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

Selling to the CIO

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May 20, 2013  12:40 PM

Taken for a ride!



Posted by: Arun Gupta
CIO, IT vendors and the CIO, managing expectations, Selling to business, Selling to the CIO

By design, omission or inadvertently, all of us have faced the situation where the vendor has declared the product “end-of-life”. This puts at risk legacy applications, instrumentation, automation, or in many cases plain old processes that have survived all attempts to change them. CIOs and IT...

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 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 2, 2012  12:01 AM

Stop selling!



Posted by: Arun Gupta
CIO, How to sell to CIOs, Improper Selling Tactics, Selling IT, Selling to the CIO

This is the first part of the series of articles on improper selling-tactics adopted by vendors while engaging with the CIO. Read the next part, How to accept a...

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June 19, 2012  12:01 AM

Negative selling



Posted by: Arun Gupta
CIO, IT vendors, Selling to the CIO

The pitch was passionate enough to keep the audience awake. The speaker and his assistant were animated in professing the virtues of their products. They kept on imploring the CIO to consider their wares instead of the market leader, even though they had only 10% market share in comparison to the...


March 22, 2011  2:37 AM

Industry awards for ICT vendors



Posted by: Arun Gupta
Award winning vendors, customer references, IT industry awards, selecting technology, Selling to the CIO

I had the privileged invite to judge ICT vendors; from a respected enterprise that gives away awards every year. This was their first attempt to form a jury to decide the awards. Earlier...


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