Identify two reasons why a Chief Information Officer (CIO) would want to purchase research

Your objective is to 1) identify two reasons why a Chief Information Officer (CIO) would want to purchase research and consulting services from Gartner, and 2) create two sets of SPIN questions and desired answers that will help a prospect develop an interest in seeking outside help for IT strategy development.

Note: these questions should not be geared toward getting the prospect to buy Gartner. They should be focused on getting the prospect open to seeking outside help. You will need to review the Gartner training material on D2L to identify key needs a CIO may have, and then create the questions and answers (i.e., the dialogue) that uncovers those needs.

Please organize your questions according to the SPIN questioning strategy (see example below). You will need to submit your completed document including the two needs and the two sets of dialogue, by the deadline.

https://www.gartner.com/en/careers/ncsc/students

gartner_questioning_exercise gartner_product_and_buyer_info