Go-to-Market Strategies of a Veteran CIO

We explore how to sell to CIOs who are flooded with pitches yet hungry for real innovation, and how sellers can move from vague benefits to clear outcomes and CFO-ready cases. Carl Mosgofian shares how to frame differentiation, map to the stack, and help champions win internal approval.

• CIO and CISO partnership realities and reporting nuance
• Vendor fatigue contrasted with desire for useful innovation
• Common pitch mistakes and the single validation slide
• Lead with what the product does and where it fits
• Differentiation tied to concrete outcomes and costs
• Shifting from discovery to internal selling mechanics
• Building a three-slide CFO case with credible ROI
• Budget thresholds, approvals, and tool consolidation
• Using networks and reference CFOs to de-risk buys
• Practical phrasing to ask for next steps and help

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