Selling to the CIO Venue: HENLEY BUSINESS SCHOOL, Kirstenhof Park, cnr of Milcliff & Witkoppen Roads, Paulshof 2191, South Africa Date: 29 and 30 June 2016 QUICK REGISTRATION: [t] +27 11 026 0982 [c] +27 82 214 6326 [e] seminars@itnewsafrica.com

   

WORKSHOP OVERVIEW "The repeated issue every year—what keeps CIOs up at night—is the sales and marketing practices of technology vendors. It's a cat and mouse game. It's not efficient for buyers; it's not efficient for sellers. The whole relationship is problematic." � – Mark Hall, Founder & General Manager, � CIO Executive Council. Selling to CIOs is not easy. They are extremely busy and they are inundated with technical sales calls. Nonetheless, those who make a good living selling to CIOs have learned that there are ways to sell to CIOs that are truly effective. This 2 day seminar is designed to provide good solid practical strategies for selling to CIOs that will help you and your company meet your CIO selling objectives. �If your organization wants to become more effective at selling to CIOs, then this seminar is a must attend for your sales team.

WHY YOU SHOULD ATTEND The training is completely interactive and incorporates extensive exercises/role-playing to apply the concepts on active accounts or immediately on the next sales call. Everyone can ask tough questions, share their experiences, work on their weaknesses, and learn entirely new skill-sets. Learning by example is the best way to learn and the seminar includes best practices of other technology companies. WHO SHOULD ATTEND? The program is best suited to IT vendors: Vendor CEO’s, Business Development Directors, Business Development Managers, Sales Directors, Consultants, Sales Managers, Key Account Managers, Heads of new business, Sales executives. LEARNING OUTCOMES After participating in this program, you will be able to apply new techniques to increase your sales effectiveness.

FACILITATORS ARTHUR MADONSELA CIO, CSIR

Arthur Madonsela is currently the Chief Information Officer (CIO) at the CSIR. He has overall responsibility and ownership for leading and managing the IT function which includes infrastructure support, enterprise architecture, systems and applications, etc; servicing nearly 3,000 staff made up of scientists, engineers, corporate staff, etc. Madonsela’s twenty-year plus career in IT is girded by a rare balance of an academic background in business and technology (having studied at Wits and Natal University), with a broad IT exposure and management experience at senior/executive level. He has worked locally and abroad for such respected companies as Accenture, Dimension Data, EDS, Gateway Communications, Innovation Group, etc. in various capacities ranging from being IT Manager, Sales/Account Executive, Commercial Director, Chief Technology Officer, etc; which means he has been on both sides of the “fence”: in sales he successfully engaged CIO’s in concluding IT deals worth millions of Rands on the one hand; to being on the other side working with sales people from OEM’s wanting to sell services to him as IT Manager, CIO, etc. �

FRANK PINTO FORMER CTO EDCON, �FORMER CIO BANKSERVE�FORMER CEO UCS SOFTWARE �Frank Pinto has had a career spanning 35 years as a software engineer, programme manager, enterprise architect, executive leader and consultant in the banking, insurance and retail industries. He has led multiple large award-winning projects and has served as CTO at Edcon, CIO at BankServAfrica and CEO of UCS Software. He has been the keynote speaker at a number of national and international conferences and was a founder member of the Microsoft Retail Client Advisory Board. He has also served as Chairman of the EPC Global South Africa Steering Committee. Currently Frank is continuing his consultancy work and is also a Senior Managing Partner at Provulo, a cloud-based business process and workflow technology company. �

Selling to the CIO Venue: HENLEY BUSINESS SCHOOL, Kirstenhof Park, cnr of Milcliff & Witkoppen Roads, Paulshof 2191, South Africa Date: 29 and 30 June 2016 QUICK REGISTRATION: [t] +27 11 026 0982 [c] +27 82 214 6326 [e] seminars@itnewsafrica.com

