CUSTOMER DATA IN THE ERA OF THE CLOUDA QUICK GUIDE TO DATA.COM

INTRODUCTION

At Dreamforce ‘14, Data.com announced new and exciting products that continue to push the limits of the data industry, including: enhanced customer intelligence, advanced data solutions, new mobile apps for prospecting, and a sleek, seamless user experience.

Whether you attended Dreamforce this year, or were unable to make it in person, this eBook highlights major announcements from Data.com that will continue to transform the way you use and manage data across your business.

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TABLE OF CONTENTS

A Word from GM, Andy MacMillan............................................4

CHAPTER 1: Actionable Intelligence.........................................5

CHAPTER 2: Data Optimization..................................................8

CHAPTER 3: Multi-Source Data Strategy................................11

What is Data.com?............................................................................14

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A WORD FROM ANDY MACMILLAN, GM OF DATA.COM“In today’s modern age of readily available information, the expectations of the buyer has shifted. They expect you to know what their business needs are before you engage with them either through sales, service or marketing.

We strongly believe the data industry has dramatically changed over the last few years because of the cloud and it is only going to accelerate. It’s faster access data, it’s more data, and it’s going to change the expectations of how data is delivered.

The best data is not just about knowing the data inside of your four walls - whether those four walls are an enterprise or even just an individual with their rolodex. You have to start looking outside. You have to start thinking bigger.”

Andy MacMillan, SVP and GM of Data.comData.com Keynote, Dreamforce 2014

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Chapter 1

ACTIONABLE INTELLIGENCEBuyers’ expectations are shifting. In an age of immediate solutions and readily available information, they want you to understand their business needs more than they do.

Unfortunately customer data is constantly changing, and this rapid change is difficult to capture, and manage.

As a result, modern professionals need data that doesn’t just give them the business card but actionable intelligence that can be delivered to them anywhere at anytime, from any device.

Data.com helps sales teams be more productive and close more deals. This year at Dreamforce, Data.com continued to push the limits of data innovation by revealing some of the most progressive products seen on the market.

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KNOW YOUR CUSTOMERS BETTER THAN THEY KNOW THEMSELVES

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INTRODUCING A REIMAGINED DATA.COM PROSPECTORData.com is excited to announce a reimagined Data.com Prospector, hosted on a sleek, new interface - focused on helping hunters not just target new accounts and contacts, but also provide tools to assist them with prospecting and managing accounts from qualification to close.

Account managers are often told: “Know your customers business better than they know themselves”. With the future enhancements to Data.com Prospector, sales will be able to gain incredibly deep insights into their accounts and contacts with intelligence such as: Company News, Family Tree Enhancements, Financial Summaries, Industry Insights, a Competitive Landscape and Social Buzz.

POWERFUL INSIGHTS DELIVERED INSIDE OF SALESFORCE FROM THOMSON REUTERS

The enhanced Prospector solution helps sales to ‘sell smarter’, however in some cases sales needs to go deeper. Data.com will introduce a NEW research solution that will deliver superior intelligence, as well as relevant third-party content on accounts, contacts and industries directly in Salesforce. Brought to customers via a new partnership between Thomson Reuters and Data.com, sales reps will now have access to the content relied upon by Wall Street professionals that provides additional insight around industries, financial metrics and performance, executive summaries and interviews, and much more.

ACCOUNT AND CONTACT INTELLIGENCE ACCESSED FROM ALL DEVICESWith data being generated faster than ever, business professionals are often missing timely and relevant insights about their targeted accounts. As a result, today’s professionals need to be able to access the right intelligence at the right time from any device.

Data.com is responding to this new era by delivering account and contact intelligence that can be pushed to business professionals, in real time, to their desktop, tablet, smartphone or wearable device.

ACCOUNT AND CONTACT INTELLIGENCE: ANYTIME. ANYWHERE. ON ANY DEVICE.

With Data.com’s latest enhancements, users can access relevant and personalized news, tweets and insights about their accounts and contacts right inside of the Salesforce1 mobile app.

DATA.COM GET CONTACTS FOR SALESFORCE1

With Data.com, selling doesn’t need to be constricted to the confines of your desk. With Data.com Get Contacts for Salesforce1, you can simply open up one of your accounts in the Salesforce1 mobile app and add new contacts from companies that you are targeting.

INTELLIGENCE DELIVERED TO THE MODERN PROFESSIONAL

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Chapter 2

DATA OPTIMIZATIONData duplication and data quality have long been a headache for companies trying to effectively manage their CRM.

It’s a common struggle to maintain data quality and drive the business outcomes you need around faster lead routing and scoring, better territory planning and alignment, improved reporting and analytics, and more.

How can you identify who your largest customers are, or ensure that you are providing the highest level of customer service when you cannot easily access critical business information due to incomplete and inaccurate data?

In the battle against poor data quality, Data.com wants to make sure every team using Salesforce is better armed in preventing and finding duplicates, as well as can leverage world-class business data to enhance their CRM.

90% of the data in the world today has been created in the last two years alone.

