5 Tips On Selling To Mid-Market Companies

Take It From An Ex-CIO

Jim Noble (pictured) knows a thing or two about working with vendors and solution providers. After all, he served as chief information officer for such big-name companies as Altria Group and AOL Time Warner, as well as in other high-level IT roles with General Electric and General Motors.

In his keynote address at this week’s Midsize Enterprise Summit East, sponsored by The Channel Company, the parent of IT Best of Breed, Noble told attendees – largely IT directors at mid-market companies – how they can manage big challenges without the wider range of resources that larger companies have.

Noble, co-founder and CEO of The Advisory Council, a Bedford, N.H.-based non-profit organization of former Global 200 CIOs that advises IT executives, sat down for an interview with IT Best of Breed at the conference, in Indianapolis, after his address. The following edited transcript looks at five issues he covered and how those issues impact solution providers that serve the mid-market.