CDN: Selling to the Line of Business

IT budgets controlled by the Line of Business decision marker are rapidly increasing, while traditional IT department spend is flat.

This trend means channel partners will need a new approach to take advantage of the line of business marketplace based on business drivers and productivity gains over technology speak.

Recently CDN Editor Paolo Del Nibletto hosted a workshop on this topic at the CDN’s Channel Elite Awards in Toronto.

Marylka Empey, managing partner at Trinity Associates represented the Human Resources side of the Line of Business on this panel. Lee Horigan, the CMO of Thomson Reuters represented the Marketing portion of the Line of Business, while Winnie Leung, acting CFO at Moneris Solutions Inc. had the Finance side of the Line of Business.

In this special highlight video feature from the workshop each panelist describe the channel opportunity inside the line of business departments of organizations as huge.

What the cloud and SaaS has also done is provided freedom and speed to market for line of business professionals in marketing, human resources, finance and others. No longer are they depended on the IT department or the CIO for the IT solutions they need to get their jobs done and meet their goals.

This interactive workshop will focus on:

  • How to leverage existing relationships that can get you in front of line of business manager;
  • Developing or finding the right sales person for line of business opportunities;
  • How to present your IT solutions from a business perspective; and
  • Growth of line of business areas.

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Jim Love, Chief Content Officer, IT World Canada

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CDN Staff
For over 25 years, CDN has been the voice of the IT channel community in Canada. Today through our digital magazine, e-mail newsletter, video reports, events and social media platforms, we provide channel partners with the information they need to grow their business.

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