Question

Companies where IT is an important part of their product offerings presumably also have a sales force that is well versed in technology. Why is it then necessary to take the CIO along on customer visits? Discuss

Answer 1

Companies where IT is an important part of their product offerings presumably also have a sales force that is well versed in technology.

This is absolutely right and makes sense as well. Why would there be sales force employees who do not understand technology in an organization where without IT the organization cannot exist?

But, understanding tech does not someone able to understand the technical requirements of creating tech.

The first and foremost reason for a CIO tagging along is to get first hand information about the clients/customers, their needs and how can CIO with his team contribute more effectively to serve the client in a better way.

In companies where IT is an important part, creating the best customer experience digitally is the key. In many cases it can make or break. Making these experiences a reality can only be possible if there is an arrangement where the CIO is working closing with the sales/marketing teams. It is not a time thing too. A short term association cannot make this a reality in the rapidly changing technological environment.