In our experience, not enough Business Intelligence providers ask their customers about the benefits their software delivers. As long as the number of support cases is low to zero and the software provider doesn’t need a customer reference, they probably won’t ask you about the advantages you derive from employing their BI software. “No feedback, no problems” seems to be the motto. We believe this approach is flat-out wrong and counter-intuitive to everything Business Intelligence is about.
Too often software providers and their customers only concentrate on the technical aspects of a BI solution or analytical application. How do you access this data source? Can we adjust these objects to an Excel grid? What about the integration in MS Office? There is no doubt that answering these questions is important, but to stop there might be fatal to the success of your BI initiative.