Data Vault Positioning and

Sales© Dan Linstedt, 2016 All Rights Reserved

“Never sell Data Vault”

“Always sell a solution to their problems”

World Wide Data Vault Conferencehttp://wwdvc.com

Resources for Learning

http://danLinstedt.com - My blog on Data Vault

http://wwdvc.com - World Wide Data Vault Consortium / Yearly Conference

http://LearnDataVault.com - on-line E-Learning / training & Services

http://DataVaultCertification.com - all about the CDVP2 Certification Class

What IsData Vault?

Data Vault 2.0 Definition:A System of Business Intelligence containing the necessary components needed to accomplish enterprise vision in Data Warehousing and Information Delivery.

DV2.0 System – Foundation Pillars

Methodology

Architecture

Model

… A system of Business Intelligence comprised of…

Implementation• Consistent• Repeatable• Pattern Based• Multi-Tier• Scalable• Supports NoSQL• Flexible• Scalable (Big Data)• Hub & Spoke

Agile MethodologyBENEFITS:

• Drives Agile Deliveries (2/3 weeks)• Includes CMM, Six Sigma, TQM• Manages Risk, Governance,

Versioning• Defines Automation, Generation• Designs Repeatable Optimized

Processes• Combines Best Practices for BI

ArchitectureBENEFITS:• Enhances De-Coupling• Ensures Low Impact Changes• Provides Managed Self-Service BI• Includes Hybrid NoSQL Platforms

ModelBENEFITS:• Follows Scale Free Architecture• Based on Hub & Spoke Design• Backed by Set Logic & MPP Math

Hub Link

Satellite

Satellite

ImplementationBENEFITS:• Enhances Automation• Ensures Scalability• Provides Consistency• Includes Fault-Tolerance

What the Data Vault IS NOT

• It is NOT a Product• It is NOT a Platform• It is NOT a Security Solution• It is NOT JUST a Data Model

It IS:A BI / EDW Solution• Architecture• Methodology• Modeling• Implementation

Why is it Relevantto your

Organization?

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Traditional Data Warehouse

OperationalSystems

GAP Report Impacts ofBusiness Decisions

The Problems With Perception

Future State(Always Changing)

Current State

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GAP Report Impacts ofBusiness Decisions

OperationalSystems

The Problems With Perception

Traditional Data Warehouse

Traditional EDW’sCONFORM DATA

on the way in

This covers up any Gapsthe business may have!

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GAP Report Impacts ofBusiness Decisions

OperationalSystems

The Problems With Perception

Traditional Data Warehouse

The Real Problem:Data Warehouse

!=Information Mart

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Diametrically opposed goals for the EDW Layer.

SourcingLatencyScalabilityAuditabilityHistorical Storage

Interpretation InterpolationCorrelationQualityRapid Delivery

“Data” Warehouse Goals Information Delivery Goals

Perception = Information, Reality = Data

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Solving the Perception Problem!!

Data Vault EDW

The Solution??De-Couple Data Warehousing

fromInformation Delivery!

Virtual Marts!!

Error Marts(For Gap Analysis)

Solution Focused Points

Team Agility

360 Enterprise Vision

Gap Analysis and Discovery

Cross Program Collaboration

Accuracy / Auditability with General Ledger

Adapatability To Change without Re-Engineering!

Automation / Generation

Big Data & NoSQL Compatibility

What is Business Intelligence and Data Warehousing all about anyway?

&

How do weposition it?

Questions you should ask…

Do you have trouble getting Real-Time results from your BI Solution?

Is your Team Not Agile / Responsive Enough?

Does the cost of your existing BI Solution increase for every change?

Do you have a need for Integrating NoSQL with your Relational Platform?

Can your team automate 95% or better of your existing BI solution?

Can your BI Solution implement Big Data without Re-Engineering?

Will your BI Solution Pass an AUDIT?

First: Discover Where Their pain is, and make it personal!!!

What do we “SELL”???

CDVP2 - Training

CDVP2 + POC

Kickstart Package* requires license fees

Solution Package = Training + POC + Software Implementation

• NEVER sell just a POC!• NEVER sell just an implementation

• *always* demand that the customer engage in training FIRST

• OR• That the customer already has 5 or

more CDVP2 resources BEFORE you start

Training is VITAL, to ensure the SUCCESS of the Data Vault at

the customer site

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ExceedCompliance

Demands

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What is Compliance Anyway?

SOX … protect shareholders and the general public from accounting errors and fraudulent practices in the enterprise.

