Technology and Services Vendors: Guidance When Selling into the Office of the CFO

Technology and Services Vendors: Guidance When Selling into the Office of the CFO

This IDC Perspective covers areas for the vendors to prepare for their sales discussions with the CFO and the office of the CFO. CFOs are pulled into more technology discussion not only for their team but for other areas of the business; therefore, there are more questions and areas that the CFO and their team will be asking about. Use these eight key areas to prepare for your discussions."CFOs are starting to be more heavily involved with the buying process of technology given their expanded responsibilities and transformation of their own office. It's important to address areas that the Office of the CFO will be asking about, as it can speed up the selling process," says Heather Herbst, research director, Worldwide Office of the CFO at IDC.

Please Note: Extended description available upon request.