Selling Data Science

Data Science is said to include statisticians, mathematicians, machine learning experts, algorithm experts, visualization ninjas, etc., and while these objective theories may be useful in recognizing necessary skills, selling our ideas is about execution.  Ironically there are plenty of sales theories and guidelines, such as SPIN selling, the iconic ABC scene from boiler room, or my personal favorite from Glengarry Glenross, that tell us what we should be doing, what questions we should be asking, how a sale should progress, and of course how to close, but none of these address the thoughts we may be wrestling with as we navigate conversations.  We don't necessarily mean to complicate things, we just become accustomed to working with other data science types, but we still must reconcile how we communicate with our peers versus people in other walks of life who are often geniuses in their own right.

We love to "Geek Out", we love exploring the root of ideas and discovering what's possible, but now we want to show people what we've discovered, what we've built, and just how useful it is.  Who should we start with?  How do we choose our network?  What events should we attend?  How do we balance business and professional relationships?  Should I continue to wear a suit?  Are flip-flops too casual?  Are startup t-shirts a uniform?  When is it appropriate to talk business?  How can I summarize my latest project?  Is that joke Ok in this context?  What is "lip service"?  What is a "slow no"?  Does being "partnered" on a project eventually lead to paying contracts?  What should I blog about?  How detailed should my proposal be?  What can I offer that has meaning to those around me?  Can we begin with something simple, or do we have to map out a complete long term solution?  Can I get along professionally with this person/team on a long term project?  Can I do everything that's being asked of me or should I pull a team together?  Do I have the proper legal infrastructure in place to form a team?  What is appropriate "in kind" support?  Is it clear what I'm offering?

The one consistent element is people: who would we like to work with and how.  This post kicks off a new series that explores these issues and helps us balance between geeking out and selling the results, between creating and sharing.

Local Company, Prime Dimensions, Earns Recognition in SAP HANA Business Case Competition

This post is a Press Release for a small, local data-oriented company and  is reblogged with permission.  July 15, 2013 - Fairfax, VA  Prime Dimensions, LLC is pleased to announce that it has been selected to work with SAP to jointly develop and offer a HANA-based application that assists healthcare organizations in improving the value of healthcare delivery by identifying options to simultaneously lower costs and improve quality.

SAP chose Prime Dimensions’ business case from among many included in SAP’s 2013 “ready-to-innovate” program, a competition designed to spark innovation, ingenuity and interest in the HANA environment in the Amazon Cloud program.


SAP HANA is a revolutionary platform that is best suited for performing real-time analytics on large and diverse datasets, and for developing and deploying real-time applications.  It represents the next-generation database platform by combining columnar data storage, massively parallel processing (MPP), and in-memory computing for both on-premise and cloud analytical processing.


With proven leadership, management experience and technical expertise, Prime Dimensions complements SAP’s capabilities by offering a business-focused, user-centric approach to articulate a compelling value proposition, offer exceptional customer experience and deliver measurable, tangible results. Through this alliance, the companies will offer a thorough, effective, and structured approach for bringing best-in-class solutions to healthcare and Public Sector clients. Prime Dimensions is collaborating with SAP to identify and pursue business opportunities related to Big Data and advanced analytics.


According to Prime Dimensions’ Founder and Managing Partner, Michael Joseph, “We are extremely excited about the opportunities presented by this alliance, as we embark on the frontier of a new paradigm in computing. We are very impressed with SAP’s emphasis on fostering innovation though partners for prototyping, developing and selling a new breed of enterprise applications that solve real business problems and provide real business value. With our impressive results in the HANA competition, we are now positioned to accelerate our go-to-market strategy with SAP, including demand generation, pipeline building and sales enablement.”


Richard Rowan, Prime Dimensions’ Managing Director also commented, “Federal agencies and healthcare organizations are drowning in a rising sea of data, and the expectation and pressure to deliver measurable results and meaningful change has never been more pronounced. The digital age and proliferation of new platforms and devices has led to an explosion of Big Data that is becoming more complex and difficult to analyze. Through this alliance, we can deliver rapid prototypes that will enable next-generation Big Data analytical solutions.”


“We congratulate Prime Dimensions for winning recognition in this prestigious competition,” said Patrick Gallagher, vice president of SAP and Business Applications solutions at Carahsoft, the trusted government IT solutions provider.  “We look forward to making this application, as well as the others that are sure to follow through this powerful alliance, available to our government customers and reseller partners.”


About Prime Dimensions, LLC Prime Dimensions, LLC provides professional consulting services in data management, business intelligence and advanced analytics, with focus on operational aspects and emphasis on Big Data strategy and technology. We assist midsize and large organizations in transforming data into actionable insights to improve performance, make informed decisions and achieve measurable results. Our related domain expertise includes performance management, decision optimization, fraud detection and incident management. By utilizing a lean-startup approach and agile delivery model, we create inter-disciplinary, integrated teams of specialists to guide, build and deploy solutions that provide transformational impacts through advanced analytics and data visualizations. We partner closely with agency leaders and managers to ensure cost-effective implementations. Our team of highly skilled professionals assists organizations in establishing a Big Data strategy for extracting, consuming and sharing information from massive amounts of disparate data across multiple internal and external sources. For more information, please contact us at or 703-861-9897, visit us at, and follow us on Twitter at @PrimeDimensions.

About Carahsoft Carahsoft Technology Corp. is the trusted Government IT solutions provider. As a top-ranked GSA Schedule Contract holder, Carahsoft serves as the master government aggregator for many of its best-of-breed vendors, supporting an extensive ecosystem of manufacturers, resellers, and consulting partners committed to helping government agencies select and implement the best solution at the best possible value.

The company’s dedicated Solutions Divisions proactively market, sell and deliver Adobe, VMware, Symantec, EMC, F5 Networks, Open Source, HP, SAP, and Innovative and Intelligence products and services among others. Carahsoft is consistently recognized by its partners as a top revenue producer, and is listed annually among the industry's fastest growing firms by CRN, Inc., Washington Technology, Washington Post, Washington Business Journal, and SmartCEO. Visit us at