Partnering With the CIO: The Future of IT Sales Seen Through the Eyes of Key Decision Makers
Chapter 1. The Once and Future CIO.
Chapter 2. IT is a Business.
Chapter 3. Delivery.
Chapter 4. If You Aren't a Partner, Then You're a Commodity.
Chapter 5. Communication is Crucial.
Chapter 6. IT Governance.
Chapter 7. Inside the Mind of a CIO.
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.
"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
Partnering With the CIO: The Future of IT Sales Seen Through the Eyes of Key Decision Makers (US $29.95)
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