Download Smarter Ways for Vendors to Reach CIOs

A best-practices field guide and public teleconference exploring the problems of, and solutions for, IT vendors cold-contacting CIOs to win new business

CIOs hate cold calls and e-mail spam from IT vendors—especially those without a relevant value proposition. CIOs want vendors to do their homework first, which is something sales reps burdened with hefty call lists say they just can't do. This impasse makes it all but impossible for CIOs and nonincumbent vendors to make meaningful connections and build productive relationships.

The field guide, a joint effort of the CIO Executive Council and TDN, is based on interviews and a survey of more than 300 IT executives and vendor sales reps. The data shows that only 20 percent of CIO respondents spend any time talking to vendors who cold-call them. The rest redirect or ignore these overtures.

CIOs' top suggestion for vendors to cut through the clutter: Explain "how their product could help us accomplish our specific business or IT goals." They also favor hearing about "what they are already providing to companies like ours."

To download the report, go to the Connect box at council.cio.com

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This story, "Download Smarter Ways for Vendors to Reach CIOs" was originally published by CIO Executive Council.

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