DAY ONE 08:30 MORNING COFFEE & REGISTRATION 09:00 ATTENDEE INTRODUCTIONS INCLUDING EXPECTATIONS & FACILITATOR PROFILES 09:30–10:30 CIO ROLE IN BUSINESS CONTEXT KEY CHALLENGES/TRENDS �TOPICS COVERED INCLUDE: •  CIO Role In Context - One CIO’s View •  CIO Role In Context - Tenure Stats •  State of the CIO 2015. •  CIO Role In Business - Tech Landscape •  CIO Role With The Most Hats •  Assessing Account Position. •  CIO Role In Context - SUMMARY 10:30–10:50 COFFEE BREAK/ NETWORKING

10:50–13:00 DEVELOPING AN ENTERPRISE IT SALES STRATEGY •  IT Sales Strategy - Objectives And •  Value •  IT Sales Strategy - Organisation •  IT Sales Strategy - Decision-making •  IT Sales Strategy - Psychology •  IT Sales Strategy - Competitive Landscape •  IT Sales Strategy - Context •  IT Sales Strategy – Summary

13:00 - 14:00 LUNCH 14:00 - 16:30 SELLING TO THE CIO •  Comparison: the good vs. the bad. •  Selling To The CIO - Profiling •  Selling To The CIO - Value Positioning •  The Pitch - Essence of the Value

Proposition

Selling to the CIO Venue: HENLEY BUSINESS SCHOOL, Kirstenhof Park, cnr of Milcliff & Witkoppen Roads, Paulshof 2191, South Africa Date: 29 and 30 June 2016 QUICK REGISTRATION: [t] +27 11 026 0982 [c] +27 82 214 6326 [e] seminars@itnewsafrica.com

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•  Selling to the CIO - Example. •  Selling to the CIO - Presentation •  Selling to the CIO - Language •  Selling to the CIO - Role players •  Selling to the CIO - Challenges, etc •  Take aways: key summary.

16:30 CLOSING REMARKS/ DRAW/ NETWORKING

DAY TWO – Facilitator: Frank Pinto 08:30 – 09:00 MORNING COFFEE & � REGISTRATION 09:00 – 11:20 SELLING TO THE CIO MASTERCLASS •  Interactive Exercises •  Question & Answer Session

11:20–11:40 COFFEE / NETWORKING 11:40 -14:30 SELLING TO THE CIO MASTERCLASS •  Interactive Exercises •  Question & Answer

14:30 NETWORKING LUNCH & CLOSING REMARKS

Selling to the CIO Venue: HENLEY BUSINESS SCHOOL, Kirstenhof Park, cnr of Milcliff & Witkoppen Roads, Paulshof 2191, South Africa Date: 29 and 30 June 2016 QUICK REGISTRATION: [t] +27 11 026 0982 [c] +27 82 214 6326 [e] seminars@itnewsafrica.com

ATTENDEE TESTIMONIALS Past attendees gave us their opinions, with majority rating the workshop 9 out of 10.

“A very well spent 2 day seminar. Very useful and enjoyable.”�- Rory Kruger, �   “I thought the seminar was fantastic.” – Robert Collins. �  “Very informative and interactive seminar. Additionally, I feel a lot more confident now after attending the seminar.”� – Kuben Naidoo.�  “Excellent interaction with a real CIO. Was great to gain insight on how to to close our sales successfully.” �– Dale Dhavaran.�  “A clear reminder that the CIO is also human.” – Debbie Elrick. �   “The seminar gave me a better understanding of what a typical CIO expects from a sales person. The seminar made me feel more confident when approaching a CIO.” �– Albeauty Mokhodu.

Selling to the CIO Venue: HENLEY BUSINESS SCHOOL, Kirstenhof Park, cnr of Milcliff & Witkoppen Roads, Paulshof 2191, South Africa Date: 29 and 30 June 2016 QUICK REGISTRATION: [t] +27 11 026 0982 [c] +27 82 214 6326 [e] seminars@itnewsafrica.com

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