The Business Situation:
Large customers for an international courier and logistics company wanted to receive a single bill and wanted intelligent reports on the business relationship between them and the company.

The often unstated reasons for this request were:
1. “Hey Courier and logistics company”, … can you help us understand what  business we do with you?
2. Can you help us do better in this relationship?

What was done:
Internal business stakeholders were interviewed to gather their view of this unstated customer requirement.

Key customers were interviewed to understand what their needs were and how this data would be utilized internally by them.

The business requirements were translated into technical requirements and additional raw data was required from operational systems.

This operational data was then synched up with existing customer master data as well as billing transactional data.

This mash up enabled a consistent set of reports that were.

Business Results:
These customer facing reports enabled sales teams to replace transactional conversations with strategic ones. Access to this data and information enabled the sales teams to be true partners and not a commodity provider.

It turned out to be a great 1. win 2. win 3. win situation.
1. The first win was the customer needs were met.
2. The sales teams were able to generate additional revenue from their existing customer base, meeting bonus criteria.
3. The sales expense significantly decreased as the need to hunt for new customers decreased.

Technical Environment:
CRM System: Siebel
ERP System: SAP, Oracle, various custom systems
Database Warehouse Platform: Oracle, Teradata
Data Model: Custom
Data Cleansing: Custom rules
ETL Tools: Ascential, Custom SQL
Customer Data Integration: Custom

Contact Us to get answers to your specific Data Challenges and find out how we can help you achieve your business objectives through better data management.