Partnering With the CIO

Reviews / Votes

"The authors demonstrate a deep understanding of both thechallenges facing CIOs who make tough investment decisions everyday and of the opportunities for IT vendors who understand bothsides of the equation. This book should be read by everyoneinvolved in buying or selling IT resources."-- Ellen Kitzis,Vice President of Research, Gartner Inc., and coauthor of The NewCIO Leader "Partnering with the CIO is filled with practical insight from a'Who's Who' list of CIOs. It's a must-read for IT vendor managementand their sales forces."-- Gary Beach, Publisher, CIOmagazine "Finally, a book about IT sales written from the customer'sviewpoint. This book makes the case for adopting customer-centricsales and marketing strategies in the enterprise softwareindustry." -- Don Peppers and Martha Rogers, PhD, cofounders ofthe Peppers & Rogers Group and coauthors of The One to OneFuture, Enterprise One to One, and Return on Customer "Vendors still don't get the CIO animal. They are buried withvague, impersonal, and untargeted pitches on a daily basis fromproviders who don't understand their business, their industry, andwhat really makes them tick. Read this book and you will separateyourself and your company from the pack."-- David C. Munn,President & CEO, The Information Technology Services MarketingAssociation