When selling solutions, it makes the most sense to focus on the needs of those with the actual headache. As a tech vendor, going to market with a pitch to optimise server utilisation is functionally interesting to the CIO. Pitching it as a solution to reduce the organisation's technology budget will certainly get the attention […]
T-Systems recently held two executive dinners in conjunction with the Financial Times. The first dinner was attended by CIOs and IT leaders from a variety of sectors. The second was attended by CFOs, similarly from a diverse range of sectors. Both dinners were highly interactive and thus enabling all participants to both share IT-related challenges […]
There is a reason that the Chief Marketing Officer has the ear of the CEO and CFO and that the CIO doesn’t. The CMO is responsible for the organisation’s brand, but her number one priority is the brand of her department. A strong departmental brand captures the attention of the c-suite which in turn allows […]
When it comes to IT leadership, the job title is pointedly not Chief Data Officer or Chief IT Manager Officer. Data is like crude oil. It only has real value once refined. A pile of CVs has no value. But ‘how many candidates based in New York have Java skills?’ is valuable (to someone). So […]
Some might say that this is the unofficial name for the help desk ticketing system. And to some extent they are right. But screw up is an unkind phrase for a failure. But failure is a key element in self development. As mentioned in an earlier post, failure is crucial, mistakes are unacceptable. I encourage […]
Be aware. Harvard Business Review has just discovered the Cloud. HBR is important and it is often the thought source that flows through the c-suite’s collective head and on down through the organisation. Whether the source is correct or not is academic. HBR is highly influential. Over the last few years CIOs have reached a […]
CFOs are nervous about innovation because they associate it with risk and therefore cost. They also probably get it muddled up with invention. There is a difference. Invention requires trial and error and involves creating something new. Innovation on the other hand takes what already exists and makes it better. So the innovation sales pitch […]
Here are two ways to influence the CFO: Ambush – Barge into his office and present your case as an ultimatum. Eg. If we don’t invest in this new system then X, Y and Z (all bad things) will happen. And happen soon. Lead – Plan ahead. Float your ideas past your CFO. Each time […]
The economic downturn, coupled with knee-jerking CFOs, has put us all in a cost-focused frame of mind. Consequently we have taken our eye off the ball in respect of our real deliverable – value. Value can of course be delivered in the form of cost savings. Not just within the IT function but across the […]
By trying to keep the plates spinning despite the swingeing budget cuts, you appear to be protecting your CFO and CEO. Why? Perhaps you are protecting your job? But surely your role is to protect your staff. Protect them from the politics and to defend the IT function from being financually wired for failure. Without […]