SYS-CON MEDIA Authors: Elizabeth White, Pat Romanski, Liz McMillan, Yeshim Deniz, Courtney Abud

Blog Feed Post

Meet the new BI. Not the same as the old BI.

GoodData announced earlier today a $15M B-round of financing led by Andreessen Horowitz.   Mark, Ben and the rest of the team have managed to quickly build one of Sand Hill’s leading venture capital firms, but their influence is felt well beyond Silicon Valley.

Like a lot of entrepreneurs, I love reading Ben Horowitz’s blog, and since I’ve been selling to enterprise customers for over 20 years, I especially loved Ben’s post last November: Meet the New Enterprise Customer, He’s a Lot Like the Old Enterprise Customer

Ben argues that as much as we all like the consumerization of IT, real adoption in large enterprises will require a more traditional sales approach. We agree, and it’s why we are thrilled to be partnering with Andreessen Horowitz and adding general partner John O’Farrell to our board.

But disrupting the $25 billion BI and Data Warehousing space is going to take a little more than great enterprise selling. The BI vendor approval ratings are probably below those of the US Congress and most of the BI software ever sold ends up as a shelf-ware!

That’s why we’re going to balance traditional enterprise selling and a product-first customer experience. Unlike traditional BI, that still dump-trucks software onto the laps of unsuspecting enterprise buyers, we have to sell, deliver and delight our customers. We can’t just take the money and run; our SaaS business model keeps us honest.

So, how do we plan to overcome the challenges that Ben lists in his post? Let me focus on a few of his many killer quotes:

“Many companies literally do not know how to buy new technology products”

We see this clearly in the enterprises we are already selling. The BI technology stack is so convoluted that large companies often need to hire consultants simply to help them evaluate the BI products, organize the bake-offs and the selection process. No start-up is set up for success in a procurement process that is designed to avoid innovation, and that clearly advantages the incumbents.

To overcome this, we are not selling the traditional IT tools to IT audiences. GoodData is not another piece of the complex BI value chain. Our semi-official tagline is “GoodData equals BI minus BS”. Our economic buyer is the functional VP in a medium or large organization. It is the VP of Sales or Marketing rather than the head of the BI competency center. Our sales cycle usually takes less than six weeks rather than six months, and when we do sell directly to the IT department, they are usually in an S.O.L. situation.

Once deployed, enterprises develop great affection for the technology that runs their companies.

That’s the irony about BI. While technically deployed, it’s rarely actually used. Few organizations or practitioners have any affection for their BI vendor or their software sitting on the shelf. Unlike line-of-business, IT systems do not effectively run the business. There are few companies that can actually manage their business by the metrics, and few business users that can easily use a BI tool. And this is the problem we’re solving. We do this by making BI approachable and pervasive, through our pre-built analytics apps, and by integrating our dashboards into end-user applications and processes (such as Salesforce.com or Zendesk) as much as possible.

Enterprise users are concerned with getting home to see their 8 year old’s pee wee baseball game

This is why we run a fully managed service. My vision for GoodData has always been of an end-to-end product that includes not only the infrastructure components (ETL, Data Warehouse, analytical engine…) but also the technical operations, support and best practices, so that we can deliver a complete service to our customers. We even publish our Operational & Service Performance here: http://www.gooddata.com/trust.

I could go on all day quoting more from this and other AH blog posts, but the fact of the matter is that the new enterprise customer needs new BI, and GoodData is here to help.


Tagged: a16z, funding, GoodData

Read the original blog entry...

More Stories By Roman Stanek

Roman Stanek is a technology visionary who has spent the past fifteen years building world-class technology companies. Currently Founder & CEO of Good Data, which provides collaborative analytics on demand, he previously co-founded first NetBeans, now a part of Sun Microsystems and one of the leading Java IDEs, and then and Systinet, now owned by Hewlett-Packard and the leading SOA Governance platform on the market.

