How does RealDolmen use the data from Smart Profile?
‘First of all, our account managers, who are responsible for maintaining relations with our existing clients, use the database to compare it with their own information. They do this, for example, by means of the project list, which is sent every week and gives an objective profile of their clients. In addition, we also have separate solution sales managers for our solution domains. They operate more like hunters, who don’t work on set accounts, but on markets and forms of technology. They themselves are responsible for lead generations and they work together with us to consider the types of activities, the means which should be deployed, and who needs to be approached within organisations. On the basis of the installed database information from Smart Profile, we draw up lists of companies with potential. If, for example, an account manager within a certain sector wants to look to see if there is any interest in ERP and information from Smart Profile shows that that sector has already invested heavily, then we won’t approach that sector.
We also use the information for market analyses. At present, together with the sales director, I specify the Belgian market sector by sector and we divide up this information into top 10 lists. To that end, we monitor our own clients per domain using information from Smart Profile. This is how we monitor the potential growth for each sector and decide on growth opportunities among existing clients.’