20 Apr '11, 12pm

How to Make the CFO a Buyer for Sustainability Solutions

How to Make the CFO a Buyer for Sustainability Solutions

Most of the suppliers of IT-for-sustainability (ITfS) solutions that we work with have one path to finding a buyer in their customer organizations: through the IT organization. Whether giants, such as SAP and HP , or newcomers, such as Hara and ENXSuite , vendors of energy management, carbon reporting and other ITfS products are typically starting their sales motion with customers' traditional buyers of software sytems: IT. Not that there's anything wrong with that. We have long maintained that IT organizations and the CIOs that lead them will increasingly be the owner and operator of environmental systems of record, just as it is for financial, HR and customer data systems, among others. But, ITfS suppliers will want to develop multiple pathways into customer organizations. For most, decision-making around sustainability processes and technologies is diffuse, spread acros...

Full article: http://www.greenbiz.com/blog/2011/04/20/how-make-cfo-buye...

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