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Partnering with the CIO : the future of IT sales seen through the eyes of key decision makers

Author: Michael Minelli; Mike Barlow
Publisher: Hoboken, N.J. : John Wiley & Sons, ©2007.
Edition/Format:   Print book : EnglishView all editions and formats
Summary:
This book presents practical advice from CIOs and IT industry experts on the art of selling information techology. It reveals the opportunities and problems of IT sales across today's global marketplace by surveying top executives at leading organizations. -- Back cover.
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Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Michael Minelli; Mike Barlow
ISBN: 9780470122440 0470122447
OCLC Number: 82472866
Description: xviii, 190 pages : illustrations ; 24 cm
Contents: The once and future CIO --
IT is a business --
Delivery --
If you aren't a partner, then you're a commodity --
Communication is crucial --
IT governance --
When the CIO wears the sales hat --
Inside the mind of a CIO.
Responsibility: Michael Minelli, Mike Barlow.
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Abstract:

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  Read more...

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"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 Read more...

 
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