Pity the poor CIO. Their job tenure average is about the same as a Vietnam era chopper door gunner. Not long. They have a huge impact on the productivity and profitability of the organization, but are often left off the executive committee or subordinated to the CFO. Certainly not all CIOs suffer like this, but here is an area where they can shine and add value to nearly any enterprise: pricing. Pricing is the single most powerful lever of profitability. So what does this have to do with the CIO? It’s heavily data driven and without a strong fact base and systems support, you won’t get very far and you certainly won’t make profitable pricing decisions quickly as an integrated element of the sales process.
The article at the other end of this link is a great one that explains why this is the case. CIOs and their friends should take note!