The Big Data phenomena shows no signs of slowing down, a trend confirmed by CompTIA’s Second Annual Big Data Insights & Opportunities research study. While the threshold for what constitutes Big Data continues to evolve, businesses of all sizes will seek ways to unlock additional value from the data that’s most relevant to them, be it on a large or small scale.
As such, the Big Data trend presents a range of direct and indirect business opportunities for IT channel partners with the right mix of technical skill and business savvy. Complementing the research, CompTIA’s Easing Into Big Data Quick Start Guide (QSG) channel training provides a roadmap for channel partners seeking to enter or advance in the Big Data market. An excerpt from the QSG:
1. Leverage the Hype…But Don’t Get Carried Away
Big Data is the topic du jour at companies large and small. Use this opportunity to begin a dialogue on all things data-related, from the hardware and software responsible for storing and managing data, to the services and security responsible for using and protecting data. Customers are hungry for information and insights, but keep in mind, most are still in the early learning stages.
2. Augment Existing Expertise
Big Data is an expansive category, so don’t expect to master everything. Begin with your core areas of expertise and look for natural extensions. For example, an MSP providing hosted email may consider adding an email campaign management offering, along with the accompanying integration, analytics and storage services.
3. Enhance Your Business Consulting Skills
The days of selling solely to the IT department are fading. The Big Data trend will accelerate this decline. Line-of-business (LOB) executives, the primary users of data, will increasingly drive decisions regarding data initiatives.
4. Leverage Existing Vendor Partners and Add New Ones
Just about every major vendor has rolled out some type of Big Data offering. Some will look to entice quality channel partners through additional incentives. Additionally, there has been an incredible amount of data-related innovation in recent years, boosting the number of start-up vendors in the space. Many are making their first foray into building out a channel program, so may be eager to please for partners willing to accept a few bumps along the way.
5. Bigger is Not Always Better
Only a sliver of the market has true Big Data problems. Rather, most businesses tend to have lots of small- and mid-sized problems – some basic and some complex. These include the lack of real-time reporting, customer insights and mobile access to data, as well as insufficient data loss prevention safeguards. Be sure to consider the problems throughout the entire organization, especially the power-users of data, such as sales teams, accounting and customer service staff.
6. Connect the Dots
Media coverage of Big Data piques reader interest with incredible examples of how it’s changing retail, healthcare, space exploration and even government. Missing from this approach is an explanation of the behind-the-scene components of Big Data and how a lot needs to happen to generate value from Big Data. Graphics such as this one can help connect the dots for customers, as well as identify opportunities along the entire data chain.
7. Deliver Wins…and Fast
The downside of hype is that when high expectations are not met, frustration often ensues, which may then negatively impact future investments. In the case of Big Data, be cautious when starting with a lengthy, complex initiative with an uncertain payback period. Ideally, a modular approach that allows for a series of wins over time ensures customers recognize value sooner rather than later. As a reminder, a customer’s perception of Big Data ROI will ultimately be determined by quantifiable cost savings or revenue generation.
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