If you are a vendor trying to reach a CIO that you have not met before, have you wondered why he/she doesn’t want to take your call?
Obviously there are several reasons, but the number reason is because the amount of vendors trying to reach CIOs has increased substantially.
Here are other reasons why this is happening:
- The Cloud has enabled an exponential increase in software startups, that are eager to show their solutions to CIOs.
- Social media has changed the buying process. CIOs can find a lot of information about the vendors, and pre-select who they want to speak with, before engaging a conversation with a vendor.
- CIOs are becoming more business-focused; and many vendors speak features and capabilities, and not business outcomes.
- ROI-selling speeches from vendors tend to be vague. Most vendors’ rapid ROI tools generally do not objectively demonstrate the strategic impact for their client; nor demonstrate how exactly their solution’s features would result in outcomes in the business areas; and CIOs are looking for more than simple ROI sales speeches, and/or more than just TCO reductions.
- CIOs receive some many emails every day from vendors, that your email, even when you can help, will easily get lost.
The question then would be: what tactics and strategies IT solution and service providers should use, in order to increase their chances of reaching a CIO or CTO, when they are convinced that their solution can help a specific company?
Since technology solutions do indeed help CIOs, if you are a vendor, or a CIO, what would you recommend a vendor needs to do to reach a CIO?