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Finance Market Narratives How CFOs Evaluate Vendor Performance Feb 23, 2025 The report explores how CFOs, CIOs, and CISOs perceive vendor value, highlighting key differences in their priorities when assessing strategic partnerships. Request to Download

The report explores how CFOs, CIOs, and CISOs perceive vendor value, highlighting key differences in their priorities when assessing strategic partnerships. It provides insights for IT vendors on aligning sales approaches, tailoring engagement models, and leveraging cross-functional alignment to enhance their competitive positioning.

 

Core Insights:

CFOs prioritise cost and delivery metrics in vendor evaluation

  • CFOs focus heavily on cost optimisation and ensuring vendors meet deployment commitments, reflecting their emphasis on financial efficiency and operational reliability.
  • In contrast, CIOs and CISOs are more concerned with outcome-based delivery models and high-quality vendor engagements, creating a disconnect in how vendor success is measured.

Customising sales and engagement strategies for C-suite stakeholders

  • Vendors must tailor their sales approaches to align with the distinct priorities of CIOs, CISOs, and CFOs, ensuring messaging and value propositions resonate with each role.
  • Understanding these differences allows vendors to position their offerings more effectively, enhancing…

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