Chapter 14. Marketing the Value of Information Technology

by Judy Armstrong and Steven Zoppi

Having departed the practitioner's role (for a while) and joined the ranks of IT industry analysts, I discovered an interesting and unexpected demand on my time. I began receiving calls from CIOs whose careers were in jeopardy because their team's value (and by association, their value) had been brought into question by the other business leaders. After about an hour of forensic dialog about how this situation evolved, I was alarmed to conclude that there was an emerging epidemic of highly effective organizations and leaders whose value had been completely overlooked because of the lack of problems. They had been waylaid by the perception that ...

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