Optimizing sales can drive breakthrough growth. In a highly-competitive technology marketplace

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1 Optimizing sales can drive breakthrough growth In a highly-competitive technology marketplace

2 Market pressures and sales inefficiencies have resulted in margin pressures, infrastructure/resource gaps, and 50% operational effectiveness Market pressures As cross-industry players emerge, consumers are more demanding and manufacturers are challenged to offer more features at lower costs in shorter timeframes. 1 The tech industry is susceptible to global economic variances as tech spending today is discretionary, versus in the past when enterprise spending dominated IBM Growth through Analytics Deloitte Outlook on Technology Percent CSOs identified areas for improvement in their sales operations 3 Recurring sales efficiencies 4 47% 51% 52% 68% Ability to performance in effectively cross-sell and up-sell Ability to assess performance in qualifying /prioritizing opportunities Of sales reps did not make quota last year Of reps time is spent on non-sales activities 3 Accenture Sales Performance Optimization Study Sirius Decisions CSO Insights ; IDC

3 New innovative approaches for sales optimization can flip the paradigm and deliver compelling ROI and breakthrough growth Optimize Sales Resources to Best Opportunity aggressively target <30% of prospects and gain 70% of total incremental revenue. Tier 3 Tier 2 Tier 1 Potential for Growth Unlikely to Change Possible Retraction Get Ahead of Competition by differentiating between best segment with 4Xs more spend potential than worst segment with 5Xs less spend potential Pinpoint Up-sell Opportunities by isolating 50% of the highest growers in best 20% of the customer segments A B C * Dun & Bradstreet 3

4 Tech companies who implement data analytics see customer acquisition, operational excellence, as the top areas to gain actionable insights 2013 Technology Industry Outlook Survey Targeted Prioritization Global Sales Resource Planning Given the resources constraints, you can organize sales channel and account / territory segmentation considering current and future opportunity profiles as you expand globally Propensity to Buy Models Develop models that identify those customers that are ripe for a emerging technologies, given their growth trajectory (i.e. cloud propensity model) Use analytics for targeted prioritization of engaged customers can lead to retention of at-risk customers and increased revenue with up-sell / crosssell opportunities 4

5 Global sales resource planning can analyze current and future potential of a region, customer or industry and increase sales productivity by 15% Geographies poised for future growth Customers poised for future growth Industries poised for future growth * Source: Aberdeen Study of D&B Customers - May

6 Firmographics In the world of rapid product development and short lifecycles, mapping business needs with propensity to buy can grow deal size by 32% Knowing that customers in segment 3 most commonly buy product A paired with D leads to precise, highly effective cross-sell actions. Clustering Product Affinity Analysis Action = Cross-sell D 1 2 Product Product Only Bought A 4 3 A B C D E 3 Transactional / Point of Sale The right message at the right time to the right contact improves close rates and increases deal size * Source: Aberdeen Study of D&B Customers - May

7 As slow growth persists, targeted prioritization of engaged customers can result in a 6-8X lift in retention and cross-sell/up-sell revenue Retention Revenue per Engaged Customer Cross-Sell & Up-sell Revenue per Engaged Customer 6X Lift 8X Lift Average At-Risk Customer Intelligently Prioritized At-Risk Customer Average Customer Intelligently Prioritized Customer 7 7 * Dun & Bradstreet 7

8 Technology Market Use Case: Account Management (Retention and Growth) Objective: Grow revenue by optimizing Indirect Sales Channels 75% Lift Top 20% >35% Spend Potential Improvement in Top Growers Model % of Top Growers in First 2 Deciles Capturing >35% of Total Spend Growth * Dun & Bradstreet

9 9 9 D&B is the recognized industry leader for groundbreaking analytics that help you not only achieve ROI but the highest likely positive outcome More than 87% of Fortune 500 companies around the world rely on D&B insight and analytics to drive precision in sales optimization and better performance A legacy of innovation for over 173 years ground-breaking, multi-dimensional predictive scores and over 50,000 predictive attributes Anticipatory signals offering built-in foresight on the future trajectory of a business months in advance The world s leading business information provider with proprietary data elements to derive unique insights