Navisite's Successful Digital Transformation with Demandbase
Technology Category
- Application Infrastructure & Middleware - Database Management & Storage
- Infrastructure as a Service (IaaS) - Cloud Databases
Applicable Industries
- Cement
- Equipment & Machinery
Applicable Functions
- Product Research & Development
- Sales & Marketing
Use Cases
- Cybersecurity
- Inventory Management
Services
- Cloud Planning, Design & Implementation Services
About The Customer
Navisite is a trusted partner for digital transformation for growing and established global brands. They offer highly specialized teams, industry solutions, business process expertise, and application services. They provide the capabilities and practical guidance customers need to modernize, build, and support more agile, resilient, and expanding businesses. Their strategic advisory and transformation services advance innovation with comprehensive cloud, enterprise application, data management, intelligent automation, and cybersecurity solutions, empowering customers to navigate change and meet new demands at any point in their journey.
The Challenge
Navisite, a provider of IT infrastructure services, faced a significant challenge when they merged four companies together. Their CRM data, which they relied on to identify prospects and target them with appropriate products, was in disarray. They had six account records for every account, numerous duplicate contacts and leads, and a mix of processes for maintaining the data. The company uses company size and industry data to identify prospects that fit their ideal customer profile (ICP) and to determine the best solution and go-to-market strategy. However, the unreliable data meant their reps were wasting hours on research and often missing the mark. The primary challenge was to clean up the data.
The Solution
Navisite chose Demandbase as their data provider. They started with a few licenses of Sales Intelligence for a handful of sales reps. Once they saw the richness of the data and its ease of use, they expanded their number of licenses and added Data Integrity, Demandbase’s automated data management solution. The first step was to clean up their CRM data. They used Data Integrity to remove all the duplicate records from their bloated database, and then to clean, refresh, and enrich the remaining data. With a smaller, cleaner database, plus additional insights from the Sales Intelligence such as intent signals and technographic data, their reps now trust the data and most use it every day. Navisite’s sales and marketing teams are now using their CRM data, cleaned and augmented by Demandbase, to fuel their funnel from top to bottom.
Operational Impact
Quantitative Benefit
Case Study missing?
Start adding your own!
Register with your work email and create a new case study profile for your business.
Related Case Studies.
Case Study
Smart Water Filtration Systems
Before working with Ayla Networks, Ozner was already using cloud connectivity to identify and solve water-filtration system malfunctions as well as to monitor filter cartridges for replacements.But, in June 2015, Ozner executives talked with Ayla about how the company might further improve its water systems with IoT technology. They liked what they heard from Ayla, but the executives needed to be sure that Ayla’s Agile IoT Platform provided the security and reliability Ozner required.
Case Study
IoT enabled Fleet Management with MindSphere
In view of growing competition, Gämmerler had a strong need to remain competitive via process optimization, reliability and gentle handling of printed products, even at highest press speeds. In addition, a digitalization initiative also included developing a key differentiation via data-driven services offers.
Case Study
Predictive Maintenance for Industrial Chillers
For global leaders in the industrial chiller manufacturing, reliability of the entire production process is of the utmost importance. Chillers are refrigeration systems that produce ice water to provide cooling for a process or industrial application. One of those leaders sought a way to respond to asset performance issues, even before they occur. The intelligence to guarantee maximum reliability of cooling devices is embedded (pre-alarming). A pre-alarming phase means that the cooling device still works, but symptoms may appear, telling manufacturers that a failure is likely to occur in the near future. Chillers who are not internet connected at that moment, provide little insight in this pre-alarming phase.
Case Study
Premium Appliance Producer Innovates with Internet of Everything
Sub-Zero faced the largest product launch in the company’s history:It wanted to launch 60 new products as scheduled while simultaneously opening a new “greenfield” production facility, yet still adhering to stringent quality requirements and manage issues from new supply-chain partners. A the same time, it wanted to increase staff productivity time and collaboration while reducing travel and costs.
Case Study
System 800xA at Indian Cement Plants
Chettinad Cement recognized that further efficiencies could be achieved in its cement manufacturing process. It looked to investing in comprehensive operational and control technologies to manage and derive productivity and energy efficiency gains from the assets on Line 2, their second plant in India.
Case Study
Integration of PLC with IoT for Bosch Rexroth
The application arises from the need to monitor and anticipate the problems of one or more machines managed by a PLC. These problems, often resulting from the accumulation over time of small discrepancies, require, when they occur, ex post technical operations maintenance.
