Sales & Marketing
Sales & Marketing
- Subscriber tracking and customer retention
- Sales & margin analysis
- Sales force performance analysis and ranking
- Web site usage analysis
- Campaign management
- CRM Integration
- 360° view of customer activity
Subscriber Tracking and Customer Retention
A Dataspace customer was unable to accurately count the number of subscribers for each of its services. Multiple systems captured the data used to track customers, vehicles, subscription service contracts, and payments. When users tried to combine data from those systems to create a consolidated picture of subscription revenue and subscription renewals, a significant number of unexplained inconsistencies emerged. These inconsistencies were at the root of three separate audit issues within the client’s corporate environment, and auditors gave IT only three months to address these concerns.
To help solve these issues, Dataspace successfully managed the demands of three concurrent, interrelated projects, delivering each ahead of schedule and under budget. The audit issues are now resolved, and company management can access subscription data it can trust.
SALES AND Margin Analysis
Profitably managing a distribution operation, in many ways, relies on basic concepts of cost accounting and an ability to calculate margin in various ways. It is important to understand margin along dimensions such as product line, sales rep, distribution center and customer. But, margin can be an elusive figure. For example, should the margin calculation account for spiffs provided by manufacturers? If so, are these allocated to specific customers? To specific sales? By what formula?
On multiple occasions Dataspace has worked with clients to build effective margin waterfall analysis systems that became cornerstones of those clients’ operations. Clients are able to understand their true profitability and the factors driving that profitability.
Sales Force Performance Analysis AND RANKING
Dataspace consultants plumbed data sources for information about the relative performance of a sales team. With this system, managers in the field and executive levels could quickly determine what was working… and what was not. Rapid access to sales performance data provided by this system swiftly led to the system’s positioning as a highly-used, key part of the client’s sales-management infrastructure.
Web Site Usage Analysis
In a classic data warehouse remediation effort, Dataspace was engaged by one of the world’s largest publishers to analyze a poorly-performing data warehouse and business intelligence system. The system read web logs to analyze usage of the company’s various subscription-based web properties. Implementation of Dataspace recommendations led to significant increases in usage by the business.
Campaign Management
Dataspace worked with a client and built cutting edge data analysis tools supporting a variety of business functions. One of these systems allowed client marketing personnel to analyze accumulated data in order to identify companies for highly-targeted marketing campaigns. This campaign-management tool quickly became a key piece of the client’s business intelligence infrastructure.
CRM Integration
Insurers frequently have data duplicated in multiple places, and confusion can ensue if these data stores are not synchronized. Dataspace consultants helped a client overcome this problem by developing technologies to link the firm’s home grown operational data store (ODS) with Salesforce.com, its customer relationship management (CRM) system. Now, updates to agent data in the ODS are automatically synchronized with the CRM system, eliminating confusion and time spent correlating data across applications.
360° VIEW OF CUSTOMER ACTIVITY
Dataspace worked with client personnel to develop models for capturing and integrating data from subscription television and print properties, subsequently providing marketing staff with a 360 degree view of customer activity.
