The importance of commercial data overlap analysis

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1 The importance of commercial data overlap analysis Experian and the marks used herein are service marks or registered trademarks of Experian Information Solutions, Inc. Other product and company names mentioned herein are the trademarks of their respective owners. No part of this copyrighted work may be reproduced, modified, or distributed in any form or manner without the prior written permission of Experian.

2 Introducing: Michele Stanton Experian Matt Gowen Experian

3 Agenda Questions business professionals face everyday Master Data Management (MDM) is the answer MDM insights How MDM transforms data through data integration Case studies Summary Q&A 3

Questions How many customers do I have now? After the acquisition? We just acquired a company what is the overlap of suppliers and customers.? What upsell potential do they represent?

4 Questions How many customers do I have now? After the acquisition? We just acquired a company what is the overlap of suppliers and customers.? What upsell potential do they represent? Which markets are my strongest? How do I maximize my spending capabilities? How do I find new markets? How do I manage my suppliers effectively? How do I ensure a streamlined purchasing operation? 4

5 Master Data Management Master data management is a program, not a one-time project and immediate business value can be achieved. A business-driven, phased approach to build momentum for MDM can immediately empower the business without disrupting operations. Faisal Shah 5

6 MDM is the answer Apply robust master data management techniques to: Answer questions Solve challenges Deliver expected value 6

7 Establish accurate details Why MDM? Each source file is different Manual investigation is not cost effective Streamlines and reduces errors Refines data with a repeatable process MDM provides: Data organization and cleansing Standard processing Data analysis 7

MDM insights CRM files Supplier master ERP Payment

capabilities Data enhancement services Marketing

customers and suppliers Master database Use for

8 MDM insights CRM files Supplier master ERP Payment / collections data Internal customer data Analytic capabilities Data enhancement services Marketing prospects Reporting and analytics Single view of customers and suppliers Master database Use for spend analysis, supplier analysis, and customer segmentation 8

9 A holistic approach to MDM Organize Continuity B2B Data Insights Insights Analyze Maximize 9

10 How MDM transforms data through data integration 10

Identify businesses The first step is a common ID Experian uses Business ID Number (BIN) Persistent Unique identifier Created and assigned to actively

11 Identify businesses The first step is a common ID Experian uses Business ID Number (BIN) Persistent Unique identifier Created and assigned to actively reported businesses Associated with all name / address variations Used in data aggregation Consistent Business at location Augment and cleanse data 11

Identify and analyze customer overlap Calculate total exposure for risk /

12 Data integration with MDM I have multiple databases, how do I identify my customers, suppliers and acquisitions? Identify and analyze customer overlap Calculate total exposure for risk / spend Reconcile records within multiple systems Leverage customer / supplier relationships Increase negotiating power 12

13 Data integration Step 1 Organize Cleanse Standardize Match Link to family members Single view of customer 13

14 Data integration Step 2 Analyze Create a master file Manage accounts Uncover overlap 14

15 Data integration Step 3 Maximize Identify growth opportunities Leverage existing customer relationships Decrease risk exposure Reduce inefficiencies 15

16 MDM data sources Data Firmographics Public records Scoring Trade Firmographics Public records Scoring Trade Address, phone Industry Employees, sales Liens Judgments UCC filings Bankruptcy Risk assessment Stability assessment Score factors Counts Balances Aging Trends Linkage 16

17 Data integration results Customers Single view Suppliers New accounts Customers, suppliers, acquisitions Management information reports Identify duplicates Pinpoint common customers and suppliers Improve understanding of customer value and potential risk 17

18 Case study 18

19 Case study Large financial Data cleansing and integration Multiple portfolios Acquisitions Duplicate records Aged address information 3 BINS 22% 4+ BINS 16% 2 BINS 13% Unique BINS 49% Of the records with duplicates: Over 50% of the records associated with 2+ businesses 22% of the duplicate records associated with 3 businesses 16% of the duplicate records associated with 4+ businesses BIN = Business ID Number 19

20 Summary 20

21 Completing the loop Multiple portfolios Organize: Profiling, modeling, segmentation Supplier master Master data Analyze: Customer / spend analysis Customer master Maximize: Identify opportunities and leverage relationships Acquisition reporting 21

22 Benefits Supplier Customer Acquisition Supplier reduction Patriot Act compliance diversity Dependency Negotiations Customer analysis Risk and credit mediation Intelligence for customer acquisition Balance of trade Strategy Identify opportunity area quickly Speed up the merger process Leverage data 22

23 In closing Organize De-dup customers and suppliers Add value with consistent data Analyze Make consistent, informed decisions Efficiently evaluate and plan Maximize Quickly identify areas of opportunity Increase revenue and decrease expenses 23

24 Remember Organize Analyze Maximize that s how you win the game! 24

25 Questions? 25

For additional information, please contact: Matt.Gowen@experian.

26 For additional information, please contact: Follow us on 26

27 Share your thoughts about Vision 2016! Please take the time now to give us your feedback about this session. You can complete the survey in the mobile app or request a paper survey. Select the Survey 1 button and complete 2 Select the breakout session you attended 27

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Using commercial risk and trigger data to change our approach on marketing, risk and retention strategies

Using commercial risk and trigger data to change our approach on marketing, risk and retention strategies Experian and the marks used herein are service marks or registered trademarks of Experian Information