Dennis Harrington
Communications Professional/Writer - B2B, B2C & Corporate Communications — Washington, DC
B2B Thought Leadership: Enterprise Computing
Program: Hewlett Packard Thought Leadership Series Situation: Winning the hearts and minds of intensely risk-adverse CIOs means they must be sold on many different levels, especially when sales target is the holy of holies, their data center. HP understands. That's why I was commissioned to help burnish their credentials with this high-level white paper. Result: The white paper provides the critical air cover HP's superb sales professionals need to project confidence, assert technical authority and win the support of cautious CIOs.
The opening portion of the comparatively brief white paper. What do I know about enterprise computing? Not so much. But I could say that about most B2B assignments. Research is the critical dimension to establish a tone, vocabulary and positioning that resonates with the target audience ... whether they are CIOs, investment managers or the mom next door.
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