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How to Sell UX Research to Your Clients?

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4 minutes read

Let’s begin with some words from the father of modern innovation, Steve Jobs, Design is not just what it looks like and feels like. Design is how it works”.

How the design works is essentially the crux of user experience design. The interaction and connection with any product is achieved by pure experience design. To make the user ‘fall in love’ with the product or experience is the core task of the designer. To achieve intuitive experience, what we need is a strong UX research in place to drive the design process and justify our decisions based on user analysis. This is where the gap exists with most products as the stakeholders don’t see how UX research translates into a business value for the long run. We as UX/UI designers need to convey the monetary impact of research on their product and how it will result in selling more. In the end all they (stakeholders) really care about is MONEY! So let’s show them how UX research will get them more of the BILLS.

How to Sell UX Research?

HOW TO SELL UX RESEARCH?

To sell UX research to your clients, the first approach is to talk about the importance (ROI) of UX research, the methods and tools used in the process. Taking all the UX jargon and dumping it on the stakeholders, in the hopes that they will believe in the process strongly. This can be a little too overwhelming and make it tough for them to comprehend as they don’t know the meaning or the importance of these UX terms like usability, mapping, personas etc. 

We need to first start with the people’s own experiences with products and then convey the UX concepts behind it. Try connecting with them on a common product we all experience, like Google and bond with them. Then we need to instigate a discussion where the stakeholders themselves try to identify the assumptions and hidden complexities of their product. We need to ask small relevant questions and listen carefully and slyly push them to pinpoint the user understanding gap which will further motivate them to get answers. We have to stay away from vague questions and focus more on questions that feel actionable.

You see, once you have posed the questions to them, UX research is not a hard sell and we have everyone’s attention on its relevance and need. In the final step we take all the user research questions we have compiled and discuss the risk levels associated with not answering them. We make them advocate for user research and lead them to believe it is their idea. We need to do this gently and with a positive emotion. Draw some inspiration and insights on how to lead this process from https://alistapart.com/article/how-to-sell-ux-research/ .

Now we know how to lead the pitch, what we need is the backdrop before the pitch. 

How to sell UX Research?

WHAT WE NEED TO PREPARE?

As important the sales pitch is, the time before that probably holds more importance. We need to get all the machinery working beforehand for it to go successfully. We are selling research to our stakeholders so here is where we prove how good we are at it. Research and have a good understanding of UX (obviously), the industry domain in which the product is in, and few successful products benefiting largely because of their focus on UX. A deep understanding of the product and how it is competing in the market is also needed along with their company’s vision and the structure of the management team (if possible would be helpful).

We need research plans and user gaps established from our end and then further break these down to structured questionnaires that we put across to the stakeholders. As researchers and designers it is part of our scope to figure out where the biggest opportunities for improvement lies with the product and how we can add more value to it with our designs. 

For strategizing into the finer details of the sales pitch, do go ahead and give this article a read –  https://www.uxmatters.com/mt/archives/2008/10/selling-ux.php

How to Sell UX Research?

THE TAKEAWAY 

In case you are the kind who don’t like to read and just want the details in under 30 secs, this is for you. 

Successfully selling UX is not talking about its importance but rather pitching the current gaps in the product. It is the soft skills that will help you achieve this goal. Communicating with a clear, positive and enthusiastic emotion towards the product and careful listening skills when people tell you about their business and issues, is what drives this pitch. Selling UX is more about your people’s skill, conversational skills and quick on the feet thinking.

Structuring the pitch and research questions is the main task in hand and this is where you employ your research skills. Research about your users and understand their needs from this project and start asking the questions which leads the stakeholders to believe the need for UX for their own product. Once you pose the questions and give them real life examples is when they start questioning how the screen design will proceed without the relevant answers and they will be proactive in finding the right answers alongside you. It’s not about selling UX, it’s about selling their future product to them.

About the Author: 

Diya is an architect turned UI/UX Designer, currently working at Mantra Labs. She values designing experiences for both physical and digital spaces.

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Lake, Lakehouse, or Warehouse? Picking the Perfect Data Playground

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In 1997, the world watched in awe as IBM’s Deep Blue, a machine designed to play chess, defeated world champion Garry Kasparov. This moment wasn’t just a milestone for technology; it was a profound demonstration of data’s potential. Deep Blue analyzed millions of structured moves to anticipate outcomes. But imagine if it had access to unstructured data—Kasparov’s interviews, emotions, and instinctive reactions. Would the game have unfolded differently?

This historic clash mirrors today’s challenge in data architectures: leveraging structured, unstructured, and hybrid data systems to stay ahead. Let’s explore the nuances between Data Warehouses, Data Lakes, and Data Lakehouses—and uncover how they empower organizations to make game-changing decisions.

Deep Blue’s triumph was rooted in its ability to process structured data—moves on the chessboard, sequences of play, and pre-defined rules. Similarly, in the business world, structured data forms the backbone of decision-making. Customer transaction histories, financial ledgers, and inventory records are the “chess moves” of enterprises, neatly organized into rows and columns, ready for analysis. But as businesses grew, so did their need for a system that could not only store this structured data but also transform it into actionable insights efficiently. This need birthed the data warehouse.

Why was Data Warehouse the Best Move on the Board?

