Treating the CIO buyer as a single, homogeneous demographic is a ridiculously ineffective and costly way to build relationships and drive revenue growth.
This paper identifies four distinct CIO types — each with different problems, motivations, aspirations and IT environments. Engaging CIOs requires matching the positioning strategy, story and messaging to the particular CIO buyer type.
The way companies position and target these CIOs holds major ramifications for the success of the business strategy.