Category Archives: Cloud Computing
An increasing number of companies around the world moving to cloud-first or hybrid architectures for new systems to process their data for new analytics applications. In addition to adding new data source from SaaS (Software as a Service) applications to their data pipelines, they are hosting some or all of their data storage, processing and analytics in IaaS (Infrastructure as a Service) public hosted environments to augment on-premise systems. In order to enable our customers to take advantage of the benefits of IaaS options, Informatica is embracing this computing model.
As announced today, Informatica now fully supports running the traditionally on-premise Informatica PowerCenter, Big Data Edition (BDE), Data Quality and Data Exchange on Amazon Web Services (AWS) Elastic Compute (EC2). This provides customers with added flexibility, agility and time-to-production by enabling a new deployment option for running Informatica software.
Existing and new Informatica customers can now choose to develop and/or deploy data integration, quality and data exchange in AWS EC2 just as they would on on-premise servers. There is no need for any special licensing as Informatica’s standard product licensing now covers deployment on AWS EC2 on the same operating systems as on-premise. BDE on AWS EC2 supports the same versions of Cloudera and Hortonworks Hadoop that are supported on-premise.
Customers can install these Informatica products on AWS EC2 instances just as they would on servers running on an on-premise infrastructure. The same award winning Informatica Global Customer Service that thousands of Informatica customers use is now available on call and standing by to help with success on AWS EC2. Informatica Professional Services is also available to assist customers running these products on AWS EC2 as they are for on-premise system configurations.
Informatica customers can accelerate their time to production or experimentation with the added flexibility of installing Informatica products on AWS EC2 without having to wait for new servers to arrive. There is the flexibility to develop in the cloud and deploy production systems on-premise or develop on-premise and deploy production systems in AWS. Cloud-first companies can keep it all in the cloud by both developing and going into production on AWS EC2.
Customers can also benefit from the lower up-front costs, maintenance costs and pay-as-you-go infrastructure pricing of AWS. Instead of having to pay upfront for servers and managing them in an on-premise data center, customers can use virtual servers in AWS to run Informatica products on. Customers can use existing Informatica licenses or purchase them in the standard way from Informatica for use on top of AWS EC2.
Combined with the ease of use of Informatica Cloud, Informatica now offers customers looking for hybrid and cloud solutions even more options.
Read the press release including supporting quotes from AWS and Informatica customer ProQuest, here.
A lot of my time is spent discussing enterprise and end user value of software solutions. Increasingly over the last few years the solution focus has moved from being first about specific application and business processes to being data centric. People start with thinking and asking about what data that is collected, displayed, manipulated and automated instead of what is the task (e.g. we need to better understand how our customers make buying decisions instead of we need to streamline our account managers daily tasks). I have been working on a mental model for how to think about these different types of solutions and one that would give me a better framework when discussing product, technical and marketing topics with clients or friends in the industry.
I came up with the following framework as a 2×2 matrix that uses two main axis to define the perceived value of data centric solutions. These are the Volume & Complexity of Data Integration and the Completeness & Flexibility of Data Analytics.
The reason for these definitions is that one very real change is that most clients that I work with are constantly dealing with distributed applications and business processes which means having to figure out how to bring that data together either in a new solution or in a analytics solution that can work across the various data sets. There is no single right answer to these issues but there are very real patterns of how different companies and solutions approach the underlying issue of growing distributed data inside and outside the control of the company.
1. Personal Productivity. These are solutions that collect and present data mostly for individual use, team data sharing and organization. They tend to be single task oriented and provide data reporting functions.
2. Business Productivity. These solutions usually span multiple data sources and are focused on either decision support, communication or collaboration.
3. Business Criticality. Theses solutions provide new value or capabilities to an organization by adding advanced data analytics that provided automated response or secondary views across distributed data sources.
4. Life Criticality. These solutions are a special subset which are aimed at either individual, group or social impact solutions. Traditionally these have been very proprietary and closed systems. The main trend in data-centric solutions is coming from more government and business data being exposed which can be integrated into new solutions that we just never could even do previously let alone think up. I do not even have a good example of a real one yet, but I see it as the higher level solution that evolves as at the juncture of real-time data meets analytics and distributed data sets.
