Market Shape
Business and Market Development
01604 642233  

Fixing Data problems

Reducing the cost and improving the quality of prospecting data is about experience as much as expertise. After 20 years and 300+ projects, we are used to dealing with ‘new’ challenges.

As an agnostic advisor, we use multiple data sources for our solutions, because no supplier has all the data and all the contacts that you need (no matter what they say). And we know which data suppliers own the data they supply (critical!), and what their ‘match rates’ really mean.

Half our projects help Consultants and Interims with the specialist data ‘grunt work’ that they need, to be able to deliver tangible improvements for their clients. The other half are with our Clients direct, to help them to fix their own challenges.

The most common Problems we solve include:
  • Identifying customers with a low ‘share of wallet’ for ‘quick wins’
  • Fixing legacy Data problems as they eat into marketing budgets.
  • Reducing the cost of buying the right new data to nearly zero
  • Integrating your data with that of a new acquisition
  • Visualising where you really are at present, and where you should be aiming for
  • Scoring prospects by ‘Best Sales Potential’ to improve targeting effectiveness
  • Using our purchasing power to build new databases more cost effectively
  • Building and deduping multi-source lists that exclude your in-house data
  • Improving balance between sales territories for better productivity
  • Delivering M&A Due Dilligence from a marketing viewpoint
  • Identify potential Share of Wallet improvements and then deliver them
  • Understanding how to reduce the ongoing cost of GDPR compliance
A B2B client gave us a Brief that required:

• A proactive lead generation approach that could be ramped up or down quickly, with minimal extra cost.
• It included no ‘Cold’ prospecting, so that every Opportunity was through an already open door, when the timing was right.
• There was a mechanism for increasing Brand Awareness
• It had the ability to identify the future development plans of individual target accounts
• It had a lower ‘Cost per Opportunity’ and a higher Conversion rate that conventional prospecting methods
We created a data-sharing alliance with a no-competing partner, that allowed both parties to have access to the right elements of each other’s data, on a permission-based approach.

By partnering on specific types of Outbound projects we were able to achieve all the elements of their brief

We got rid of their Outbound prospecting stagnation by using different resources that have lower costs and more relevance, and then created an innovative proposition. The result nearly doubled real conversion rates while giving them a minimal cost per lead.

We delivered a model that worked for each requirement, and was robust enough that we took our payment out of the incremental income the client generated.

It’s about moving the goalposts....
To develop the solutions, we have an independent forensic data Laboratory. We run an initial diagnostic to identify your opportunities for improvement, and then defines the milestones of a robust solution

But if all you need is some simple advice on using and leveraging your data over a coffee, we put that down to ‘networking’.

Data-related issues

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