How Channel Partners Can Sell to CIOs | The VAR Guy VARGuy: Your summary points on Rebecca Jacoby’s (CIO, Cisco) brief interview are spot on: identify the CIO’s key advisers, lead with productivity & lower TCO and understand the key projects.
I also saw Rebecca’s keynote at the Cisco Partner summit in Boston. She was very good at articulating the issues that CIO’s face and how she & Cisco are addressing them. It’s certainly a message that Cisco’s partner sales teams should try to understand.
I would also stress the “architectural” focus that CIO’s are looking for. “Architecture” provides for an overall capability and not just a point solution which may not scale and provide the business value over the long term.