How to Sell to Senior Technology Buyers: Firsthand Perspective from a CIO

Presented by Sandy Hofmann, ATDC CIO-in-Residence 

Roam Atlanta
Wednesday, February 10, 2009
11:45am to 1:00pm 

Come and learn:

• How to be better prepared to understand the world CIO's live in so you don't waste their time. 
• How to earn their trust and have a shot at getting them to take a risk with you. 
• How to get wisdom and resources from these folks if you don't get an immediate sale. 
• How to lower technology and business risk from new technology purchases. 
• How to gain tech influencers and buyers as champions rather than opponents to adoption of your product.
• Tips on how to access key technology buyers.

About Sandy:

Sandra Hofmann is an innovative and inspiring executive who understands and drives the value of alignment across the enterprise. Sandy’s broad management experience, including 14 years with IBM, has enabled her to effectively guide teams to realize goals and deliver desired results. Particularly adept at addressing issues associated with acquired and merged businesses, Sandy has frequently been recruited to address the most difficult and challenging environments. 

Sandy has repeatedly demonstrated her exceptional strength of character and leadership, as well as her ability to serve as a change agent. She led the transition activities for one of the first application spin-offs from IBM. As Vice President of Technical Services, she faced the unique challenge of breaking the gender barrier at Simplex, while concurrently transforming the way service was delivered. She joined MAPICS, their first woman to be a member of the executive team, as the Vice President and General Manager for a newly acquired business unit and was then a lead participant in the company’s re-engineering as a functional organization. She then stepped into the unique dual role of CIO and Chief People Officer. 

Sandy's management philosophy, leadership characteristics and business results have been acknowledged by numerous industry recognitions: Georgia CIO Leadership Association (GCLA) selected Sandy as the Georgia CIO of the Year in the 2003 regional category. The award honors individuals who have demonstrated outstanding technology leadership in Georgia and excellence in managing their organization's enterprise wide information systems. In 2003 she was selected as one of five finalists for Woman of the Year in Technology by Georgia Technology Association and again in 2004 she was one of seven finalists. Articles highlighting Sandy's results have been published in CIO and CFO Magazine, CIO Insight, CIO Quarterly, Workforce Management, Human Resource Executive, and PINK Magazine.