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Prospects in BI Solutions Selling Space (Part2)
By
P. K. Chatterjee
Mumbai, May 29, 2008
MAIA Intelligence develops Business Intelligence (BI) reporting and analysis products. In an exclusive e-interview with ChannelTimes, Sanjay Mehta, CEO of the company, unfolds potentials and paths for resellers to enter into BI business segment, to P. K. Chatterjee. Excerpts...
What will be the role of the resellers for this BI business?
Resellers can shake the BI business in India. IT solution providers, hardware vendors, software vendors, consultants, CA firms - who already have a good relation with enterprise class customers, can do it. After evaluating the need, resellers can easily convince the decision makers of the organization for a BI product, the top management or decision maker would have faith in them due to long relationships. Here, you as a reseller have an advantage in earning additional revenues from your existing customers and contacts - in terms of margins on product sell for exclusively promoting the MAIA's 1KEY brand.
What's the difference between selling IT hardware and BI solution?
Since BI is a solution it's more appropriate to sell them directly rather than distribute as BOXES. Some domain knowledge or expertise is required or rather more essential than just selling it as a product.
What is a reseller's benefit from BI business?
MAIA Intelligence believes that NICHE is essential to building a channel program that works for the resellers.
Resellers can look at the advantages like: i) Least competitive and emerging market, ii) Excellent margins from the high value software deals, iii) Access to corporate customers, iv) Access to global market, v) Additional revenues from the existing customers etc. They will also get a training on World Class BI product
Our Reseller Partners are - companies who want to take the opportunity to market, distribute, sublicense, all MAIA Intelligence BI products. They can earn excellent margins based on performance.
What are the plus points for selling Indian BI packages?
Software Development has been a strong area for Indians. Indian Products are more focused around Indian needs, getting support from within the country is easier. Over and above the points mentioned, the major advantage is PRICE, due to Indian Cost of development, Indian BI packages can be more competitive and adaptive to market needs.
MAIA Intelligence's flagship product, 1KEY Agile BI Reporting Software helps organizations deploy faster and robust Business Intelligence infrastructure for operational, tactical and strategic decision making. This software is developed on Microsoft .Net technology. It can accommodate thousands of users, connects to multiple databases, and provides the users with visually stunning and unified reporting on heterogeneous data sources.
Traditional BI systems are expensive, open budget projects. With 1KEY, users get a low-TCO, quickly deployable, easily manageable integrated end-to-end BI with stunning analytics. Everybody claims affordability, we can prove it.
How should a reseller convince a customer to implement a particular BI brand, (say) MAIA solution?
The product should be adding value to customers rather than focusing on the price points. Never push Licenses, rather provide solutions that add value to the customer. Customers should look for a BI solution that covers reporting solutions for business, empowers them for ad hoc querying and analytics, OLAP reporting and analysis, setting KPI's dashboards etc.
By providing a very compelling user experience that requires little/no training and no dependency on IT to write reports/queries for them, business users can speed up decision-making by spending less time involved in analysis and more time taking action, Data to Decision.
1KEY offers business reporting solutions, which are comprehensive, affordably priced and are easy to learn, use, deploy and maintain. Our BI products are next generation reporting solutions built from the ground up on .Net technology. Our business intelligence products are built with our customers' current and future needs in mind, providing feature-rich solutions - that are built on standard technologies.
Our products have helped our customers and partners increase productivity and efficiency by transforming data into actionable information. Quarter after quarter, we have released new product features and product enhancements that have addressed the business and technology challenges that companies face today.
What kind of incentives are you offering to the resellers for promoting your brand exclusively?
Incentives are offered to the resellers in terms of margins on product license billing price for promoting a BI brand exclusively. Interested resellers can contact us for more details.
What's your message to the reseller community?
MAIA Intelligence is a young and innovative Business Intelligence (BI) software product company. The company has a mission to democratize BI and take it - from few expert users to the operational managers, frontline executives to back office team.The company is on its way to become the largest BI user base within India by 2009. Grab this opportunity of generating value added revenue, by providing solutions to the companies in the BI space.
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