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Chief information officers (CIOs) today are under great pressure to do
more with less. They are challenged to make only those IT investments
that bring the most value into their businesses and are scrutinizing all
of IT investments with a fine-tooth comb. They are working much more closely
with business executives to manage IT as a mature business function and
prove any new investments will lead to increased sales, increased utilization
rates, and/or decreased costs.
In this context, it is difficult for services marketers to get CIOs'
attention. CIOs are inundated with vendor calls but rely heavily on recommendations
from peers and third-party experts. However, CIOs are interested in hearing
from a services vendor that can demonstrate a clear understanding of customers'
business issues and industry needs, propose solutions that meet specific
customer needs, and demonstrate capability and experience in delivering
on promises.
This ITSMA Viewpoint provides insight into current CIO perspectives
and priorities as explained by three CIOs who addressed ITSMA's Chief
Marketers' Conference in May 2003: James MacDonald of
Fidelity Management & Research (FMR), Armand Morin
of Private Healthcare Systems, and Peg Nicholson of the
Acushnet Company.
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