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

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."