Capitalizing on Better Customer Information to Boost Sales

• Embedded Birst within Salesforce.com to create a solution that centralized all the disparate customer information stored in various systems.
• Empowered account managers with comprehensive client profiles from anywhere by making client information accessible via mobile devices.

With its account information stored in disparate systems, our client was unable to get timely readings on the status of its commercial client accounts. Even getting the most straightforward information, such as loan balances was a clunky, cumbersome, and time-consuming process. As a result, the financial institution also had difficulty obtaining an accurate and holistic picture of its overall financial performance. Additionally, account managers using Salesforce.com lacked relevant reports and comprehensive profiles of their various clients, and therefore could not readily offer additional services such clients might need and appreciate.

Analytics8 implemented Birst and embedded it within Salesforce.com. The solution centralized all the disparate customer information that was being stored in various systems and enriched the analytics within Salesforce.com. Analytics8 also made client information accessible via mobile devices, giving account managers comprehensive client profile views from anywhere.

The company now has a holistic picture of its client portfolio performance, as well as more complete client profiles. As a result of the new implementation, enthusiasm and use of Salesforce.com has grown because it now delivers greater value. Account managers sell and cross-sell with more success because of ready access to client information on-the-go. In addition, the solution has fueled intellectual curiosity, creating a user appetite for even more analytics. Now that users have received much more valuable information in new and faster ways, they have begun to identify additional ways in which the company can analyze data, leading to a culture of wanting continuous improvement.

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