Some examples of current solutions as I would map them on the perceived value of data centric solutions framework. Some of these are well known and others you probably have never heard. Many of these new solutions were not easy to create without technology that provides easier access to data from distributed resources or compute power for supporting decision support.
What I really like about this value framework is that it allows us to get beyond all the buzzwords of IoT, BigData, etc and focus on the real needs and solutions that are needed and that cross over these technical or singular topics but on their own are not actual high value business solutions. Feedback welcome.
Last week I had the opportunity to attend the Data Mania industry event hosted by Informatica. The afternoon event was a nice mix of industry panels with technical and business speakers from companies that included Amazon, Birst, AppDynamics, SalesForce, Marketo, Tableau, Adobe, Informatica, Birst, Dun & Bradstreet and several others.
A main theme of the event that came through with so many small, medium and large SaaS vendors was that everyone is increasingly dependent on being able to integrate data from other solutions and platforms. The second part of this was that customers increasingly expect the data integration requirements to work under the covers so they can focus on the higher level business solutions.
I really thought the four companies presented by Informatica as the winners of their Connect-a-Thon contest were the highlight. Each of these solutions was built by a company and highlighted some great aspects of data integration.
Databricks provides a cloud platform for big data processing. The solution leverages Apache Spark, which is an open source engine for big data processing that has seen a lot of adoption. Spark is the engine for the Databricks Cloud which then adds several enterprise features for visualization, large scale Spark cluster management, workflow and integration with third party applications. Having a big data solution means bringing data in from a lot of SaaS and on premise sources so Databricks built a connector to Informatica Cloud to make it easier to load data into the Databricks Cloud. Again, it’s a great example the ecosystem where higher level solutions can leverage 3rd party.
Thoughspot provides a search based BI solution. The general idea is that a search based interface provides a tool that a much broader group of users can use with little training to access to the power of enterprise business intelligence tools. It reminds me of some other solutions that fall into the enterprise 2.0 area and do everything from expert location to finding structured and unstructured data more easily. They wrote a nice blog post explaining why they built the ThoughtSpot Connector for Informatica Cloud. The main reason they are using Informatica to handle the data integration so they can focus on their own solution, which is the end user facing BI tools. It’s the example of SaaS providers choosing to either roll their own data integration or leveraging other providers as part of their solution.
BigML provides some very interesting machine learning solutions. The simple summary would be they are trying to create beautiful visualization and predicative modeling tools. The solution greatly simplifies the process of model iteration and visualizing models. Their gallery of models has several very good examples. Again, in this case BigML built a connector to Informatica Cloud for the SaaS and on premise integration and also in conjunction with the existing BigML REST API. BigML wrote a great blog post on their connector that goes into more details.
FollowAnalytics had one of the more interesting demonstrations because it was a very different solution than the other three solutions. They have a mobile marketing platform that is used to drive end user engagement and measure that engagement. They also uploaded their Data Mania integration demo here. They mostly are leveraging the data integration to provide access to important data sources that can help drive customer engagement in their platform. Given their end users are more marketing or business analysts they just expect to be able to easily get the data they want and need to drive marketing analysis and engagement.
My takeaway from talking to many of the SaaS vendors was that there is a lot of interest being able to leverage higher level infrastructure, platform and middleware services as they mature to meet the real needs of SaaS vendors so that they can focus on their own solutions. The ecosystem might be more ready in a lot of cases than what is available.
EpicMix is a website, data integration solution and web application that provides a great example of how companies can provide more value to their customers when they think about data-ready architecture. In this case the company is Vail Resorts and it is great to look at this as an IoT case study since the solution has been in use since 2010.
The basics of EpicMix
* RFID technology embedded into lift tickets provide the ability to collect data for anyone using one at any Vail managed. Vail realized they had all these lift tickets being worn and there was an opportunity to use them to collect data that could enhance the experience of their guests. It also is a very clever way to collect data on skiers to help drive segmentation and marketing decisions.
