Gartner Research

Why Selling Is More Important Than Ever for CIOs

Published: 08 June 2016

ID: G00305885

Analyst(s): Leigh McMullen , Brian Prentice


CIOs are now operating in an environment of both partnership and outright competition with IT vendors. Thriving in this environment requires CIOs to "sell" their unique value proposition within their own organizations.

Table Of Contents
  • Impact


Impact and Recommendations

  • As line-of-business managers and other individual employees make more IT decisions autonomously, CIOs will have to employ the same sales techniques as technology vendors to ensure the continued relevance of the IT department

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