CIOs Give Vendors Low Marks on Partnership
- 15 November, 2012 13:40
A new metric called the Strategic Partner Index shows that CIOs see much room for improvement on the part of their most important IT vendors.
The CIO Executive Council, which is affiliated with CIO magazine, developed the index to help enterprise IT leaders evaluate their vendors based on a weighted list of 20 partnership actions. In a survey of 279 CIOs who provided 743 evaluations of vendors, less than half (46 percent) perceived their vendors as being truly strategic partners. The council defined a strategic partner as an "important vendor that has gone beyond effective delivery of systems and services to become a consistently transparent, responsive and trusted collaborator."
When CIOs rated their vendors, the average score was only 3.2 out of a possible 10. Vendor practices were weighted according to how important they were to CIOs. For example, honest and open communication was considered table stakes by CIOs and given a weighting of 1. Meanwhile, "joint ventures with shared risk and reward" was considered a complex and potentially valuable activity and was weighted a 4 (the highest).
Ken Piddington, CIO of Global Partners, says "most vendors only interact with CIOs when they are trying to sell something or when there is a problem." Council members say a strategic partner is a different kind of vendor, one that goes beyond being a mere transactional seller to become a trusted and agile collaborator. The benefits of such a partnership include better working relationships, improved service levels and cost management, and better collaboration and communication.
For Ken Grady, CIO at New England Biolabs, the purpose of a strategic partner is simple: "I want you to be profitable, and me to be profitable, and for you to be less cost-per-unit over time." To accomplish this, Grady relies on mutually understood metrics and a shared risk-and-reward model to help both sides focus on shared goals.
Read more about strategy in CIO's Strategy Drilldown.
Join the CIO Australia group on LinkedIn. The group is open to CIOs, IT Directors, COOs, CTOs and senior IT managers.
- Taking Managed Security Services to the Next Level
- Protection Storage Architecture: The What, Why, and How
- Convergence with Vblock Systems: A Value Measurement - IDC In-depth assessment
- Implementing an Effective Vulnerability Management Program
- Chandler Macleod recruits new user virtualization platform
Trust issue looms large for tech companies capitalizing on personal data
5 women who've made it in IT
Five trends affecting legal CIOs
CIO Roundtable: The changing face of security
Bitcoin malware count soars as cryptocurrency value climbs
Leading insurance provider’s desktop virtualization deployment
QBE insurance group met the challenge of swiftly deploying a desktop virtualization solution, after practically outsourcing its entire IT department overnight. Read their story to learn how to allow users a comfortable desktop while ensuring that IT can maintain control.
15 Minute Guide to Smarter Backup
Backup and recovery has become an essential element of data protection. The availability and integrity of data can directly impact revenues, profits, and company reputations. The people, process and infrastructure involved can also affect key business initiatives. This whitepaper explains the real challenges of traditional architecture, and why protection storage architecture might be the solution.
Case Study: The True Value of Conference Calling
In a study by the University of Bradford study, we look at the benefits of a strong telepresence and how organisations can become faster, more focused and environmentally responsible. Click to download!