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Partnering With the CIO: The Future of IT Sales Seen Through the Eyes of Key Decision Makers

ISBN: 978-0-470-12244-0
Hardcover
210 pages
September 2007
List Price: US $39.00
Government Price: US $19.89
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Partnering With the CIO: The Future of IT Sales Seen Through the Eyes of Key Decision Makers (0470122447) cover image
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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

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