Why CIOs fail – A short primer on success

Enterprise software vendors pitch their solutions at multiple levels in the organization, including C-level executives, line of business users, wizard-like technical experts, and a host of other stakeholders and interested parties. Each of these audiences has a different set of goals, measures success in unique ways, and defines its own view of business value.

This reality of stakeholder differences explains why many IT projects have trouble — creating a unified set of requirements from these divergent, and often conflicting, constituencies is difficult at best. It also explains why enterprise software marketing and procurement are so convoluted.

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