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Jaspersoft grows its channels

Jaspersoft is bringing more systems integrators (SIs) on board. It added Wipro a few weeks ago and is talking to others about its open source business intelligence and analytics systems. Paul Kochanski is its new global channels boss and told IT Europa: “Especially with our embeddable solution we can be the BI choice for integrators.”

“One of our differentiators is that we have an architecture that is easily embed, so it works with any application. Wipro uses this already as an ISV customer on its energy data tool. They needed something to do data integration and dash-boarding and selected us for this. We have other global Integrators – Infosys' financial app for example - with us embedded. And we are talking to others.”

“We aim to build the channel by finding the right partners and increase the channel market share. That is the task; an exciting time but the company is nimble and easy to adapt.”

The plan is to work with all types of partner, though integrators are an obvious focus. Paul Kochanski: “Our growth has not just been in ISVs. We want to be the choice for all the strategic partners. I have been working with integrators for years, and I'm now finding a difference in the way they view vendor relationships, and technology. Open source has gone mainstream and SIs are looking for a more cost effective technology in certain areas. There are many BI players, but we have a captive audience in dashboard and analytics. We are cloud-ready and look like a self-service BI suite.”

Part of this has to be in the Jaspersoft approach: “We don't believe BI has to be something only for specialists or special tools. We want everyone to be able to use it.”. And this could be a useful message to the channel as well. BI has been a bit a disappointment; many executives just don't use it, or think of using it. “SIs have seen that and see our open platform. I'm finding that they are much more open today to open source solutions.” Jaspersoft is also affordable and doesn't compete with them, which helps.

Europe differs from the US market and the company has to focus its message here. Companies tend to be smaller, and in the US there are many consulting firms and integrators. “In Europe there is not this level of involvement, it is much more about regionalism, so we have to form relationships with many local partners.” Jaspersoft can be more selective while in the US everyone is partnered with everyone.

It is finding few organisation with the skills and understanding of patterns to work well with big data, which raises questions when the future will probably be with the internet of things and the power of that. “Sensors in software and the action that results from that drive real world value through better management of the massive amount of data generated by relatively low cost sensors.”

Data storage and analytic technology is lower cost as well, which is where Jaspersoft finds increasing use. Rather than looking at the cause as to why things happen, there is potential to find value among the machine generated data. Cloud data growth is also accelerating, and this will continue. “This software layer which has utility pricing will match the consumption pattern and the improved economics means more use of platform and middleware software in analytics,” he predicts.

In big data itself, use was constrained in the past where the only data collected was what could be analysed. “Now the cost has declined and the technology increased we can store and use all of the data , not just some. We may not know the value of this data, but this will become more valuable each year. In this sense, we think unlocking a new business value and while it is a challenge, it becomes easier. We can put the new types of data to work, including GPS data, video and forms. Putting data to work drives innovation.”

“We now have the cost effectiveness to analyse the data and enable. The channel has to find a way to integrate and collaborate. It will be interesting. We are well situated in big data and are continuing to accommodate partners. We will increase the technology partners as well,” he adds.

He has to do an education jobs in channel, though, to encourage a clear understanding of what is now possible. “Part of what I have launched is an updated channel programme to address that. Anyone can offer the technology, but if your partners are not enabled to use and implement it, then it will not be successful;. Our new tiered partner programme offers training and use of internal software, access to advisory services and other benefits, and I think this will attract the right partners, and enable them, so increasing our channel business”

And where will this growth happen? Verticals is one possibility. “We are not verticalised as a company, but I am starting to work on vertical solutions with some partners, particularly in the AWS (Amazon) environment where the software can be bought by the hour. One partner is working on a financial application, and I see more of that happening among partners. That is something I will be working on.”