-IBM

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GET READY FOR ANALYTICS CLOUD WITH DATA.COM

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UNDERSTAND YOUR BUSINESS BETTER THAN EVERBusinesses are continually looking for an edge when it comes to how they sell, service and market to customers. They are discovering that making smarter use of complete customer data enables them to better predict trends, provide richer customer experiences, and ultimately drive higher sales and repeat customers. Salesforce’s Analytics Cloud makes this easy by giving anyone in the company answers to any question from multiple apps, databases and big data.

OPTIMIZE YOUR DATA FOR TRUSTED ANALYTICS

Analytics Cloud allows you to easily manipulate large sets of data to create actionable reports at blazing speed. However, the credibility of your analytics can only be as good as the quality and completeness of the data in your CRM.

With Data.com customers can perform data quality actions such as scheduling automated data cleansing, enrich incomplete records, refresh existing data, and identify duplicates right inside of Salesforce.

Data.com helps you build a next generation cloud data strategy by helping you better complete your existing data - so you can drive better business insights and make more informed decisions.

DATA SOLUTIONS BUILT TO ENSURE THE HIGHEST DATA QUALITY

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ANNOUNCING DATA.COM DUPLICATE MANAGEMENTWith Data.com Duplicate Management, you’ll immediately improve the quality of your CRM data with real-time duplicate alerting, reporting, and blocking in Salesforce1 mobile app and the Salesforce desktop. Alerts warn your users before creating duplicates while allowing your teams to keep moving quickly. Additionally, you can use reports to flag duplicates for later review, or use blocking to prevent duplicate records from being entered.

ENRICH AND OPTIMIZE YOUR DATA

The problem for many customers is that their CRM is riddled with duplicate records that lack the complete data needed to effectively identify and eliminate duplicates. Enriching account, lead and contact data with Data.com Premium delivers rich and valuable information about companies and contacts that help optimize the Data.com Duplicate Management solution.

PREVENT DUPLICATES FROM EVERY DEVICE

Nothing hinders the faith in reporting more than piles of duplicates in your CRM. Data.com Duplicate Management will immediately improve the quality of your CRM data and speed of your selling with real-time duplicate alerting and blocking in the Salesforce1 mobile app and Salesforce desktop.

We live in a world today where data has grown so rapidly that a single data source no longer provides a holistic view of the customer.

In order to be successful, organizations need to go beyond their four walls and consolidate multiple data points that fit their needs.

The problem is, not all data is created equal and it’s only getting bigger and more complicated. From volume to the type of data, the challenges of sourcing and managing data have often distracted organizations more than provide any value.

However with the Data.com Exchange, users no longer have to worry about the hassle of consolidating multiple data sources.

The Data.com Exchange, is a platform that sources, manages, and provides specialty data right inside of Salesforce.

By 2020, 70% of Fortune 500 companies will make decisions from a mash-up of more than 5 third-party data sources.

-IDC

Chapter 3

MULTI-SOURCE DATA STRATEGY

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ACCESS THE RIGHT DATA FOR YOUR COMPANY’S NEEDSToday Data.com delivers the foundational B2B data that all companies need to better manage and utilize their CRM. However many companies need to go deeper and enrich the Data.com foundational data with specific industry insights.

With the Data.com Exchange, you can access the data that fits your organization’s specific needs using multiple data sources, easily delivered in Salesforce.

ANNOUNCING THE DATA.COM EXCHANGE

THE WORLD’S LEADING DATA SOURCES ALL IN ONE PLACE

The Data.com Exchange’s core repository supports access and analysis of some of the world’s leading data sources, and it will only continue to grow. Some of our leading data partners include:

• ConsumerInsight by Acxiom

• Bisnode

• Harte Hanks

• Health Market Science

• S&P Capital IQ

• WealthEngine Prospect

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THE BEST BUSINESS DATA SHOWCASED IN THE BEST APPSSalesforce is the world’s leading platform allowing customers to develop apps to run their business more effectively. The challenge is that apps require the right data to drive business value, and many companies struggle with their CRM data.

With Data.com, companies can bring their data to life and leverage purpose-driven apps to optimize their business such as:

• Connections: Stop searching and start connecting with the right decision makers

• Hierarchies: Instantly build and display account hierarchies to discover whitespace

• Territories: Define, assign and optimize territories so your reps spend more time selling

• Insights: Get key insights about your customers and prospects instantly and never walk into a meeting unprepared again

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THE DATA.COM APP SHOWCASE

CUSTOMER DATA THAT YOU CAN TRUSTIf you are a Salesforce customer and want to improve the data quality of your CRM, enhance reporting capabilities and increase sales productivity, then you need Data.com. Data.com delivers premium contact and company profile information, sourced from Data.com Connect and Dun & Bradstreet (D&B), right inside of Salesforce.

The information provided in this eBook is strictly for the convenience of our customers and is for general informational purposes only. Publication by salesforce. com does not constitute an endorsement. Salesforce.com does not warrant the accuracy or completeness of any information, text, graphics, links or other items contained within this e-book. Salesforce.com does not guarantee you will achieve any specific results if you follow any advice in the e-book. It may be advisable for you to consult with a professional such as a lawyer, accountant, architect, business advisor or professional engineer to get specific advice that applies to your specific situation.

© 2014 Salesforce.com. All rights reserved.

37% 44% 29% 43%Increase in Sales

ProductivityImproved Data Completeness

More Sales Opportunities

CRM Adoption

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