I recently spent a few days in a conference run by one of our most valuable customers. I was honored that they let me participate. I was there to present key IT trends that we are seeing and how they may be impacting the reseller market overall. But, many of the conversations ultimately ended up discussing how best to approach the CIO. Everyone had some great success stories, so by no means is this post the only way to do it. But, as CIO for a relatively normal $3.5 billion firm, I am happy to be a proxy in helping any of our customers understand how IT people think.
Once again, this is a sample of one, but I thought it might be of value to share with you.