Page 60 - CSAM2 - Successful Sales Engagement for Cloud Services

Approaching the CIO

Sample Questions

Function Head Transformational Leader Business Strategists

• Manage IT Crises • Redesign business processes • Develop/refine business
• Develop IT talent • Align IT initiatives/strategies with strategies
• Improve IT operations
• Improve system performance business goals/strategies • Study market trends
• Manage security
• Manage the budget What type of CIO do we have• Cultivate the IT/business partnership• Develop external customer
insight

and how are they compensated?• Lead change efforts
• Implement new systems and
• Develop business innovations

architecture • Identify opportunities for
competitive differentiation

How long does it currently take to acquire and deploy new third-party

1 services or to enhance existing services?

2 Have any of your critical business applications or services moved to the Cloud
and if so why?

3 How do you currently host your legacy applications today and how many
do you think could be hosted using our Cloud solutions?

4 What strategies do you have in place to support your mobile workforce?