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Recent Articles

The Commissioner of Synergy
Promoting centralized IT services across a vast bureaucracy

Don’t play pricing games at the end of every quarter and year
Mad scrambles send the wrong messages to your customers

Experience vs. Expertise
When shopping for strategic solutions, the CIO looks for ‘been there, done that’ experience from vendors

Always deliver on your promises
Peer recommendations are critical factors in the purchasing decisions made by CIOs – so don’t risk your reputation

The first book written about the InfoTech sales process from the perspective of CIOs – the same executives who make and influence major IT purchasing decisions.

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 $1.2 trillion IT market, it’s the perfect resource for anyone who sells or markets IT products and services.