SELLING TECHNOLOGY TO YOUR CEO

In an era of severe global competition, slowing growth and short-term expectations, chief executives tend to favor those business functions that can show measurable impact on the bottom line. In this environmen t, the chief technical officer must defend technology against zealous proposals from the other business functions, in order to preserve the long-term growth and profitability of the business. This role for the CTO requires establishing a high degree of credibility, gained by exce llent performance coupled with teamwork, plus the willingness and cour age to take the right degree of risk.