Celsius Cloud is the answer for every role in Marketing and Sales teams: understand your Marketing Data and identify the best Sales Opportunities. It provides with ongoing data integration with CRM, Marketing Automation, Finance, Events and any other touchpoint file and builds, cleans, deduplcates and enhances the data in order to build a comprehensive Marketing database

1. Celsius Cloud: Understand your Marketing Data and
identify the best Sales Opportunities

2. Who we are
About Celsius
. Founded in 1992 & HQ in Sophia-Antipolis, France’s ‘Silicon
Valley’.
. Part of WPP PLC – the world’s largest marketing services
corporation
. EMEA focus with Global reach
B2B Database Marketing – “We Love Data”
. Marketing universe data integration
. Clean up and de-duplication of your data
. Improve with new accounts and contacts
. Acquire info via traditional (calling, data vendors) and new
technologies (digital marketing, social media…)
. Lead scoring and strategic data analysis
B2B Demand Generation
. Multi-country telemarketing programmes
. Marketing Automation as a Managed Service
. Account Based Marketing Programs
Top expertise delivering to leading IT and Services customers
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3. What is Celsius Cloud key offering?
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Understand your Marketing Data and
identify the best Sales Opportunities

4. Without a central repository for your marketing data, your data will remain
sitting in silos, which in turn will lead to poor data quality, duplication and
unnecessary data purchases across your organization.
The cost of bad quality data is 12% lost revenue, according to
recent data quality reports.
Data in silos will result in mixed and potentially inconsistent messages.
Customers may be addressed as prospects and the opportunity pipeline
disturbed by irrelevant and potentially dangerous or distracting messaging.
You will have no holistic view of marketing activity on each account
and prospect, rendering Account-Based Marketing impossible
40% of the anticipated value of all business initiatives is never
achieved because of poor data quality both in the planning and
execution phases.
How much of an issue is data quality?
CONFIDENTIAL – DO NOT DISTRIBUTE http://www.celsiusinternational.com/bad-data-costs-you-money/

5. We know that data doesn’t always come ready to use.
Celsius Cloud provides on-going data integration to create an comprehensive data
universe for you
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CELSIUS
TELE
CLOUD
Financial
Data
Events
Data

6. CelsiusCloud Main Features
Web-based data
platform
CelsiusCloud is a data hosting and maintenance facility, which delivers a quality
marketing database for businesses as a service via a web based technology platform.
Uses the latest .NET technology with MS SQL Server and requires only a standard
browser to use it.
Live connection to
your data sources
Data is consumed into CelsiusCloud via each data source’s API (application
programming interface) or through scheduled data transfers via an FTP.
Key attributes (Opportunities, Customer Flags, Industry, Size) can be pushed back
to the source systems.
Integration of
marketing universe
CelsiusCloud removes the Marketers “data pain” of data quality and data silos . It
assembles, stores and maintains up-to-date information in a structured central
database to create a marketing universe of prospects, customers, contacts,
campaigns, enquiries, lead history, license and sales transactions. The TeleCloud
facility integrates data from telemarketing campaigns.
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7. CelsiusCloud Main Features
On-going data
maintenance and
enhancement
Integration of custom business rules to keep your data standardized (e.g. generate
industry based on SIC code, Employee bands based on size, Job title coding) for
segmentation purposes. Enhancement of key attributes using external databases like
the Celsius Enterprise Database
Reporting and
Analysis
Custom and standard dashboards display a summary of the population profile of the
entire database and allows users to set individual filters for doing analytics. The
selected data can be exported from the dashboard.
On-going matching,
not just on system Ids!
Automated “fuzzy” matching to identify where account and/or contact name
records in data arriving via an API, a file transfer or a file being added from an
external source match with data already in CelsiusCloud, and either add new or
update existing records accordingly. Means that records without common IDs are
automatically matched, based on business rules.
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8. Short and Long-Term Benefits of CelsiusCloud
• Availability/Accessibility of data - integrating data in CelsiusCloud makes it easy to retrieve, view,
query, and analyse data by anyone in your company.
• Consistency and accuracy – key data types are consistently maintained and flagged making it clear
where customers, opportunities are situated. Data that should be excluded (opt-outs) are flagged
automatically avoiding room for human error.
• Completeness of data – data universe includes both historical and recent data of customers, prospects,
contacts, enquiries, campaigns, all enhanced with key attributes for segmentation and targeting.
• Reduced duplication – all data sources are managed together in one repository which allows easier
identification of duplicates for their removal.
• Resource efficiency – less time spent consolidating, standardizing data manually from different sources
because data is automatically merged and enhanced.
• Lower data acquisition costs – all data sets are stored in the same repository which avoids purchasing
the same data over and over again.
• Greater accountability – complete overview of data allows for rapid and more accurate reporting of ROI
on marketing campaigns (emails, events, telemarketing) on account and contact level.
• Better decision-making – visibility on the customer/prospects’ behavior, or “the buyer’s journey” using
a scoring model, supports the marketing teams to make more informed decisions on which
accounts/contacts to target, when, where and how.
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9. Customer Case 1
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Cleaning, Coding, Standardizing
Deduplication and Enhancing

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Do not count the ompanies you reach;
engage with the companies that count !
3 key data challenges to solve

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Do not count the companies you reach;
engage with the companies that count !

