SIN: Selling Beyond IT

Proxibid's Irvine said his biggest pet peeve is when partners go around IT to sell directly to line-of-business leaders. That’s particularly annoying, he said, when salespeople blanket the organization with pitches, hitting IT, the CEO, top executives and other line-of-business employees in a desperate attempt for sales. Nickolaisen agreed, saying that he will go so far as to "punish" any partner who he finds has gone around IT to sell.

"I own the IT decisions – come to me first," Nickolaisen said.