The Register® — Biting the hand that feeds IT

IT Investment Decision Making

By downloading you agree to our Terms & Conditions. We will email you a copy of the paper.

Getting to "yes" and avoiding "no"

By Quocirca
→ More from Quocirca
Published April 2006

More about:

Many technology sales cycles get bogged down in the IT department. Whilst it is unlikely that a sale will get anywhere without buy in from IT management, their approval is no guarantee of final success. Getting to “yes” requires accessing and influencing other key decision makers especially those in the finance department. And along the way, there are plenty of others who can say “no”.

By downloading you agree to our Terms & Conditions. We will email you a copy of the paper.