Ispro, I don't know what your opinions are on selling to IT, but unfortunately IT is largely autonomous within an organization. Management relies on IT to make their own decisions and of course control costs. Mainly, a vendor is stuck with selling to IT, and IT doesn't like change. Brian is very articulate on this subject. It can be believed, he experiences it every day.
True, CIO or CTO can mandate change, but expect the large organizations to set up long test labs to certify new solutions. CIO/CTO expects it. We laypeople to IT have trouble grasping the challenges and resistance there always is to integrating something new into environments that are already complicated, and very entrenched. Change comes slowly, but once something new and compelling takes hold, it really goes.
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