CIO Ian Pitt has an advantage when it comes to pressing his case for IT investments: He once worked in sales.
“That taught me how to pitch, how to use the right language, to aim for the right pressure points, because you can’t just say ‘trust me.’ You have to say why what you’re planning is good for the company,” Pitt says.
Those skills can come in handy, now as much as ever. A Gartner Research survey of nearly 2,000 CIOs found that IT budgets will be up only slightly, an average of just 2%, for 2021 over 2020. And with competition for cash to pay for projects tight, CIOs will need to sell their colleagues on planned IT investments.
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