Uncovering New Prospects via Dun & Bradstreet and A Hundred Answers

Complete Innovations is a Dun & Bradstreet Alliance Network Customer. Founded in 1998, Complete Innovations, located in Markham, Ontario, Canada, is a leading global provider of mission-critical fleet, assets, and mobile workforce management solutions, to more than 6,000 customers worldwide.

We deployed D&B360 because we needed features like Look-a-Like tightly integrated with the CRM – that was our No. 1 requirement.
Brad Freeman, Manager of Business Processes and Operations, Complete Innovations

The Challenge

Complete Innovations provides fleet, asset and mobile workforce tracking and management solutions. In the last decade, the company has experienced rapid growth and, as a result, needed better tools for prospecting and lead generation to tap into new markets to:

  • Profile and enrich current customer data
  • Find new sales leads using business data including industry and revenue
  • Add new prospects directly into Microsoft Dynamics CRM with a single click, eliminating data entry errors

Complete Innovations was having difficulty generating leads for the sales team quickly and efficiently. In addition, they were also facing challenges in identifying demographic characteristics of existing customers, including their industry and company size. Accurate data is critical to customer insights.

The Solution

The company partnered with A Hundred Answers, a Dun & Bradstreet Alliance Network Partner that recommended the D&B360 for CRM solution.

With a fully integrated solution of Microsoft Dynamics CRM with D&B360, sales and marketing staff at Complete Innovations are now able to access a depth and breadth of Dun & Bradstreet data, including 99+ unique data fields, without leaving the familiar interface of Microsoft Dynamics CRM.

Two views into the D&B data are especially helpful – Full Family Tree, which shows relationships between parent companies and their subsidiaries, and Look-a-Like Prospecting. Look-a-Like Prospecting enables sales reps to use the profile of their best existing customers to build a list of prospects with similar characteristics. They can add these new, qualified prospects to their CRM with a click, avoiding data entry errors. Using some simple de-duplication routines, users can ensure there’s no record duplication, and can begin outreach to the remaining companies on the prospecting list, where there’s zero overlap with their CRM records.

The solution also provides valuable data that can support marketing and sales campaigns into new industries or sectors, such as:

  • Industry data, such as SIC codes
  • Company size and revenue
  • Financial data and credit-worthiness
  • Professional contacts, including email and phone number

With the installation of D&B360 for CRM, the Complete Innovations team will receive continuously updated D&B data, available for immediate download at the push of a button.

Results & ROI

Complete Innovations was able to combine Microsoft Dynamics CRM with D&B360 quickly and seamlessly. Their sales representatives now possess an intuitive tool that enables them to generate new leads efficiently and achieve better close rates.

In addition, the marketing team has a very clear idea of who their buying personas are, from which industries, which helps them raise ROI on their marketing spend. Going forward, the company’s manager of business processes looks forward to the many ways the company might use the enhanced platform to grow its business.

For more information on Complete Innovations please visit www.fleetcomplete.com

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