Download - TBR BI/Analytics & Data Mgmt Study
TBR
T EC H N O LO G Y B U S I N ES S R ES EAR C H , I N C .
Icebergs, Gold, and Foundations:
Insight from TBR’s BI/Analytics and Data
Management Study
Original Webinar Date: April 4, 2012
Presenter: Allan Krans, Senior Analyst, Software Practice ([email protected])
TBR Webinar Series Spring 2012
TBR
Icebergs, Gold, and Foundations: Insight from TBR’s BI/Analytics Study Webinar ©2012 Technology Business Research, Inc. 2
Allan Krans
Senior Analyst, Software Practice
Technology Business Research, Inc. (TBR)
Email: [email protected]
Today’s Presenter
TBR
Icebergs, Gold, and Foundations: Insight from TBR’s BI/Analytics Study Webinar ©2012 Technology Business Research, Inc. 3
BI/Analytics Market Opportunity Summary
The forthcoming surge of BI investment, driven by business growth, will create opportunity from the data foundation up
Executive Summary: TBR Position
Opportunity is the lure of investment
Pressure is growing for laggards to regain competitive ground
2. Business expansion is the most important BI outcome
1. Current adoption is the tip of the iceberg
The data quality foundation is the center of customer success and
vendor opportunity
3. Data quality separates mature from immature users
TBR
Icebergs, Gold, and Foundations: Insight from TBR’s BI/Analytics Study Webinar ©2012 Technology Business Research, Inc. 4
TBR’s BI & Analytics Platform Maturity & Purchasing Study Methodology:
• TBR conducted interviews and surveys across two business size segments and six industry categories in N. America between December 2011 and January 2012:
• 350 online surveys with BI & Analytics and Data Management purchase decision-makers (CIO, C-1 and C-2 levels, LOB and Executive IT mgmt)
• 60 in-depth interviews with key BI & Analytics and Data Management purchase decision-makers (CIO, C-1 and C-2 levels, LOB and Executive IT mgmt)
• Business Segments
• Mid-market (500-2,500 employees)
• Large enterprise (2,501+ employees) segments
• Industries
• Communications and Media
• Industrial
• Financial Services
• Life Sciences
• Retail & Distribution
• Public Sector
Study Methodology and Information
TBR surveyed and interviewed 410 end users to create an accurate customer maturity model and provide an intimate look at the opportunity
TBR
Icebergs, Gold, and Foundations: Insight from TBR’s BI/Analytics Study Webinar ©2012 Technology Business Research, Inc. 5
BI/Analytics Market Opportunity Summary
The race of immature firms to improve their capabilities will shift and expand the playing field for BI over the next three years
Executive Summary: Current Adoption
20%
Lagging Improving Leading Slipping
35% 25% 20%
BI/Analytics Maturity
Immature & limited plans to
invest
Immature & plans for both
basic & advanced BI
Mature & incremental plans to invest
Mature & limited future investment
plans
Immature – lower current BI investment Mature – larger current BI investment
TBR
Icebergs, Gold, and Foundations: Insight from TBR’s BI/Analytics Study Webinar ©2012 Technology Business Research, Inc. 6
BI/Analytics Market Opportunity Summary
Maximizing existing solutions lays the groundwork to move customers forward with additional investments
Executive Summary: Current Adoption
Offering Needs
Squeeze value from existing investments
Extend solutions to encompass new and
emerging technologies
Road mapping, data management, change
management, integration
Consulting, business planning, ROI evaluation
Lagging
Improving
Leading
Slipping
Immature & limited plans to invest
Mature & limited future investment plans
Mature & incremental plans to invest
Maturity Stage
Immature & plans for both basic & advanced BI
TBR
Icebergs, Gold, and Foundations: Insight from TBR’s BI/Analytics Study Webinar ©2012 Technology Business Research, Inc. 7
BI/Analytics Market Opportunity Summary
The forthcoming surge of BI investment, driven by business growth, will create opportunity from the data foundation up
Executive Summary: TBR Position
Opportunity is the lure of investment
Pressure is growing for laggards to regain competitive ground
2. Business expansion is the most important BI outcome
1. Current adoption is the tip of the iceberg
The data quality foundation is the center of customer success and
vendor opportunity
3. Data quality separates mature from immature users
TBR
Icebergs, Gold, and Foundations: Insight from TBR’s BI/Analytics Study Webinar ©2012 Technology Business Research, Inc. 8
BI/Analytics Market Opportunity Summary
Connecting BI and Analytics directly to customer business growth and opportunity identification opens the door to sales conversations
Executive Summary: Business Expansion
BI enables sales & finance …
… to make better decisions more quickly …
… creating business opportunity and growth.
