- UK Launch Event


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  1. 1. Welcome In/stevebradford5 Steve Bradford Managing Director (Interim)
  2. 2. Enterprise Data Quality Best Practice in your CRM Roger Hodson UK & Ireland Managing Director Dun & Bradstreet
  3. 3. Agenda • The challenge • Getting the data foundations right • The solution
  4. 4. Things have changed a bit since I started out...
  5. 5. Sales and buyer process continues to evolve
  6. 6. Social Selling works… 79%of sales reps active in social selling hit quota and at 9%, higher revenues too 1 64% 55% 54% 46% 49% 48% 42% 38% Total team attainment of sales quota Customer renewal rate Sales forecast accuracy Percentage of sales reps achieving quota AVG email Click Through for messages shared in social
  7. 7. Following in the footsteps of CRM, the marketing automation revolution is in full swing… both demand and supply side “Our research shows that 20 percent of b-to-b companies have purchased and implemented a Marketing Automation Platform; we expect this to rise to close to 50 percent by the end of 2015.” Source: Sirius Decisions
  8. 8. But are we making it work? 70%of CRM’s in Europe fail to meet their objectives. Source: Butler Group “85 percent of b-to-b marketing leaders using a MAP believe they are not using the platform to its full potential” Source: Sirius Decisions
  9. 9. CMOs are struggling with Data Source: IBM CMO survey
  10. 10. What’s wrong? #1Cause of CRM failure is poor quality data. Source: Gartner “Our CRM is performing at 30-40% of my expectation… we have a lot of legacy issues... we are putting them together but it drags in a lot of bad quality data” “There is a great deal of information but there is a lot of inaccuracy and missing fields” “Why? Sales don’t see the value, they say they are too busy and they are not the best administrators… some of them treat their contact lists like trophies” “We cannot maintain a huge database but is there an easy way? “ “Sales will love it, if the system helps them generate more sales”
  11. 11. MA is really all about... aggregating, moving and interpreting data Web hub Inbound Outbound Post campaign analysis Pre campaign analysis Lead scoring Lead nurturing Digital body language √ MA Salesforce
  12. 12. The cost of inaction… • $8.2M = Average cost per organisation of poor quality data on squandered resources, operational inefficiencies, missed sales, and unrealized new opportunities (Gartner) • The cost of ‘reconciling duplicate data’ to be between $10-$20 per duplicate record. (Informatica) • Cost of managing a redundant/dormant record is between $10-$15 annually (Informatica)
  13. 13. Rule No. 1 You can’t automate without great data governance
  14. 14. Data – it’s Dull and Difficult – isn’t it?
  15. 15. Information is constantly changing. In the UK… A trade reference is received every second A directorship change happens every 3 seconds A new set of accounts are loaded every 5 seconds A company changes control every 15 minutes A company enters liquidation, every 5 minutes A company name change is registered every minute A shareholding change happens every 2 minutes A new business is registered every 25 seconds
  16. 16. D&B Delivers Actionable Global Information 220M+ business records 200+ countries and territories 1.5M daily refreshes 30,000+ Global Data Sources Business Information D-U-N-S® Number Global Database D&B in the UK 10 million companies, including all of the 2.7m actively trading UK businesses
  17. 17. A model for Data Governance Synthesis (Enrich & Extract Insight) Curation (Manage & Maintain) Discover (Identify, Cleanse & Validate)
  18. 18. D&B creates a SCV using sophisticated data quality management processes Our global data leverages four DUNSRight drivers: Global Data Collection Entity Matching D-U-N-S Number Corporate Linkage Predictive Indicators D&B Global Database
  19. 19. DUNS number: the company ‘fingerprint’ RSA DUNS 123456789 RSA DUNS 234567891 RSA DUNS 123456789 RSA DUNS 234567891 RSA DUNS 123456789 RSA DUNS 234567891 RSA DUNS 123456789 RSA DUNS 234567891 Salesforce Billing Marketing Automation ERP Data Warehouse
  20. 20. ABC Ltd 123 High Street Marlow SL7 1AJ Dave Smith, MD Alpha Plastics P.O. Box 111 Marlow SL7 2AT David Smith, Director David Smith 123 High Street Marlow SL7 1AJ 01628 496678 D&B D-U-N-S Number: 12-345-6780 ABC Ltd T/A Alpha Plastics 123 High Street Marlow SL7 1AJ P.O. Box 111 Marlow SL7 2AT David Smith Managing Director 01628 496678 Multiple Records Single View Entity Matching D&B’s Entity Matching combines data into a single view of any business
  21. 21. See the—who owns what across the entire corporate family tree
  23. 23. Web hub Inbound Outbound Post campaign analysis Pre campaign analysis Lead scoring Lead nurturing Digital body language √ MA Enterprise Applications Salesforce CRM vs MA – slave and master data management.
