August 11th, 2015 | by
3 min read

We’re all aware of the high turnover rate for leadership in the IT industry. In fact, the Ponemon Institute reported that the average tenure of a CISO is only 2.1 years, and Gartner has reported a series of similarly grim statistics about the average tenure of CIOs.

A change in executive leadership can happen for any number of reasons, but most often it boils down to performance.  New IT leaders are brought in to inspire positive growth in the company, lay the groundwork for departmental changes, improve efficiency, or fix a broken system. From day one, executives are under immense pressure to show positive change – this is what makes it a prime selling opportunity. Their pain is oftentimes your gain.

New leadership changes provide an opportunity to get in touch at a moment when they are most likely receptive to an introduction of a new product or service. Furthermore, knowing the organization’s current pain points and initiatives will give you context for a meaningful initial conversation.

Still not convinced? A recent study conducted by DiscoverOrg shows that 25% of CIOs who have been in their position for less than a year said that they spent over $1 million on new vendors and services since stepping into their new role. Seventy-one percent of those did so in their first three months of tenure.

Check out what our in-house research team has been busy uncovering in the last week:


WEC Energy Group recently named Molly Mulroy as Vice President & Chief Information Officer. Previously, Mulroy served as Chief Information Officer at We Energies. WEC recently completed the acquisition of Integrys Energy, forming the WEC Energy Group. Terms of the transaction were not disclosed. The organization has selected MetricStream to replace the energy company’s current compliance application. They are planning to invest between $1 million and $5 million towards initiatives related to mobility, network infrastructure, and cloud solutions. The company will begin to evaluate solutions within the next 12 months.

Bill Braun has recently been promoted by Chevron from Divisional Chief Information Officer, Global Upstream to Chief Information Officer. Braun fills the role that was previously held by Louie Ehrlich. The organization announced last month that they will be laying off approximately 1,500 employees over the course of 2015 as a result of low global oil prices. Sources have indicated that Chevron has increased investment surrounding information security initiatives and will continue to do so during the remainder of 2015.

American Driveline Systems has announced the appointment of Chad R. Graham as Chief Information Officer, filling the role that was previously held by Frank Ieradi. In this role, Graham will oversee the IT operations for American Driveline Systems along with the company’s subsidiaries, AAMCO Transmission, and Cottman Transmission Systems.


Sources have indicated that Campbell Soup has shown increased interest towards mobile application delivery initiatives and are likely to invest up to $100,000 towards solutions to support upcoming mobility projects. The organization is planning to evaluate solutions worth up to $250,000 over the next 3-6 months to support cloud-based initiatives. Campbell Soup will also be evaluating solutions including Wipro, Dell, and HCL. The organization is also planning initiatives throughout the company’s IT and marketing departments that will support a CRM transformation which will leverage data analytics to optimize the efficiency of marketing efforts.

Times Publishing is planning to invest $100,000 towards solutions to support application development initiatives. They are currently evaluating cloud backup and disaster recovery solutions. The organization is planning to invest up to $100,000 towards solutions to support application development initiatives and are currently evaluating solutions. Sources have indicated an interest in initiatives related to the migration of services to an enterprise cloud environment.

Talking Rain is planning initiatives related to network infrastructure and is currently evaluating related solutions worth up to $50,000. They are also evaluating cloud-based solutions worth up to $250,000 to support related upcoming initiatives. Sources have indicated that the organization has an increased interest in initiatives to support enterprise resiliency. They are evaluating cloud back up and disaster recovery solutions.


Research shows that the first seller in the door wins the business over 60% of the time. DiscoverOrg analysts are uncovering 1,000s of Triggers like these every week. Don’t spend the month of August playing catchup. Get in front of these opportunities by having the latest projects and initiatives at your fingertips, along with verified contact information to get in touch with the right person at the right time.

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About the author

McKenzie Ingram

McKenzie has a background in communications and non-profit sector.