Over 50% of the Big Data business opportunity comes from better understanding your customers. As a result, organizations with Sales and Marketing departments are finally aligning together by simply aligning around high value customers. EMC is a great example of Sales and Marketing teams ending the turf war, as both departments are working together to create a centralized customer analytics database to better identify customer segments for upsell/cross sell opportunities, target prospects who are more likely to bring in more value, and optimize operations. This Big Data transformation now enables Sales and Marketing to work off of the same customer account data to harmoniously build the EMC brand and business.
I became very interested in documenting the success of Big Data here at EMC so I captured one of the use cases around optimizing operations for EMC Maintenance and Renewals. Click here for this newly published Big Data success story that details how EMC gained an incremental $113M above revenue goal from a Big Data strategy that involved the right people, processes, and technology.