Ticomix CRM360 Live Online - D&B

1. Spring 2015
Dirty Data, Done Dirt Cheap

2. CRM360
• 4-part Series brought to you by Ticomix,
SugarCRM, D&B, Nurture Marketing and Bristol
Strategy Group
• What is CRM360?
• Part 1: Dirty Data Done Dirt Cheap
• What’s Next:
• 4/30 @ 10:30 AM ET: Nurturing the Buyer’s Journey
• 5/5 @ 10:30 AM ET: 3 Sure-Fire Ways to Kill Your
Pipeline – And How to Avoid Them
• 5/7 @ 10:30 AM ET: Leveraging your CRM for
Maximum Success

3. How much is Dirty Data costing you?
Is it time for some Spring Cleaning?

4. Information is
growing at an
exponentia
l rate…
Source: domo.com

5. Corporate Changes in 30 minutes
* Source: D&B and Sales & Marketing Institute - Based on 52 weeks, 5 workdays, 8 hour day.

6. Questions About Your CRM Data Quality
What would your senior
senior management
team think if they knew
knew how bad your
CRM data quality is?
How do you measure
the quality of the
prospect and customer
customer data in your
your CRM?
How do you integrate
unstructured data like
news and social media
media into your CRM?
Do you hear complaints
complaints from
colleagues about the bad
bad data in your CRM?
Have you just resigned
yourself to it?
Is your CRM data
quality slowing sales,
suppressing
marketing results, and
and inhibiting
customer support?

7. How Do You Feel About Your CRM?
Sales feels CRM is not serving them - they serve it
• Don’t want or have time for manual data entry
• Contact information is old or wrong
• Don’t have the prospect or industry information they need
Marketing feels growing pressure to produce revenue with imperfect tool
• Campaign metrics are declining
• Segmentation difficult due to poor data
• Not effectively building pipeline
Customer support feel ill-equipped to care for customers
• Wrong shipping addresses
• Difficult to identify correct customer contact
• Resolution requires time and multiple calls

8. The Cost
87% of Customers don’t believe the salesperson truly understands their
business issues or can present a relevant solution. [Executive Roundtable]
Poor data quality drains, on average, $8.2 million in squandered resources,
operational inefficiencies, missed sales, and unrealized new opportunities.
[Gartner]
Forrester estimates that 55% of large North American and European
companies have a CRM in place and another 23% plan to purchase in the
next 12 months
Credibility
Productivity & Profitability
Growth

9. Data Quality Concerns
• Duplicates
• Spacing
• Punctuation
• Abbreviations
• Missing content
• Mis-keyed content
• Data decay
• Spelling
• Naming conventions
• Conflicting content
• …and many others
The challenge comes
from intangibility of
“data quality” in order to
quantify the impact of
erroneous data to the
Customer

10. Sales Restrained by CRM
Outdated Info
Limited or no
Company
Research
Missing
information
Not Enough
Enough
New
Prospects
Incomplete
information

11. Imagine a world where…
Customer Support Rapid Resolution
Sales Uses CRM
Marketing ROI Skyrockets
Information Automatically Updated & Enriched
Right Prospect Information at Your Fingertips

12. Sales Liberated by On-Demand CRM Data
Fresh and
Complete
information
Company
Research
Industry
Research and
and Talking
Points
Find New
Prospects
and Upsell
Current
Customers
Social Selling
Accelerate the Time to “Yes”!

13. Customer and Prospect Relationships:
Drive growth by engaging them along their journey
A GLOBAL VIEW OF
CURRENT AND POTENTIAL
CUSTOMERS
Improve predictive targeting by
20-30%
Increase web conversion by an
average of 12%
Improve campaign performance
by 15%
Accelerate sales cycle by 10-12
days

14. What this means to you
25%
Sales
Opportunity
Growth
19%
Higher team
Attainment
Sales Quota
33%
Shorter
Cycle
23%
Sales
Production
Boost
21%
Increase in
CRM
Adoption

15. Our Commitment
Dun & Bradstreet helps you grow
the most valuable relationships in business
by uncovering truth and meaning from data.

16. Nearly two centuries of helping businesses
build their relationship platform
The world’s largest
commercial database
30,000 data sources
5 million updates per day
One of the largest, most
accurate contact databases
(Dun & Bradstreet
NetProspex)
More than 240 million
company records
Our patented DUNSRight™
data quality process
Unmatched ability to turn enormous streams of data into the high-quality information you need
Insight delivered in the ways you want to consume it
Solutions custom-built or co-developed with partners

17. Quality is a Subjective Term…….
…..But here’s why its so important

18. …and companies spend and spend in search for it…
Growth is the lifeblood of business
…but it is often in vain. In a Dun & Bradstreet analysis of more than
300,000 companies in our database, only 30% grew revenues in 2014.
$3.8T
ON IT
$10B
ON MOBILE
MARKETING
$300B
ON TRAVEL
$50.3
B
ON
SPONSORSHIP
S
$431B
ON
CONSULTANTS
$10B
ON CRM
SOFTWARE

19. data-inspired relentlessly
curious
inherently
generous

20. Questions?

21. CRM360
• 4-part Series brought to you by Ticomix,
SugarCRM, D&B, Nurture Marketing and Bristol
Strategy Group
• What is CRM360?
• Part 1: Dirty Data Done Dirt Cheap
• What’s Next:
• 4/30 @ 10:30 AM ET: Nurturing the Buyer’s Journey
• 5/5 @ 10:30 AM ET: 3 Sure-Fire Ways to Kill Your
Pipeline – And How to Avoid Them
• 5/7 @ 10:30 AM ET: Leveraging your CRM for
Maximum Success

22. Thank You for Joining!
BONUS OFFER: Free targeted marketing
list from D&B customized to your
specifications!
Matt Cooke, VP Strategic Development, 815-847-3562,
matt.cooke@ticomix.com
Jo Ann Kendricken, Channel Sales Director, 617-470-7108,
kendrickenj@dnb.com