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

Overview

Partnering with the CIO presents practical advice from CIOs and IT industry experts on the art of selling information technology. It reveals the opportunities and problems of IT sales across today's global marketplace by surveying top executives at leading organizations-including Time Inc., Citigroup, Priceline.com, the World Wildlife Fund, First Data Corp., Warnaco, Eastern Mountain Sports, PricewaterhouseCoopers, and the CIO Executive Council, among others. Essential reading for sales and marketing executives ...
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Overview

Partnering with the CIO presents practical advice from CIOs and IT industry experts on the art of selling information technology. It reveals the opportunities and problems of IT sales across today's global marketplace by surveying top executives at leading organizations-including Time Inc., Citigroup, Priceline.com, the World Wildlife Fund, First Data Corp., Warnaco, Eastern Mountain Sports, PricewaterhouseCoopers, and the CIO Executive Council, among others. Essential reading for sales and marketing executives who are actively competing in the {dollar}1.2 trillion IT market, it's the perfect resource for anyone who sells or markets IT products and services.
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Product Details

  • ISBN-13: 9780470122440
  • Publisher: Wiley
  • Publication date: 9/21/2007
  • Edition description: REV
  • Edition number: 2
  • Pages: 512
  • Product dimensions: 6.10 (w) x 9.20 (h) x 0.90 (d)

Table of Contents


Foreword     xi
Acknowledgments     xvii
Introduction     1
The Once and Future CIO     15
IT Is a Business     33
Delivery     63
If You Aren't a Partner, Then You're a Commodity     83
Communication Is Crucial     109
IT Governance     131
When the CIO Wears the Sales Hat     147
Inside the Mind of a CIO     171
Recommended Reading     181
About the Authors     183
Index     185
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