Siebel, D&B Link Business Information To Sales Force Automation - InformationWeek

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Siebel, D&B Link Business Information To Sales Force Automation

In a move to help businesses improve their marketing efforts, Siebel Systems plans to integrate business information from Dun & Bradstreet into its front office software package.

The two companies have agreed to jointly develop the Siebel D&B Integration Solution, an add-on module to the Siebel 99.5 Front Office Applications Suite that offers Web access to D&B market data on more than 26 million companies worldwide. Users can research information on prospects and customers, including instant profiles and credit backgrounds, and use the information to shape targeted marketing and sales strategies.

John Bartlett, senior director of product marketing at Siebel, says the D&B information will help salespeople determine instantly whether a prospect is worth pursuing. That capability, adds John Bunyan, senior VP of marketing at Dun & Bradstreet, translates into more closed deals and more revenue. Says Bunyan, "Getting as much intelligence that can be brought to bear to the salespeople serves as a lever on productivity."

D&B's business data will also be embedded into Siebel InterActive, a Web-based customer intelligence system that uses software agent technology to deliver customer information from both internal and external sources to the desktops of sales and marketing staff.

D&B and Siebel will also jointly offer Data Rationalization Services, which will eliminate redundancies in account and contact records for organizations that implement new front office systems but want to maintain existing records.The integrated package will be rolled out gradually over the next 30 days. Pricing depends on an organization's existing relationship with D&B.

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