Michael Krigsman posted some great tips on ZDNet this morning on how to pitch a CIO successfully.
Startups that are springing up in the cloud space right now are hurrying to get in front of CIOs. Before they do, I caution them to sit back and ask themselves if the CIO is actually the person they need to be talking to… But when a company’s solution is in fact the “golden ticket” a CIO is looking for, pitching him that and turning him into a happy customer is a whole other ball game.
“…success comes from pricing your offer competitively, ensuring it solves a real problem, and defining the ROI or value in concrete terms.”
- Avoid marketing fluff (Cut through the Bull Sh*t and get to the point)
- Provide Case Studies (and lessons learned from past clients)
- Customer References
Read the full post here. If you’re a CIO or if you’ve successfully sold to CIOs what other tips would you provide?