Case Study: Mobile Workspace

Improving data quality to create a more effective marketing process and qualified pipeline.

Client:

Mobile Workspaces

Services:

Managed Services, Consulting

Industry:

Digital Media, Technology

Data Integrity for Efficacy

Our client is the leader in mobile workspaces, providing virtualization, networking and cloud services creating new ways to work better. Our client’s strategic vision was to grow the business at x% over the next Y years and the leadership team decided that this could be achieved by increasing efficacy of their marketing campaigns and lead-to-opportunity conversion rates by driving the right offer to the right people at the right time. They felt they needed a clean, consistent and connected channel partner and customer and prospect information to ensure there was a holistic view of existing customer relationships across product lines. This would empower the business teams to manage robust partner, customer and prospect information in a self-service manner. To solve this challenge, Vaco created a way to pull together data from source systems including Salesforce.com, Marketo/marketing automation platforms, and custom-built customer portal.

Solutions & Results

  • Used Informatica MDM to provide clean, consistent and connected channel partner, customer and prospect data and the relationships between them for use in operational applications (SFDC, BI Reporting and Predictive Analytics).
  • Improved the quality of channel partner, enterprise, and SMB prospect data and gained a view into the total customer relationship across product lines.
  • Increased lead-to-opportunity conversion rates by 20%.
  • Experienced 50% increase in quality of data at the point of entry.
  • Reduced the rate of junk and duplicate data for prospects, existing accounts, and contacts by 50%.

Success Statistics

By increasing data quality, we reduced the amount of unqualified data and increase the lead-to-opportunity conversion rate.

0 %
Increased Conversion Rate
0 %
Increase in Data Accuracy

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