Primary Capital Mortgage Maximizes Revenue with ThoughtSpot
Customer Company Size
Mid-size Company
Region
- America
Country
- United States
Product
- ThoughtSpot
Tech Stack
- SQL
- MySQL
- ADP
Implementation Scale
- Enterprise-wide Deployment
Impact Metrics
- Productivity Improvements
- Customer Satisfaction
- Revenue Growth
Technology Category
- Analytics & Modeling - Real Time Analytics
- Application Infrastructure & Middleware - Data Exchange & Integration
Applicable Industries
- Finance & Insurance
Applicable Functions
- Sales & Marketing
- Business Operation
Services
- Data Science Services
- System Integration
About The Customer
Primary Capital Mortgage (PCM) is a residential mortgage lender offering home loans across the United States. The company’s mission is to deliver an outstanding client experience while building the most innovative, respected, and operationally efficient mortgage servicer in America. PCM employs 170 people and operates in the financial services industry, focusing on sales, underwriting, and operations. The company funds approximately 1 billion dollars in annual loans, highlighting its significant presence in the mortgage lending market. PCM is committed to leveraging technology to enhance its service delivery and operational efficiency, aiming to provide a seamless experience for its clients.
The Challenge
At PCM, account executives manage 60-120 new loans per month. Getting visibility to the status of those loans at the individual account exec. level all the way up to the leadership team is critical to the success of the company. PCM had a vast amount of complex data about their mortgage services stored in a data warehouse that could only be accessed by a technical IT team. As a result, PCM’s 20 account executives had to spend 2-3 hours a day just to get daily updates on the status of the outstanding mortgages they manage. Additionally, they lacked a holistic view of each customer, and were missing out on opportunities to acquire new customers or provide additional products and services to existing ones. Even doing something as simple as reporting on daily KPIs for the CEO was a challenge.
The Solution
Primary Capital is using ThoughtSpot to give employees direct access to search and build reports and charts across their company data in seconds. ThoughtSpot combines data from multiple sources to give the reps a seamless search experience. Now an account executive can get up-to-date information about a customer’s outstanding mortgage details and see a complete 360-degree view of a customer’s product portfolio. Even better, they can drill down into the underlying data to uncover opportunities to cross-sell and upsell to a partner, or to identify trends and show service metrics to earn new business with new partners. All of this is enabled without taxing IT resources, and saves the reps countless hours of wasted time. Going forward, ThoughtSpot will become the executive dashboard for the entire company, giving the C-suite the ability to access KPIs instantly and interact with the data directly.
Operational Impact
Quantitative Benefit
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