Partnering With the CIO: The Future of IT Sales Seen Through the Eyes of Key Decision MakersISBN: 978-0-470-12244-0
Hardcover
210 pages
October 2007
 Other Available Formats: E-book
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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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