Smart Data Strategy Helps Target Ideal Customer Profile
Customer Company Size
Mid-size Company
Region
- America
Country
- United States
Product
- Dun & Bradstreet Data Cloud
- Optimizer for Salesforce
- D&B Hoovers
Tech Stack
- Salesforce
- Dun & Bradstreet Data Cloud
Implementation Scale
- Enterprise-wide Deployment
Impact Metrics
- Productivity Improvements
- Customer Satisfaction
Technology Category
- Platform as a Service (PaaS) - Data Management Platforms
- Analytics & Modeling - Predictive Analytics
Applicable Industries
- Professional Service
Applicable Functions
- Sales & Marketing
- Business Operation
Services
- Data Science Services
- System Integration
About The Customer
Credly is an innovative company at the forefront of the digital credential movement, providing a platform for businesses and educational institutions to recognize professionals, students, learners, and employees for their skills, achievements, and contributions. Their digital credential platform allows earners to gain professional recognition by sharing their badges via email and social platforms. Credly's platform adds value to issuing organizations by enhancing engagement and visibility, with social media impressions of digital badges offering significant marketing value. The company serves a diverse customer base, including organizations offering training, certification, or recognition programs.
The Challenge
Credly faced challenges in accurately identifying their Ideal Customer Profile (ICP) due to the subjective nature of manual data input in their CRM system. The sales and prospect data were prone to errors and inconsistencies, as different team members had varying perspectives on classifying industry accounts. This subjectivity led to inefficiencies and inaccuracies in targeting potential customers. Credly needed a solution to reduce subjectivity, correct inaccurate data, and fill in missing information to empower their sales team with precise targeting capabilities.
The Solution
Credly chose Dun & Bradstreet's sales and marketing solutions to address their data challenges. By accessing the Dun & Bradstreet Data Cloud through their solutions, Credly improved their ICP directly within their Salesforce instance, reducing subjectivity from human data input. They used Optimizer for Salesforce to automatically update CRM records to match Dun & Bradstreet data, and D&B Hoovers to make strategic decisions around industries and verticals. This approach allowed Credly to import matched accounts into their CRM with firmographic data, significantly improving their match rate and enabling more strategic prospecting.
Operational Impact
Quantitative Benefit
Case Study missing?
Start adding your own!
Register with your work email and create a new case study profile for your business.
Related Case Studies.
Case Study
SET Creative Ditches Google Vault for Datto Backupify
When Kienholz first started at SET, the staff was using Microsoft Outlook for email with no form of data backup. It became apparent that something needed to change as the staff was often burdened with trying to recover emails from departed employees. Kienholz transitioned the team to Google’s Gmail and implemented Google Vault for backup purposes. While SET employees quickly adjusted to Gmail, which many use for personal email, the same could not be said for Google Vault. “Unlike most Google products, Vault was not user friendly at all. It’s very hard to search for items. We never really figured out how to do a restore either,” explained Kienholz. Due to SET’s work with high-profile brands, projects often go through many rounds of revisions right down to the eleventh hour. This means that every bit of information - especially data living in project managers’ emails - is crucial to delivering clients a polished design at deadline.
Case Study
Infosys achieves a 5–7 percent effort reduction across projects
Infosys, a global leader in consulting, technology, and outsourcing solutions, was facing significant challenges in application development and maintenance due to its distributed teams, changing business priorities and the need to stay in alignment with customer needs. The company used a mix of open source, home-grown and third-party applications to support application development projects. However, challenges resulting from distributed teams using manual processes increased as the company grew. It became more and more important for Infosys to execute its projects efficiently, so they could improve quality, reduce defects and minimize delays.
Case Study
Arctic Wolf Envelops Teamworks with 24x7 Cybersecurity Protection and Comprehensive Visibility
Teamworks, a leading athlete engagement platform, faced rising cyberthreats and needed enhanced visibility into its network, servers, and laptops. With software developers connecting from all over the world, the company sought to improve its security posture and position itself for future growth. The company had a secure platform but recognized the need for a more proactive solution to identify gaps within its technology infrastructure. Data exfiltration and malicious access were top concerns, prompting the need for a comprehensive security upgrade.
Case Study
Sawback IT and Datto Save Client From a Costly Mistake
Ballistic Echo, a software development house, faced a critical challenge when human error led to the deletion of thousands of lines of unique code. This incident occurred before the code was pushed to source control, resulting in significant loss of time, revenue, and work. The previous file-level backup solution they used was slow and inefficient, making it nearly impossible to manually recreate the lost work. The need for a more reliable and efficient business continuity solution became evident to avoid such disasters in the future.
Case Study
Opal Helps Customers Shine Thanks to Datto
SP Flooring & Design Center faced a ransomware attack that encrypted and locked their files. The attack was initiated through a compromised service account set up by an outside vendor. The ransomware infection was isolated quickly, but there was a concern about the extent of the data at risk. The company had backups in place but was unsure of how much information was compromised. The situation required immediate action to prevent further damage and restore the affected data.
Case Study
Pipeline Insight Case Study: YARCDATA
YarcData faced challenges in determining the conversion rates of prospects into customers through various marketing efforts and identifying the source of its leads. They wanted to know the percentage of opportunities in the sales pipeline that came from different marketing events, web downloads, or self-sourced sales opportunities. Additionally, they needed the ability to drill down into the data to guide where to allocate more marketing dollars based on the success of previous efforts. Previously, YarcData relied heavily on spreadsheets and Salesforce.com reports, which made it difficult to extract the exact information they needed. This reliance on spreadsheets represented about 70% of their data presentation.
