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Boardroom Insiders Executive Profiles Blog

The State of Women CIOs in 2016

Posted by Sharon Gillenwater on Nov 9, 2016 3:09:28 PM

Is there a glass ceiling for women CIOs in the U.S.? Looking at the results from a Korn Ferry study as well as our own analysis of women tech leaders in the Fortune 500, it’s beginning to feel that way. At least, it seems there’s less of a shattering and more of a gradual crack.

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Topics: CIOs, Female CIOs, Fortune 500 Executives, C-Suite

Are You a Box Checker? Why a Key Account List is Just the First Step of Your ABM Journey

Posted by Sharon Gillenwater on Apr 12, 2016 3:00:00 PM

Here’s a sad but true tale of missed ABM opportunity.

A Fortune 100 company spends months of man-hours—and invests in various data analytics tools—to slice and dice their account data. The goal is to come up with a tiered list of 2000 or so top accounts to use as the basis for an account-based marketing program. The months-long effort yields an impressive PowerPoint document that delves into the details of the data and demonstrates the rationale behind various account tiers. It also includes a LONG list of accounts.

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Topics: Sales Accountability, CIOs, Account Based Marketing

The Top Challenges Faced by Healthcare CIOs

Posted by Sharon Gillenwater on Mar 11, 2016 12:53:45 AM

Being a healthcare CIO involves a tricky balancing act. On the one hand, you’re addressing the fundamentals of any business technology infrastructure and meeting the business needs of your organization, even as it undergoes change. On the other are the regulatory issues specific to operating in the healthcare environment—most prominently data security and ensuring that HIPAA compliance is maintained—while innovating in healthcare- and patient-specific technologies.

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Topics: Executive Intelligence, CIOs, Female CIOs, Executive Leadership

Where Are the Women CIO's?

Posted by Sharon Gillenwater on Feb 18, 2016 4:02:08 PM

Just when you thought that women were making headway in IT, a survey or two, an expert, and simply what women tell one another force you to take a step back and re-evaluate.

A 2015 story in CIO lays it out in the first paragraph, noting that, according to the 2014 State of the CIO survey, the IT industry as a whole continues to struggle with gender diversity. Yes, women make up 57 percent of the overall workforce, but in the technology sector, that number drops to just 25 percent. And at the IT executive level? Women represent only 20 percent of CIOs at Fortune 250 companies.

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Topics: CIOs, Female CIOs, Fortune 500 Executives

Do You Get How CIOs Measure Success?

Posted by Sharon Gillenwater on Jan 12, 2016 3:00:00 PM

If your aim is to increase sales of your tech solutions to CIOs and CTOs, your sales force must know how your products and services will meet your customers’ end goals. Understanding how they and their bosses measure IT success is critical.

While IT is certainly central to adding value to an organization, every organization has a different way of defining and measuring that value. Sometimes IT is measured using company-wide metrics. Other times, it sets its own goals and metrics. We’ve also seen organizations use a hybrid approach in which IT has its own metrics–but they align with and support broader corporate goals.

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Topics: Executive Profiles, CIOs, C-Suite

Five Things CIOs Want You to Know

Posted by Sharon Gillenwater on Jan 6, 2016 6:21:29 PM

As you’re strategizing for new business in 2016, your staff is probably gathering data, pulling together sales materials, and practicing delivering their pitches to CIOs. But they—and you—may be missing out on the bigger picture. What CIOs want from vendors goes beyond the specifics of what you’re selling.

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Topics: CXO Insight, CIOs, C-Suite Selling, CXO Priorities, Fortune 500 Executives, CEO Profiles, C-Suite

Selling Enterprise IT: Why One Size Does Not Fit All

Posted by Sharon Gillenwater on Jan 25, 2015 10:14:00 AM

This week the Wall Street Journal's CIO Journal ran an article by two Bain & Company partners entitled, Why Enterprise Technology Customers Are Not Happy (and What to Do About It).

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Topics: Enterprise Sales, Sales Transformation, Sales Readiness, CXO Insight, CIOs, C-Suite Selling, Sales Call Prep

More Fascinating Stats on Female CXOs

Posted by Sharon Gillenwater on Jan 14, 2015 8:20:00 PM

The Wall Street Journal's CIO Journal picked up on our Female CIOs blog post but they added a key piece of fascinating insight:

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Topics: Executive Profiles, CIOs, CXO Priorities, Female CIOs

Five Facts About Fortune 500 Female CIOs

Posted by Sharon Gillenwater on Jan 13, 2015 3:53:00 PM
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Topics: Executive Profiles, CIOs, Female CIOs, CEO Profiles

Are CEOs replacing COOs with CIOs?

Posted by Sharon Gillenwater on Jan 6, 2015 9:06:00 PM

The disappearance of the COO role is a trend we have definitely noticed over the past few years. 

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Topics: Executive Intelligence, CIOs, Fortune 500 Executives, Executive Leadership

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