Approaching the CIO

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.

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One response to “Approaching the CIO

  1. I am fascinated by the apparent acceptance of the use of ROI by IT in todays world … I spent most of my time in the second half of my career trying to instill this in the senior management and corporate Boards to whom I reported.
    Prior to being exposed to the idea that ROI was relevant in IT, the only place management dealt with the concept in any structured fashion was with enigineering and related functions. Management struggled with preconceptions about the existence of an equivelent structure, discipline, and professionalism in IT.
    The point is that in the earlier years, and as IT transited from the mysticism and myths of MIS, the problem was reversed. The problem was; how does IT approch management with the concept that IT projects needed to be evaluated onan ROI basis. A major hurdle was getting senior managemneet to state and support the “return” part of the equation. Prior to the ROI approach, all returns were viewed as SOFT, mostly unmeasurable. Even the simplest projects were evaluated in terms today relegated to “strategic” problems/projects in that ROI was ancillary if considered at all.
    Systems Development Processes were only beginning to be defined, and were viewed by most as an unnecessary elegance. The shift I sense in your presentation above is that this has all turned 180 degrees, a very desirable outcome, and which is symptomatic of the acceptance of IT as ‘professional.

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