cuprins
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
Despre 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.
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