Data, Data, Data How to Minimize Data Duplication


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  • Data, Data, Data How to Minimize Data Duplication

    1. 1. Data Data Data Shannon Trainor, Julie Beck, Noetix Kim Methe, Freeman Track: New Administrators Track
    2. 2. Safe Harbor Statement <ul><li>“ Safe harbor” statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements the achievement of which involves risks, uncertainties and assumptions. If any such risks or uncertainties materialize or if any of the assumptions proves incorrect, our results could differ materially from the results expressed or implied by the forward-looking statements we make.  All statements other than statements of historical fact could be deemed forward-looking, including any projections of subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services. </li></ul><ul><li>The risks and uncertainties referred to above include - but are not limited to - risks associated with the integration of Sendia Corporation’s technology, operations, infrastructure and personnel with ours; unexpected costs or delays incurred in integrating Sendia with, which could adversely affect our operating results and rate of growth; any unknown errors or limitations in the Sendia technology; any third party intellectual property claims arising from the Sendia technology; customer and partner acceptance and deployment of the AppExchange and AppExchange Mobile platforms; interruptions or delays in our service or our Web hosting; our new business model; breach of our security measures; possible fluctuations in our operating results and rate of growth; the emerging market in which we operate; our relatively limited operating history; our ability to hire, retain and motivate our employees and manage our growth; competition; our ability to continue to release and gain customer acceptance of new and improved versions of our CRM service; unanticipated changes in our effective tax rate; fluctuations in the number of shares outstanding; the price of such shares; foreign currency exchange rates and interest rates. </li></ul><ul><li>Further information on these and other factors that could affect our financial results is included in the reports on Forms 10-K, 10-Q and 8-K and in other filings we make with the Securities and Exchange Commission from time to time, including our Form 10-K for the fiscal year ended January 31, 2006. These documents are available on the SEC Filings section of the Investor Information section of our website at /investor . </li></ul><ul><li>Any unreleased services or features referenced in this or other press releases or public statements are not currently available and may not be delivered on time or at all.  Customers who purchase our services should make purchase decisions based upon features that are currently available., inc. assumes no obligation and does not intend to update these forward-looking statements, except as required by law. </li></ul>
    3. 3. Agenda <ul><li>Importance of Data Quality </li></ul><ul><li>Data Management Tools </li></ul><ul><li>Customer Case Study – Noetix </li></ul><ul><li>Customer Case Study – Freeman </li></ul><ul><li>Panel Q&A </li></ul><ul><li>Closing </li></ul>
    4. 4. Importance of Data Quality <ul><li>Bad information takes time from all parts of your organization </li></ul><ul><li>Everyone gets frustrated, hindering valuable buy-in and adoption </li></ul><ul><li>Understanding your “customer” is impossible </li></ul>Analysts rate bad data as one of the top 3 reasons for CRM failure
    5. 5. To Avoid Bad Data <ul><li>Consider your data sources </li></ul><ul><li>Build process around data loading </li></ul><ul><li>Implement a regular and periodic cleansing process, where all data is reviewed and cleansed </li></ul>
    6. 6. Importing Your Data <ul><li>Import Wizard – De-duplication </li></ul><ul><ul><li>Accounts, Contacts, Leads </li></ul></ul><ul><ul><li>Match by name, email, ID </li></ul></ul><ul><li>Excel Connector </li></ul><ul><ul><li>Excel Add-in used to query and update SFDC directly from a spreadsheet </li></ul></ul><ul><li>Sforce Data Loader </li></ul><ul><ul><li>Client (Java) application for bulk import (insert), update, delete or extract SFDC records. </li></ul></ul>
    7. 7. Partner Tools <ul><li>DemandTools </li></ul><ul><ul><li>Tool for data standardization, de-duplication, merging, importing, and mass data changing </li></ul></ul><ul><li>Ring Lead </li></ul><ul><ul><li>Service based de-duplication company targeting corporate marketing. Offers Web-to-Lead and Mass List De-Dupe (leads and contacts) </li></ul></ul><ul><li>Active Prime CleanCRM </li></ul><ul><ul><li>Plug-in to standardize data and merge duplicate information </li></ul></ul>
