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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: 17032

      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 - 7. Implement customer-facing dashboards


    ( Page 8 of 10 )


    Implement customer-facing dashboards
    Aberdeen Group says:
    Easily accessible dashboards with views into things such as customer account history, order history, new product releases or discounted products and services bolsters customer loyalty.

    Channel Insider says: Most of your SMB clients will be familiar with the traditional idea of utilizing BI as a tool for internal workers to inform their work. But they probably don’t realize that it can also be leveraged outwardly to offer powerful information visibility to customers that very well may help them retain customers and keep them satisfied—something the SMB sorely needs in a downturn like this. By pulling this rabbit out of their hat, channel partners can especially help those customers with an already-high level of BI maturity to further hone their capabilities.




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