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    9 Opportunities for Selling BI to the SMB

    in Channel News and Analysis



    DATE: 2009-08-24 | By Ericka Chickowski
    Article Rating:starstarstarstarstar / 5
    Article Views: 17036

      Table of Contents:
    1. 9 Opportunities for Selling BI to the SMB
    2. 1. Define business unit KPIs and embed those into company strategy
    3. 2. Lose the dependence on spreadsheets
    4. 3. Start looking at meta-data management tools
    5. 4. Set up cross-functional teams to facilitate BI deployment
    6. 5. Architect usage monitoring into BI systems
    7. 6. Invest in formal training
    8. 7. Implement customer-facing dashboards
    9. 8. Establish a BI
    10. 9. Re-evaluate BI software licensing, deployment and service options

    The following steps are recommendations for small and medium organizations to improve their BI intelligence. Each provides channel partners a great opportunity to not only sell BI tools but to layer consulting and services on top.

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    9 Opportunities for Selling BI to the SMB - 2. Lose the dependence on spreadsheets


    ( Page 3 of 10 )

    2. Lose the dependence on spreadsheets
    Aberdeen Group says:
    Depending on spreadsheets as the primary means of information analysis throws up major obstacles in productivity for organizations looking to up their business visibility.

    Channel Insider says:
    The channel can help wean SMBs off spreadsheets through incremental and successful deployment of tools—basically bite-sized projects that won’t break the bank. Start with low-hanging fruit and build off the ROI your customer will see to sell into more projects once BI has proven itself. For example, Aberdeen suggests the “land and expand” method of spreading BI throughout the organization—starting projects on a business unit by business unit basis.




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