Stakeholder
IT Director
Priorities
- Security
- Compliance
- Integration reliability
- Minimizing shadow IT
- Maintaining control over the technology environment
Fears
- Security exposure from third-party integrations
- Vendors who bypass IT and create shadow systems
- Implementations that break existing infrastructure
- Support burden landing on their team without warning
KPIs
- Security incident rate
- Compliance audit pass rate
- Integration uptime
- Ticket volume from new systems
- Shadow-IT instances detected
Buying motivators
- Security documentation up front
- Willingness to work through their change management and procurement process
- Clear architecture diagrams showing exactly what integrates with what
- Defined support responsibilities post-launch
Common objections
- This needs to go through our security review
- What happens if you go out of business?
- Our procurement process takes 6+ weeks
Language to use
- Security review
- Change management
- SOC 2 / compliance posture
- Defined support model
- Architecture diagram
Language to avoid
- Move fast and we'll figure out security later
- Promises that bypass their procurement or review process
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