Tapping into the business goals of CIOs

Tapping into the business goals of CIOs

CIOs want to assist and help operational line managers identify ‘trapped cash’ in the enterprise.

Intermec’s global sales and service senior vice president Mike Wills, says it has been “very dramatic” to see how CIO priorities have changed in the plast couple of months. “Without a doubt inventory management and working capital improvement is the number-one priority these CIOs are facing today. Typically, they have a metric scorecard that they run their business by and it i’s everything from customer satisfaction, customer service levels, loyalty and of course the balance sheet metrics.”

“However, they’re not turning a blind eye to those other [scorecard items]. The CIOs of today are tasked with a lot of business objectives in terms of how to optimise the running of the business. What’s coming out of the dialogue from the CIOs I interface with is how they can assist and help their operational line managers identify ‘trapped cash’ in the enterprise.”

Trapped cash is typically found in inventory and sometimes found in stranded assets, says Wills. “CIOs want to improve the working capital.”

Establishing trust and understanding with CIOs has been a key strategy for the mobile technology company. Intermec.

Intermec is a US-based company that works with a number of New Zealand companies, in areas such as warehousing and proof of delivery applications for couriers along with radio frequency identification (RFID) applications.

About 60 per cent of its revenue comes from North America, another 25 percent is sourced via Europe and six percent comes from Asia Pacific.

Wills says he often asks the question, ‘How do we improve dialogue between technology vendors, partners like ourselves and CIOs’?’

“Help me understand what your business goals are for the year and where your priorities are. Clearly that starts with trust in the relationship, because some of those dialogues can be confidential and proprietary in nature. But as a partner I need to understand what it is you’re tasked to accomplish.”

“We can then dig into priorities and understand what’s important to you and business customers within the enterprise. Than we design projects with those payoffs in mind.”

Tony Repaci, ANZ managing director, Intermec, says engagement at a CIO level is important to ensure the company gets the understanding and direction of that organisation.

“We like to have a lot of touch points within an organisation, so that we know we’re providing the level of service and information flow to the people at an operational level and [with the] solutions we can provide.”

Repaci says he has found that New Zealand companies tend to be a bit more leading edge when it comes to using Intermec RFID technology.

He says one of their partners is doing an RFID trail for improving customer service in airports in New Zealand. "That’s not traditionally what you would use RFID for."

“We’ve also seen our technology uptake in fruit processing in New Zealand happen a lot faster than in other parts of the world. The kiwifruit industry is very big in New Zealand and they’ve been instrumental in using RFID for supply chain and export.”

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