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July 25, 2006
Paramount Success Factor for BI Implementation Companies
Many large BI software vendors such as Cognos, Hyperion, and Business Objects depend on their strategic partnerships to sell products and grow revenues. For example, Business Objects have formed more than 3,000 partners and 120 Education and consulting partners as of December 31, 2005 according to their annual report.
Strategic alliance has become a key sales and marketing strategy for the leading BI software makers. The BI software vendors spend an immense amount of corporate resources in creating and maintaining long-term strategic relationships with their partners that include ISVs, hardware vendors, system integrators, distributors, strategy consulting firms, and many more. Why is this partnership strategy so attractive? Because convincing a partner who already owns 1000 customers is more cost effective than going after the 1000 customers individually through various expensive marketing initiatives.
What is the implication of this trend to all BI implementation companies? Once they build a fine reputation in the market of consistenly delivering excellent services, they will win more customers and attract many hungry BI software vendors. Then the BI implementation companies can formulate an attractive partnership deal with the software giants and continue to gain their support.
Paramount success factor for BI implementation companies - "Unwavering Commitment to Excellence in Service"
Posted by William Cho at July 25, 2006 7:45 AM
