Market Insight Helps Fujitsu Deliver Sales Intelligence

Fujitsu is a major IT systems, services and products company in the UK and Ireland, employing more than 14,000 people (the largest Japanese employer in the region) with annual revenues of £1.8 billion. Fujitsu works with public and private sector organizations, helping to keep customers’ ICT running smoothly and safely.

The Challenge

The Fujitsu sales teams wanted a more holistic view of new customer acquisition opportunities, including cross-sell and up-sell situations. To achieve this business objective, Fujitsu needed a more complete view of each customer organization, with both data and intelligence aggregated together and displayed in an easy-to-view, consolidated format.

The Solution

To achieve a single view of the customer, Fujitsu needed data from a number of sources. Six different inputs were identified, including Fujitsu’s own data and intelligence from other information providers. To gain the most rounded view of each customer, Dun & Bradstreet business data was integrated into the data mix to deliver a complete dataset of potential customers in the United Kingdom.

How It Works

The existing customer base and associated feeds were extracted and matched using a proprietary matching process. D&B D-U-N-S Numbers were added and the data was cleansed to provide a clean base level of data. This core work took an initial six weeks to bring all the data sources together.

Results & ROI

Once the initial work was complete, the data was imported into Dun & Bradstreet’s Market Insight tool. This allowed Fujitsu to link together the disparate sources using the D&B D-U-N-S Number. The consolidated view within the Market Insight tool enabled Fujitsu’s Market Intelligence team to configure specific sales reports detailing both financial and market information.