Company Overview /Financial Reporting and Business Intelligence Team

Suite 417 - Innovation Center 993 Old Eagle School RoadWayne, PA 19087www.eigenx.com

Actionable Insights and Data Quality

Contents• Why actionable insights• Causes preventing actionable insights• Strategy • Actionable insights on leads • Actionable insights on customers• Define poor data quality• Data quality strategy• Approach• Data quality metrics• Tactics• Eigenx

Data Quality Improvement and Approach

Why Actionable Insights

• Actionable insight is an action salesforce does proactively and results in meaningful sales activity.

• As a salesforce admin you are responsible for:

• Managing salesforce data

• Delivering business results

• Providing more insights to your sales and marketing teams

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Changing Roles

From Admin to Consultant

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Strategy on Insights

Define the purpose of the actionable insight (ex: behavior changes, relationship losses)

1. How can we help our sales reps to win deals faster?

2. How can we proactively manage our relationships with existing customers?

3. What else can we show our sales rep to help them to increase sales?

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Causes Preventing Actionable Insights

• Not having enough data about your leads, contacts and opportunities in salesforce.

• Data duplicated and hard to measure and trust.

• Do not understand what data to capture and measure.

• Not asking the right questions to leadership teams.

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Actionable Insights on Leads

• Proactively monitor email tasks

• Follow up on your hot leads

• Track your stale leads

• Personally connect with your prospects

• Velocity through pipeline

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Actionable Insights on Accounts

• Proactively monitor contact role changes

• Identify relationship break signals

• Act on your activities on your lost accounts

• Personally connect with your contacts

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Data Quality

Poor Meaningful

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Data Quality: Strategy

Report Report

DefineDefine

MeasureMeasure Take Action.Take Action.

PreventPrevent

Data Quality: Define

• Duplicate leads

• Incomplete leads

• Inconsistent (e.g. State fields, phone numbers )

• Outdated (Not recent)

• Unconnected

• Inaccessible ( Not able to access when needed)

Incomplete Lead

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Inconsistent Leads

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Unconnected Leads

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Data Quality: Metrics

• Percentage of leads created and modified with poor data.

• Top 10 Users creating and modifying good and bad quality leads.

• Percentage of leads fixed per month on data quality by user and source.

• Top 3 and bottom 3 reasons for good and bad data quality.

• Number of training sessions conducted per month on poor quality data.

Data Quality Reports

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Sample Lead

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• Life Sciences• Consumer and Industrial

Products• Financial Services• Communications and Media• Public Sector (Federal, State

and Local)

Eigen X, LLC Overview

Service Offerings: • Business Intelligence / Analytics • CRM / Social Integration• Big Data Management • ERP / Master Data Management• PMO / Agile Project Delivery• Business Process Management• Mobility• Cloud Migration

Core Skills: • Program Management Office (PMO)• Business Intelligence • IT Strategy and Architecture• Package Software Selection and

Implementation

Our Values

A DBS companyFounded in 2009 and headquartered in the Washington, DC area, Dominion Business Solutions made an equity investment in Eigen X in 2012.

• Provide the right resources at the right time to meet our clients needs

• Flexible, responsive, and easy to engage with

• Partner with our clients to achieve their success and desired outcomes

HeadquartersPhiladelphia, PA

Industries We ServeThe Eigen X team has served clients with data challenges in nearly every business vertical. However, we have specific expertise in the following verticals:

Contact Information

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The Eigen X Leadership Team is ready to support you on your most important program and project needs. For more information, please contact:

Stanley PittmanMobile: 610-213-1192Email: spittman@eigenx.com

Buyan ThyagarajanMobile: 302-438-4097Email: buyan@eigenx.com

www.eigenx.com

Sumit PatelMobile: 267-210-9224Email: spatel@eigenx.com

Matt PettengillMobile: 570-713-5596Email: mpettengill@eigenx.com