Attention channel partners: turn big data into big money!

October 8, 2012

In Europe, where about half our sales come through the channel, I’m seeing some interesting opportunities for our partners to profit from the big data revolution that I wanted to share. The good news is that the customer demand is already here.

One is in providing expert professional services to help customers plan and implement big data solutions. Within this area, one of the biggest opportunities is in tool selection. There’s a dizzying array of big data technology on the market, much of which is unfamiliar to customers. For example, there are at least ten NoSQL databases, so which one should they pick? And how should they further complete their big data architecture? Customers are looking for some hands-on guidance.

Another opportunity I am seeing is within partners that are embedding our analytics software to provide big data solutions ‘as-a-service’. These partners offer to pull data from Twitter feeds, Facebook feeds and other sources, perform the advanced analytics on that data and finally serve up that data as a service to their clients. We are seeing a number of marketing software providers that offer these types of services to companies on a subscription basis

You can read more about my observations on how customers are benefitting from big data here in this recent article in the UK channel magazine Microscope.

What will help improve your chances of success?

First, don’t try to boil the ocean! Focus on the needs of a specific industry. Big data uses cases differ massively even between retail banks and wholesales banks, so channel organisations really need to focus on tailored solutions to gain credibility.

Next, avoid the ‘big bang’ approach. Get customers warmed up with big data by proving the value of big data through small pilot projects using a couple of data sources that return specific and measurable outcomes. After the first stage is completed, identify new opportunities and goals and plan the next incremental stage. This allows the customer to become acquainted with the new technologies and processes along the way without being overwhelmed. Customers today want to see results quickly and have little appetite for long term development projects.

Our full Business Analytics platform is the ideal tool for this big data ‘warm up’ process. First you can tackle the data integration challenges using our Pentaho Data Integration (PDI) software. PDI makes big data technologies much easier to use.  Its visual design tool significantly lowers the barriers to getting started with big data by cutting out the complex scripting and coding tasks.

From there you can immediately visualise the results with our underlying analytics engine. That way you can iteratively work your way to a solution that will prove valuable to the customer immediately. If you want to learn more about our big data solutions go to pentahobigdata.com

I hope this has convinced you that the big data revolution stands to offer you some real revenue opportunities today. If you’re an IT channel organisation and would like to know more or you’re a partner with a story to tell, please get in touch!

Davy Nys
VP EMEA & APAC, Pentaho
Twitter @davynys


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