Page 72 - BOSC-P (2019) - Business Outcome Selling - 2 days
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The Changing CIO Perspective
Southwire didn't only change vendors, they changed
their relationships with those vendors. “There is a
difference between 'consultant' and partner‘”
We used to tell our vendors, 'Here is what we need
from you. Do what we say, and give it back to us.‘
Now, our vendor partners are at the table with us.
We expect them to challenge us and be a part of
our business.
Guy Brassard, CIO of Southwire
