Tag Archives: citrix

Dive Deep into MDM at Informatica World 2014

Informatica World Conference 2014

We are happy to announce many opportunities to add to your MDM knowledge at this year’s Informatica World Conference in Las Vegas, Nevada. The conference will run between May 13-15 and will feature many MDM sessions within the conference agenda and a pre-conference MDM Day on May 12th focused solely on MDM and PIM sessions.

May 12: MDM Day, “Driving Value from Business-Critical Information”

After the overwhelming response to our New York MDM Day in February – we are hosting a pre-conference MDM Day with a laser focus on MDM and PIM. Attendance is free when you register for the full Informatica World Conference. This Day features more than 20 sessions to choose from and provides a chance to learn from experts such as St. Jude Medical, Citrix, and Quintiles, and network with various companies that apply MDM and PIM solutions. We’ll host an “Ask the Experts” table with systems integration partners and present Informatica best practices and product roadmaps.

What: MDM Day – Driving Value from Business-Critical Information
When: Pre-Conference, May 12th, 9:00 AM – 5:00 PM
Where: Cosmopolitan Hotel, Las Vegas
How:
Sign Up Here for MDM Day (free with full conference registration)

May 13-15: 2014 Informatica World Conference – MDM Sessions

As the industry evolves, Informatica takes great effort to share our successes and bring our customers together to discuss their experiences in putting data strategies to work. This year, there will be more than a dozen sessions on MDM at the main conference, including:

  • Scaling MDM to Enterprise SizeLessons Learned from HP’s Ginormous Volume (HP)
  • Operational Insight for MDM (Zurich American Insurance)
  • Increasing Revenue and Retention in M&A (AutoTrader)
  • Using MDM to Build a Complex Solution for Dynamic Business (Thomson Reuters)
  • Two Distinct Best-in-Class MDM Implementations (McAfee-Intel Security and PwC)

Be sure to attend these and more to learn how industries from healthcare to retail are applying Informatica technologies to fit their objectives for data integration and management.

What:              Informatica World Conference
When:             May 13- 15th 2014
Where:           Cosmopolitan Hotel, Las Vegas
How:              Register Today!

Register today for the Informatica World Conference and make the most of your trip to Las Vegas with a free pre-conference MDM Day. Learn more about both events online, or contact me if you have any questions. See you in Vegas!

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Posted in Informatica World 2014, Master Data Management, Product Information Management | Tagged , , , , , | 1 Comment

Citrix Boosts Lead Conversion Rates by 20% with Better Customer Information

“If you don’t like change, you’re going to like irrelevancy a lot less.” I saw this powerful Ralph Waldo Emerson quotation in an MDM Summit presentation by Dagmar Garcia, senior manager of marketing data management at Citrix.  In this interview, Dagmar explains how Citrix is achieving a measurable impact on marketing results by improving the quality of customer information and prospect information.

improving the quality of customer information at Citrix

To  improve marketing campaign effectiveness Dagmar Garcia delivers clean, consistent and connected customer information.

Q: What is Citrix’s mission?
A: Citrix is a $2.6 billion company. We help people work and collaborate from anywhere by easily accessing enterprise applications and data from any device. More than 250,000 organizations around the globe use our solutions and we have over 10,000 partners in 100 countries who resell Citrix solutions.  

Q: What are marketing’s goals?
A: We operate in a hyper-competitive market. It’s critical to retain and expand relationships with existing enterprise and SMB customers and attract new ones. The marketing team’s goals are to boost campaign effectiveness and lead-to-opportunity conversion rates, while improving operational efficiencies.

But, it’s difficult to create meaningful customer segments and target them with relevant cross-sell and up-sell offers if marketing lacks access to clean, consistent and connected customer information  and visibility into the total customer relationship across product lines.

Q: What is your role in achieving these goals?
A:
I’ve been responsible for global marketing data management at Citrix for six years. My role is to identify, implement and maintain technical and business data management processes.I work with marketing leadership, GEO-based team members, sales operations, and operational experts to understand requirements, develop solutions and communicate results. I strive to create innovative solutions to improve the quality of master data at Citrix, including the roll-out and successful adoption of data governance and stewardship practices within Marketing and across other departments.

