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  1. ProducerKevin Pashuk

    Kevin Pashuk

    29/04/2016
    A CIO's Guide to Working with IT Vendors
    A CIO's Guide to Working with IT VendorsIn my last position I received so many phone calls on a daily basis from vendors that I actually changed my voicemail to say “Hi! You’ve reached Kevin Pashuk. If this is an unsolicited call from a vendor, please don’t expect a return call.”I can’t...
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    Kevin Pashuk
    30/04/2016 #7 Kevin Pashuk
    #6 OK... no tech speak. All you have to do as a vendor is solve my problems (without having to ask me what they are) :) The difference between those who can and the newbies, is that those who become partners already know my sector. A quick google search would answer many of their questions. Oh, I didn't know it was a faucet... I thought it was a thingamajingy that clips on the whoosie-whasit with a flux capacitor. Most CIOs major in obfuscation (which is a topic on another one of my posts). Thanks for the chuckle @Nicole Chardenet
    Nicole Chardenet
    29/04/2016 #6 Nicole Chardenet
    #5 We'll agree to outlaw marketingspeak if you agree to outlaw overly-obfuscating tech jargon. You don't sell a leading-edge hyper-designed temperature-variable aqua pura delivery system. You sell kitchen faucets, okay? :)
    Kevin Pashuk
    29/04/2016 #5 Kevin Pashuk
    #1 Thanks @Dean Owen, I hope people don't think I dislike all vendors... I have a great relationship with many. I do hope by putting up some posts that I can influence sales organizations to put less emphasis on the quarterly results, and spend more time on understanding client's needs. I would also hope that they would outlaw marketing speak, but that's a topic for another post.
    Kevin Pashuk
    29/04/2016 #4 Kevin Pashuk
    #2 @Nicole Chardenet thanks for the reply (and not phoning me and hanging up when you get my voicemail). I am of the opinion that the relationship between vendors and IT leaders is much like a middle school dance. Everyone want to dance like Bruno Mars and Beyonce, yet very few do, and when it does happen it appears awkward and mechanical.
    Nicole Chardenet
    29/04/2016 #3 Nicole Chardenet
    It works both ways. Us vendors might be PITAS to technology buyers, but buyers who couldn't make a decision if you held a gun to their head are just as much a PITA to us. Buy, or do not buy, there is no try, as some famous short green technology pundit once said...
    Nicole Chardenet
    29/04/2016 #2 Nicole Chardenet
    Thanks for a fair assessment of the vendor/Chief Technocritter relationship. As a professional PITA I've discovered that plenty of people who I *know* need our products or services won't return phone calls. Like, I've just learned on the street that you're looking for a product for which my Virtual Reality Multiprocessing Dynamic iWidget Digital 3-D Server would be a perfect fit, and I know *you're* the guy to talk to, and not some lower-echelon project manager, but...you're not going to talk to me unless I can get you on the phone or maybe send a LinkedIn Inmail saying, "Hi! I see we went to the same university! How 'bout those Golden Flashes! Think they can take the state championship again? BTW, I hear you're looking for...and my product or service can do X, Y & Z for you..." And more often than not you'll respond. BUT...I have to keep at you and try to outsmart your best efforts to avoid me or I'll never get a chance. Believe me, it's worked way more than once for me.

    I do appreciate you noting how unfair it is to put vendors through the ringer on RFPs and other deals, constant changes, endless put-offs, etc. More often than not that mishigoss starts at the top, when C-levels and VPs decide along the way that they can't afford this, or they want to allocate the budget elsewhere, or they're afraid to make an actual decision, etc. It's one of the main reasons I don't do outside sales anymore...too alcoholism-inducing. Instead, I get to watch members of my team tie themselves in knots trying to meet quota with prospects that can't make a decision in the lunchtime cafeteria, much less choose a business-critical IT solution.
    Dean Owen
    29/04/2016 #1 Dean Owen
    Too true on the RFP thing. Never had an issue vendors, loved getting calls from them, going for drinks, dinner, getting a product demo. Always considered vendor relationships as a two way exchange, and they brought me a ton of customers.