Most data product initiatives do not fail on the platform. They fail quietly on a question
nobody settles at the start: who may use which data, for what purpose, and on what
contractual basis. In a federated distribution network of around 1,200 independent
distributors and more than 3,000 suppliers — none of whom can be instructed — that
question has to be answered before anything can be sold. Jürgen Pannek shares how
a proprietary product classification was developed into a commercial data product
whose revenue and earnings more than doubled, built on a federated architecture with
an explicit chain of rights between data providers and data recipients. The focus is on
what made it sellable: ownership that holds up legally, a value exchange suppliers and
distributors were willing to pay for, and governance measured in margin rather than in
completeness scores.
• Defining data ownership and usage rights that make monetisation possible in the first
place
• Designing data products suppliers and distributors will actually pay for — and
recognising early the ones they never will
• Building governance and platforms that lift margins, not just data quality