Pitching to CIOs, Part 2: Lessons for Software Founders

Good read for software startups that pitch to enterprise CIOs

The Empiricist VC


If you’re in the enterprise software / SaaS business, then you know that the sales process almost always includes a conversation with the CIO. This is a conversation you want to nail for obvious reasons.

Pitching to CIOs has its nuances, as I was reminded during two recent CIO events,  a series that I host every few months.

Guests at these events comprise large enterprise CIOs, as well as founders of enterprise software and SaaS companies. The CIO attendees are a combination of IDG Venture’s CIO Advisory Board and selected senior IT executives from prominent enterprises. The startup attendees are from IDG’s portfolio companies, and more so, the founders of other interesting startups. Founders have the opportunity to present their solutions to the CIO audience. These events are relatively small by design, in order to foster intimate conversations and candid feedback.

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