The field guide, a joint effort of the CIO Executive Council and TDN, is based on interviews and a survey of more than 300 IT executives and vendor sales reps. The data shows that only 20 percent of CIO respondents spend any time talking to vendors who cold-call them. The rest redirect or ignore these overtures.
CIOs' top suggestion for vendors to cut through the clutter: Explain "how their product could help us accomplish our specific business or IT goals." They also favor hearing about "what they are already providing to companies like ours."
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