Case Study: I.B.I.S., Inc. achieves smarter prospecting and increased sales productivity with Dun & Bradstreet D&B360

I.B.I.S. integrates D&B data with other information in the CRM to drive improved sales and marketing effectiveness

I.B.I.S., a Norcross, GA systems integrator specializing in Microsoft Dynamics ERP and CRM, faced intense competition and needed smarter prospecting, more effective marketing campaigns, and clearer views of corporate relationships to boost sales and increase CRM adoption. The company sought a solution that would integrate high-quality external data into its CRM so sales and marketing teams could better target and engage the right prospects.

In early 2012 I.B.I.S. implemented D&B360, linking its CRM to Dun & Bradstreet’s global database and tools (including Build-a-List, 120+ firmographic data points, and Professional Contacts). The integration produced immediate benefits: more targeted prospect lists, richer account and contact intelligence, improved sales productivity, and tighter, measurable marketing campaigns—while positioning the company to further enrich, de-duplicate and consolidate customer records for greater cross-sell and up-sell opportunities.

I.B.I.S., Inc.

Lee House

Vice President of Sales