Latest Stories
Using serverless computing has a number of obvious benefits over traditional application infrastructure - you pay only for what you use, scale up or down immediately to match supply with demand, and avoid operating any server infrastructure at all. However, implementing maintainable and scalable applications using serverless computing services like AWS Lambda poses a number of challenges. The absence of long-lived, user-managed servers means that states cannot be maintained by the service. Lo...
With the new Kubernetes offering, ClearDATA solves one of the largest challenges in healthcare IT around time-to-deployment. Using ClearDATA's Automated Safeguards for Kubernetes, healthcare organizations have access to the container orchestration to dynamically deploy new containers on demand, monitor the health of each container for threats and seamlessly roll back faulty application updates to a previous version, avoid system-wide downtime and ensure secure continuous access to patient data.
As Apache Kafka has become increasingly ubiquitous in enterprise environments, it has become the defacto backbone of real-time data infrastructures. But as streaming clusters grow, integrating with various internal and external data sources has become increasingly challenging. Inspection, routing, aggregation, data capture, and management have all become time-consuming, expensive, poorly performing, or all of the above. Elements erases this burden by allowing customers to easily deploy fully man...
Applications with high availability requirements must be deployed to multiple clusters to ensure reliability. Historically, this has been done by pulling nodes from other availability zones into the same cluster. However, if the cluster failed, the application would still become unavailable. Rancher’s support for multi-cluster applications is a significant step forward, solving this problem by allowing users to select the application and the target clusters, providing cluster specific data. Ranc...
StackRox helps enterprises secure their containerized and Kubernetes environments at scale. The StackRox Container Security Platform enables security and DevOps teams to enforce their compliance and security policies across the entire container life cycle, from build to deploy to runtime. StackRox integrates with existing DevOps and security tools, enabling teams to quickly operationalize container and Kubernetes security. StackRox customers span cloud-native startups, Global 2000 enterprises, a...
With the rise of Docker, Kubernetes, and other container technologies, the growth of microservices has skyrocketed among dev teams looking to innovate on a faster release cycle. This has enabled teams to finally realize their DevOps goals to ship and iterate quickly in a continuous delivery model. Why containers are growing in popularity is no surprise — they’re extremely easy to spin up or down, but come with an unforeseen issue. However, without the right foresight, DevOps and IT teams may lo...
JFrog, the DevOps technology leader known for enabling liquid software via continuous update flows, was honored today with two prestigious awards as part of DevOps.com's annual DevOps Dozen. The awards recognized both JFrog Artifactory as the "Best DevOps Commercial Solution" and JFrog Co-Founder and CEO, Shlomi Ben Haim, as the "Best DevOps Solution Provider Executive". DevOps.com holds the DevOps Dozen awards annually to recognize the best of the best in the global DevOps marketplace.
Docker and Kubernetes are key elements of modern cloud native deployment automations. After building your microservices, common practice is to create docker images and create YAML files to automate the deployment with Docker and Kubernetes. Writing these YAMLs, Dockerfile descriptors are really painful and error prone.Ballerina is a new cloud-native programing language which understands the architecture around it - the compiler is environment aware of microservices directly deployable into infra...
DevOps is under attack because developers don’t want to mess with infrastructure. They will happily own their code into production, but want to use platforms instead of raw automation. That’s changing the landscape that we understand as DevOps with both architecture concepts (CloudNative) and process redefinition (SRE). Rob Hirschfeld’s recent work in Kubernetes operations has led to the conclusion that containers and related platforms have changed the way we should be thinking about DevOps and...
Signs of a shift in the usage of public clouds are everywhere Previously, as organizations outgrew old IT methods, the natural answer was to try the public cloud approach; however, the public platform alone is not a complete solutionThe move to hybrid, custom, and multi-cloud will become more and more prevalent At the heart of this technology trend exists a custom solution to meet the needs and concerns of these organizations, including compliance, security, and cost issues Blending Ser...
When a company wants to develop an application, it must worry about many aspects: selecting the infrastructure, building the technical stack, defining the storage strategy, configuring networks, setting up monitoring and logging, and on top of that, the company needs to worry about high availability, flexibility, scalability, data processing, machine learning, etc. Going to the cloud infrastructure can help you solving these problems to a level, but what if we have a better way to do things. ...
Cloud-Native thinking and Serverless Computing are now the norm in financial services, manufacturing, telco, healthcare, transportation, energy, media, entertainment, retail and other consumer industries, as well as the public sector. The widespread success of cloud computing is driving the DevOps revolution in enterprise IT. Now as never before, development teams must communicate and collaborate in a dynamic, 24/7/365 environment. There is no time to wait for long development cycles that pro...
Docker is sweeping across startups and enterprises alike, changing the way we build and ship applications. It's the most prominent and widely known software container platform, and it's particularly useful for eliminating common challenges when collaborating on code (like the "it works on my machine" phenomenon that most devs know all too well). With Docker, you can run and manage apps side-by-side - in isolated containers - resulting in better compute density. It's something that many developer...
The KCSP program is a pre-qualified tier of vetted service providers that offer Kubernetes support, consulting, professional services and training for organizations embarking on their Kubernetes journey. The KCSP program ensures that enterprises get the support they're looking for to roll out new applications more quickly and more efficiently than before, while feeling secure that there's a trusted and vetted partner that's available to support their production and operational needs.
In a recent survey, Sumo Logic surveyed 1,500 customers who employ cloud services such as Amazon Web Services (AWS), Microsoft Azure, and Google Cloud Platform (GCP). According to the survey, a quarter of the respondents have already deployed Docker containers and nearly as many (23 percent) are employing the AWS Lambda serverless computing framework. It's clear: serverless is here to stay. The adoption does come with some needed changes, within both application development and operations. Th...