  24. 24. Data quality and insight at every stage of the Customer Lifecycle Embedded Data quality Identify Target Create Nurture Close Grow > Prospecting, new contact and family hierarchy whitespace tools > Links to sales intelligence, social and news to equip sales to close > Profile, nurture and score your leads with detailed firmographic information > Ensure new records from webforms / input internally are created using validated, rich, duplicate aware data > Relevant decision makers to make the connection > Refreshed, rich data to assist with analytical profiling and to develop highly targeted prospects
  25. 25. THANK YOU
  26. 26. Connect with Your Customers & Increase Sales with In/paulkwalker @pwalker_uk Paul Walker Principal Sales Engineer
  27. 27. Become a Customer Company Connect With Your Customers in a Whole New Way Connected Products Connected Customers Connected Partners Connected Employees Mobile Social Community Cloud
  28. 28. Know Your Customers & Increase Sales Using Connected Products Connected Customers Connected Partners Connected Employees Leads Accounts Contacts Customer Companies Need Customer Data
  29. 29. Quality Customer Data is Hard to Find & Maintain Prospecting Across Many Applications Uploading and Integrating It Into Your Sales App Keeping Data Up-to-Date & Current happy with the quality of their CRM Data of companies areonly Phone numbers change every 30 minutes Source: Gartner, D&B Sales & Marketing Research Institute
  30. 30. The Result? Stunted Growth + Hidden Costs Missed Sales Targets Not Enough Pipeline Not Enough Time Selling Limited Insights Lost revenue due to bad data Cause of CRM failure is bad data Source: Gartner • Difficult to target new accounts • Poor lead scoring • Wasted time with wrong leads • New reps not selling • Poor data quality • No data for segmentation • Account data for territory planning
  31. 31. What if the data & insights you need to grow your business was already in your app?
  32. 32. The Best Data, The #1 Sales App A Foundation for CRM Success Built Natively for Salesforce Real-Time Clean Data Leading Business Data
  33. 33. Grow Your Pipeline & Increase Sales Opportunities Source: Customer Survey Nov .2012 Get more and better leads directly inside Salesforce Accounts and contacts in one click Industry’s most accurate contacts Enrich inbound marketing leads Leverage titles, industry, and company size for targeting & lead scoring +25% Increase in sales opportunities
  34. 34. Keep Reps Focused on Selling, Not Searching Source: Customer Survey Nov .2012 Focus on revenue generating activities Automatically clean accounts & contacts Enrich accounts with D&B profiles Cross-sell and up-sell with account linkages & hierarchies Get real-time updates & alerts +23% Improvement in sales productivity
  35. 35. Make Smarter Decisions with Richer, Cleaner Data Source: Customer Survey Nov .2012 Gain deeper insights with more accurate & reliable data Plan territories & sales alignment with industry, employee size & revenue Perform revenue roll-ups & cross border selling easier with corporate linkages Discover new trends in your business +33% Improved data completeness
  36. 36. Demonstration
  37. 37. Meet Our Customers
  38. 38. Wall Street Journal Improves Performance with Reporting was problematic and not reliable Sales team on average saving 5 hours a week New Business team has grown pipeline by 40% Our sales team loves using Ines Pacheco – Manager, Analytics, WSJ digital network
  39. 39. Adobe® EchoSign® Grows their Business with 100% increase in MQ opportunities + 50% more closed deals 45% of new business from – deals close faster 2000% ROI using to “land & expand” accounts has changed my life! I just wish I found it sooner. Eitan Saban, VP – Head of Client Success
  40. 40. Helps CleverTouch Grow their Business UK’s Fastest Growing Marketing Agency Multiple customer data sources due to acquisitions Single view to support targeted marketing of decision makers is essential to CleverTouch Campaigns -Nick Burrell, Co Founder and Director Of Operations
  41. 41. CareerBuilder Saves 8 Million in Sales Productivity 1,000 reps spend more time selling vs. managing data Finding budgets & buyers up to 8 layers deeper than expected Saving 4 hours a week per sales rep “Now we can tap into names and titles we never could before – at the click of a button. Lindsey Nelson, VP of Sales Productivity, CareerBuilder
  42. 42. Succeed in Sales and Marketing with (Source: Customer Survey Nov 2012) Average Percentage Improvements Reported by Customers
  43. 43. Join Thousands of Customers 450% Customer Growth* *since September 2010
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