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<b>Susan Jain</b>, VP Marketing, IBM India

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Most IT marketing is not about selling just technology, because what you’re actually selling is a business decision; you’re selling technology for transformative purposes. So it’s not just about capturing eyeballs…Instead of selling a box of software and walking away, you first need to sell a vision, like the smarter planet initiative, and then find a way to fit the vertical, and then actually demonstrate the value that you are providing to your partners.

e4m Desk Mar 15, 2011 12:00 AM