    8. 8. Duplicates Will Happen <ul><li>Account Owner Reports to show exceptions </li></ul><ul><li>Tools </li></ul><ul><ul><li>Find Duplicates </li></ul></ul><ul><ul><li>Account Merge, Contact Merge </li></ul></ul>
    9. 9. Keeping It Clean <ul><li>Use Required fields and Picklists </li></ul><ul><li>Remove QuickCreate </li></ul><ul><li>Build Exception Reports and Dashboards </li></ul><ul><li>Leverage Mass Update Address Wizard </li></ul><ul><li>Implement Workflow Alert </li></ul><ul><li>Create Record Types </li></ul><ul><li>Account Intelligence by OneSource </li></ul>
    10. 10. Keep Your Users in Mind <ul><li>Ask users for only what is absolutely necessary </li></ul><ul><ul><li>Simplicity = Accuracy </li></ul></ul><ul><li>Make sure users understand what is expected of them </li></ul><ul><ul><li>Training, Training, Training </li></ul></ul>Dependent Picklist Require Field
    11. 11. Julie Beck Director, Sales Operations [email_address]
    12. 12. Noetix at a Glance <ul><li>BI Solutions experts since 1994 </li></ul><ul><li>Operational reporting solution and dashboard technology </li></ul><ul><li>30+ sales reps </li></ul><ul><li>Certified partnerships: Oracle and Microsoft </li></ul><ul><li>Recent award: KMWorld Technology Trendsetter </li></ul><ul><li>1,300+ customers globally </li></ul>INDUSTRY: Software EMPLOYEES: 150+ GEOGRAPHY: North America/ EMEA/India PRODUCT(S) USED: SFA, Account Intelligence # USERS: 50
    13. 13. Before <ul><li>Small and growing software company </li></ul><ul><li>Data in four different databases </li></ul><ul><li>3,016 accounts / 7,570 contacts </li></ul><ul><li>SVP Sales using Excel spreadsheet to manage sales pipeline – no true sales process defined </li></ul><ul><li>No operational reporting or historical data for trending </li></ul><ul><li>Manual processes </li></ul><ul><li>Needed nimble and scalable solution </li></ul>
    14. 14. Today <ul><li>11,800 accounts (291% overall growth) </li></ul><ul><li>59,600 contacts (687% overall growth) </li></ul><ul><li>Single source of data </li></ul><ul><li>87% quarterly revenue predictability rate from historical data </li></ul><ul><ul><li>Over past 14 quarters </li></ul></ul><ul><li>Lead generation </li></ul><ul><ul><li>Know how many opportunities we need at the top </li></ul></ul><ul><ul><li>Know when to add headcount </li></ul></ul><ul><li>Multi-million dollar support renewal business </li></ul><ul><li>All operational reporting for sales </li></ul>
    15. 15. How We Got There <ul><li>Do it right the first time </li></ul><ul><ul><li>Get with right people - think it through </li></ul></ul><ul><li>Define your sales process & identify business requirements </li></ul><ul><li>Decide on critical data needed for operational reporting (For Noetix – license revenue) </li></ul><ul><li>Be consistent – stay flexible </li></ul><ul><li>Create mandatory fields – but not too many </li></ul><ul><li>Help your team trust the data and make it easy to use </li></ul><ul><ul><li>Salespeople need it easy with few clicks </li></ul></ul>
    16. 16. Changing Requirements – Our New Challenges <ul><li>Business Challenge </li></ul><ul><ul><li>Changing sales model </li></ul></ul><ul><ul><li>Cumbersome and timely research techniques </li></ul></ul><ul><li>Technology Challenge </li></ul><ul><ul><li>Quality issues with existing information service </li></ul></ul><ul><li>Inefficiency </li></ul><ul><li>Affected motivation of team </li></ul><ul><li>Potential reduced revenue </li></ul>
    17. 17. Our Game Plan <ul><li>Account Intelligence by OneSource Info Services </li></ul><ul><ul><li>Updates for existing accounts and leads </li></ul></ul><ul><ul><li>Integrated with business processes </li></ul></ul><ul><ul><li>Add and update Contacts </li></ul></ul><ul><ul><li>Choose the data you want to upload </li></ul></ul><ul><ul><li>De-duplicate </li></ul></ul><ul><li>Integrated offering </li></ul><ul><li>2500+ sources worldwide </li></ul><ul><li>Comprehensive data intelligence for 1.7M companies </li></ul><ul><li>6M+ executives </li></ul><ul><li>5 million reports/month </li></ul>ACCOUNT INTELLIGENCE
    18. 18. Account Intelligence Offering
    19. 19. OneSource Integration – Account Screen
    20. 20. OneSource Integration – Contact Screen
    21. 21. <ul><li>Prospecting tab for pipeline generation </li></ul><ul><ul><li>Relevant and deep information available for each company </li></ul></ul><ul><ul><li>Search for new leads in your territory </li></ul></ul><ul><ul><li>Mine existing accounts for new contacts </li></ul></ul><ul><li>Become informed on industries and topics </li></ul><ul><ul><li>Aggregate content from the world’s most respected sources </li></ul></ul><ul><ul><li>All Information stored in CRM application </li></ul></ul><ul><ul><li>Search all data sources in one place </li></ul></ul><ul><li>One Browser – easy for sales </li></ul>Additional Account Intelligence Benefits
