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Giving CIOs What They Need, Part 1

Despite the ongoing coronavirus pandemic, we still need to be there for our customers and give them strategic advice. And perhaps this is more important now than ever.

If I were a Microsoft partner working as a strategic advisor to CIOs, here is what I would like to talk to them about.

The job of CIO has changed. A modern CIO knows and supports the business. The more integrated and closer to the business the CIO is, the better he/she will deliver on the business' goals. Make sure that you know what the business needs before they ask you (or go elsewhere). Be proactive and suggest how IT can better support the goals of the business.

A big and fundamentally game-changing trend that we have only seen the beginning of is robotized automation of all kinds that is driven by artificial intelligence (AI), machine learning and deep learning. This will revolutionize companies and help them to gain efficiencies by having fewer people involved. If you have never heard about this before, then I suggest you get up to speed because this is a true game-changer. Helping your CIO with this journey will make both you and your client heroes in the C-suite and Wall Street, but perhaps not win friends within labor unions!

As a strategic advisor, it is paramount to put your client first and your own business second. And that approach will indirectly benefit your own business in the long run.

You should help the CIO find the best partners for each specific need, and your network of trusted partners should be your most treasured asset. Helping the CIO navigate and find the right partners for the right job is where you can bring true value.

Technical skills are, of course, important when finding the right partner, but almost equally important is to find partners who are team players. Partners that are willing to work with others and that have a proven track record of being able to do so should, in my opinion, be prioritized. I have seen a few that have lacked the ability to work with others, and that always ends badly and does not give the customer the value that is expected and rightfully deserved.

In Part 2 of this series, I'll offer 10 low-hanging fruit ideas for delivering what your CIO customers need.

Posted by Per Werngren on September 15, 2020 at 8:17 AM


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