“…it is very important to locate hidden areas of potential growth ... and to organize the data to trap the future opportunities.” - CIO, MM Communications and Media
Who uses? How? For what?
TBR
Icebergs, Gold, and Foundations: Insight from TBR’s BI/Analytics Study Webinar ©2012 Technology Business Research, Inc. 9
BI/Analytics Market Opportunity Summary
The concentration of BI in sales & finance activities highlights the business growth customers expect BI to enable
Executive Summary: Business Expansion
0%
10%
20%
30%
40%
50%
60%
Functions in which Purchasers are using BI
Sales and finance
functions
TBR
TBR
Icebergs, Gold, and Foundations: Insight from TBR’s BI/Analytics Study Webinar ©2012 Technology Business Research, Inc. 10
BI/Analytics Market Opportunity Summary
Vendors can capture business by tuning offers and messaging against specific buyer types, especially “improving” and “leading”
Executive Summary: Business Expansion
Product & Service Needs & Opportunity
• ROI identification & tracking
• Data quality products & services
• Integration with existing assets
Lagging Improving Leading Slipping
• Shared risk engagements
• Road mapping
• Integration of basic & advanced products
• ROI identification & tracking
• Support & maintenance
• Data quality products & services
• Demonstration of business case & exec buy-in
• Discrete product advancement with clear ROI
• Consulting to increase customer orientation
TBR
Icebergs, Gold, and Foundations: Insight from TBR’s BI/Analytics Study Webinar ©2012 Technology Business Research, Inc. 11
BI/Analytics Market Opportunity Summary
The forthcoming surge of BI investment, driven by business growth, will create opportunity from the data foundation up
Executive Summary: TBR Position
Opportunity is the lure of investment
Pressure is growing for laggards to regain competitive ground
2. Business expansion is the most important BI outcome
1. Current adoption is the tip of the iceberg
The data quality foundation is the center of customer success and
vendor opportunity
3. Data quality separates mature from immature users
TBR
Icebergs, Gold, and Foundations: Insight from TBR’s BI/Analytics Study Webinar ©2012 Technology Business Research, Inc. 12
BI/Analytics Market Opportunity Summary
Mature BI users must make the leap, moving from a human-centric enterprise to a data-driven enterprise
Executive Summary: Data Quality
Human-centric decision making Data-centric decision making
Intuition leads, data is pulled in over time to support decisions
Data informs and guides decisions more proactively
"The way we worked has changed … management feels more confident
and are taking more calculated risks, and more importantly, we are
expanding rapidly.“ – Senior Director, IT – MM Life Sciences (High BI Maturity Organization)
TBR
Icebergs, Gold, and Foundations: Insight from TBR’s BI/Analytics Study Webinar ©2012 Technology Business Research, Inc. 13
BI/Analytics Market Opportunity Summary
To drive the adoption of BI in less mature accounts, vendors can tie the importance of data management and quality to BI success
Executive Summary: Data Quality
Lagging Improving Leading Slipping
4th most important BI
success factor
3rd (tied) most important BI
success factor
1st most important BI success factor
1st most important BI success factor
Data quality programs ranked as the …
Vendor reinforcement of data quality importance
TBR
Icebergs, Gold, and Foundations: Insight from TBR’s BI/Analytics Study Webinar ©2012 Technology Business Research, Inc. 14
Questions
Questions?
Allan Krans
Senior Analyst, Software Practice
Technology Business Research, Inc. (TBR)
Email: [email protected]
Twitter: allankrans
Youtube:
http://www.youtube.com/user/TBRIChannel?feature=
mhee
TBR
Icebergs, Gold, and Foundations: Insight from TBR’s BI/Analytics Study Webinar ©2012 Technology Business Research, Inc. 15
Associated Research and TBR Contacts
Customer and Business Model Review Research TBR BI & Analytics + Data Management Platforms Study TBR High Performance Adoption Study
Report focuses on four key workloads including BI/Analytics and Data Warehousing
Public Cloud Adoption Study
Report focuses on workload based adoption including cloud based BI
Software Industry Benchmark
• Business Performance Ranking and Benchmarking
• Quarterly Report analyzing the previous quarters performance on metrics like: operating margin, growth rate, go-to-market strategy and more.
