GoodData Case Studies Uniting Sales and Marketing With Data For the Win

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	Uniting Sales and Marketing With Data For the Win GoodData

Uniting Sales and Marketing With Data For the Win

GoodData

Technology Category	Platform as a Service (PaaS) - Data Management Platforms Analytics & Modeling - Real Time Analytics
Applicable Industries	Healthcare & Hospitals Pharmaceuticals
Applicable Functions	Sales & Marketing
Use Cases	Supply Chain Visibility Predictive Replenishment
Services	Cloud Planning, Design & Implementation Services Data Science Services
Challenge	CompareNetworks, a platform provider of an online comparative marketplace, was already leveraging GoodData to evaluate platform performance and demonstrate the value of their solution to customers. However, they identified a gap in their service. After the handoff to sales, their customers’ marketing departments were losing visibility into how their assets were performing as prospects moved through the buyer’s cycle. Without a full picture of the success of their content at all stages of the customer journey, marketers couldn’t optimize materials to meet their buyers’ and sellers’ needs. This gap presented an opportunity to deliver more value to customers, while creating an additional line of revenue for CompareNetworks. Read More
About Customer	CompareNetworks is a platform provider of an online comparative marketplace, designed to unite manufacturers in the lab, bio, pharma, dental and ophthalmology space with potential buyers. The company is very data-driven and their business model is based on introducing potential buyers to the best manufacturing partners and products on the market, via a simple, intuitive online user experience. By 2012, CompareNetworks had established a polished and effective online marketing vehicle, successfully connecting close to 1000 manufacturers with potential customers. However, they identified a gap in their service where their customers’ marketing departments were losing visibility into how their assets were performing as prospects moved through the buyer’s cycle. Read More
Solution	CompareNetworks launched imSMART, an interactive mobile tool for iPad that closes the gap between sales and marketing, delivering the most up-to-date content to sales people, while also providing automated reports to marketing that keep them up to speed on asset use. They integrated GoodData into the imSMART mobile sales enablement platform, without hiring any additional staff. The final product, with full analytics capabilities, gives sales the power to highlight their products in a more dynamic way, while providing marketing a deeper understanding of how their marketing assets are being used and shared—so they can make informed decisions around campaigns, materials and budget allocation. Read More Log in to view content
Contents

Technology Category

Platform as a Service (PaaS) - Data Management Platforms

Analytics & Modeling - Real Time Analytics

Applicable Industries

Healthcare & Hospitals

Pharmaceuticals

Applicable Functions

Sales & Marketing

Use Cases

Supply Chain Visibility

Predictive Replenishment

Services

Cloud Planning, Design & Implementation Services

Data Science Services

Challenge

CompareNetworks, a platform provider of an online comparative marketplace, was already leveraging GoodData to evaluate platform performance and demonstrate the value of their solution to customers. However, they identified a gap in their service. After the handoff to sales, their customers’ marketing departments were losing visibility into how their assets were performing as prospects moved through the buyer’s cycle. Without a full picture of the success of their content at all stages of the customer journey, marketers couldn’t optimize materials to meet their buyers’ and sellers’ needs. This gap presented an opportunity to deliver more value to customers, while creating an additional line of revenue for CompareNetworks.

About Customer

CompareNetworks is a platform provider of an online comparative marketplace, designed to unite manufacturers in the lab, bio, pharma, dental and ophthalmology space with potential buyers. The company is very data-driven and their business model is based on introducing potential buyers to the best manufacturing partners and products on the market, via a simple, intuitive online user experience. By 2012, CompareNetworks had established a polished and effective online marketing vehicle, successfully connecting close to 1000 manufacturers with potential customers. However, they identified a gap in their service where their customers’ marketing departments were losing visibility into how their assets were performing as prospects moved through the buyer’s cycle.

Solution

CompareNetworks launched imSMART, an interactive mobile tool for iPad that closes the gap between sales and marketing, delivering the most up-to-date content to sales people, while also providing automated reports to marketing that keep them up to speed on asset use. They integrated GoodData into the imSMART mobile sales enablement platform, without hiring any additional staff. The final product, with full analytics capabilities, gives sales the power to highlight their products in a more dynamic way, while providing marketing a deeper understanding of how their marketing assets are being used and shared—so they can make informed decisions around campaigns, materials and budget allocation.

Impact #1	Creation of a new line of business, and revenue
Impact #2	Customers enjoying improved marketing/sales effectiveness
Impact #3	Customers able to make data driven budgeting decisions

Impact #1

Creation of a new line of business, and revenue

Impact #2

Customers enjoying improved marketing/sales effectiveness

Impact #3

Customers able to make data driven budgeting decisions

Benefit #1	2 month self-service implementation with rapid time to value
Benefit #2	One customer reported an immediate reduction of almost 50% in printing costs

Benefit #1

2 month self-service implementation with rapid time to value

Benefit #2

One customer reported an immediate reduction of almost 50% in printing costs

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Overview

Uniting Sales and Marketing With Data For the Win

Operational Impact

Quantitative Benefit