Value Drivers
Value Driver #1
Mitigate risk and impact of data quality issues
What problem did MC solve for JetBlue?
After modernizing their platform and expanding on their reporting & analytics, the JetBlue team saw more and more data irregularities that their stakeholders often caught. MC replaced custom tests with automated monitors.
What is the name of MC's new mascot?
Billie the Observabilibear
What does it mean to have Command of the Message?
"Being audible ready to define your solutions to customers' problems in a way that differentiates you from your competitors and allows you to charge a premium for your products and services."
Value Driver #2
Make data reliable and trustworthy
What result (PBO) did MC deliver for AutoTrader UK?
Quick resolution of data quality issues; data quality coverage across new GCP data platform; self-service motion for data access with trusted data
What is the difference between a close-ended and open-ended question?
Close-ended: usually answered with "yes" or "no", create a sense of interrogation
Open-ended: requires a thoughtful response, encourages conersation
What is the TED method?
Tell me
Explain to me
Describe to me
Value Driver #3
Reduce time & resources spent on data quality
What solution did MC provide for Toast?
OTB support and fast deployment across modern data stack for comprehensive data quality monitoring + lineage
What is the difference between After Scenarios and Positive Business Outcomes?
After Scenarios describe a prospects' ideal state, PBOs are measurable outcomes tied to that ideal state
3 Types of Differentiators
Unique, Comparative, Holistic
Metrics to measure Mitigating Risk & Impact of Bad Data
Data uptime
Number of data incidents detected
TTD and TTR
Incident status update rate
What result did MC deliver for Dr. Squatch?
10+ hours per week saved and future data quality issues prevented
The purpose of a Trap-Setting Question is to influence the customer's ________ through the benefits of our ________.
Required Capabilities, Differentiators
Easy to get started with
Ability to go deep on what matters
Category leader
End-to-end coverage across stack
Resolve data quality issues faster
Fast, proven, secure deployment
Democratize data health
PBOs for Making Data Reliable & Trustworthy
- better & faster data-driven decision making
- maximize ROI from data platform & resource investment
- higher customer satisfaction as a result of reliable & trustworthy data
What problem did MC help Prefect solve?
Needed the right data stack to support data reliability without sacrificing headcount and resources
Question to uncover before scenarios, using "Make Data Reliable & Trustworthy" Value Driver
How are you currently ensuring adoption of data across the org?
How are you currently ensuring you're getting the maximum ROI out of your data platform investments?
The Mantra
What I hear you saying is these are the PBOs you're trying to achieve... in order to achieve these, you're going to need these Required Capabilities... you'll want to measure these using these Metrics... Here's How We Do It and How We Do it Better... but don't take my word for it (insert Proof Point)