| | | | Hi Peter, All IT vendors want to turn their relationships with CIOs from transactional to strategic. They all want to be known as partners rather than product pushers, and as trusted advisors rather than sales reps. But despite this long held desire, CIOs continue to give their vendors low marks when it comes to relationships, partnerships, and providing long-term value.
Michael Sajor, CIO of Apollo Education Group, which operates University of Phoenix, has developed a way to determine whether a vendor can achieve that coveted "true partnership" status. By using "Four Categories of IT Vendor Sales Practices," he can quickly assess which vendors are in it for the short-term sale, and which ones will stick it out to provide long-term value to his company. Enjoy! Martha _________________________________________________________________________ | | 1. What True CIO-Vendor Partnership Looks Like | 
| Michael Sajor is the CIO at Apollo Education Group, the parent company of University of Phoenix. During a conversation we had in connection with our CIO Paradox Sales Workshop, Sajor laid out a compelling framework he uses to evaluate IT vendor sales representatives, and a vendor's readiness for a real partnership. At our request, Sajor has summarized this framework in a guest blog.
Read this article on hellerstrategy.com | | 2. Structured Problem Solving Maximizes IT Effectiveness | 
| Since the 1980s, David Bonnar, an IT executive at Community Medical Centers in California, has relied on a problem solving toolset he calls the Structured Problem Solving Roadmap (SPSR). In fact, it's not a tool; it's a way of thinking that he applies to maximize IT's performance and to develop his people. In today's second guest blog, Bonnar lays out the five-step SPSR process for Heller Report readers.
Read this article on hellersearch.com | | 3. Elevating IT from Service Provider to Business Partner at Danone | Timothy Weaver, CIO for Danone North America, has a proven track record for delivering IT strategies that focus on top line growth across all of the company's markets. In this Huffington Post blog by Vala Afshar, CMO at Extreme Networks, Weaver shares six ways that CIOs can elevate IT from service provider to business partner.
Read this article on huffingtonpost.com | | 4. Webcast: Charting Your Company's Digital Future | The CIO Executive Council has coined the phrase, "Digital Pathfinder," an executive breaking down functional silos and transforming the C-suite into a "D-suite." While many CEOs are placing CMOs and other executives in the digital pathfinder role, one could argue that CIOs are best positioned to chart a company's digital path. How do CIOs position themselves for digital leadership? How do they lead the development of a digital strategy? How do they balance this new focus on innovation with their operational responsibilities? Join Martha Heller on May 15 at 2:00 pm ET as she moderates a lively discussion among a panel of CIOs who are moving squarely into the digital pathfinder role. Free and open to non-Council members.
Webcast information and registration | | | | _________________________________________________________________________ As always, thanks for reading, and for your feedback on The Heller Report! Regards,  Martha Heller
President, Heller Search Associates
martha@hellersearch.com | | | | |
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