IT Needs To Think Like Sales - InformationWeek
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IT Needs To Think Like Sales
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CIOscribe
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CIOscribe,
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4/10/2013 | 4:28:23 PM
re: IT Needs To Think Like Sales
I've recently talked to several CIOs on the subject of 'selling' IT to the business. Some of them are doing remarkable things. For example, Eugene Roman, CTO of Canadian Tire, one of Canada's biggest retailers, unleashes ideaviruses on the organization that create tremendous buzz around IT projects. He does things like creating special development teams, housed in a place called Area 51, that the rest of the company can't gain access to. If you press the button for that floor, nothing happens. Suddenly there's all kinds of curiosity around what's happening in there. I've detailed the approaches of Roman and other innovative CIOs in a whitepaper entitled "The Big IT Sell". It can be found at: http://theitmediagroup.com/for...
Leo Regulus
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Leo Regulus,
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4/8/2013 | 8:00:43 PM
re: IT Needs To Think Like Sales
And vice versa. Ask any IT manager and (S)he will let you know in a hurry.
Laurianne
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Laurianne,
User Rank: Author
4/8/2013 | 4:12:57 PM
re: IT Needs To Think Like Sales
The challenger, as described here, is an expert at getting things done. How do you train your IT leaders to be challengers, not just confronters? Frequent project rotations? Best practice groups? Let's hear about some approaches that work.

Laurianne McLaughlin
InformationWeek


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