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Partnering With the CIO. The Future of IT Sales Seen Through the Eyes of Key Decision Makers. Edition No. 2

  • ID: 2242554
  • Book
  • October 2007
  • 512 Pages
  • John Wiley and Sons Ltd
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.
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Foreword xi

Acknowledgments xvii

Introduction 1

Chapter one The Once and Future CIO 15

Chapter two IT Is a Business 33

Chapter three Delivery 63

Chapter four If You Aren’t a Partner, Then You’re a Commodity 83

Chapter five Communication Is Crucial 109

Chapter six IT Governance 131

Chapter seven When the CIO Wears the Sales Hat 147

Chapter eight Inside the Mind of a CIO 171

Recommended Reading 181

About the Authors 183

Index 185

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Michael Minelli
Mike Barlow
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