    22. 22. From the Users’ Mouths Territory Manager
    23. 23. From the Users’ Mouths Territory Manager
    24. 24. What Were Our Results? <ul><li>Sales reps have an accurate view of their territories </li></ul><ul><li>Overall higher data integrity and constantly improving </li></ul><ul><li>Enormous overall time savings for my team </li></ul><ul><li>Increased productivity = increased revenue </li></ul>
    25. 25. Kim Methe Vice President, Sales Operations [email_address]
    26. 26. Freeman at a Glance <ul><li>Leading full-service contractor for expositions, conventions, corporate events, and exhibits </li></ul><ul><li>Provides a complete range of event services, all relating to the conventions and events industry </li></ul><ul><li>Has over 800 sales reps, in 77 offices and 43 cities across North America </li></ul>INDUSTRY: Convention & Events EMPLOYEES: 3,900 full-time and 28,000 part-time GEOGRAPHY: North America PRODUCT(S) USED: SFA, Mass Update Tools (Appexchange) # USERS: 800
    27. 27. Our Challenges <ul><li>Business Challenge </li></ul><ul><ul><li>Duplicate data in Accounts & Contacts </li></ul></ul><ul><ul><li>No forecast visibility for three sales channels </li></ul></ul><ul><ul><li>Compromised adoption </li></ul></ul><ul><ul><li>Three sales divisions calling same customer </li></ul></ul><ul><li>Technology Challenge </li></ul><ul><ul><li>Decentralized database </li></ul></ul><ul><ul><ul><li>Two divisions on one system </li></ul></ul></ul><ul><ul><ul><li>One without a system </li></ul></ul></ul><ul><ul><li>Legacy architecture dating back to 1983 </li></ul></ul><ul><ul><li>Too IT dependent </li></ul></ul><ul><li>High Costs </li></ul><ul><li>Reduced revenue </li></ul><ul><li>Inefficiency </li></ul><ul><li>Low customer service </li></ul>
    28. 28. The Power of Inaccurate Data <ul><ul><li>Inaccurate forecasting </li></ul></ul><ul><ul><li>Loss of sales </li></ul></ul><ul><ul><li>Loss of confidence in the system </li></ul></ul>
    29. 29. Too Much Accurate Data <ul><ul><li>Difficult to maintain </li></ul></ul><ul><ul><li>Cumbersome for users to find what they need </li></ul></ul><ul><ul><li>Not relevant </li></ul></ul>
    30. 30. How did we address the challenges? <ul><li>Tools: </li></ul><ul><li>Engaged implementation partner – MW Advisors </li></ul><ul><li>Leveraged DemandTools for locating and merging of duplicate data </li></ul><ul><ul><li>Good value solution, 100x faster than manual de-duplication and without losing attached information </li></ul></ul><ul><ul><li>Easily set criteria to identify duplicates and quickly merged </li></ul></ul><ul><ul><ul><ul><li>5,000 duplicate accounts </li></ul></ul></ul></ul><ul><ul><ul><ul><li>2,300 duplicate contacts </li></ul></ul></ul></ul><ul><ul><ul><ul><li>200 duplicate leads </li></ul></ul></ul></ul><ul><li>Implemented DemandTools </li></ul><ul><li>800 Users </li></ul><ul><li>Provided Face-to-Face and WebEx Training for All Users </li></ul><ul><li>Three Sales Units affected </li></ul><ul><li>Used Cases to gather requests for updates and improvements </li></ul>DEPLOYMENT DETAILS
    31. 31. How did we address the challenges? <ul><li>Process: </li></ul><ul><li>Hired a “Data Steward” </li></ul><ul><li>Paired down required fields </li></ul><ul><ul><li>Removed 15 – 20 fields </li></ul></ul><ul><li>Identified the “Key” missing fields </li></ul><ul><li>Continual training </li></ul><ul><ul><li>Face-to-Face </li></ul></ul><ul><ul><li>“ Brown Bag Friday” </li></ul></ul><ul><li>Continual monitoring of data quality </li></ul><ul><ul><li>Using DemandTools </li></ul></ul><ul><li>Collective ownership </li></ul><ul><ul><li>At management level </li></ul></ul><ul><ul><li>At account owner level using the Account Team related list </li></ul></ul>
    32. 32. <ul><ul><li>Collective sales strategy across three sales divisions </li></ul></ul><ul><ul><li>Improved forecasting utilizing dashboards </li></ul></ul><ul><ul><li>Customer-focused communication / collaboration between all three sales teams </li></ul></ul><ul><ul><li>Improved data accuracy </li></ul></ul><ul><ul><li>Higher customer satisfaction with the reduction of the customer touch points </li></ul></ul><ul><ul><li>100% of individual sales quotas were met within one sales division </li></ul></ul><ul><ul><li>One sales division’s goals for FY07 were actualized in FY06 </li></ul></ul>What were our results?
    33. 33. Resources <ul><li> </li></ul><ul><ul><li> </li></ul></ul><ul><li>Appexchange Directory </li></ul><ul><ul><li>Data Cleansing </li></ul></ul><ul><ul><ul><li> </li></ul></ul></ul><ul><ul><li>Data Quality Dashboards </li></ul></ul><ul><ul><ul><li> </li></ul></ul></ul>
    34. 34. Shannon Trainor Julie Beck Noetix QUESTION & ANSWER SESSION Kim Methe Freeman
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