* EpicMix just works. If any guest wants to take advantage all they have to do is register on the website or download the mobile app for their Android or iOS smart phone and register. Having a low bar to use is important to getting people to try out the app and even if people do not use the EpicMix website or app Vail is still able to leverage the data they are generating to better understand what people do on the mountain. (Vail has a detailed information policy and opt out policy)
* Value added features beyond data visibility. What makes the solution more interesting are the features that go beyond just tracking skiing performance. These include private messaging between guests while on the mountain, sharing photos with friends, integration to personal social media accounts and the ability for people to earn badges and participate in challenges. These go beyond the generation one solution that would just track performance and nothing else.
This is the type of solution that qualifies as a IoT Personal Productivity solution and a Business Productivity solution.
- For the skier it provides information on their activity, communication and sharing information on social media.
- For Vail it allows them to better understand their guests, better communicate and offer their guests additional services and benefits and also how to use their resources or deploy their employees.
The EpicMix solution was made possible by taking advantage of data that was not being collected and then making it useful to users (skiers & guests). Having used EpicMix and similar performance tracking solutions the added communication and collaboration features are what sets it apart and the ease of use in getting started make it a great example of how fresh data can come from anywhere.
In the future it is easy to imagine features being added that streamlined ordering services for users (table reservation at the restaurant for Apre-ski) or Vail leveraging the data to make business decisions to provide more real time offers to guests on the mountain or frequent visitors on their next visit. And maybe we will see some of the new ski oriented wearables like XON bindings be integrated to solutions like EpicMix so it is possible to get even more data without having to have a second smart phone application.
Information for this post comes from Mapleton Hill Media and Vail Resorts
Informatica’s Redshift connector is a state-of-the-art Bulk-Load type connector which allows users to perform all CRUD operations on Amazon Redshift. It makes use of AWS best practices to load data at high throughput in a safe and secure manner and is available on Informatica Cloud and PowerCenter.
Today we are excited to announce the support of Amazon’s newly launched custom JDBC and ODBC drivers for Redshift. Both the drivers are certified for Linux and Windows environments.
Informatica’s Redshift connector will package the JDBC 4.1 driver which further enhances our meta-data fetch capabilities for tables and views in Redshift. That improves our overall design-time responsiveness by over 25%. It also allows us to query multiple tables/views and retrieve the result-set using primary and foreign key relationships.
Amazon’s ODBC driver enhances our FULL Push Down Optimization capabilities on Redshift. Some of the key differentiating factors are support for the SYSDATE variable, functions such as ADD_TO_DATE(), ASCII(), CONCAT(), LENGTH(), TO_DATE(), VARIANCE() etc. which weren’t possible before.
Amazon’s ODBC driver is not pre-packaged but can be directly downloaded from Amazon’s S3 store.
Once installed, the user can change the default ODBC System DSN in ODBC Data Source Administrator.
Strata 2015 – Making Data Work for Everyone with Cloud Integration, Cloud Data Management and Cloud Machine Learning
Are you ready to answer “Yes” to the questions:
a) “Are you Cloud Ready?”
b) “Are you Machine Learning Ready?”
I meet with hundreds of Informatica Cloud customers and prospects every year. While they are investing in Cloud, and seeing the benefits, they also know that there is more innovation out there. They’re asking me, what’s next for Cloud? And specifically, what’s next for Informatica in regards to Cloud Data Integration and Cloud Data Management? I’ll share more about my response throughout this blog post.
The spotlight will be on Big Data and Cloud at the Strata + Hadoop World conference taking place in Silicon Valley from February 17-20 with the theme “Make Data Work”. I want to focus this blog post on two topics related to making data work and business insights:
- How existing cloud technologies, innovations and partnerships can help you get ready for the new era in cloud analytics.
- How you can make data work in new and advanced ways for every user in your company.
Today, Informatica is announcing the availability of its Cloud Integration Secure Agent on Microsoft Azure and Linux Virtual Machines as well as an Informatica Cloud Connector for Microsoft Azure Storage. Users of Azure data services such as Azure HDInsight, Azure Machine Learning and Azure Data Factory can make their data work with access to the broadest set of data sources including on-premises applications, databases, cloud applications and social data. Read more from Microsoft about their news at Strata, including their relationship with Informatica, here.
