Oh I See! Getting CIOs to view their jobs from a different angle:

engaging the CIO

November 14, 2012  1:56 AM

Hierarchical selling

Posted by: Arun Gupta
engaging the CIO, Hierarchical selling, Improper Selling Tactics, Selling to the CIO

This is the third part of the series on improper selling-tactics adopted by vendors while engaging with the CIO. Read the second part, How to accept a ‘No’ and...

October 30, 2012  12:05 AM

Why CIOs don’t like Jalebi

Posted by: Arun Gupta
CIO, effective communication, engaging the CIO, engaging with the CIO, Improper Selling Tactics, Jalebi, software evaluation

Jalebi is an Indian sweet (dessert) extremely popular in the northern part of the country though now available internationally in Indian restaurants. It has

October 23, 2012  2:49 AM

How to accept a ‘No’

Posted by: Arun Gupta
CIO, engaging the CIO, Improper Selling Tactics, Selling to the CIO

This is the second part of the series of articles on the improper selling-tactics adopted by IT vendors while engaging with the CIOs. Read the first part, 'Stop Selling!'....

October 11, 2011  7:13 AM

(Why) Should CIOs be interested in LAN cabling or UPS batteries?

Posted by: Arun Gupta
CIO role, engaging the CIO, IT infrastructure, Leadership

I attended a CIO gathering which had a UPS battery manufacturer as one of the key sponsors. The presentation discussed the merits of one battery technology over the other; they offered a promise of higher reliability that matters to any CIO. So I started asking the half a...

August 30, 2011  10:17 AM

The elastic CIO

Posted by: Arun Gupta
BITA, Elastic CIO, engaging the CIO, Operational CIO, strategic CIO

Last week I happened to be in a panel discussion with some CIOs who were expected to debate on ‘Improving Enterprise Efficiency’. The sponsor’s management personnel on the table listened attentively and sometimes also asked intelligent questions to the CIOs. The expert moderator balanced the...

December 7, 2010  6:04 AM

Why do IT vendors sponsor CIO events?

Posted by: Arun Gupta
cloud computing, engaging the CIO, IT Events, vendor presentations

It is a general belief that CIOs are a pampered lot, with every vendor equipped with a marketing budget vying for time of the CIO — wining and dining them, or taking them to exotic locales under the aegis of a larger event organized by, say an IT publication. A destination’s lure or the fine...

November 23, 2010  4:44 AM

Mr IT vendor, what did you expect?

Posted by: Arun Gupta
business IT alignment, CIO as business leader, CIO evolution, CIO role, desktop virtualization, engaging the CIO, VDI

Last week, I was at a round table discussion organized by one of the big IT vendors which focused on "Virtual Desktop Infrastructure", amongst other things. A gathering of about 15 CIOs was invited to explore the adoption of desktop virtualization — its associated merits, challenges and...

September 20, 2010  11:34 PM

Vendors just don’t get it

Posted by: Arun Gupta
CIO, customer service, engaging the CIO, how to sell, IT vendors and the CIO

I met the CEO of a global market leading hardware and services vendor recently – he’s from an organization which has been engaged with us for many years. He was earnestly seeking customer feedback on how is his company contributes to the success of customers and what is required to sustain or...

April 26, 2010  6:33 AM

Data center driven business agility: Food for thought, or snack for the CIO?

Posted by: Arun Gupta
CIO events, engaging the CIO, snack for the CIO, virtualization or physical servers

In the recent past, I attended a few seminars conducted by large IT solution providers with a tantalizing subject line, “How to achieve business agility” (or something on similar lines). The invite’s text appeared to offer a ready-to-eat snack with all the good tidings of fruits, fresh...

March 30, 2010  1:14 AM

Security and the CIO

Posted by: Arun Gupta
engaging the CIO, information security, IT security, security policy, security solutions

Last month, many CIOs (including me) were subject to a barrage of security events—as if the world suddenly needed a lot more protection than it had in the past! CEOs, senior vice presidents and thought leaders suddenly seem to have descended upon the CIO, challenging the security postures of...

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