HIPAA…mandates standardization of electronic health records systems and includes security mechanisms

Dodd/Frank Act…Bank regulations that enforce transparency and accountability in order to protect customershttp://searchdatamanagement.techtarget.com/definition/compliance

The first rule deals with the destruction, alteration or falsification of records, and the resulting penalties.

Basel III …seeks to improve the banking sector's ability to deal with financial stress, improve risk management, and strengthen the banks' transparency.http://www.investopedia.com/terms/b/basell-iii.asp

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Compliance demands a shift in EDW Definitions…

EDW’s are now required to be a “System Of Record”

EDW’s must contain auditable data to meet compliance

Storing Conformed Data IN your EDW is equivalent to altering /

falsification of records

Transparency requires version control over raw data AND

business rules.EDW’s must follow rigorous,

repeatable standards to meet compliance initiatives

What I’ve Learned…

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The answer is… De-Couple!

Compliant Raw DataChanging

Business Rules

Data Vault EDW

StagIng

Data Acquisition Information Provisioning

Hadoop

98% Automated / Generated

Real-Time

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The Point to Compliance?

Auditabilityof the data

warehouse cannot be achieved without

raw data being loaded.

To BE Auditable / Compliant: the data warehouse must

reconcile to the source systems!!

CustomerCase

Studies

Key: Flexibility

No Re-

Engineering!

Result of flexibility:Merged 3 companiesin 90 days – ALL systems, ALL DATA!

Case In Point – JP Morgan Chase

• Scaling is easy, its based on the following principles• Hub and spoke design• MPP Shared-Nothing Architecture• Scale Free Networks

Key: Scalability in Architecture

Case In Point: Department of Defense

Result:Produced Data Vault, Scaled to 3 Petabytes (circa 2003)

still growing today!

You should be able to SCALE your TEAM as well!

With the Data Vault 2.0 Methodology, you can:

Scale your team when desired, at different points in the project!

Key: Scalability in Team Size

Result: Changed Team Size on Demand!Included Entry Level When Needed

Case In Point:

(Dutch Tax Authority)

Increasing Productivity requires a reduction in complexity. The Data Vault System simplifies all of the following:• ETL Loading Routines• Real-Time Ingestion of Data• Data Modeling for the EDW• Enhancing and Adapting for Change to the

Model• Ease of Monitoring, managing and

optimizing processes

Key: Productivity

• Result of Productivity was: 2 people in 2 weeks merged 3 systems, built a full Data Vault EDW, 5 star schemas and 3 reports.

Generated:• 90% of the ETL code for moving the data set• 100% of the Staging Data Model• 75% of the finished EDW data Model• 75% of the star schema data model

Case In Point:

The competition bid this with 15 people and 3 months to completion, at a cost of $250k! (they bid a Very complex system)

The Competing Bid?

Our total cost? $30k and 2 weeks!

“DV2.0 brings the assurance that we can cope with an increased velocity in change, without falling behind in our ability to support time sensitive decision-making.

The quality improvement and estimate accuracy resulting from the disciplined process are bonus factors in project delivery.” Dave Bowen, CITO QSuper

“DV2.0 training provides all the patterns and sample code, so the learning curve for developers is contracted.

We ingested 7 systems, 6500 data items into our DV2.0 with the use of 3 ETL templates in 8 months, all using 2 week sprints for delivery cycles.” Nols Ebersohn, QSuper

C.I.T.O Queensland Super Fund

Changing the direction

of the river takes less

effort than stoppingthe flow of water

(Chinese Proverb)

Results?

How ToGet

Started

How To Sell…

• Find The customer Pain:• Ask Why they are interested in DV? Did they have any past failures or successes with

DV? What have they heard about DV?• Ask what their current challenges are that they are trying to solve?

• Try to get to the “nay-sayers” at the director, exec, levels as fast as possible• Setup a meeting as soon as possible, to address concerns.• Try to get “buy-in” for a POC, with the agreement that IF the POC succeeds, that the

Nay-Sayers will get behind the effort.

• Attempt to connect with the CFO, or the GM of Finance• Ask if they currently enjoy funding multiple siloed efforts for Data Warehousing, ask

if they’d like to consolidate funding to an enterprise effort

• Ask about Enterprise Architecture, and if they have a multi-year program in place? or if they are willing to engage at that level for corporate success?

Checklist of WHAT you need to do

Marketing & PR• Blog Entries• Newsletters

Public Training, Training, Training! Success Stories from Customers Webinars (free)• Demonstrate Working Software Stacks• Rapid and Agile Builds through Automation

Free “Meet ups” / User Group meetings hosted Executive Networking Events (PAID)• Hot plates, ”free bar”, meet & greet, 20 minute pitch

Thank-You!

Questions?