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Three Reasons Why a CIO is a Revenue opportunity, not an Expense Item.
Darren Toohey, CWT’s Head of Global Sales, CWT
That was a question we were asking ourselves five years ago at an offsite leadership meeting where a team building exercise placed us in a remote pasture, with an injured colleague, a river, a steep hill, a dense wood and multiple ungated fences between us and safety. We had some poles; rope and a piece of canvas to help us get our whole team to safety and the barriers were not real but part of an obstacle course.After building our sled, which looked like a casual breeze could tear it apart, we needed to select a volunteer to sit on it and get dragged around the course – which quite naturally no one fancied doing. “As Head of Sales,” I said, “I am a revenue-generator, so I am too valuable to risk injury on the stretcher.” My colleagues nodded in general agreement and I breathed a sigh of relief, as I knew no broken bones or bruises would be coming my way, but no one volunteered, so I spoke up again. “I propose that John rides on the stretcher as he is really an expense to the company as CIO’s don’t generate revenue.” And, much to John’s dismay, everyone again agreed, and he was forced to ride the sled and risk bodily injury. Two good things came out of this exercise. John made it through unscathed and we both decided to work on how he, as CIO, could better partner with Sales - so we looked upon his organization as enablers of revenue and not as an expense.
Our sales people and leaders now look at the CRM as a benefit and not a dreaded task and this was all made possible by a strong partnership between Sales and our CIO/CTO