Real Questions for BI Vendors
Click through to see the questions Ann discovered that can make a tangible difference in your diligence.
Yet when I prodded them to go ahead and see what they could come up with, they produced some great questions, ones I'd want to ask any potential BI vendor before I got up from the table. Several of them offered clever suggestions on how to move past generic questions to more specific ones that should yield more accurate answers.
For instance, instead of asking "what kind of support can I expect from you?" Barney Finucane, an analyst at The BI Verdict, a vendor-independent BI product selection service, suggested companies should ask vendors if you can look at their technical and support Web sites. This will give you "a good idea of what they might be doing wrong" as well as what they do right, he told me.
In another angle on service, Forrester Research analyst Boris Evelson told me it's important to ask about a vendor's ability to help you with your overall BI strategies, not just implementing BI products. Why? "Any problems will likely involve integration, support, organizational structure and/or underlying business processes rather than technology. Only experienced consultants can help with those kinds of problems," he said. It's true that technology tunnel vision can derails BI initiatives -- and plenty of other technology projects as well.
Evelson also advised that I "discount questions that vendors and other analysts may provide like "do you have modern architecture," "do you use SOA," "can you enable end user self-service," and "is your BI app user friendly," because he feels these are commodities now. I thought the vendors I spoke to did a pretty admirable job of not just trying to pump up their own products, but several did mention ease of use. While I wish this was a commodity, I don't think it is yet.
And a solution that isn't easy to use will hurt a company's return on investment since they'll be paying for "shelfware" if folks don't use it. Consider an anecdote shared with me by John Kitchen, chief marketing officer for Datawatch Corp., about one of his company's clients, a Global 500 consumer goods company that bought 300 copies of a BI product and found after three months that just four licenses were being used.
Of course, some users will chafe at using BI tools regardless of whether they're easy to use and companies can improve usage rates by getting "super-users" to evangelize tools to their less tech-savvy colleagues, but I think companies can improve the odds that tools will get used if they make accessibility a criteria. So it's a good idea to ask "how much training will it take to get an 'average' non-technical person successfully using your software?" as Kitchen suggested.
I hope you'll click through to the slide show for the full list of 18 questions.
Because my sources werre so generous with their time and insights, I'd like to thank them all here (and shoot them a little link love). Some are mentioned by name in the slideshow, others are not -- but they all contributed valuable ideas. In no particular order:
Dyke Hensen, cheif marketing officer of PivotLink
Boris Evelson of Forrester Research, author of a fine blog on BI
Jake Freivald, VPP of marketing for Information Builders
Brian Gentile, CEO of Jaspersoft
John Kitchen, chief marketing officer of Datawatch (link in body of post)
Barney Finucane, analyst for The BI Verdict (link in body of post)
Seth Grimes, owner and principal consultant for Alta Plana
Mark Morton, product marketing for IBM/Cognos