Business Intelligence and Market Compression
February 4, 2009
I flap right over most business intelligence and intelligent enterprise articles. In case you missed the news, the business decisions for many organizations have been less than informed. Fro my frozen nest in rural Kentucky, I am concerned about “intelligence.” Or the apparent lack of it. Nevertheless, I read “Ted Cuzzillo’s “BI for the Small and Mid-Sized Business” here and spotted this gem:
Vineyardsoft vice president of marketing Don Farber sees a market “compression” as low-end tools get better and high-end tools get cheaper. Vendors that were once happy with five big sales each year, says Farber, have adjusted pricing and now shoot for 12 to 15 mid-size deals. “I’m comfortable with them coming down,” says Farber. “I welcome these top-tier vendors getting down into the SMB market because [their marketing] will educate and raise awareness.” Lack of knowledge among buyers, he and others have told me, is the number one hurdle facing vendors selling to small- and medium-sized businesses.
I like the compression analogy. I don’t agree with much of the article, but you need to read it yourself and draw your own conclusion. The notion of educating managers who may be concerned about their jobs to learn “business intelligence”. tough for some to focus. Just my opinion.
Stephen Arnold, February 4, 2009
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