Q: What drove the decision to tackle inaccurate, inconsistent and disconnected customer and prospect information?
A: In 2011, the quality of customer information and prospect information was identified as the #1 problem by our sales and marketing teams. Account and contact information was incomplete, inaccurate and duplicated in our CRM system.

Another challenge was fragmented and inconsistent master account information scattered across the organization’s multiple applications.  It was difficult to know which source had the most accurate and up-to-date customer and prospect information.

To be successful, we needed a single source of the truth, one system of reference where data management best practices were centralized and consistent. This was a requirement to understand the total customer relationship across product lines. We asked ourselves:

  1. How can we improve campaign effectiveness if more than 40% of the contacts in our customer relationship management system (CRM) are inactive?
  2. How can we create meaningful customer segments for targeted cross-sell and up-sell offers when we don’t have visibility into all the products they already have?
  3. How can we improve lead to opportunity conversion rates if we have incomplete prospect data?
  4. How can we improve operational efficiencies if we have double the duplicate customer and prospect information than the industry standard?
  5. How can we maintain high data quality standards in our global operations if we lack the data quality technology and processes needed to be successful?
Customer information

Citrix is investing in a marketing data management foundation to deliver better quality customer information to operational and analytical applications.

Q: How are you managing customer and prospect information now?
A: We built a marketing data management foundation. We centralized our data management and reduced manual, error-prone and time-consuming data quality efforts. To decrease the duplicate account and contact rate, we focused on managing the quality of our data as close to the source as possible by improving data validation at points of entry.

Q: What role does Informatica play?
A: We using master data management (MDM) to:

  • pull together fragmented customer, prospect and partner information scattered across applications into one central, trusted location where it can be mastered, managed and shared on an ongoing basis,
  • organize customer, prospect and partner information so we know how companies and people are related to each other, which hierarchies and networks they belong to, including their roles and organizations, and
  • syndicate clean, consistent and connected customer, partner and product information to applications, such as CRM and data warehouses for analytics.

Q: Why did you choose Informatica?
A
:  After completing a thorough analysis of our gaps, we knew the best solution was a combination of MDM technology and a data governance process. We wanted to empower the business to manage customer information, navigate multiple hierarchies, handle exceptions and make changes with a transparent process through an easy-to-use interface.

At the same time, we did extensive industry research and learned Informatica MDM was ranked as a visionary and thought leader in the master data management solution space and could support our data governance process.

Q: Can you share some of the results you’ve achieved?
A:
Now that marketing uses clean, consistent and connected customer and prospect information and an understanding of the total customer relationship, we’ve seen a positive impact on these key metrics:

↑ 20% lead-to-opportunity conversion rates
↑ 20% operational efficiency
↑ 50% quality data at point of entry
↓ 50% in prospect accounts duplication rate
↓ 50% in creation of duplicate prospect accounts and contacts
↓ 50% in junk data rate

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Posted in Customer Acquisition & Retention, Data Governance, Master Data Management | Tagged , , , , , , , , | Leave a comment

MDM Goes Big at Informatica World 2013: Here’s What to Expect

Informatica World 2013 is right around the corner, and I’m eager to tell you about all we have planned. This year, MDM will play a prominent role, as you can see by the sheer number of MDM-related sessions presented by Informatica customers, partners, and employees.

Here are just a few highlights:

(more…)

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Gartner Points to Marketplaces as Key 2012 Trend

Recently, Gartner highlighted the top 10 technologies and trends that will be strategic for most organizations in 2012. Amongst the usual suspects of Cloud computing, social user experience, and mobile applications, App Stores and Marketplaces were highlighted for the first time. According to the report:

“Application stores by Apple and Android provide marketplaces where hundreds of thousands of applications are available to mobile users. This will grow from a consumer-only phenomena to an enterprise focus.” (more…)

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Posted in B2B, Business Impact / Benefits, CIO, Cloud Computing, Customer Acquisition & Retention, Customer Services, Customers, Data Integration, Data Integration Platform, Marketplace, Operational Efficiency, Partners | Tagged , , , , , , , , , | Leave a comment