• Skip to primary navigation
  • Skip to main content
  • Skip to primary sidebar

Datadoodle

  • Subscribe
  • About Datadoodle and me
  • Feedback
  • Special projects
Home » Top three ways BI buyers choose badly

Top three ways BI buyers choose badly

July 11, 2011 by Ted Cuzzillo

Most people shopping for business intelligence tools think they’re sophisticated, observes a sales person who often represents a large vendor in TDWI exhibit halls. Most of these people are deluded.

He may sound harsh, but he observes all this not bitterly but with good humor.

“They buy [BI] like anything else they buy,” he explains. “They put out a bunch of RFPs and go through this whole process and stuff, and eventually they buy the one that’s maroon.”

Over years, he has identified the top three reasons people buy, and the underlying motivation:

1. Career. The chosen tool decides the career of those who will learn it, massage it, and become co-dependent with it. Greed guides the choice; a good choice may ensure steady, lucrative employment for decades to come.

2. The boss’s choice. The boss says, “Buy that one.” Buyers fear defying the boss and like the boss’s power to give status. The blessed few may seem sexy, at least to themselves.

3. Default. They buy one brand and only that brand. They say, “We’re an Oracle shop” or “We’re an IBM shop,” and for them that’s reason enough. These irk this sales person.

The brand loyalists are the ones who seem to irk him the most, even though his brand often benefits from their foolishness.

Even the brand’s high cost can’t shake their trust. “A lot of people assume that more money means more quality and less risk. No, it doesn’t!” he says.

“They buy this big, fancy thing that no one uses.” Instead, many would be better off with a less expensive brand that delivers almost all of the name brand’s features. The left over funds should be spent on training.

The reason many shy away from training? They’d have to admit that there’s ramp-up time. “It’s kind of the Sarah Palin view: ‘Do we really need sophistication?'”

Filed Under: BI industry Tagged With: business intelligence tools, culture, marketing/PR, tdwi, Tiberius 2 Comments

Reader Interactions

Trackbacks

  1. beagle IT Services says:
    July 27, 2011 at 11:46 am

    […] Most people shopping for business intelligence tools think they’re sophisticated, observes a sales person who often represents a large vendor in TDWI exhibit halls. Most of these people are deluded. Read more […]

    Reply
  2. Top three ways BI buyers choose badly | beagleIT Services says:
    July 27, 2011 at 11:45 am

    […] person who often represents a large vendor in TDWI exhibit halls. Most of these people are deluded. Leer artículo completo Share and […]

    Reply

Leave a Reply Cancel reply

Your email address will not be published. Required fields are marked *

This site uses Akismet to reduce spam. Learn how your comment data is processed.

Primary Sidebar

smarter cities & data narrative

Two recent “storytelling” tools for public audiences Toucan spoonfeeds data’s insight while Juicebox cultivates data skills

The data-shy among us have two friends in the software business. One a few years old and one new this year. Nashville, Tennessee-based Juice Analytics … [Read More...] about Two recent “storytelling” tools for public audiences Toucan spoonfeeds data’s insight while Juicebox cultivates data skills

...and still more

  • This is Datadoodle
  • Civic tech projects need storytellers
  • Democratic pollster: Hillary campaign’s data malpractice
  • Narrative and analytics: brothers
  • Malcolm Gladwell: why oral data’s different

More Posts from this Category

Copyright © 2025 · eleven40 Pro on Genesis Framework · WordPress · Log in

  • Home
  • About Datadoodle and me
  • 2004 to 2019
  • Contact Ted
  • Subscribe