Disparate databases and systems kept a Fortune 100 company from getting a consolidated view of customer activity. With different billing systems for various product lines and inconsistent identifiers for related firms, it was nearly impossible to connect the right sales people with billed revenue. Consequently, more than 1,000 sales people were compensated on self-reported results, with little verification of actual production.
Clarity developed a hierarchical view of customer data, using a Master Customer Identifier to tie information together for each customer. With a consolidated customer view, the company can now accurately track sales results, billing information, sales compensation, funnel information, and customer service records. The project achieved a first-year payback of $3,050,000, with ongoing data management savings of $139,000 annually.
Sales executives of a large telecommunications company were plagued by poor reporting. Eighteen employees were involved in developing ad-hoc reports compiled from different databases. Due to different data definitions and inconsistent reporting periods, much time was wasted reconciling the reports. As a result, users questioned the validity of the reports, which were needed for making decisions on sales force deployment, sales forecasting, product targeting, and lead generation.
After conducting a requirements study and identifying the best solution, Clarity created a new reporting environment. Executives now use real-time information, accessible through a user-friendly dashboard, to monitor results and identify opportunities. The new reporting solution recouped development and support costs in less than a year and generates annual savings of $172,800.