Gartner Research

Selling Digital Transformation: A CIO’s Guide to Crafting Better Stories

Published: 24 September 2018

ID: G00346260

Analyst(s): Ed Gabrys


Digital transformation is a topic that can be hard to sell, as it can be confusing, complex and politically charged. This research is the first of two notes that present a practicable approach to storytelling to help CIOs sell digital.

Table Of Contents
  • Key Challenges



  • Embrace the Role of Storyteller
    • It Is Getting Harder to Break Through
    • Crafting Stories Is an Act of Strategic Thinking
    • Stories Increase Value
  • Create Better Stories
    • Step No. 1: Know Your Audience or Lose Your Audience
    • Step No. 2: Focus on One Big Idea
    • Step No. 3: Use a Storytelling Structure
    • Stories Are the Ultimate Means of Persuasion

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