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How to Sell the Business on Data Virtualization

Blog: The Tibco Blog

Reading Time: 3 minutes

In today’s data-driven world, the winners will be the organizations that successfully gain a competitive advantage from their data, and the losers will fall behind.   

Getting to the Business Case 

But knowing this and doing something about it are two different things. Taking action to leverage your data is a multi-step journey, outlined below:

  1. First, you have to recognize that sticking to the status quo is not an option. Your data demands, like your data itself, are outpacing your data engineering methods and teams.  Furthermore, your data is more widely distributed across all manners of traditional, big data, Internet of Things (IoT), and cloud repositories than ever before, in effect unraveling your traditional replication-centric data architecture. 
  2. Second, you have to decide what approach you want to take. Look to industry analysts like Gartner, Forrester, and IDC for guidance. You’ll discover that they all have identified data virtualization as a must-have addition to your data integration tooling and a critical enabler to a more modern, distributed data architecture. 
  3. Third, you need to do more research. You can read the three seminal books on the subject. Then, meet with vendors, such as TIBCO, to investigate their data virtualization offerings. Also, make sure to look at peer companies to see how they’ve used data virtualization. And finally, consult with your favorite system integrator to learn about implementation best practices
  4. Fourth, you should build an adoption plan that starts with your highest-value, best-fit for data virtualization projects, then expands over time with data virtualization as the core capability used to modernize your data architecture.
  5. Fifth, you can start to build your business case that funds the resources required.  

In today’s data-driven world, the winners will be the organizations that successfully gain a competitive advantage from their data, and the losers will fall behind.   
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Building the Business Case

Just as every business is unique, every business case is unique. But there are always two common elements. The first is a set of easy-to-understand value propositions that describe the business and IT benefits, clearly and concisely. This helps build consensus and get everyone on board. The second is a “CFO-ready” financial case that proves tangible value realization, rapid payback, and at least a 5X Return on Investment (ROI), if not more. 

Data Virtualization’s Value Propositions at a Glance 

Data virtualization delivers value to both the business and IT in many ways, including:

To help with your internal selling, this infographic summarizes these key value points in an easy-to-consume manner. If you require peer company proof points, read this ebook to learn more about how other organizations have realized similar value.

Building your “CFO-ready” Financial Case

Data virtualization presents a compelling financial case. The following drivers make data virtualization a “must-have” for organizations like yours.

To make it easy for you to build your financial case, TIBCO provides a Data Virtualization Value Realization and ROI tool you can use to capture your key inputs and derive the financial impacts of data virtualization adoption. Contact us today to get started.


To make it easy for you to build your financial case, TIBCO provides a Data Virtualization Value Realization and ROI tool you can use to capture your key inputs and derive the financial impacts of data virtualization adoption.
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The Bottom Line

Data-driven businesses rely on data virtualization to provide the data they need to win in today’s ever-changing business and technical environment. But you cannot take advantage of data virtualization’s benefits without selling the business. This blog sets you up for success. Make it so!

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