“Informatica, a leader in data integration, provides a key solution with its Cloud Integration Secure Agent on Azure,” said Joseph Sirosh, Corporate Vice President, Machine Learning, Microsoft. “Today’s companies are looking to gain a competitive advantage by deriving key business insights from their largest and most complex data sets. With this collaboration, Microsoft Azure and Informatica Cloud provide a comprehensive portfolio of data services that deliver a broad set of advanced cloud analytics use cases for businesses in every industry.”
Even more exciting is how quickly any user can deploy a broad spectrum of data services for cloud analytics projects. The fully-managed cloud service for building predictive analytics solutions from Azure and the wizard-based, self-service cloud integration and data management user experience of Informatica Cloud helps overcome the challenges most users have in making their data work effectively and efficiently for analytics use cases.
The new solution enables companies to bring in data from multiple sources for use in Azure data services including Azure HDInsight, Azure Machine Learning, Azure Data Factory and others – for advanced analytics.
The broad availability of Azure data services, and Azure Machine Learning in particular, is a game changer for startups and large enterprises. Startups can now access cloud-based advanced analytics with minimal cost and complexity and large businesses can use scalable cloud analytics and machine learning models to generate faster and more accurate insights from their Big Data sources.
Success in using machine learning requires not only great analytics models, but also an end-to-end cloud integration and data management capability that brings in a wide breadth of data sources, ensures that data quality and data views match the requirements for machine learning modeling, and an ease of use that facilitates speed of iteration while providing high-performance and scalable data processing.
For example, the Informatica Cloud solution on Azure is designed to deliver on these critical requirements in a complementary approach and support advanced analytics and machine learning use cases that provide customers with key business insights from their largest and most complex data sets.
Using the Informatica Cloud solution on Azure connector with Informatica Cloud Data Integration enables optimized read-write capabilities for data to blobs in Azure Storage. Customers can use Azure Storage objects as sources, lookups, and targets in data synchronization tasks and advanced mapping configuration tasks for efficient data management using Informatica’s industry leading cloud integration solution.
As Informatica fulfills the promise of “making great data ready to use” to our 5,500 customers globally, we continue to form strategic partnerships and develop next-generation solutions to stay one step ahead of the market with our Cloud offerings.
My goal in 2015 is to help each of our customers say that they are Cloud Ready! And collaborating with solutions such as Azure ensures that our joint customers are also Machine Learning Ready!
To learn more, try our free Informatica Cloud trial for Microsoft Azure data services.
It’s no secret that the explosion of software-as-a-service (SaaS) apps has revolutionized the way businesses operate. From humble beginnings, the titans of SaaS today include companies such as Salesforce.com, NetSuite, Marketo, and Workday that have gone public and attained multi-billion dollar valuations. The success of these SaaS leaders has had a domino effect in adjacent areas of the cloud – infrastructure, databases, and analytics.
Amazon Web Services (AWS), which originally had only six services in 2006 with the launch of Amazon EC2, now has over 30 ranging from storage, relational databases, data warehousing, Big Data, and more. Salesforce.com’s Wave platform, Tableau Software, and Qlik have made great advances in the cloud analytics arena, to give better visibility to line-of-business users. And as SaaS applications embrace new software design paradigms that extend their functionality, application performance monitoring (APM) analytics has emerged as a specialized field from vendors such as New Relic and AppDynamics.
So, how exactly did the growth of SaaS contribute to these adjacent sectors taking off?
The growth of SaaS coincided with the growth of powerful smartphones and tablets. Seeing this form factor as important to the end user, SaaS companies rushed to produce mobile apps that offered core functionality on their mobile device. Measuring adoption of these mobile apps was necessary to ensure that future releases met all the needs of the end user. Mobile apps contain a ton of information such as app responsiveness, features utilized, and data consumed. As always, there were several types of users, with some preferring a laptop form factor over a smartphone or tablet. With the ever increasing number of data points to measure within a SaaS app, the area of application performance monitoring analytics really took off.
Simultaneously, the growth of the SaaS titans cemented their reputation as not just applications for a certain line-of-business, but into full-fledged platforms. This growth emboldened a number of SaaS startups to develop apps that solved specialized or even vertical business problems in healthcare, warranty-and-repair, quote-to-cash, and banking. To get started quickly and scale rapidly, these startups leveraged AWS and its plethora of services.
