Is your CIO involved in the buying process?
Most of the time, sales teams don’t know the CIO plays a role because they don’t ask.
They want a bigger budget than what they have, but they may not have been given a full-throated argument on how financing technologies can help them stretch limited budget dollars.
What is your CIO’s point of view on financing technology?
They’ll say yes…and no. Get them to give examples of both and then go over your company’s differentiated ethos to help businesses do the same.
Is IT driving efficiency and cost reduction in your company?
Subordinate managers will not answer this well, but by insisting on knowing this you can assist their efforts not just to support but help lead strategic growth.
How does IT integrate into the strategic direction of your company?