Today an old friend of mine asked me on my idea of selling SAAS software solutions to a CIO.
His contention was since I was a CIO could I share my perspective of how to go about selling SAAS solutions to CIO's.
The CIO
The CIO - Chief Information
Officer is a busy person, who is more like a juggler who has to make sure that
the digital infrastructure and solutions are working like a well oiled
machinery for the success of the business.
CIO is a busy person and it is
important you have your elevator pitch ready to get your product into his.her eco
system.
Pitching to the CIO
Will the solution be useful for
his business, does it feel a need that a Business has been asking for a
while.
If it is a new fad the CIO has no time for your solution.
If it is a new fad the CIO has no time for your solution.
Important for you to map the CIO
with the benefits and advantages for your software product.
Remembers not more than 7 points
.. that is all his attention level, so get the best first.
Here goes a suggestion of key
points of interest
·
Cost of Ownership of
our solution is Low
·
Our solution Will work
in any device and standard operating system
·
We have already rolled
out three (n) locations successfully
·
You can do the pilot
in a few hours on our self service environment
· Can you please
nominate someone from your team to check our solution.
·
we will give you a
free trial for three months and lock in the price before the evaluation
·
You can customize the solution with your company logo and screens of your company
Managing the CIO
You might have found the CIO'
attention but closing the deal has to be done surgically and with finesse at
the shortest possible time, before similar product vendors come knocking the
CIO's door.
 |
| You can move the CIO into buying with the right strategy ! |
Managing the CIO's ego is
something of an art, we recommend a salesman who can do this and not a
technology and product specialist :-)
Finding the CIO
Find out the curious CIO's in
conferences and events or some whom you may know professionally, they are
the people open to ideas and willing to try.
Beware of CIO's who are good
listeners, they sponge your product idea and try to build it themselves to keep
their troops at home happy.
Happy Selling!
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