Partnering With the CIO

CIOs spend more than $1.2 trillion on software and hardware each year. Partnering with the CIO looks at IT sales from the CIO’s perspective, revealing what needs to be changed and expressing their fears, concerns, warnings, and advice. Based on in-depth interviews with CIOs at major international firms and organizations such as Citigroup, First Data Corp., Priceline.com, Pitney Bowes, PricewaterhouseCoopers, Time Inc., World Wildlife Fund, Accenture, and the CIO Executive Council, among many others, Partnering with the CIO is a practical and much-needed guide to the current state of IT sales and leadership.

Foreword xi Acknowledgments xvii Introduction 1 Chapter one The Once and Future CIO 15 Chapter two IT Is a Business 33 Chapter three Delivery 63 Chapter four If You Aren’t a Partner, Then You’re a Commodity 83 Chapter five Communication Is Crucial 109 Chapter six IT Governance 131 Chapter seven When the CIO Wears the Sales Hat 147 Chapter eight Inside the Mind of a CIO 171 Recommended Reading 181 About the Authors 183 Index 185