Case Study:
Global Database's Prospecting API helps CDW achieve data-driven customer engagement and revenue growth
Company Background: CDW is a leading provider of technology products and services for business, government, and education customers. The company offers a broad array of solutions from data center infrastructure and networking to digital signage and security systems.
Customer Background:
Heather Kober, the Digital & CRM Analytics Manager at CDW, was tasked with creating data-driven products and evangelizing the use of internal and external data among sales and marketing teams to improve customer engagement and increase opportunities for cross and/or up-selling of products.
Problem:
One of the key challenges that Heather faced was a lack of comprehensive and accurate data in their internal customer database. This hindered the efforts of the sales and marketing teams to target the right customers and engage them effectively. The existing database had limited contact details and was outdated, making it difficult for the teams to identify and prioritize high-value accounts.
Solution:
To address this challenge, CDW turned to Global Database, which offers an API-based prospecting solution that enables businesses to access a global database of over 200 million businesses and contacts. Using the Prospecting API, CDW was able to enrich their internal customer database with 150,000 new contacts across 10,000 enterprise accounts.
Result:
The new data enabled the marketing teams to create over 10 new campaign plans and sales to create over 20 sales plays with the additional information. The updated database also helped the teams to identify high-value accounts more easily, which enabled them to focus their efforts on engaging and nurturing these accounts. This led to an increase in opportunities for cross and/or up-selling of products.
Moreover, the new data enabled CDW to develop a more sophisticated customer segmentation strategy, which improved the personalization and relevance of their marketing campaigns. This led to higher engagement rates and a better customer experience.
Overall, the partnership with Global Database has been a success for CDW, helping them to improve the accuracy and completeness of their internal customer database, and enabling them to develop more effective sales and marketing strategies.
