Selling to the CIO: How partners can capitalise on the innovation era

As transformation moves beyond executive aspiration to a boardroom necessity, CIOs are charting a new path forward in Asia Pacific with the partner ecosystem in fast pursuit. Motivated by a desire to overhaul technology portfolios and business models in equal measure, CIOs now hold increased responsibility for digital agendas – an agenda redefining outsourcing requirements in the process. According to State of the CIO research in 2022 – commissioned and produced by IDG – 60% of CIOs across the region are prioritising the upgrading of outdated IT infrastructure, supported by increased focus on customer experience (59%) and product innovation (42%). In response, partners must move beyond traditional box selling to embrace new solutions such as artificial intelligence (AI), machine learning (ML) and high performance computing (HPC). Yet challenges remain as the channel skills up to meet the new demands of the CIO.

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