12. Customer Case 2
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When data sits in different systems
Marketing can not have a solid
customer view

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Do not count the companies you reach;
engage with the companies that count !
The Attachmate Group consists of 4 different
business units, all with different databases.
Without a central repository for marketing data,
there is no visibility on overall data quality,
duplication issues and, more important,
Upsell or cross sell opportunities
 A central Marketing Database grouping account,
contact and activity data / transactions from multiple
Data sources.
 Attachmate is now able to deliver the right info to the right buyers
At the right time
 The database is being deduped and cleansed on real time in the
Celsius Cloud, hence avoiding inconsistent or erroneous data to flow
from one application to another
Richard W. Bradford, WorldWide Sales
Process and Operations: « Celsius has
successfully replaced our current prospect
management data platform and now
facilitates the management of prospect data
while reducing our maintenance cost
significantly »
Customer
customer
Decision Maker
Customer

14. Customer Case 3
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Managing the EMEA Marketing
Database of a Global Top 5 IT company

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Do not count the companies you reach;
engage with the companies that count !
Dell EMEA is addressing the MidMarket and
Enterprise segment both with Direct and
Channel Sales.
The database is in SFDC but
it lacks the coverage that marketing needs to
successfully perform and deliver leads
The EMEA CRM team lacks a complete view
of the customer engagement and as such
the quarterly Sales Plays can not deliver
the expected results.
 Taking as basis the SFDC database, Celsius has built a complete
Marketing Database
 The focus of the database built is:
a) Improve the deliverability of Marketing communications
( postal , email and telephone coverage)
b) Identify potential white spaces – companies not in SFDC –
to drive new customers
c) Enable the Go-to-Market strategy of the EMEA CRM team by
identifying the best opportunities for LOB conversion (cross-sell)
or new buy ( Acquisition campaigns)
Celsius has delivered “ on the Marketing Database,
CRM / Contact Strategy and Analytics fronts to drive
Marketing and Sales in the right direction (…) and to
implement a Marketing database with behavioral
targeting enabled and a fully integrated Contact
Strategy that support all the direct vehicles across the
EMEA region (21 countries)”.
Customer
Customer
Decision Maker

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Do not count the companies you reach;
engage with the companies that count !
Celsius” clearly understands business objectives
and their articulation with data quality matters.
(Celsius )brought and helped build solutions and
tools that were powerful insights on our
customers behavior. (Celsius) possesses solid
marketing knowledge alongside a strongly
supportive attitude”
Each quarter the DELL CRM team needs to
identify the best opportunities for the Sales
teams.
Celsius created the EMEA Contact Strategy.
 All existing customers and prospects are classified in terms
of their potential and suitability vs. Dell’s offering
 Celsius built propensity models to identify best cross-sell
opportunities ( LOB conversion programs) and best-fit
customers for up-sell proposals ( eg: identify best
companies for a new Virtualisation solution, Lapse
Prevention campaign programs, identify best companies
for Acquisition campaigns …)
 Supported Go-to-Marketing strategies for Dell End User,
Public Sector Group and Dell Software Group offerings.
 Celsius deliveries where benchmarked for uplift revenue
by a third party company ( MuSigma) . All our programs
and go-to-market recommendations have resulted in
much greater revenue than the run-rate of the control
groups.
 The Marketing Database built all suitable triggers to
enable a full behavioural targeting approach
The biggest difference with Celsius is their
ability to innovate and deliver real value.
Celsius’ solutions enabled behavioral
targeting, and for the first time Dell EMEA was
able to leverage the customer’s journey and
support all the direct vehicles across the EMEA
region from a central Marketing Database.
Customer
Customer
Customer
Customer
xxx
Customer
Customer
Customer
Decision Maker
Customer

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Success Story : Identify best new prospects
The Challenge
Identify the best 20K
prospects at EMEA
level for their Inside
Sales Teams
The Selection
1.Celsius identified 10K
accounts by using predictive
intelligence
2. Inside Sales also chose
who they thought would be
best 10k accounts
The Results
12 months after launch,
400% Higher Sales RoI
coming from companies
recommended by
Celsius vs. Inside Sales
recommended

18. CONFIDENTIAL – DO NOT DISTRIBUTE more info: http://www.celsiusinternational.com/success-story-customer-loss-prevention-program/
Success Story : Lapse Prevention Program
The Challenge
High levels of churn
with good customers
(Retention accounts)
should be avoided
The Solution
Celsius examined the
behavior of customers who
ceased purchasing in order
to find common trends in
their behavior and apply
remedial action beforehand
The Results
Within months of
launching the program
the revenue from
lapsing accounts
increased dramatically
and changed to positive

19. CelsiusGKKInternational
1360 route des Dolines
06560 Sophia Antipolis, France
+33 (0) 4 92 94 40 00
93 Ashmill Street
London NW1 6RA, United Kingdom
+44 (0) 207 193 79 19
Hanauer Landstraße 172
Frankfurt / Main
+49 (0)69 75 44 85
info@celsiusinternational.com