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For Technology Sales Enablement Professionals
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July 25, 2008 Role Profile: The Enterprise ArchitectUnderstanding And Marketing To The EA Professionalby Emily Van Metre, Eric G. Brown with Ellen Carney, Gene Leganza, Christina Lee |
Average: 9
(5 ratings)
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This is an excerpt
Executive Summary
Knowing your customers will help you start the right conversation with a prospect, understand how your products are relevant to your customer's daily life, and in the end help to land you a sale. This role profile will take you through key attributes of the enterprise architect (EA) — an important IT and business decision-maker — so that you understand this role's job, organizational structure, success imperatives, and key decision-making factors and obstacles. Why pay attention to enterprise architects? Ninety-eight percent of them are involved in choosing vendors. They are also commonly involved in setting strategy, setting budgets, and authorizing purchases. Use this role profile to better craft compelling messages and share-capturing campaigns for your enterprise architect customers.
TABLE OF CONTENTS
- The Enterprise Architect Connects The IT Organization To Business Goals
- The EA Succeeds By Making The CIO Succeed
- How Should You Position Your Value To The EA?
- Same Role, Different Role Message — Role-based In Action
- Related Research Documents
This is an excerpt
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