Slideshow

Selling beyond the CIO – How partners can influence the new breed of tech buyers

There’s a new buyer in town, with the CIO no longer the standard-bearer of IT. As the centre of gravity shifts across the C-suite, non-IT business executives have become empowered to make IT purchasing decisions - spanning sales, marketing, finance, HR and operations. But as outlined by EDGE Research, only 49 per cent of partners in Australia have strong engagement with buyers outside of IT, with half of the channel still chasing traditional dollars. Today, partners must sell specialised solutions beyond the CIO, becoming submerged in sub-sectors, inundating customers with niche expertise and insights. Because for those that don’t, new types of partners are ready to capitalise. This ARN Roundtable, in association with Oracle, highlighted the emergence of a new breed of technology buyer, assessing how partners can engage outside of IT, and the skills required to sell across new business units. Photos by Christine Wong.

  • James Henderson (ARN); Rob McGregor (CRMNow); Mark Simpson (M-Power); Kirstie Smith (Deloitte); Sebastian Storey (Rubicon Red); Steve McLoughlin (Oracle); John Walters (Nextgen); Wendy O'Keeffe (Tech Data); Adrian Jones (Marketing Cube); Salil Akolkar (Oracle); Sachin Kulkarni (Cognizant Technology Solutions); Marcelo Scalia (Ekulus) and Phillip Milne (DXC Red Rock)

  • Adrian Jones (Marketing Cube); James Henderson (ARN) and Steve McLoughlin (Oracle)

  • Mark Simpson (M-Power)

  • Phillip Milne (DXC Red Rock)

  • Adrian Jones (Marketing Cube)

  • Marcelo Scalia (Ekulus)

  • Steve McLoughlin (Oracle)

  • Sebastian Storey (Rubicon Red)

  • Salil Akolkar (Oracle)

  • John Walters (Nextgen) and Wendy O'Keeffe (Tech Data)

  • Steve McLoughlin (Oracle)

  • Selling beyond the CIO – How partners can influence the new breed of tech buyers

  • Selling beyond the CIO – How partners can influence the new breed of tech buyers

  • Kirstie Smith (Deloitte)

  • Phillip Milne (DXC Red Rock)

  • Sachin Kulkarni (Cognizant Technology Solutions)

  • Marcelo Scalia (Ekulus)

  • Rob McGregor (CRMNow)

  • Wendy O'Keeffe (Tech Data)

  • Adrian Jones (Marketing Cube)

  • Salil Akolkar (Oracle)

  • Selling beyond the CIO – How partners can influence the new breed of tech buyers

  • John Walters (Nextgen)

  • Mark Simpson (M-Power)

  • Sebastian Storey (Rubicon Red)

  • Kirstie Smith (Deloitte)

  • Rob McGregor (CRMNow)

  • Phillip Milne (DXC Red Rock)

  • Sachin Kulkarni (Cognizant Technology Solutions)

  • Wendy O'Keeffe (Tech Data)

  • Adrian Jones (Marketing Cube)

  • Rob McGregor (CRMNow)

  • James Henderson (ARN)

  • Kirstie Smith (Deloitte)

  • Sebastian Storey (Rubicon Red)

  • John Walters (Nextgen)

  • Sachin Kulkarni (Cognizant Technology Solutions)

  • Steve McLoughlin (Oracle)

  • Marcelo Scalia (Ekulus)

  • Phillip Milne (DXC Red Rock)

  • Wendy O'Keeffe (Tech Data)

  • John Walters (Nextgen)

  • Phillip Milne (DXC Red Rock) and Kirstie Smith (Deloitte)

  • Steve McLoughlin (Oracle)

  • Sebastian Storey (Rubicon Red)

  • Marcelo Scalia (Ekulus)

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