If you told your customers that you could tell them the most effective day to post their promotions on, or that you could build a real-time picture of exactly what their customers want, do you think they’d buy?

Thanks to big data, unveiling this kind of vital information is more possible than ever. Projects that amass and analyse vast amounts of data are being adopted by firms across the world, with 18% of midmarket firms having already invested in big data, and 25% more due to invest in 2014. There’s no denying that big data is as popular as ever – but if you are selling big data without talking hardware, you are missing out.

Big data is complex. It’s more than just large quantities of data – it’s data that comes from a wide range of sources at incredible speeds. Traditional systems can struggle to deal with this increased velocity and volume. While conversations about big data typically focus on analytics software, it’s worth talking about commodities, too.

When it comes to infrastructure, the platform chosen needs to be able to manage diverse virtual resources, whilst maximising the productivity of a limited pool of resources. For midmarket companies who can’t afford a major IT transformation, they also need a hardware option that is easy to deploy, and reasonably priced. A turnkey solution, if you like, that takes very little operation but will automatically ingest data and produce information. Selling a company this plug-and-play vision is much easier. It reassures the customer that they will avoid the stress and frustrations of a failing IT system, and gets them ready for the future, too.

Have you found selling infrastructure easier when you combine it with big data?

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Cloud computing has taken the corporate world by storm. According to a recent study conducted by IBM, 67% of companies with a revenue of under £1 million have adopted the cloud at some level, and many of those companies are already looking to do more than just save money on IT. IBM’s “The Power of Cloud” report found that 16% of respondents plan to use the cloud to innovate. How do you sell innovation benefits to potential buyers, though?

The story of Drivewyze, a Canadian start-up, has become one of the easiest case –study examples of selling the innovation benefits of cloud computing. With an estimated 1.2 million trucking companies in the US, moving nearly 10 billion tons of freight, it’s no wonder that the trucking industry is so important to the American economy. That means maintaining road safety for trucks and other vehicles is an absolute priority for law enforcement agencies. As part of this move, truckers must stop at roadside inspection stations which aim to identify unsafe vehicles. This obviously causes delays.

In an attempt to reduce those delays, Drivewyze piloted a hands-free application that offered a safe and secure way for truckers to request and receive bypass clearance. Drivewyze Preclear uses GPS, cellular and internet networks to verify safety information on trucks, and allow them to bypass if security requirements are met.

Drivewyze used the cloud to extend their existing business ideas, and have become a household name thanks to their great idea. It makes them a really easy way to explain cloud innovation, and a great example of how well it can go if it’s supported from within the business. With the number of companies using the cloud to innovate expected to jump from 16% to 35% over the next two years, it’s a great time to start selling the benefits of innovation.

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