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SmartData Collective > Business Intelligence > BI buying decisions: the rule of thumb
Business Intelligence

BI buying decisions: the rule of thumb

TedCuzzillo
Last updated: 2009/09/11 at 9:19 AM
TedCuzzillo
2 Min Read
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A longtime salesperson of BI products says he weighs the average decision to buy this way:

  • About 50 percent of the decision — whether to buy any BI at all or which product to buy — is based on expected ROI. This part always comes first.
  • About 20 percent is about career. Someone — usually an IT person — figures, “Even if it’s a bomb and I get laid off, I can say I know Cognos/Microstrategy/Oracle/SAS …” Or else the person figures, “This looks like the next cool thing, and I could be on the ground floor.”
  • The last 30 percent is about sex or fear — that is, some sexy feature or fear of implementation. This might include, “I used this thing at my last job, so I know how to make it work here.”


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A longtime salesperson of BI products says he weighs the average decision to buy this way:

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  • About 50 percent of the decision — whether to buy any BI at all or which product to buy — is based on expected ROI. This part always comes first.
  • About 20 percent is about career. Someone — usually an IT person — figures, “Even if it’s a bomb and I get laid off, I can say I know Cognos/Microstrategy/Oracle/SAS …” Or else the person figures, “This looks like the next cool thing, and I could be on the ground floor.”
  • The last 30 percent is about sex or fear — that is, some sexy feature or fear of implementation. This might include, “I used this thing at my last job, so I know how to make it work here.”


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TedCuzzillo September 11, 2009
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