IT Marketing Leadership

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IT Marketing Leadership

Chief Information Officers (CIOs) must exercise leadership to turn information technology (IT) into a profit center.

For years CIOs have saved money by consolidating data centers, systems and software licenses/maintenance contracts. But in today's global economy being a cost center doesn't cut it. Now, IT is central to how companies make money and CIOs need to shift from a money-saving to a money-making frame of mind and ask themselves what can we do with our IT capability that customers will pay for.

Using IT to make money means getting close to your sales force and helping them sell more of your company's products and services. Take note of how the salespeople talk about products and the questions that customers ask. Concentrate on what customers like and don't like about your products.

Then ask yourself, what will make the products your company sells more attractive? How can IT improve the things customers like and eliminate those that they don't like?

Through creative use of information technology, you can make any commodity product or service more useful....and....this innovative value-added component is what your customers might just pay more for to serve their customers better.