Partnering With the 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.

"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

• Foreword xiAcknowledgments xviiIntroduction 1Chapter one The Once and Future CIO 15Chapter two IT Is a Business 33Chapter three Delivery 63Chapter four If You Aren’t a Partner, Then You’re a Commodity 83Chapter five Communication Is Crucial 109Chapter six IT Governance 131Chapter seven When the CIO Wears the Sales Hat 147Chapter eight Inside the Mind of a CIO 171Recommended Reading 181About the Authors 183Index 185