IDC Opinion

In This Study

Situation Overview

Where CIOs Go Wrong

Mistake #1: You Haven't Established a Relationship with CEOs and Senior Managers

Mistake #2: You Don't Know What Keeps CEOs and Senior Managers Up at Night

Mistake #3: You Haven't Established a Partnership with CEOs and Senior Management

Mistake #4: You Talk About Features Rather than Benefits

Mistake #5: You Fail to Include an Emotional Appeal in Your Case

Future Outlook

Essential Guidance

Continuous Steps

Short-Term Steps

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Related Research