Data warehouses act as the strategic command centers for enterprises. By employing a schema-on-write approach, they ensure data is cleaned, validated, and formatted before storage. This guarantees high accuracy and consistency, making them indispensable for industries like finance and healthcare. For instance, global banks rely on data warehouses to calculate real-time risk assessments or detect fraud—a necessity when billions of transactions are processed daily, tools like Amazon Redshift, Snowflake Data Warehouse, and Azure Data Warehouse are vital. Similarly, hospitals use them to streamline patient care by integrating records, billing, and treatment plans into unified dashboards.

The impact is evident: according to a report by Global Market Insights, the global data warehouse market is projected to reach $30.4 billion by 2025, driven by the growing demand for business intelligence and real-time analytics. Yet, much like Deep Blue’s limitations in analyzing Kasparov’s emotional state, data warehouses face challenges when encountering data that doesn’t fit neatly into predefined schemas.

The question remains—what happens when businesses need to explore data outside these structured confines? The next evolution takes us to the flexible and expansive realm of data lakes, designed to embrace unstructured chaos.

The True Depth of Data Lakes 

While structured data lays the foundation for traditional analytics, the modern business environment is far more complex, organizations today recognize the untapped potential in unstructured and semi-structured data. Social media conversations, customer reviews, IoT sensor feeds, audio recordings, and video content—these are the modern equivalents of Kasparov’s instinctive reactions and emotional expressions. They hold valuable insights but exist in forms that defy the rigid schemas of data warehouses.

Data lake is the system designed to embrace this chaos. Unlike warehouses, which demand structure upfront, data lakes operate on a schema-on-read approach, storing raw data in its native format until it’s needed for analysis. This flexibility makes data lakes ideal for capturing unstructured and semi-structured information. For example, Netflix uses data lakes to ingest billions of daily streaming logs, combining semi-structured metadata with unstructured viewing behaviors to deliver hyper-personalized recommendations. Similarly, Tesla stores vast amounts of raw sensor data from its autonomous vehicles in data lakes to train machine learning models.

However, this openness comes with challenges. Without proper governance, data lakes risk devolving into “data swamps,” where valuable insights are buried under poorly cataloged, duplicated, or irrelevant information. Forrester analysts estimate that 60%-73% of enterprise data goes unused for analytics, highlighting the governance gap in traditional lake implementations.

Is the Data Lakehouse the Best of Both Worlds?

This gap gave rise to the data lakehouse, a hybrid approach that marries the flexibility of data lakes with the structure and governance of warehouses. The lakehouse supports both structured and unstructured data, enabling real-time querying for business intelligence (BI) while also accommodating AI/ML workloads. Tools like Databricks Lakehouse and Snowflake Lakehouse integrate features like ACID transactions and unified metadata layers, ensuring data remains clean, compliant, and accessible.

Retailers, for instance, use lakehouses to analyze customer behavior in real time while simultaneously training AI models for predictive recommendations. Streaming services like Disney+ integrate structured subscriber data with unstructured viewing habits, enhancing personalization and engagement. In manufacturing, lakehouses process vast IoT sensor data alongside operational records, predicting maintenance needs and reducing downtime. According to a report by Databricks, organizations implementing lakehouse architectures have achieved up to 40% cost reductions and accelerated insights, proving their value as a future-ready data solution.

As businesses navigate this evolving data ecosystem, the choice between these architectures depends on their unique needs. Below is a comparison table highlighting the key attributes of data warehouses, data lakes, and data lakehouses:

FeatureData WarehouseData LakeData Lakehouse
Data TypeStructuredStructured, Semi-Structured, UnstructuredBoth
Schema ApproachSchema-on-WriteSchema-on-ReadBoth
Query PerformanceOptimized for BISlower; requires specialized toolsHigh performance for both BI and AI
AccessibilityEasy for analysts with SQL toolsRequires technical expertiseAccessible to both analysts and data scientists
Cost EfficiencyHighLowModerate
ScalabilityLimitedHighHigh
GovernanceStrongWeakStrong
Use CasesBI, ComplianceAI/ML, Data ExplorationReal-Time Analytics, Unified Workloads
Best Fit ForFinance, HealthcareMedia, IoT, ResearchRetail, E-commerce, Multi-Industry
Conclusion

The interplay between data warehouses, data lakes, and data lakehouses is a tale of adaptation and convergence. Just as IBM’s Deep Blue showcased the power of structured data but left questions about unstructured insights, businesses today must decide how to harness the vast potential of their data. From tools like Azure Data Lake, Amazon Redshift, and Snowflake Data Warehouse to advanced platforms like Databricks Lakehouse, the possibilities are limitless.

Ultimately, the path forward depends on an organization’s specific goals—whether optimizing BI, exploring AI/ML, or achieving unified analytics. The synergy of data engineering, data analytics, and database activity monitoring ensures that insights are not just generated but are actionable. To accelerate AI transformation journeys for evolving organizations, leveraging cutting-edge platforms like Snowflake combined with deep expertise is crucial.

At Mantra Labs, we specialize in crafting tailored data science and engineering solutions that empower businesses to achieve their analytics goals. Our experience with platforms like Snowflake and our deep domain expertise makes us the ideal partner for driving data-driven innovation and unlocking the next wave of growth for your enterprise.

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