Managed services buying: Spotlight on CIOs

Posted by Intronis Staff on Nov 25, 2013 11:10:00 AM

To grow their business, IT managed services providers must understand who they are selling to, what their priorities are and how this is changing with the advent of new technology. In a recent Channel Expert Hour webinar we talked about the growing influence of the chief marketing officer in IT purchasing decisions. At the same time, experts say chief information officers still have a voice in IT buying, and it's one MSPs need to acknowledge.

Movin' on up                                                      
A recent article for Cloud Tech described how CIOs are being afforded a bigger spotlight and a louder microphone in the C-Suite. This change has developed over time, as data has become a more precious commodity in everyday business, allowing companies to make more measured decisions and increase their overall agility in the marketplace. CIO purchasing IT

As the news source noted, this data drives innovation, potentially spurring positive sales and word-of-mouth impact. With this increased emphasis on data, CIOs' roles as cloud computing czars and experts are moving to the forefront of firms.

"The job of the CIO is to make sure that important data doesn't slip under the radar, but also that irrelevant data isn't proving costly to store and manage," Cloud Tech explained. "Cloud services offer CIOs respite on storing and securing large amounts of data and ultimately using that data."

We need backup                                                                  
However, as MSPs know, CIOs are not the end-all be-all of the IT department. They are backed up by a group of tech-savvy individuals who are increasingly knowled​egable about cloud computing and backup.

According to a recent study from Robert Half Technology, knowledge of cloud computing is the most valuable IT job skill in today's tech market. In fact, in a survey of 100 IT directors and CIOs, 39 percent named it as the most impor​tant, followed by security (37 percent), project management skills (33 percent), virtualization (29 percent) and network administration (27 percent).

Furthermore, 41 percent of IT directors indicated they would employ specialists to work on cloud initiatives. However, approximately the same percentage said they already had the manpower to operate cloud strategies.

MSPs can offer clients guidance on how to protect their expanding resources via cloud backup, as well as how to best train employees in cloud computing.

The Ultimate Guide to Selling Cloud Backup

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Topics: Buyer Targeting

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