Are you selling what CIO’s want?

Channel Insider featured a summary of a survey conducted by the Society of Information Management (SIM) to determine budget priorities for 2010. This study provides valuable insight you can use as a sanity check, or an opportunity to re-calibrate your focus.

• Below are the top spending priorities which I’ve put into the context of an Avaya Partner:

• 1. Business Intelligence – Avaya CMS, IQ, Operational Analyst
  2. Server Virtualization – Avaya Virtualized Aura UC Appliance, Carrier Grade Wide Area Networks (Juniper)
  3. Customer and Corporate Portals – Avaya Dialog Designer, Interactive Response, Voice Portal
  4. Enterprise Application Integration and Management
  5. Continuity Planning and Disaster Management – Avaya Mobility Solutions (One-X, etc), Juniper SSL VPN, Meeting Exchange, CEBP, SIP, etc..

• Top CIO concerns are as follows (also with my suggestions):

• 1. Business Productivity and Cost Reduction – Avaya CEBP, Self Service Applications, Unified Communications
  2. IT and Business Alignment – Depends on the business unit, Sales may want to enable remote workers and traveling sales people with Avaya mobility applications for example.
  3. Business Agility and speed to Market – Avaya CEBP, Meeting Exchange, Unified Communications..
  4. IT Cost Reduction – Managed Services, Virtualized Aura UC, Single OS for Juniper or Extreme (vs. 1800 versions with Cisco)
  5. IT Reliability and Efficiency – Modular OS based, carrier grade network with Extreme and/or Juniper
  6. IT Strategic Planning – You!
  7. Revenue Generating IT Innovations – Avaya Proactive Contact Centers, IP phone ads, XML applications, etc..
  8. Security and Privacy – Juniper, Sipera..
  9. CIO Leadership Role

Good Selling,

Tom