How Channel Partners Can Sell to CIOs

cisco-systems-cio-rebecca-jacoby

First, the Cisco-produced video with Jacoby…

Some Observations

Jacoby’s tips included:

1. Who are the key advisors to the CIO? When you’re selling, you need to spot those advisors. But please, don’t call them trusted advisors because The VAR Guy can’t stand that term.

2. Lead with productivity: In the current economic environment, you need to describe how you can drive down a company’s TCO while also promoting value and productivity. Choose the right architecture and you can add value to the business over time.

3. Key projects: Cisco is currently investing in a communication and collaboration architecture (translation: “Cisco buys Cisco”). Cisco also is investing in data management, content management and video (translation: “Cisco buys more Cisco”).

Kidding aside, our resident blogger thinks more IT vendors should put their CIOs front-and-center in the media to drive discussion.

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