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The 2011 Focus Experts’ Guide to Business Intelligence
Focus Research November 2010

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The 2011 Focus Experts’ Guide to Business Intelligence © 2010 Focus Research

Section 1: Introduction
During the past 20 years, Business Intelligence (BI) software has gone from an afterthought following order processing and closing the quarter to a driver of competitive advantage for both largeenterprises and midsize firms. The reason is that BI is fundamentally about data analysis and experience has shown that those who quickly understand their customers, their prospects and their performance then take actions accordingly have a big ongoing advantage in follow-on revenues, spend efficiency and effectiveness and flexibility over those who don’t. The key word today is flexibility; our currenteconomic environment is marked by more dangerous, more frequent, more profound changes than in the past and BI software automates and institutionalizes more rapid corporate responses to these changes. However, not all BI solutions fit every situation and many BI solutions can be quite pricy – not just in terms of the software, but also in terms of the data mining experts and databaseadministrators that are needed. The aim of this Experts’ Guide is to allow you to figure out what stage of BI “maturity” you are in and then what features you need and what vendor choices you have at that stage. Note that maturity is not a matter of crash implementation, or of slow evolution of an initial solution. Rather, it is a recognition that as an organization grows and its experience with BI increases,new types of analysis from a broader range of sources become worth the additional spend. One more thing: Many who have followed BI for a long time tend to view it as almost equivalent to the company’s entire information strategy. In most if not all cases, this is not true. BI will not knit your company’s data stores into a seamless whole; it will not solve all data quality problems; and it willnot allow most employees to access company data. Still, it should be among the top few applications that help run the business, if you pick the right vendor and solution. And that’s precisely what this Experts’ Guide is designed to help you to do! Here’s what follows: Section 2: Meet the Experts The names and brief bios of all Experts contributing to the Guide and a brief description of the FocusExpert Network…………………………………………………………………………..…..3 Section 3: Essentials A brief overview of the BI market and solution types covered in this Guide and the key things to know before you begin your search…………………………………………………………………….……..4 Section 4: The Market A summary of current market conditions and trends and a list of key vendors……………...…….……6 Section 5: Your Needs Knowing your requirements anddetermining your Buyer Type and to drive solution choices…………9 Section 6: How to Buy: Key Solution, Cost and Vendor Considerations Including checklists, ROI and total cost of ownership (TCO) considerations and advice on how to compare candidate solutions and suppliers………………………………………………………...…...16 Section 7: The Focus Short List The top solutions and vendors for each Buyer Type, as determined by theFocus Experts contributing to this Guide……………………………………………………………………………….24 Section 8: Conclusions Final recommendations and suggested next steps ……………………………………………...….….26
2 The 2011 Focus Experts’ Guide to Business Intelligence © 2010 Focus Research

Section 2: Meet the Experts
The analysis and recommendations in this Guide are based upon the opinions and experience of a group of Expertsselected from the Focus Expert Network. Thousands of business experts answer questions, lead research and participate in online events at Focus.com. Below are brief biographies of the Focus Experts who contributed to this Guide.

Lead Expert: Wayne Kernochan Wayne Kernochan is the President of Infostructure Associates, an affiliate of Valley View Ventures that aims to identify ways for businesses...