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

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

Vive la France!!

October 26, 2011

France consistently tops the European charts when it comes to Open Source software adoption, partly due to the leadership taken in by its public sector, which has a knock-on effect in the private sector.

Lately we’ve felt like the best thing since sliced bread, with our popularity on the rise and several new customers joining the fold over the past few months. We’ve attracted companies from a range of sectors, including one of the largest technology companies in the world, leading health insurers and local government organisations. One reason behind the success is surely our new French account manager, Cédric Fauvet*, but we suspect there are a few others:

  • We’ve truly localized so our French support and presence is better than ever, delivered by native speakers who truly understand the market and customer needs.
  • Our partners are a big part of this, providing hands-on training, workshops and Webinars (in French) to actively working with our team on customer projects. Our collaboration with them has never been better.
  • Enterprise product differentiation and value. The added functionality and value of our enterprise offering compared to the community open source project is undeniable, resulting in much faster implementations and giving more power to users.

Look out in the coming months for announcements of new French customers and success stories.  If you’d like to find out more about our local French services or interested in becoming a partner, don’t hesitate to contact Cédric on the number below.

A bientôt!
Davy Nys
Regional VP EMEA

Vive la France!! 

La France à toujours été à la pointe de l’Europe pour ce qui est de l’adoption de l’OpenSource, en partie grâce à la traction du secteur public, qui a ensuite par effet boule de neige, contaminé le secteur privé.

Nous venons de rentrer dans une période faste, une popularité en croissante, plusieurs nouveaux clients qui rejoignent nos rangs. Nous avons par exemple attiré des sociétés issues de secteurs variés, incluant une des plus grandes sociétés technologiques dans le monde, le leader des assurances et plusieurs organisations locales. Une raison derrière ce succès est certainement notre nouveau responsable commercial, Cédric Fauvet, mais nous soupçonnons aussi les causes suivantes :

  • Nous sommes bien mieux localisés, nous supportons nos clients en Français et notre présence est meilleure que jamais, assurées par des Francophones natifs qui comprennent parfaitement le marché et les besoins des clients.
  • Nos partenaires y sont pour bonne part aussi, par la fourniture de formations clés en mains, par la participation à des ateliers et des Webinaires (en Français) avec notre équipe. Notre collaboration avec eux n’a jamais été meilleure.
  • Les nombreux différenciateurs et la valeur ajoutée de notre édition professionnelle.

Restez à l’écoute les prochains mois, pour de nouvelles annonces concernant nos futurs clients Français et leurs « succes stories ». Si vous souhaitez en savoir plus sur les nos services dans l’hexagone et les zones Francophones ou si vous êtes intéressé pour rejoindre la liste de nos partenaires, n’hésitez pas à contacter Cédric au numéro suivant

A bientôt!
Davy Nys
Regional VP EMEA


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