Download - Data.com - UK Launch Event

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Page 1: Data.com - UK Launch Event

Marc Benioff Chairman & CEO

Welcome

In/stevebradford5

Steve Bradford

Managing Director (Interim)

Page 2: Data.com - UK Launch Event

Enterprise Data Quality Best Practice in your CRM

Roger Hodson

UK & Ireland Managing Director

Dun & Bradstreet

Page 3: Data.com - UK Launch Event

Agenda

• The challenge

• Getting the data foundations right

• The solution

Page 4: Data.com - UK Launch Event

Things have changed a bit since I started out...

Page 5: Data.com - UK Launch Event

Sales and buyer process continues to evolve

Page 6: Data.com - UK Launch Event

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

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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

Page 8: Data.com - UK Launch Event

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

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CMOs are struggling with Data

Source: IBM CMO survey

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What’s wrong?

#1 Cause 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”

Page 11: Data.com - UK Launch Event

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

Page 12: Data.com - UK Launch Event

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)

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Rule No. 1

You can’t automate without great data governance

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Data – it’s Dull and Difficult – isn’t it?

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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

Page 16: Data.com - UK Launch Event

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

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A model for Data Governance

Synthesis

(Enrich & Extract Insight)

Curation (Manage & Maintain)

Discover

(Identify, Cleanse & Validate)

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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

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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

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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

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See the—who owns what across the entire corporate family tree

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CRM BEST PRACTICE

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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.

Page 24: Data.com - UK Launch Event

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

Page 25: Data.com - UK Launch Event

THANK YOU

Page 26: Data.com - UK Launch Event

Marc Benioff Chairman & CEO

Connect with Your Customers &

Increase Sales with Data.com

In/paulkwalker

@pwalker_uk

Paul Walker

Principal Sales Engineer

Data.com

Page 27: Data.com - UK Launch Event

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

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Know Your Customers & Increase Sales Using Data.com

Connected Products

Connected Customers

Connected Partners

Connected Employees

Leads Accounts Contacts

Customer Companies Need Customer Data

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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 are only Phone numbers

change every 30 minutes

Source: Gartner, D&B Sales & Marketing Research Institute

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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

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What if the data & insights you need to grow

your business was already in your app?

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Data.com: The Best Data, The #1 Sales App A Foundation for CRM Success

Built Natively for Salesforce

Real-Time Clean Data

Leading Business Data

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Grow Your Pipeline & Increase Sales Opportunities

Source: Data.com 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

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Keep Reps Focused on Selling, Not Searching

Source: Data.com 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

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Make Smarter Decisions with Richer, Cleaner Data

Source: Data.com 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

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Data.com Demonstration

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Meet Our Customers

Page 38: Data.com - UK Launch Event

Wall Street Journal Improves Performance with Data.com

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 Data.com Ines Pacheco – Manager, Analytics,

WSJ digital network

Page 39: Data.com - UK Launch Event

Adobe® EchoSign® Grows their Business with Data.com

100% increase in MQ opportunities + 50% more closed deals

45% of new business from data.com – deals close faster

2000% ROI using Data.com to “land & expand” accounts

Data.com has changed my life!

I just wish I found it sooner. Eitan Saban, VP – Head of Client Success

Page 40: Data.com - UK Launch Event

Data.com 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

Data.com is essential to CleverTouch

Campaigns -Nick Burrell, Co Founder and Director Of Operations

Page 41: Data.com - UK Launch Event

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

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Succeed in Sales and Marketing with Data.com

(Source: Data.com Customer Survey Nov 2012)

Average Percentage Improvements Reported by Customers

Page 43: Data.com - UK Launch Event

Join Thousands of Salesforce.com Customers

450% Customer Growth*

*since September 2010

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