Contact James McIlroy at [email protected]
for more information
TBR
Icebergs, Gold, and Foundations: Insight from TBR’s BI/Analytics Study Webinar ©2012 Technology Business Research, Inc. 16
Appendix
TBR
Icebergs, Gold, and Foundations: Insight from TBR’s BI/Analytics Study Webinar ©2012 Technology Business Research, Inc. 17
Understanding customers’ current BI maturity highlights the opportunity in leading them toward aspirational maturity
Current Maturity:
• What scenario led you to invest?
• What buying criteria helped you to select a vendor?
• Which vendors did you consider? How did you choose your final vendor?
• What professional services were attached to, or led, the implementation?
Future/Aspirational Maturity:
• What are your key business challenges?
• What are the barriers that impact your ability to achieve your business objectives?
• What technologies are you planning to purchase, and when?
• What are the top BI & Analytics + Data Management technologies or capabilities you believe will have most impact on reaching your organization’s business objectives over the next three years?
Research Methodology (North America):
• 350 customer surveys across 6 verticals and 2 customer segments (midmarket and large enterprise)
• 60 customer interviews with BI adopters
Key Research Questions & Methodology
Study Overview: Key Questions
TBR
Icebergs, Gold, and Foundations: Insight from TBR’s BI/Analytics Study Webinar ©2012 Technology Business Research, Inc. 18
The survey respondent base provides a broad cross section of different industries and job classifications, looking at …
Survey Respondent Demographics
Study Overview: Demographics
SOURCE: TBR BI & ANALYTICS AND DATA MANAGEMENT PURCHASING BEHAVIOR AND MATURITY STUDY SURVEY N=350; INTERVIEWS N=61
TBR conducted 350 surveys and 61 interviews with large enterprise and mid-market segment respondents, across industries including retail and distribution, life sciences, financial services, communication and media, public sector and industrial sector.
SURVEY RESPONDENTS N=350 SURVEY RESPONDENTS N=350
TBR
Icebergs, Gold, and Foundations: Insight from TBR’s BI/Analytics Study Webinar ©2012 Technology Business Research, Inc. 19
… U.S.-based large enterprises and midmarket companies
Survey and Interview Respondent Demographics
Study Overview: Demographics
SOURCE: TBR BI & ANALYTICS AND DATA MANAGEMENT PURCHASING BEHAVIOR AND MATURITY STUDY SURVEY N=350; INTERVIEWS N=61
SURVEY RESPONDENTS N=350 IN-DEPTH INTERVIEWS N=61
TBR
Icebergs, Gold, and Foundations: Insight from TBR’s BI/Analytics Study Webinar ©2012 Technology Business Research, Inc. 20
The breadth of BI platform vendors selected for purchase shows disparity among customer purchasing considerations
Interview Respondent Demographics – BI Vendors Selected
Study Overview: Demographics
SOURCE: TBR BI & ANALYTICS AND DATA MANAGEMENT PURCHASING BEHAVIOR AND MATURITY STUDY SURVEY INTERVIEWS N=61; TOTAL RESPONSES: 64
TBR
T EC H N O LO G Y B U S I N ES S R ES EAR C H , I N C .
About Us Technology Business Research is a leading independent technology market research and consulting firm specializing in the business and financial analyses of hardware, software, networking equipment, wireless, portal and professional services vendors.
Serving a global clientele, TBR provides timely and accurate market research and business intelligence in formats that are tailored to clients’ needs. Our analysts are available to further address client-specific issues or information needs on an inquiry or proprietary consulting basis. TBR has been empowering corporate decision makers since 1996. To learn how our analysts can address your unique business needs, please visit our website or contact us today.
Contact Us
1.603.929.1166 [email protected] www.tbri.com 11 Merrill Drive Hampton, NH 03842 USA
This report is based on information made available to the public by the vendor and other public sources. No representation is made that this information is accurate or complete. Technology Business Research will not be held liable or responsible for any decisions that are made based on this information. The information contained in this report and all other TBR products is not and should not be construed to be investment advice. TBR does not make any recommendations or provide any advice regarding the value, purchase, sale or retention of securities. This report is copyright-protected and supplied for the sole use of the recipient. Contact Technology Business Research, Inc. for permission to reproduce.