DATA MANAGEMENT
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them navigate this shift in the market.” Lance Williams, CTO at Distology, adds that businesses should consider a hiring virtual data protection officer (vDPO) if they don’t have one internally. “Most organisations won’t openly admit that their data management is less than optimal, but it probably is,” he says. “If resellers have access to a vDPO services and can perform a data protection compliance baseline GAP analysis for a customer and help them with a get-well plan, then the potential right technology tools, processes and policies can follow.” Sascha adds that when choosing a new solution for SMBs resellers should pay special attention to several factors. “For instance, can I export that data in the future, in a format that that other software tools can import such as JSON, XML? Does the software allow me to leverage the data with various api-integrations that come out of the box? What other software tools can be integrated with core business software that will help drive revenue, customer loyalty or reduce costs?” he says. “In addition, does the company have plans to integrate with popular AI tools like ChatGPT to access information in new formats? Is the solution future proof? Does the solution help in a holistic way? It’s very easy to purchase many small tools but these probably play poorly together and, in the end, run a large bill. Consider if a more expensive, all-encompassing solution will work out more cost effective without trading off in ability.” Andrew says that when plotting a data management strategy, the channel can support SMBs by helping them to prioritise data readiness by identifying relevant data sources and aggregating them in a way that will help drive stakeholder trust, as well as business productivity, sustainability and resilience. “By prioritising valuable datasets and investing in robust IT infrastructure, SMBs can unlock the potential of their data and enhance their competitiveness,” he says. Tim Hood, VP EMEA & APAC at Hyland, says that resellers should identify the customer’s current data challenges as the starting point for conversations. “A key consideration is speaking the customer’s language – don’t overuse technical jargon,” he says. “Focus on how data management can improve specific business goals, and highlight tangible benefits such as increased sales, operational efficiency, cost savings, improved customer
experience, and data-driven decision-making. “Offering tailored solutions is going to give you a competitive edge. Understand the customer's industry and size. SMBs must differ from large enterprises, so recommend solutions designed for their scale and budget. To deliver those needs, focus on user- friendly, cloud-based solutions that offer quick implementation and easy maintenance. “By focusing on the SMB customer's needs, challenges and potential benefits, resellers can have productive conversations that lead to successful data management implementations. It's not just about selling technology, but about helping them leverage data to achieve their business objectives.” AI impact Tim adds that AI and automation are revolutionising data management by automating tasks, improving data quality and driving insightful analysis. “While ethical considerations and responsible implementation are essential, the benefits of AI for channel customers and data management solutions are undeniable,” he says. “By embracing these advancements, businesses can unlock the full potential of their data and gain a competitive edge in the data-driven era. “AI-powered tools can automatically retrieve data from diverse sources, like APIs, databases and sensors, reducing manual tasks and ensuring data accuracy. It also helps to identify and reconcile data inconsistencies across different sources, enabling seamless integration and eliminating data silos. “Security is another area where AI shines. AI models can identify unusual patterns and suspicious activities in real-time, enhancing data security and protecting against threats. They can also implement and enforce dynamic access control policies based on user roles and permissions, ensuring data security and compliance.” Jonathan agrees that AI can help solve problems cost-effectively, speeding up administrative tasks and freeing up the
Chris Shaw
avepoint.com
Lance Williams
distology.com
Tim Hood
hyland.com
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