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From Sellers to Partners: Strategies for Reaching the C-Suite for Cloud Migration and AI-Ready Infrastructure

Publisher IDC
Published Sep 17, 2025
Length 9 Pages
SKU # IDC20411696

Description

This IDC Market Perspective features strategies for reaching the C-suite for cloud migration and AI-ready infrastructure. CIOs and CTOs are seeking strategic partners to navigate cloud migration and AI adoption, emphasizing trust, business value, and actionable insights. Vendors must shift from product-centric to value-centric engagement, addressing key concerns like ROI, cybersecurity, and talent gaps. Tailored messaging should highlight business outcomes, scalability, and innovation while addressing the distinct priorities of CIOs, CTOs, and CISOs. Effective strategies include thought leadership, peer engagement, and proactive solutions to position cloud and AI as transformative tools for long-term business growth and resilience."In cloud services, the winning strategy has shifted from product-centric to value-centric messaging," said Dave McCarthy, research vice president, Cloud and Edge Services at IDC. "Don't sell terabytes or GPUs; instead, focus on the business outcomes your client desires. Tailor the message to different personas — a CIO wants to hear about operational efficiency and governance, while a CTO is focused on enabling innovation and technical performance. This approach transforms your offering from a simple technology purchase into a strategic business investment."

Table of Contents

9 Pages

Executive Snapshot

New Market Developments and Dynamics

Shifting from Product-Centric to Value-Centric Engagement

Building a Strong Narrative as a Trusted Advisor

Addressing Key Concerns Proactively

Messaging Themes and Value Propositions

From TCO to Total Business Value

Modernize to Compete

From Experimentation to Enterprisewide Value

Security, Governance, and Trust

Differences in Personas Including the CISO

Chief Information Officer

Chief Technology Officer

Chief Information Security Officer

Advice for the Technology Supplier

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