Business-to-Business Scorecard for CDI

First name
Last name
Telephone (USA/Canada)
Telephone (non-USA/Canada)
Job title
Company name
Division name
Email address
Please confirm your email address

Communications/Telcommunications
Consumed Packaged Goods
Financial Services
Government
Pharmaceutical
Healthcare
Technology
Manufacturing
Transportation/Distribution
Utilities/Energy
Hospitality/Travel/Entertainment
Services
Media
Retail
Food Related
Other (please specify)

> $5B
$2B - $5B
$1B - $1.999B
< $1B
Don't know
Not applicable

< 99K
100K – 249K
250K -- 999K
1 – 4.99 million
>= 5 million
Don't know
Not applicable

Individual consumers
Other businesses
Both businesses and consumers
Don't know
Not applicable

	Extremely Important	Somewhat Important	Not At All Important
Increase revenue
Improve sales productivity
Increase customer satisfaction/retention
Improve competitive advantage
Improve operational efficiencies
Achieve/maintain regulatory compliance

Yes
No
Don't know
Not applicable

Critical
Important
Somewhat important
Not important
Don't know
Not applicable

Yes
No
Don't know
Not applicable

Critical
Important
Somewhat important
Not important
Don't know
Not applicable

	Most Impt	Important	Least Impt
Increase understanding of large customers by grouping all buying organizations for that customer into corporate hierarchy
Provide 360 degree view of customers and current status of their interactions across your company
Identify cross-sell/upsell opportunities
Enable compliance of regulatory reporting requirements (i.e. material events of large customers) for regulations such as SOX
Perform customer analytics such as profitability analysis
Automate customer transactions that flow across systems
Integrate customer and prospect information for enhanced marketing programs
Integrate silos of customer data created by mergers and acquisitions
Provide self-directed customer care portals which integrate customer information across business units
Integrate partner or channel data with data from internal systems

Only within one area of the business
Multiple areas of the business that use different methods and rules for defining the customer
Multiple areas of the business that use the same methods and rules for defining the customer
Don't know
Not applicable

1
2-3
4-5
6-10
Don't know
Not applicable

1
2-3
4-5
5+
Don't know
Not applicable

A buyer
A buying organization
A “ship to” location
A prospect
A “bill to” contact and location
A support contact
A corporate entity with multiple buying organizations
Other
Don't know
Not applicable

Arriving at a common understanding of the definition of a “customer”
Accurately identifying the same customer across multiple systems
Creating corporate hierarchies that reliably represent each corporate customer
Extracting and integrating transactional information
Integrating with external data sources
Other
Don’t know
Not applicable

1 - 3
4 - 5
6 - 10
11 - 15
15 +
Don't know
Not applicable

1
2-5
6-9
10+
Don't know
Not applicable

Acxiom
Austin Tetra
D&B (CIM, DUNSRight, Family Tree)
Experian
Fair Isaac
Harte-Hanks
Hoovers
Merckle
Other (please specify)
Other (please specify)
Other (please specify)
Don't know
Not applicable

1-2 months
3-6 months
6-12 months
1-2 years
More than 2 years
Not applicable

1-2 months
3-6 months
6-12 months
1-2 years
More than 2 years
Not applicable

< 40%
40% - 59%
60% - 74%
75% - 89%
90% - 100%
Don’t know
Not applicable

Broadly EXPLORING solutions to focus in this area
Specifically EVALUATING one or more solutions
Currently TESTING one or more solutions
Currently IN PRODUCTION with a CUSTOM-BUILT SOLUTION developed by IT
Currently IN PRODUCTION with a VENDOR-OFFERED SOLUTION
POSTPONED development or evaluation of commercially-available solutions
CANCELLED deployment of a commercially-available solution
NOT CURRENTLY DOING ANYTHING in this area

Within next month
Within next 2-3 months
Next 4-6 months
More than 6 months
Don't know
Not applicable

Alliance of business units
CEO/managing director
Chief customer officer
CRM program mgmt office
IT application development/support group (business intelligence, CRM, etc.)
IT data warehouse group
IT enterprise data architecture group
IT management of business unit
IT management at corporate level (corporate or group CIO)
IT management - center of excellence for enterprise integration
Line-of-business manager
Marketing department
Newly-funded business/product unit
Partner-driven
Sales department
Service department (Customer Service, Field Service, CIC, Call Center)
Strategic planning department
Other - please specify

Alliance of business units
CDI strategy team
CEO or managing director
Chief customer officer
CRM program management office
Executive management (e.g., COO, CFO)
Line-of-business management (e.g., VPs or Directors)
Financial VP/Director/Manager
IT management (e.g., CIO, CTO, CCO, VP, Director)
Marketing VP/Director/Manager
Newly funded business/product unit
Other non-IT management
Partner-driven
Purchasing/Supply Chain VP/Director Manager
Sales VP/Director/Manager
Service VP/Director/Manager (Customer Service, Field Service, CIC, Call Center)
Strategic Planning
Other - please specify

> $5M
$2M - $5M
$1M - $1.999M
$500K - $999K
$250K - $499K
<$250K
Don't know
Not applicable

	Most important		Least important
	1	2	3	4	5
Management consultants - e.g., BCG
Systems integrators - e.g., Accenture
Research advisory firms – e.g., CDI Institute, Gartner Group
Technical trade publications, - e.g., Billing World, DM Review
Managerial publications, e.g., CIO Magazine