The final sector that has taken off thanks to the growth of SaaS is the area of cloud analytics. SaaS grew by leaps and bounds because of its ease of use, and rapid deployment that could be achieved by business users. Cloud analytics aims to provide the same ease of use for business users when providing deep insights into data in an interactive manner.
In all these different sectors, what’s common is the fact that SaaS growth has created an uptick in the volume of data and the technologies that serve to make it easier to understand. During Informatica’s Data Mania event (March 4th, San Francisco) you’ll find several esteemed executives from Salesforce, Amazon, Adobe, Microsoft, Dun & Bradstreet, Qlik, Marketo, and AppDynamics talk about the importance of data in the world of SaaS.
A lot of the trends we are seeing in enterprise integration today are being driven by the adoption of cloud based technologies from IaaS, PaaS and SaaS. I just was reading this story about a recent survey on cloud adoption and thought that a lot of this sounds very similar to things that we have seen before in enterprise IT.
Why discuss this? What can we learn? A couple of competing quotes come to mind.
Those who forget the past are bound to repeat it. – Edmund Burke
We are doomed to repeat the past no matter what. – Kurt Vonnegut
While every enterprise has to deal with their own complexities there are several past technology adoption patterns that can be used to drive discussion and compare today’s issues in order to drive decisions in how a company designs and deploys their current enterprise cloud architecture. Flexibility in design should be a key goal in addition to satisfying current business and technical requirements. So, what are the big patterns we have seen in the last 25 years that have shaped the cloud integration discussion?
1. 90s: Migration and replacement at the solution or application level. A big trend of the 90s was replacing older home grown systems or main frame based solutions with new packaged software solutions. SAP really started a lot of this with ERP and then we saw the rise of additional solutions for CRM, SCM, HRM, etc.
This kept a lot of people that do data integration very busy. From my point of view this era was very focused on replacement of technologies and this drove a lot of focus on data migration. While there were some scenarios around data integration to leave solutions in place these tended to be more in the area of systems that required transactional integrity and high level of messaging or back office solutions. On the classic front office solutions enterprises in large numbers did rip & replace and migration to new solutions.
2. 00s: Embrace and extend existing solutions with web applications. The rise of the Internet Browser combined with a popular and powerful standard programming language in Java shaped and drove enterprise integration in this time period. In addition, due to many of the mistakes and issues that IT groups had in the 90s there appeared to be a very strong drive to extend existing investments and not do rip and replace. IT and businesses were trying to figure out how to add new solutions to what they had in place. A lot of enterprise integration, service bus and what we consider as classic application development and deployment solutions came to market and were put in place.
3. 00s: Adoption of new web application based packaged solutions. A big part of this trend was driven by .Net & Java becoming more or less the de-facto desired language of enterprise IT. Software vendors not on these platforms were for the most part forced to re-platform or lose customers. New software vendors in many ways had an advantage because enterprises were already looking at large data migration to upgrade the solutions they had in place. In either case IT shops were looking to be either a .Net or Java shop and it caused a lot of churn.
4. 00s: First generation cloud applications and platforms. The first adoption of cloud applications and platforms were driven by projects and specific company needs. From Salesforce.com being used just for sales management before it became a platform to Amazon being used as just a run-time to develop and deploy applications before it became a full scale platform and an every growing list of examples as every vendor wants to be the cloud platform of choice. The integration needs originally were often on the light side because so many enterprises treated it as an experiment at first or a one off for a specific set of users. This has changed a lot in the last 10 years as many companies repeated their on premise silo of data problems in the cloud as they usage went from one cloud app to 2, 5, +10, etc. In fact, if you strip away where a solution happens to be deployed (on prem or cloud) the reality is that if an enterprise had previously had a poorly planned on premise architecture and solution portfolio they probably have just as poorly planned cloud architecture solution and portfolio. Adding them together just leads to disjoint solutions that are hard to integrate, hard to maintain and hard to evolve. In other words the opposite of the being flexible goal.
