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Barney Finucane

Welcome to my BeyeNETWORK blog. My main goal here is to address hype issues that come up in the Internet, not to provide any overview of the BI market itself. I look forward to any questions or comments you may have.

About the author >

Barney Finucane has extensive experience in the BI industry. As a consultant, he has supported companies in the chemical, energy and manufacturing sector with the introduction of BI software. As product manager for the company MIS, he was responsible for the front-end products Plain and onVision, and kept a keen eye on projects and tools from other vendors. His areas of speciality include tool selection, quality assurance for BI, data warehouse strategies and their architectures.

I'm talking to QlikTech about their new version, coming soon. I'll be publishing the results in the BI Verdict. They are focusing more and more on these bigger accounts. I think this story fits pretty well in my informal series of posts on the subject of agile BI. By coincidence I have already discussed QlikView in a previous post.

QlikTech has a what they call a "land and expand" policy, which means getting a single department on the tool and expanding from there. Actually, all BI companies that can deliver departmental solutions have something similar. The reason for this is simple: The cost of sales for selling to a company that is already using the tool is much lower than for completely new customers. In fact, a lot of BI tools spread through companies from department to department this way.

Now QlikTech is concentrating more on enterprise accounts. So it's interesting to see that the company is moving away from the previous claim that the tool is a replacement for a data warehouse. I think that any attempt on their part to compete as an enterprise solution would just distract them from their end users.

A lot of BI companies go through a similar life cycle as they grow. Most start out as ways to create departmental solutions, which tend to be faster, more agile projects. As they get bigger management tends to concentrate on larger accounts, which means making sure they are acceptable to the IT department. But IT is more interested in keeping processes running than in agile development. As a result, the products tend to become more complex and less suitable to agile solutions.

This is a big issue for QlikView right now because they have grown so quickly in recent years. But currently the company seems to backing away from radical changes in the tool. But it applies to and BI tool that is growing.

Posted August 18, 2011 3:37 AM
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