Case Study: Dark Data Extraction
A global telecoms service provider was experiencing issues with an inconsistent pricing strategy across multiple geo-locations. Specifically, executive management discovered that customers were purchasing plans through the company’s branches in countries that offered cheaper price points.
The organization needed to understand global pricing in order to develop a cohesive strategy but the majority of documentation lived in sales reps’ PDFs or Excel spreadsheets that did not get logged into their CRM system. The result was significant amounts of dark data – unstructured, untagged and untapped data that is found in data repositories and has not been analyzed or processed for impactful business decisions.
To counter this problem, SalesHero was enlisted to extract structured and unstructured data related to pricing information across multiple silos and import it into their CRM system.
The company now has a cohesive platform for pricing analytics and optimization.