Business Intelligence - Product or Solution

Value Focus

The Business Intelligence market has changed. No longer is it sufficient to market and sell features and functions.

The question today is no longer what features are needed, but how they should be used to solve the problem. We need solutions focusing on value propositions by addressing the users' special situation.

 

Although many recognize the need for solutions rather than product approach, there is a major disconnect between the market’s demand for integrated solutions and the silo approach of many product companies.

 

The right solution - How to pick a perfect solution - Value theme for each industry vertical

For each industry vertical the analysis should include finding out why the product is being evaluated. Defining the BI strategy- and sticking to it - is the key element. Beyond the obvious answers (improved productivity, cutting costs, etc.) are the real reasons, the ones the decision makers care about such as price erosion for core products, being first to market, competing globally, declining market share, etc.

 

A product is a feature of the solution

Products and their primary purpose contribute to the overall value theme. They are components of a total solution in support of a common theme. This approach also lends itself to exhibiting fewer features due to the "bigger picture" focus. The solution will be perceived more integrated and easy the fewer experts it takes to deliver the message.