Christopher Nelson, Splunk, Sr. Director of Business Applications Brett Stineman, Salesforce.com, Director of Product Marketing

Grow Faster with the Right Data How Splunk Keeps Business Running at Full Speed

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Session Participants

Christopher Nelson Sr. Director of Business Applications

Brett Stineman Product Marketing Director

Agenda

•  Understanding the Growth Framework •  Splunk – a Growth Machine Business Case Study •  Growth Machine Best Practices •  Key Takeaways & Next Steps •  Q&A

The Best Strategy for Success? Depends on Your Course

The Four Categories of Growth

Hustling Startup Focus: Building Demand Challenges: -  Find customers -  Establish foothold in market -  Stay lean and fast

Growth Machine Focus: Keep Momentum Challenges: -  Balance growth and control -  Improve communication -  Increase productivity

Scalable Business Focus: Strategic Expansion Challenges: -  Scale efficiently -  Integrate processes/data -  Organizational siloes

Optimized Enterprise Focus: Sustainable growth Challenges: -  Manage channels/partners -  Organizational overhead -  Innovation over intertia

Christopher Nelson Splunk, Inc. Sr. Director of Business Applications

Splunk

Splunk was founded to pursue a disruptive new vision: make machine data accessible, usable and valuable to everyone. It's what we call Operational Intelligence.

§  Extended period of rapid revenue growth §  Freemium business model generates high volume leads/interest §  Dealing with leads coming in from multiple sources §  Rapidly expanding Sales Team (Size & Geography)

§  Salesforce customer since 2008

§  Data.com Prospector customer since Jigsaw

§  Data.com Clean customer since 2012

Splunk’s Journey to Clean Data

Splunk Data Pre IPO §  Multiple Data Sources

§  Duplicates & Bad Data

§  Hidden Great Data

Business Challenge: §  How do we scale with Data Challenges?

§  Can we find our Great Data Quickly? Our Data should be an Asset and not a Liability!!

A Master Data Process & Data.com

Splunk Data Principles: §  Accurate §  Complete §  Consistent §  Timeliness Data Operations: §  Data Council §  De-Dupe Strategy §  Metrics Process Data.com

Data.com Clean: §  Baseline

•  Accuracy •  Completeness •  Timeliness

§  Measure

•  Match Rate •  Completeness •  Splunk Score

Managing the State of the Data

Step #1 -Increase Match Rate Across Objects Step #2 – Analyze Data that doesn’t Match Step #3 – Manage to a Defined Quality Score

Discussion: Growth Machine Best Practices

Growth Machine Best Practices

•  Invest in a Sales Intelligence solution to clean and enrich your customer data

•  Define which customer data is the highest value; focus data quality initiatives on it

•  Ensure you have the right reports to assess and understand your growth opportunities

•  Define data flows and which system should be the customer master

•  Use workflows and process automation to manage leads and improve sales productivity

•  Define hand-off between Marketing and Sales for lead management

•  Invest in role specialization for Marketing and Sales:

–  Inside Sales –  Sales Ops –  Marketing Ops –  Marketing Campaigns

•  Bring in an experienced CRM admin to establish system and data stewardship controls

DATA PROCESS PEOPLE

Key Takeaways & Next Steps

• Download the Grow Faster with the Right Data eBook

–  bit.ly/eBookRightData

• Take this back to your workplace –  Setup a kickoff meeting with the key

stakeholders –  Decide which category you’re in –  Craft a 30-60-90 day action plan for data

+people+process –  Implement in small pilots and show

measurable wins

• Continue conversation on Twitter: #growwithdata