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Agenda

With CIO magazine's Publisher Emeritus Gary Beach as workshop moderator, this one-day executive sales seminar combines his personal knowledge of the IT leadership community, exclusive research on CIO priorities and the direct experience of CIO panelists and speakers to deliver a comprehensive and deeply knowledgeable approach to more successful selling to this key executive buyer.



  • 7:30AM-8:00AMRegistration And Breakfast
  • 8:00AM-8:15AMWelcome And Agenda For The Day
  • Moderator:  Maryfran Johnson
  • Editorial Director, Executive Programs
  • CXO Media Inc.
  • 8:15AM-9:00AMSetting The Table: The Key Business, Technology And Management Issues Facing The 21st Century CIO
  • Speaker:  Gary Beach
  • Publisher Emeritus
  • CIO magazine

  • The role of the CIO is at a crossroads. As CEOs continue to demand topline growth and product/process innovation, CIOs must morph from functional leaders who manage technology infrastructures to business strategists who leverage technology to support business objectives. This session will review the latest research from CIO magazine on the key business, management and technology priorities for CIOs.

  • 9:00AM-10:00AMCIO Insights On The IT Buying Process
  • Moderator:  Maryfran Johnson
  • Editorial Director, Executive Programs
  • CXO Media Inc.
  • Panelist:  Michael Iacona
  • CIO
  • TMP Worldwide Advertising
  • Panelist:  Larry Bonfante
  • CIO
  • United States Tennis Association
  • Panelist:  Steven Peltzman
  • CIO
  • Museum of Modern Art

  • Four leading CIOs and senior IT executives will share first-hand knowledge on how technology is vetted and purchased at their respective firms. The lively interactive discussion will delve into all aspects of the CIO/supplier relationship, from the identification and short-listing process through to final approval, including the key role played by other managers in the IT organization. Our panelists will also cover what products or services they plan to buy in the next year and offer pragmatic examples of how CIOs frame their purchase requests in the context of value delivery to their businesses.

  • 10:00AM-10:15AMMorning Break
  • 10:15AM-11:00AMHow To Build Lasting Relationships With CIOs
  • Speaker:  Michael Minelli
  • Author, Partnering with the CIO
  • SAS
  • Moderator:  Gary Beach
  • Publisher Emeritus
  • CIO magazine

  • Partnering is an operative word in the world of technology selling. Michael Minelli, co-author of Partnering with the CIO and a well-seasoned tech salesperson, will share keen insights into CIOs and their views on what's working and what's failing during the tech sales process. He'll also offer specific suggestions on how to create more profitable, long-term relationships with CIOs and senior IT leaders.

  • 11:00AM-11:45AMExclusive CIO Research: The Top 10 Traits Of Leading Tech Sales People
  • Speaker:  Gary Beach
  • Publisher Emeritus
  • CIO magazine

  • What are the traits of the best tech sales people in the market? CIO magazine will reveal the results of an exclusive study on what it takes to be the best-of-the-best in this session.

  • 11:45AM-1:15PMLunch And Conversation With Harvey Koeppel
  • Speaker:  Harvey Koeppel
  • Executive Director
  • Center for CIO Leadership
  • Moderator:  Gary Beach
  • Publisher Emeritus
  • CIO magazine

  • Harvey Koeppel, former CIO and senior vice president of Citigroup's Global Consumer Group, will offer his insights into the evolving role of the chief information officer during a luncheon keynote conversation with Gary Beach. Koeppel brings a unique perspective from his current role as executive director of the Center for CIO Leadership, which focuses on advancing the CIO profession through global thought leadership, research, education and outreach.




  • 1:15PM-2:00PMBusiness Value Spoken Here
  • Speaker:  Gary Beach
  • Publisher Emeritus
  • CIO magazine

  • 21st century technology salespeople no longer call solely on the CIO and the technical staff to close a deal. CIO magazine research shows that during the course of  a typical day, CIOs spend more than 50% of their time meeting with line-of-business executives, non-IT employees and customers or partners. This session will offer pragmatic guidance on how to communicate business value to different constituencies within an organization during the IT sales process.


  • 2:00PM-3:15PMClosing Keynote: 10 Things CIOs Love (or Hate) About The Selling Process
  • Speaker:  Gregor Bailor
  • Former CIO
  • CapitalOne

  • This closing keynote features one of the nation's best known former CIOs speaking frankly about vendor relationships and the selling process. In a late-night-talk-show style, Bailar will detail his own Top 10 lists of what he loves and what he hates about the IT sales cycle.


  • 3:15PM-3:30PMClosing Comments
  • Speaker:  Gary Beach
  • Publisher Emeritus
  • CIO magazine