Integrating Data from Disparate...

Marketing Technology

Peer Group

Integrating Data fromDisparate Systems

Jonathan Dack Foley Hoag

Janet Day Berwin Leighton Paisner

Todd Friedlich Ropes & Gray


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Agenda

• Addressing the need for additional information for business development efforts

• Data needed to supplement information• Presenting integrated data


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Introduction

• Jon Dack, CRM Manager– Been with Foley Hoag LLP for 10 months– Applications Management for the last 10 years– Application Developer (.NET, Objective-C..)– Database Architect (MS SQL, Oracle, IBM DB2)

• Foley Hoag LLP– InterAction 5.6 SP2– Web Client Only– Attorneys and Directors Only– Mandatory Activities Per Calendar Month


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Foley Hoag LLP Boston MA

• InterAction Integrated Data Sources• Elite (Accounting System)• D&B (Dun & Bradstreet)• TIKIT (Electronic Marketing)• Intranet (Personnel Directory)• Marketing Certificate (Custom Built Activity Tracker)


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Elite (Accounting System)

• Why use this data source?• Organize contacts • Track activities at the client level

• Is the process automated?• Yes, using Application Collaboration processes

• Who manages the process?• CRM Manager

• How did this contribute to business development efforts?• Understand how we interact with existing clients in order to

retain their business and grow the relationship.


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D&B (Dun & Bradstreet)

• Why use this data source?• Import HQ information for contacts• Add SIC/NAICS codes to contacts



• How did this contribute to business development efforts?

• By organizing contacts into their relevant industries, it makes it easier to identify relationships when we wish to target a specific industry.


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TIKIT (Electronic Marketing)

• Why use this data source?• Import results from Marketing mailings• Allow clients/prospects to manage their list membership• Manage rejected mailings via Data Change Management

• Is the process automated?• Yes, using TIKIT functionality



• By incorporating the marketing results into a contact record weadd an import “interaction” between our firm and the contact.


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Intranet(Personnel Directory)

• Why use this data source?• Import personnel information• Manage alumni data




• By managing our personnel in InterAction we are able to keep accurate records on Alumni which are often considered to be a “strong” relationship for future business opportunities


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Marketing Certificate (Custom App)

• Why use this data source?• Import activity data into InterAction

• Is the process Automated?• Yes, using custom SQL scripts



• This data source contains vital information on how we interact with our clients/prospects, and provides insight into our existing business development efforts.


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How It’s Presented


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Berwin Leighton Paisner

• UK based law firm• Offices in Abu Dhabi, Brussels, Moscow, Paris and Singapore

• 1200 staff • 750 lawyers

• Mature users of IA and application collaboration

• IA the second most highly used piece of software after Exchange


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InterAction History

• InterAction first installed in 1998• Release 5.6 • Used throughout the firm – no exceptions• Collaboration in place since 2003• Other products used in conjunction with IA

– ContactNet, Reaction Server


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Client information

Here is a basic information page for a client. Data has come from a variety of sources.


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Accounting data display


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Billing Data


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Matter Data


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Contact Details


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Customized Search


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Ropes & Gray

• Todd Friedlich, KM Technology Architect• Joined Ropes & Gray December 2008• Application Developer with nearly 10 years in Legal

• Ropes & Gray, LLP• More than 1000 Lawyers and Professionals• Offices in Boston, Chicago, Hong Kong, New York, San

Francisco, Silicon Valley, Tokyo, and Washington, DC and a conference center in London

• Microsoft Office SharePoint Server 2007• InterAction 5.5• Microsoft Office 2003

Introduction


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Discussion Points

• Problem– How are our attorneys managing their contact lists?

• Sources– Active Directory? SharePoint? InterAction?

• Presentation– SharePoint, InterAction Web Services, XSL

• Sharing– Excel, Word, vCard


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How are our attorneys managing their contact lists?

• Word Documents• Excel• SharePoint Contact List• Active Directory Groups• InterAction Lists


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Where does contact data belong?


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InterAction Working Lists

Manage from InterAction and Outlook


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InterAction Web Services


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InterAction XML


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SharePoint XML WebPart


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Web Services + XSL


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Summary

• Store the data where it belongs

• Bring the data to the user

• XML is everywhere

• Easy to customize, Easy to extend


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Thank you!

• Jonathan Dack, [email protected]

• Janet Day, [email protected]

• Todd Friedlich, [email protected]

Integrating Data from Disparate...

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