Wednesday, May 05, 2010

Where have all my customers gone?

Are you ready to market and sell to the CFO?

Evidence continues to mount that the balance of power is shifting fast in IT decision making, and with cloud computing in the mix, more and more decisions on IT will be made not by the CIO or IT manager, but by CFO and business units.

As an IT marketer, sales professional, or sales enablement driver, are you and your team prepared for this shift of power? How will the connections, dialogue and deliverables need to change to convince a CFO or business leader vs. technical?

This article by Don Tennant and IT BusinessEdge confirms a report by Gartner of a week ago, documenting the shifting decision making landscape:

I summarized the Gartner report and its implications in a prior blog post here:

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