Selling IT solutions to a world at risk
March 10th, 2010 - Posted in Social Media Marketing by Tim Freestone
You need to connect with the CIO or IT director, of course, when you are selling a solution. Also, you’ll need to show the CFO the value to what you are proposing. Getting a new system’s ticket punched by these two executives is standard practice in IT sales. But, there may be another angle. If your client has a risk manager and you don’t know him — find a way to get on his calendar.
We’re still pretty early in the millennium, but if the first decade is any indication, the next thousand years will be the domain of the risk manager. Financial busts have become commonplace, and natural and manmade disasters (including those resulting from terrorism) have caused profound loss. With these threats looming, businesses need to conceive of a broader set of business continuity/disaster recovery solutions than they did in the past — while also gauging the systems and applications needed to help them identify, monitor and remedy financial risk.
