This set of companies can't be classified into the previously defined categories. So we define them as new age companies. They can be companies such as Uber, who are aggregators. They are neither selling a product nor are they doing pure services. They are providing a platform for the end customer to hire services from cab drivers.

Given this background, what should a consultant explore? The consultant must understand the process of how these companies sell and what methods they follow. This is a must to enable a consultant to understand the flow and to know what the parameters are, which can make a difference to an organization.

We recommend you engage with the customer to get into the finer details. The consultant must be ready to understand what an organization is looking for from Business Intelligence (BI) and how these parameters affect the sales.

As a consultant, you must also do value-adds and help your client get the best from the BI project. A simple example can be the use of Qlik DataMarket for a company which has multiple outlets. The data  available from Qlik DataMarket can help your clients to bring in demographic or weather data. This data can enrich the clients existing data and help them take better business decisions. In this example, looking at the demographics, the economic data will help the company to decide on the feasibility of opening a new store.

Even for a simple sales process, a consultant can make a big difference. A good implementation can help the client to improve forecasting, perform up-selling and cross-selling, focus on regions which are weak, or identify which sales people are better equipped to sell a product. The consultant should help the client in utilizing Qlik's biggest strength, namely, using Qlik for data-discovery and for helping make better decisions.