This article would help users of salesforce crm to convert their salesforce orgs to make it proactive and provide insights to sales reps to win deals faster. This also has tips on Data quality and managing your customer relationships proactively and find problems faster and fix your bigger accounts before you lose them.

1. Company Overview /
Financial Reporting and Business Intelligence Team
Suite 417 - Innovation Center
993 Old Eagle School Road
Wayne, PA 19087
www.eigenx.com
Actionable Insights
and Data Quality

2. Data Quality Improvement and Approach
Contents
• Why actionable insights
• Causes preventing actionable insights
• Strategy
• Actionable insights on leads
• Actionable insights on customers
• Define poor data quality
• Data quality strategy
• Approach
• Data quality metrics
• Tactics
• Eigenx

3. Why Actionable Insights
• Actionable insight is an action salesforce does proactively and results in meaningful sales
activity.
• As a salesforce admin you are responsible for:
• Managing salesforce data
• Delivering business results
• Providing more insights to your sales and marketing teams
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4. Changing Roles
From Admin to Consultant
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5. Strategy on Insights
Define the purpose of the actionable insight (ex: behavior changes, relationship losses)
1. How can we help our sales reps to win deals faster?
2. How can we proactively manage our relationships with existing customers?
3. What else can we show our sales rep to help them to increase sales?
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6. Causes Preventing Actionable Insights
• Not having enough data about your leads, contacts and opportunities in salesforce.
• Data duplicated and hard to measure and trust.
• Do not understand what data to capture and measure.
• Not asking the right questions to leadership teams.
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7. Actionable Insights on Leads
• Proactively monitor email tasks
• Follow up on your hot leads
• Track your stale leads
• Personally connect with your prospects
• Velocity through pipeline
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8. Actionable Insights on Accounts
• Proactively monitor contact role changes
• Identify relationship break signals
• Act on your activities on your lost accounts
• Personally connect with your contacts
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9. Data Quality
Poor Meaningful
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10. 10
Data Quality: Strategy
Report
Define
Measure Take Action.
Prevent

11. Data Quality: Define
• Duplicate leads
• Incomplete leads
• Inconsistent (e.g. State fields, phone numbers )
• Outdated (Not recent)
• Unconnected
• Inaccessible ( Not able to access when needed)

12. Incomplete Lead
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13. Inconsistent Leads
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14. Unconnected Leads
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15. Data Quality: Metrics
• Percentage of leads created and modified with poor data.
• Top 10 Users creating and modifying good and bad quality leads.
• Percentage of leads fixed per month on data quality by user and source.
• Top 3 and bottom 3 reasons for good and bad data quality.
• Number of training sessions conducted per month on poor quality data.

16. Data Quality Reports
Sample Lead
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17. Eigen X, LLC Overview
• Life Sciences
• Consumer and Industrial
Products
• Financial Services
• Communications and Media
• Public Sector (Federal, State
and Local)
Service Offerings:
• Business Intelligence / Analytics
• CRM / Social Integration
• Big Data Management
• ERP / Master Data Management
• PMO / Agile Project Delivery
• Business Process Management
• Mobility
•Cloud Migration
Core Skills:
• Program Management Office (PMO)
• Business Intelligence
• IT Strategy and Architecture
• Package Software Selection and
Implementation
Our Values
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A DBS company
Founded in 2009 and headquartered in
the Washington, DC area, Dominion
Business Solutions made an equity
investment in Eigen X in 2012.
• Provide the right resources at the
right time to meet our clients needs
• Flexible, responsive, and easy to
engage with
• Partner with our clients to achieve
their success and desired outcomes
Headquarters
Philadelphia, PA
Industries We Serve
The Eigen X team has served clients with
data challenges in nearly every business
vertical. However, we have specific
expertise in the following verticals:

18. Contact Information
The Eigen X Leadership Team is ready to support you on
your most important program and project needs. For
more information, please contact:
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Stanley Pittman
Mobile: 610-213-1192
Email: spittman@eigenx.com
Buyan Thyagarajan
Mobile: 302-438-4097
Email: buyan@eigenx.com
www.eigenx.com
Sumit Patel
Mobile: 267-210-9224
Email: spatel@eigenx.com
Matt Pettengill
Mobile: 570-713-5596
Email: mpettengill@eigenx.com