Partnering With the CIO The Future of IT

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.

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.

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

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

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Table of Contents

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