Fleetmatics Sales & Marketing Database Manager Angie Henkel Shares her Journey to Improve Data Quality and Drive Results
On October 8, 2015, Valgen, a leader in sales applications, ISV partner of Salesforce.com and a preferred Partner of Data.com, will be sponsoring the annual Salesforce Lead Generation Breakfast in New York, NY.
This event will feature customer achievements in data quality, data completeness and enrichment to drive accurate, timely and profitable decisions.
Fleetmatics (now Verizon Connect after acquisition) – a Salesforce customer and a global leader in providing fleet management mobile web-based application solutions – will be sharing their four-year data quality journey. Henkel will be joined on-stage by Valgen President Parth Srinivasa to take the audience step-by-step through best practices on improving data quality and data-driven results for Sales and Marketing initiatives on the Salesforce stack.
“When we first started assessing our data, it became very clear that many things were broken,” said Henkel.
The impact of data quality on sales operations cannot be overlooked or underestimated. Maximizing data quality and developing superior sales processes has become critical to the success of lead generation, as sales departments rely increasingly on more accurate data.
“When we started, 66% of our leads were invalid due to poor quality: incomplete, inaccurate or invalid. We knew we had to fix the problem ASAP,” added Henkel.
With the assistance of the Salesforce platform and tools as well as Valgen data cleansing and data quality solutions, Fleetmatics was able to cleanse and effectively streamline its database, and thus improve prospecting results. While the journey took time, the end results proved to be significant, scalable and sustainable.
“By leveraging the Salesforce stack and community we have equipped ourselves with the tools to tackle our goals,” noted Henkel.
Looking forward, Fleetmatics with the help of Valgen is continuing to enhance the database with new and relevant industry data, provide continued training to sales, and ensure that the tools, applications and sales process continue to be consistent and add the requisite business value.
Digital Marketing Manager at Valgen
Blair is a digital marketing enthusiast with a marketing degree from Suffolk University in Boston, MA.