Building IT vendor partnerships that produce ongoing value is a daunting challenge. IT vendor alliance best practices require the partners have:
- A common goal -- hint: it’s not selling something
- Mutual trust, understanding, and respect
- Regular two-way communication
These practices are already operating between Teradata and Hitachi Data Systems (HDS). Locking arms together, we form a strong set of solutions for the Internet of Things (IoT). The goal is helping customers spin up their IoT Platform and analytics at scale. At scale means solving the biggest sensor data problems in the world.
Often such alliances have a common problem. That is, the two vendors have overlapping product lines or services. When this occurs, tremendous energy is spent explaining when to use which product in what context. The sales teams get confused, which leads to confusion for the customer. Nothing gets done while everyone sorts out the overlaps. The HDS-Teradata partnership is completely free of this handicap. Here’s why.
Hitachi offers its’ Lumada platform to rapidly build robust end-to-end IoT applications. These technologies can be deployed and integrated anywhere. Lumada inherits industry best practices that Hitachi learned from delivering operational efficiencies at scale to its customers for decades. Hitachi merges over 100 years of Operational Technology (OT) experience with over 50 years of IT expertise. Lumada is an industrial strength, modular IoT Platform. It manages the ‘things’ and sensors in the Internet of Things. It is the center stage, the main event in managing sensors and the things they’re attached to.
Hitachi Lumada includes several building blocks, including:
• Edge device integration
• Real-time data ingestion
• Sensor stream processing
Given the high-end corporations that Hitachi serves, there is also plenty of customization available. Hitachi also went the extra mile building IoT applications on top of Lumada. This makes Lumada much more than an IoT infrastructure. But they understood the cost and complexity of building an industrial strength analytic ecosystem. Yes, Lumada has analytics. But with huge volumes of data coming from the edge, and the need to grab data from other sources to add the business context, Hitachi selected Teradata as an alliance partner.
Internet of Things - Management Level Architecture
HDS provides the IoT platform
Teradata provides analytic systems
In contrast, Teradata’s focus has always been massively parallel data analysis. Data at scale is our core competency. We have solid credentials in big data (one Teradata client has a 50 petabyte system with hundreds of users.) Many Teradata clients in manufacturing, transportation, and utilities sift through sensor data today. We know sensor data, data science, and data management. Teradata builds data warehouses, data laboratories, and open source Hadoop data lakes. Of course, that can be in the cloud or on-premises. Teradata’s new low cost cloud based pricing has stunned customers (and a few sales people too). And Teradata is the benchmark for query performance, governance, security, and in-database analytics. Here’s some IoT customer examples: Business Value from the Analytics-of-Things, Volvo, or Flex.
But Teradata does not build IoT platforms. We aim to help with the Analytics of Things. We provide sensor data analysis that’s impossible to get any other way. Our industry vertical consultants focus on analytics. We don’t have Operational Technology (OT) experts. HDS does that. So Teradata working with HDS makes perfect sense for an Internet of Things alliance partner. No overlaps, no confusion, each of us filling a separate need in the customer's big picture IoT goals.
What differentiates HDS from the great unwashed masses of IoT platform peddlers? Hitachi built many of the machines where the sensor data comes from. Hitachi has 100 years of manufacturing experience, including elevators, bullet trains, medical equipment, electronics, and energy plant equipment to name a few. HDS has direct access to the business units that build these heavy assets. They are already integrating Lumada with the machines Hitachi manufactures. But that’s not the best part.
HDS has a fast path to the customer’s engineers who run the machines. It’s a huge advantage to have relationships with the customer’s OT experts. They know the use cases. They are there when the machine makes a funny noise. They keep the machines running at high efficiency. This is the BIG differentiator. HDS can tap into Hitachi’s design engineers and their customer's OT experts. The third link in the chain is complete.
The HDS-Teradata alliance brings together two world leaders. There is no overlapping product or strategy. We aim for our customer to be the third pillar in this partnership. Our enterprise class clients want trusted advisors. Advisors who don’t jeopardize a client’s trust to close a deal. Advisors who bring a broad spectrum of practical experience. Regarding the HDS people I’ve met, we are alike in these goals. It’s a perfect fit with the customer in the middle directing traffic.
With over 30 years in IT, Dan Graham has been a DBA, Product Manager for the IBM RS/6000 SP2, Strategy Director in IBM’s Global BI Solutions division, and General Manager of Teradata’s high end 6700 servers. He is currently Technical Marketing Director for the Internet of Things at Teradata. Dan is living Silly Con Valley, except when he’s not.