Data Profiling

„Loopholes & errors in databases impede positive results in sales & marke­ting.“

Andreas Alex
Managing Director CEO

Initial Situation

„Our sales use outdated data. As a result we contact potential Leads twice over and experience waste coverage in our marketing campaigns. We wanted to proceed in a more target accurate manner but we lack in up-to-dateness and data quality.“ (Quote customer)

Contacts move fast lane, decision making processes change and organisations are generally becoming more complex. Lacking knowledge and inadequate data preparation lead to losing time and inefficiencies in sales & marketing. By drawing upon the services of Axivas our client would like to identify the relevant contact persons, decision makers and contexts for a promising new successful approach.

Customer
Medium-sized enterprises automation
Products & Services
Products in safety technology
  • Location: Worldwide
  • Project rollout: Germany
  • Employees: 100 - 200
  • Stock exchange listed: No
  • Axivas services: Data Profiling

Challenge

An outdated database makes a specific market and customer approach almost impossible. Targeted accounts do not develop into in Key Accounts. Outdated date must be cleansed, updated and completed. Interrelations between corporate groups must be clearly and transparently documented. All databases must have the same current status and all departments must have insight on the potential customer activities.

Implementation

Implemen­tation

Target groups: Companies with several subsidiaries. Decision makers and influencers with procurement and planning responsibilities

Project planning

  • Joint workshop with customers’ responsible sales and marketing persons re methodology and target definition
  • Development of a data management process with the customers IT manager

Project implementation

  • Cleansing and updating of the fast growing database in relation to address and contact person data and economic data
  • Generation of relevant information as a basis for future market cultivation
  • Exploration of company structures and identification of decision making structures
  • Adjustment of company structures in the customer system based on the delivered results
Results

Results

  • Structuring of a comprehensive customer databank with the correct decision makers and influencers, their respective telephone numbers and email addresses
  • Interrelationships of corporate groups could be detected
  • The respective decision making structures could be clearly and transparently documented

Benefit aspects for the customer

  • Work load relief for own resources
  • Establishment of sales potential through transparency
  • Utilization of existing profiling and documentation methodologies
  • Optimised approach to decision makers
  • Provision of a contentual detailed resubmission for establishment of further action measures and future address of accounts
  • Sustainable improvement of market transparency
  • Generation of relevant information as a basis for future sales & marketing actions
  • Sustainable Customer Relationship Management
  • Quick and easy to integrate reports
Summary

Summary

„With qualified data and an improved informa­tion flow we put our customers back on track for success.“