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It was a moment of pride and honour for the ASIRT members as they celebrated Techday with CIO’s and CFO’s to extend their reach into the enterprise segment. Taking the first step for a hand-shake between System Integrators and CIOs, ASIRT organized this Techday to establish ASIRT members’ credibility with CIO’s and for members to learn from CIO’s themselves their expectations from IT partners.
Anup Mathur of Centre for Recognition and Excellence set the tone for panel discussion speaking for both CIOs and SI by explaining how balancing IT constraints and realities against organizational business goals, schedules, and budgets makes a CIO constantly juggle multiple priorities and multiple choices. He admitted that these pressures make CIOs a tough sell for System Integrators, especially during these challenging economic times. The panellists explained how it is critical to pitch the CIO substantively, avoiding marketing fluff and making clear, straightforward and compelling presentations.
Members were astonished when CIO’s explained that they are always looking for trustworthy confidant, a man who can solve their business problem and guide them through technology maze. Not only that but CIO’s and CFOs may reject a vendor who quotes too low as they understand that their ability to fulfil SLA is suspect. CIOs emphasised that customer references are invaluable to them.
Referring to profitability of IT partners, Subhash Palkar, a veteran CIO, father of SAP/R3 implementations in India and founder of India SAP Users Group says, “I don’t want my SI to die. If he dies, where do I go to find someone else I can depend upon.”
It was absolutely thrilling to hear Meheriar Patel, a winner of many CIO awards who was clear about the role of System Integrator of that being a counsellor and not just a vendor, of a teacher and not a technology pusher, of a compassionate friend and not just a businessman.
“Do you think I can go to college to learn technology any more?” he said unravelling the mystery why a CIO looks forward to S.I. to be a partner in real sense.
“No SI is large or small for me. I will work with an SI if he solves my problems, is ready to deliver, accountable and trustworthy,” he added.
Ajit Inamdar, a champion CIO with over 30 years experience in ERP implementations and CFO with many company turnarounds to his credit candidly admitted that in the times of recession and slowdown, IT budgets are the first casualty. There are times when CIO agrees to a solution and is unable to make way for budgetary approvals. At that time it is the SI who gets a brilliant opportunity to suggest workarounds for a business solution – such an SI-CIO relation is like a husband-wife relationship demanding, yet accommodative and thus forever.
Anoop Mathur from Centre of Recognition and Excellence, the man who pieced together and conducted this event introduced the fundamentals of CIO interaction, hygiene factor, how to approach a CIO, etc. to build a successful roadmap for enterprise business model for an SI.
Prior to the panel discussion ASIRT presented esteemed luminaries ASIRT ideologies, Gold Member quality standards commitments, ASIRT push towards collaboration and skills training initiatives. One of the esteemed panellist apologised to ASIRT members and promised to not only be accessible to ASIRT members and hand-hold them but also committed to spreading the news of ASIRT and its members within the CIO community.
At the ceremony, Asus unveiled Asus Transformer AiO P1801PC – a PC that transforms into a Tablet and Intel also launched the Next Unit of Computing NUC and 4th generation Intel Core processors along with technology roadmap.
