Our field organization clearly feels the conferences and the magazine have opened doors for them. How You Can Play a Role in Reducing CIO Headaches CIOs depend on IT suppliers to help them untangle knots and find the best solutions for their technology-hungry businesses. By better understanding their challenges, you'll be able to successfully leverage your company's marketing programs. I need them to give me solutions that are going to be effective. Given the rapid pace of technology change, training is also becoming more of a strain.
Training has potent bottom-line benefits for a business.
So vendors that provide winning, cost-effective training will cultivate loyal customers. IT companies can also help by understanding that IT executives sometimes run interference between end users and management. To skirt that bottleneck, he enlists his suppliers' cooperation in finding creative ways to get the product in the door. For example, when Intrafed's programmers make a compelling case for unbudgeted hardware, Lange arranges for suppliers to bring in evaluation units. Once the new hardware is installed and has proven its worth, Lange makes another pitch.