CIOs Should Learn the Two Metrics That Matter

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CIOs need to be prepared to explain how their expensive IT project will improve the numbers every CEO cares most about.

Twenty years ago I was geared up for a meeting with the CEO. I was all ready to tell him how much better the new IT projects were going to be.

When I walked in to meet with him, he looked at me and said, "So, regarding today's discussion, will this sell more stuff--or save me money?"

I wanted to die.

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