Selling a SAAS Software to the CIO

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.

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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