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kq4ym
kq4ym
6/8/2017 | 9:07:54 AM
Re: Back office
Yep, it can become quite a problem between what the boss wants and what the CFO is thinking is the best way and speed to move forward. Noting that the "CFO tends to be more cautious, especially if the moving of data disrupts the business," while the CEO has differing goals in mind, and maybe not quite so much fear, but on the other hand having not quite so much expertise, one wonders how best to get through that scenario with as little confusion and chaos as possible.
Joe Stanganelli
Joe Stanganelli
6/4/2017 | 8:45:00 AM
Re: Back office
@John: And it's not just this one use case and CFOs. Vendors are increasingly finding better sales success when targeting the people and departments who will actually use their solutions -- as opposed to running everything through IT/the CIO.
Joe Stanganelli
Joe Stanganelli
6/4/2017 | 8:43:45 AM
Re: Back office
@Scott: I've been hearing the same things out of Oracle and elsewhere. CFOs are increasingly interested in consolidating vendor relationships (compared to succumbing to lock-in fearmongering).

In any case, I strongly suspect that should Salesforce eventually make a move here, they will be a strong competitor to Oracle.
Michelle
Michelle
5/31/2017 | 11:41:09 PM
Re: Back office
It can help avoid the dreaded "data silos" too. CFOs have more authority than regular IT folks as well.
maryam@impact
[email protected]
5/31/2017 | 10:46:45 PM
Re: Back office
It's a great targeted sales strategy that can create evangelists and remove barriers for all users and stakeholders.
Scott_Ferguson
Scott_Ferguson
5/31/2017 | 12:29:34 PM
Re: Back office
@MaryAM: And to be fair, much of what Oracle does relates to how the CFO does her or his job, so they are the ones that need to work with it day-in and day-out.

 
maryam@impact
[email protected]
5/31/2017 | 12:26:47 PM
Re: Back office
Scott, it's an excellent strategy often many initiatives stop at the CFO office making a concerted effort to market the benefits to the CFO will most certainly increase the close rate.
JohnMason
JohnMason
5/31/2017 | 11:53:27 AM
Re: Back office
Now I understand. If sales are higher when focusing on CFOs instead of just IT departments, then there can be no argument. Thank you.
Scott_Ferguson
Scott_Ferguson
5/31/2017 | 7:33:08 AM
Re: Back office
@Joe: And to your one point, if you notice, I did interview someone from Oracle about this issue and Oracle has made selling to CFOs its main driver of sales. It doesn't sell so much to IT as much as the CFO, so they are very vested in that and if they want to get their clients over to the cloud and can use efficiency as a driver, then selling to the CFO makes sense. 
maryam@impact
[email protected]
5/30/2017 | 11:16:15 PM
Re: Back office
It makes perfect sense that the CFO should be involved in these decisions since overall budgeting and reporting rests with them. The influence and guidance of the CFOcnan help manage the IT decisions are made with both innovation and the bottom line in mind. They can also help in decision making when alternatives have different long-term balance sheet implications but similar technical value. Integrated decision made the best sense for overall company health.
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