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9780470122440

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

by ; ;
  • ISBN13:

    9780470122440

  • ISBN10:

    0470122447

  • Edition: 2nd
  • Format: Hardcover
  • Copyright: 2007-09-21
  • Publisher: Wiley

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Summary

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.

Author Biography

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.

Table of Contents

Forewordp. xi
Acknowledgmentsp. xvii
Introductionp. 1
The Once and Future CIOp. 15
IT Is a Businessp. 33
Deliveryp. 63
If You Aren't a Partner, Then You're a Commodityp. 83
Communication Is Crucialp. 109
IT Governancep. 131
When the CIO Wears the Sales Hatp. 147
Inside the Mind of a CIOp. 171
Recommended Readingp. 181
About the Authorsp. 183
Indexp. 185
Table of Contents provided by Ingram. All Rights Reserved.

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