“The CIO is an absolute mystery to most integrators,” says Joseph Thomas, former design engineer at AVI-SPL and now a system design engineer at Extron Electronics. “They don’t understand what’s on the CIO’s plate or what his job is, and think of him largely as a technical person.”
But the CIO – your newest customer – is much more than that. Yes, the CIO is technical. “He’s also a corporate guy,” explains Thomas. “And understanding that is fundamental. If you don’t, you’ll commit one of three or four fatal mistakes that may mean you’ll never get back in the door again.”
The responsibilities of CIOs are threefold, says Thomas. They have to keep the company’s network running, meet the needs of internal clients, and stay on the front edge of technology. “They have to constantly make business decisions and cost justifications based on requests from their internal clients about network expansions, personal devices, etc.”
The best way to be ready when you meet the CIO? Lots of research and preparation, says Thomas. CIOs will expect you to:
- Understand their world.
- Understand all the training your staff members will need to have before you walk through the door.
- Know and understand all the other players they’re working with.
- Have a very deep, technical understanding of network systems.
There are also questions and topics you should think about before you meet a company’s CIO for the first time. Your answers to these questions could make or break a working relationship:
- Were you invited to meet the CIO or are you cold-calling?
- If you were invited, then who were you invited by? And for what reason?
- Are you focused on selling the business case or the network and computer gear?
Because CIOs have a long list of responsibilities, Thomas also says it’s essential to pinpoint (and avoid) certain hot-button issues during initial conversations. It’s best to stay away from:
- Trying to wow them with technology
- Assuming you’re introducing network technology they’ve never heard about
- Questioning their current choice in providers or company relationships
“CIOs aren’t interested in hearing about how your company might be better than Company X,” emphasizes Thomas. “They’re looking for team players when it comes to labor, skills, service and support, and warranties.”