workingwithdata_ebook_april21_awc2op 4

TREATING DATA AS A PRODUCT
Our customers explained that tool evaluation (and selection) was an ongoing
challenge for them. They told us that picking the right tools demands
constant research, investigation, trialing and careful planning to ensure their
teams are well equipped.
‘[When I’m evaluating tools] I’m looking at what is our business
need, where are we going, how are we growing? – what projects
do we have on the table and are they staffed properly?’
‘A really big part of my job is “how do we not spend tons of money
on tools we’re not going to use?”’
When it comes to buying tools, our customers were clear that they preferred
to put in the research themselves before contacting a sales team. Not only
does this save them time in the long run, it also gives them the opportunity
to investigate not just pricing and features, but the ‘softer’ side of the tools –
e.g. is there a community? Are there other teams using this solution who I can
reach out to?
‘I do a lot of research. I like to know a lot about the product before
I call the sales person.’
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