How to Sell to Senior Technology Buyers: Firsthand Perspective from Two CIOs

Presented by Sandra Hofmann and Nicholas Farsi 

ATDC Community Room
Wednesday, January 19, 2011
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 the Speakers:

Sandra Hofmann

Sandra 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.

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 including 2003 Georgia CIO of the Year 

Nicholas Farsi

Nick is an accomplished, highly motivated senior information technology executive with over twenty years of diversified experience in telecom, retail, E-Business, web hosting and Real Estate.  He is a proven leader in strategy development, planning, implementation, mergers and acquisitions, staff development, supplier management and negotiations.

Nick has served as Senior Vice president and Chief Information Officer for Atlanta Housing Authority and Vice President of Strategic Systems Delivery for Verisign Telecommunication services. He was also Senior Vice President and CIO for Interland, a leading provider of business class web hosting products to the SME market.  

Prior to his stint at Interland, Nick held the position of Vice President and CIO for Avana, an Integrated Communications Provider.  As Director of Systems Development for Bellsouth Cellular Corporation now AT&T, a multi-billion dollar wireless communication company, he led a staff of 328 people IT organization enabling Bellsouth now AT&T to achieve objectives in growth, cost reduction and improved customer service.