The Value Broker in 2020

Andrew Wilson, CIO of Accenture, and I met with over 104 IT and Finance executives representing 92 different companies over the course of eight months. Our meetings were intimate workshops with these executives in cities across the country including Atlanta, Washington D.C., New York City, Chicago, Boston, and San Francisco. 

The focus of our discussion was the Customer Outcome Lifecycle and how these leaders seek to discover, quantify, and track IT value in their organizations. 

In this clip Andrew and I talk about a key insight we gleaned from these workshops regarding the emergence of a new type of CIO referred to as the “Value Broker”: 

The emergence of the Value Broker in your customer’s organization in 2020 represents a unique opportunity for sales and customers success leaders to truly make their value clear.

According to Gartner, 90% of the IT budget is shifting control to the business by 2020.

This is creating a natural forcing-function where many IT executives are on a journey to assume the role of Value Broker in their company. 

As your customer’s trusted advisor, how can you help them on this journey? 

Ecosystems has produced a report on the Value Broker in 2020. This report covers the underlying trends creating this new role, the 5 traits of a Value Broker, and a specific game plan for sales and customer success leaders to execute in 2020. 

If you would like to receive this report simply type “Eco“ in the comment section below. Happy to share!