HCI
ElanWave
HCI Methodology v3.0 | Mike Hes | January 2026
The Reality Check
What CIOs actually told me about how they make decisions.
"Mike, I get so many calls per day, mails, LinkedIn, etc. I stopped looking at them. References are key - if you're within my top 10 projects and challenges, I will pick up the phone when you ring."
— Dutch CIO, Enterprise Organization
🚫 What They Ignore
📧 Cold emails (any template)
📱 LinkedIn automation
📞 Cold calls without context
💬 Generic "15 minutes?"
✅ What They Listen To
📊 Gartner / Analyst recommendations
👥 Peer conversations (CIO networks)
🏆 References from trusted sources
🎯 Solutions to their TOP 10 problems
🎯 The HCI Methodology Shift
TRADITIONAL
LinkedIn → Email → Call → Meeting
2-5% success
→
HCI MODEL
TOP 10 → PEER convos → REFERENCED → They call YOU
Relationship-based
HCI Methodology | Designed for ElanWave by Mike Hes
v3.0 | January 2026