5. 10s: Consolidation of technology and battle of the cloud platforms. It appears we are just getting started in the next great market consolidation and every enterprise IT group is going to need to decide their own criteria for how they balance current and future investments. Today we have Salesforce, Amazon, Google, Apple, SAP and a few others. In 10 years some of these will either not exist as they do today or be marginalized. No one can say which ones for sure and this is why prioritizing flexibility in terms or architecture for cloud adoption.
For me the main take aways from the past 25 years of technology adoption trends for anyone that thinks about enterprise and data integration would be the following.
a) It’s all starts and ends with data. Yes, applications, process, and people are important but it’s about the data.
b) Coarse grain and loosely coupled approaches to integration are the most flexible. (e.g. avoid point to point at all costs)
c) Design with the knowledge of what data is critical and what data might or should be accessible or movable
d) Identify data and applications that might have to stay where it is no matter what.(e.g. the main frame is never dying)
e) Make sure your integration and application groups have access to or include someone that understand security. While a lot of integration developers think they understand security it’s usually after the fact that you find out they really do not.
So, it’s possible to shape your cloud adoption and architecture future by at least understanding how past technology and solution adoption has shaped the present. For me it is important to remember it is all about the data and prioritizing flexibility as a technology requirement at least at the same level as features and functions. Good luck.
In 2014, Informatica Cloud focused a great deal of attention on the needs and challenges of the citizen integrator. These are the critical business users at the core of every company: The customer-facing sales rep at the front, as well as the tireless admin at the back. We all know and rely on these men and women. And up until very recently, they’ve been almost entirely reliant on IT for the integration tasks and processes needed to be successful at their jobs.
A lot of that has changed over the last year or so. In a succession of releases, we provided these business users with the tools to take matters into their hands. And with the assistance of key ecosystem partners, such as Salesforce, SAP, Amazon, Workday, NetSuite and the hundreds of application developers that orbit them, we’ve made great progress toward giving business users the self-sufficiency they need, and demand. But, beyond giving these users the tools to integrate and connect with their apps and information at will, what we’ve really done is give them the ability to focus their attention and efforts on their most valuable customers. By doing so, we have got to core of the real purpose and importance of the whole cloud project or enterprise: The customer relationship.
In a recent Fortune interview, Salesforce CEO and cloud evangelist Marc Benioff echoed that idea when he stated that “The CEO is now in charge of the customer relationship.” What he meant by that is companies now have the ability to tie all aspects of their marketing – website, customer service, email marketing, social, sales, etc. – into “one canonical file” with all the respective customer information. By organizing the enterprise around the customer this way, the company can then pivot all of their efforts toward the customer relationship, which is what is required if a business is going to have and sustain success as we move through the 2010s and beyond.
We are in complete agreement with Marc and think it wouldn’t be too much of a stretch to declare 2015 as the year of the customer relationship. In fact, helping companies and business users focus their attention toward the customer has been a core focus of ours for some time. For an example, you don’t have to look much further than the latest iteration of our real-time application integration capability.
In a short video demo that I recommend to everyone, my colleague Eric does a fantastic job of walking users through the real-time features available through the Informatica Cloud platform.
As the demo demonstrates, the real-time features let you build a workflow process application that interacts with data from cloud and on-premise sources right from the Salesforce user interface (UI). It’s quick and easy, thus allowing you to devote more time to your customers and less time on “plumbing.”
The workflows themselves are created with the help of a drag-and-drop process designer that enables the user to quickly create a new process and configure the parameters, inputs and outputs, and decision steps with the click of a few buttons.
Once the process guide is created, it displays as a window embedded right in the Salesforce UI. So if, for example, you’ve created an opportunity-to-order guide, you can follow a wizard-driven process that walks your users from new opportunity creation through to the order confirmation, and everything in between.
As users move through the process, they can interact in real time with data from any on-premise or cloud-based source they choose. In the example from the video, the user, Eric, chooses a likely prospect from a list of company contacts, and with a few keystrokes creates a new opportunity in Salesforce. In a further demonstration of the real-time capability, Eric performs a NetSuite query, logs a client call, escalates a case to customer service, pulls the latest price book information from an Oracle database, builds out the opportunity items, creates the order in SAP, and syncs it all back to Salesforce, all without leaving the wizard interface.
