The ISV Express Guide to Speaking Fluent CIO

The ISV
EXPRESS GUIDE
to speaking
fluent CIO
GET STARTED
Volume 1

CONTENTS Speaking fluent CIO
HOW TO
ENGAGE3
UNDERSTAND
THE CIO4
LEARN TO
SPEAK CIO5
THE CIO
LANDSCAPE6
HELP THEM
WIN7
USE CIO
LANGUAGE8
IDENTIFY
KEYWORDS9
PERSONALIZE
IT10
11
MEASURE
SUCCESS
GET STARTED
TODAY12

Speaking fluent CIO
3
Are you looking for new ways to engage CIOs?
CIOs hate cold calls and spam from vendors. Therefore, the chance to get
face time with them is rare and even more challenging to sustain.
It’s important to ensure you’re speaking their language through your
content strategy.
Questions to ask yourself:
GET STAKEHOLDERS’ ATTENTION BY PRESENTING
FIRST-CLASS CONTENT.
“Does your content
say the right things
about your products
or services?”
“Are you speaking the
same language as
the CIO or your key
decision maker?”
“Are you inspiring
customer loyalty?”
HOW TO ENGAGE UNDERSTAND THE CIO THE CIO LANDSCAPE USE CIO LANGUAGE PERSONALIZE ITLEARN TO SPEAK CIO HELP THEM WIN IDENTIFY KEY WORDS MEASURE SUCCESS GET STARTED TODAY
HOWTOENGAGE

Speaking fluent CIO
4
Understand the CIO’s focus and challenges.
The CIO:
Has a strategic view
of the company’s
technology
Must walk a fine line
between reliability
and agility
Is a leader who
drives change,
while maintaining
legacy systems
UNDERSTANDTHECIO

Speaking fluent CIO
5
LEARNTOSPEAKCIO
Understand the objective for their IT
organization.
Start messaging with their business
challenges rather than your directives/
offerings.
Communicate in terms of business goals
and risk.
Explain how it will empower them to be
more efficient and effective.
Clearly show the benefits and costs of
your product or service.
Materials should convey the idea that
your product is professionally marketed
and technically relevant.
To “Speak CIO” and engage in a
way that communicates the value
you offer:
Marketers are speaking a different language
than CIOs.
of IT decision makers say it’s
challenging to locate enough
high-quality and
USEFUL INFORMATION

Speaking fluent CIO
6
THECIOLANDSCAPE
Total cost of ownership (TCO)
Legacy technical debt
Software-defined data centers
Bimodal approach to IT
Empowering change
Operations stability
Enterprise data
Shadow IT
Business outreach
Today’s CIOs are in charge of more than merely
running the technology department.
They are business leaders of their
organizations in a variety of areas:
of CIOs say their role is becoming
INCREASINGLY CHALLENGING

Speaking fluent CIO
7
HELPTHEMWIN
Provide materials to help
stakeholders justify the TCO
of your software or service.
Clarify the problem
you’re solving for their
specific company.
Deliver examples of
IT metrics and
measured success.
Present a detailed software
integration process plan
for implementing in your
customer’s organization.
Explain the value your software
is producing to increase
revenue or improve customer
satisfaction within their
business.
CIOs have bosses too, including CEOs, the
board, and investors.
A crucial step toward speaking their
language is understanding what will
help them to win.

Speaking fluent CIO
8
Get to the point.
CIOs are tech-savvy.
Know your stuff.
No bluff or fluff.
CLEAR. CONCISE. CONSISTENT.
USECIOLANGUAGE
They stay informed on process improvements and have a deep
technical knowledge.
CIOs depend on facts and figures. They look at compliance,
mitigating risk, operation costs, efficiency, and how it can increase
or maintain revenues.
Not only should you be able to speak to the specific needs of
the CIO and his company but those of the industry as well. If you
don’t, it will become painfully obvious.

Speaking fluent CIO
9
Strategy
Technology
Big data
Social media
Cloud
Leadership
Change agent
Hybrid
Analytics
Storage
Digital transformation
Business
Security
Mobile
Internet of Things
Solution
Service
Support
Some terms carry more weight and value
than others.
Do you have the data collection and listening tools to identify what
your target audience and industry are talking about?
IDENTIFYKEYWORDS
It’s important to do the research and establish a list of keywords for your content marketing to help deepen the engagement. Here’s a
sample list of terms frequently used by CIOs:

Speaking fluent CIO
10
PERSONALIZEIT For maximum success, personalize your message
for each group who will read it, including:
Be authentic and engaging when you communicate to each audience. It will
keep them interested and get your information across better.
CIOs Stakeholders Senior
management
System
administrators
End users

Speaking fluent CIO
11
MEASURESUCCESS What are you measuring?
Consistency Relevance Efficiency
Influence Goals Engagement
Utilizing data and tools will position products or services more effectively and create marketing content that resonates with the people
you want to reach.
Here are metrics to consider:

Speaking fluent CIO
12
Want help to get started speaking the language of
CIOs through content?
Metia provides marketing solutions to help meet your demands and better
engage with your customers.
Receive a complimentary content
review by our experts today!
CONTACT US
metia.com
GETSTARTEDTODAY

The ISV Express Guide to Speaking Fluent CIO

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