The capabilities available via Informatica Cloud’s application integration are a gigantic leap forward for business users and an evolutionary step toward pivoting the enterprise toward the customer. As 2015 takes hold we will see this become increasingly important as companies continue to invest in the cloud. This is especially true for those cloud applications, like the Salesforce Analytics, Marketing and Sales Clouds, that need immediate access to the latest and most reliable customer data to make them all work — and truly establish you as the CEO in charge of customer relationships.
The technology you use in your business can either help or hinder your business objectives.
In the past, slow and manual processes had an inhibiting effect on customer services and sales interactions, thus dragging down the bottom line.
Now, with cloud technology and customers interacting at record speeds, companies expect greater returns from each business outcome. What do I mean when I say business outcome?
Well according to Bluewolf’s State of Salesforce Report, you can split these into four categories: acquisition, expansion, retention and cost reduction.
With the right technology and planning, a business can speedily acquire more customers, expand to new markets, increase customer retention and ensure they are doing all of this efficiently and cost effectively. But what happens when the data or the way you’re interacting with these technologies grow unchecked, and/or becomes corrupted and unreliable.
With data being the new fuel for decision-making, you need to make sure it’s clean, safe and reliable.
With clean data, Salesforce customers, in the above-referenced Bluewolf survey, reported efficiency and productivity gains (66%), improved customer experience (34%), revenue growth (32%) and cost reduction (21%) in 2014.
It’s been said that it costs a business 10X more to acquire new customers than it does to retain existing ones. But, despite the additional cost, real continued growth requires the acquisition of new customers.
Gaining new customers, however, requires a great sales team who knows what and to whom they’re selling. With Salesforce, you have that information at your fingertips, and the chance to let your sales team be as good as they can possibly be.
And this is where having good data fits in and becomes critically important. Because, well, you can have great technology, but it’s only going to be as good as the data you’re feeding it.
The same “garbage in, garbage out” maxim holds true for practically any data-driven or –reliant business process or outcome, whether it’s attracting new customers or building a brand. And with the Salesforce Sales Cloud and Marketing Cloud you have the technology to both attract new customers and build great brands, but if you’re feeding your Clouds with inconsistent and fragmented data, you can’t trust that you’ve made the right investments or decisions in the right places.
The combination of good data and technology can help to answer so many of your critical business questions. How do I target my audience without knowledge of previous successes? What does my ideal customer look like? What did they buy? Why did they buy it?
For better or worse, but mainly better, answering those questions with just your intuition and/or experience is pretty much out of the question. Without the tool to look at, for example, past campaigns and sales, and combining this view to see who your real market is, you’ll never be fully effective.
The same is true for sales. Without the right Leads, and the ability to interact with these Leads effectively, i.e., having the right contact details, company, knowing there’s only one version of that record, can make the discovery process a long and painful one.
But customer acquisition isn’t the only place where data plays a vital role.
When expanding to new markets or upselling and cross selling to existing customers, it’s the data you collect and report on that will help inform where you should focus your efforts.
Knowing what existing relationships you can leverage can make the difference between proactively offering solutions to your customers and losing them to a competitor. With Salesforce’s Analytics Cloud, this visibility that used to take weeks and months to view can now be put together in a matter of minutes. But how do you make strategic decisions on what market to tap into or what relationships to leverage, if you can only see one or two regions? What if you could truly visualize how you interact with your customers? Or see beyond the hairball of interconnected business hierarchies and interactions to know definitively what subsidiary, household or distributor has what? Seeing the connections you have with your customers can help uncover the white space that you could tap into.
Naturally this entire process means nothing if you’re not actually retaining these customers. Again, this is another area that is fuelled by data. Knowing who your customers are, what issues they’re having and what they could want next could help ensure you are always providing your customer with the ultimate experience.
Last, but by no means least, there is cost reduction. Only by ensuring that all of this data is clean — and continuously cleansed — and your Cloud technologies are being fully utilized, can you then help ensure the maximum return on your Cloud investment.
Learn more about how Informatica Cloud can help you maximize your business outcomes through ensuring your data is trusted in the Cloud.