Case Study: Leading High-Tech Company achieves global named-account sales and customer consolidation with Dun & Bradstreet D&B Optimizer (Powered by Acxiom)

Leading High-Tech Company - Customer Case Study

A global high‑technology provider of hardware, software and services needed to move from geographic territories to a named‑account sales model but lacked reliable visibility into corporate family relationships and firmographics. Frequent acquisitions (1–2 per quarter) compounded the problem, making it hard to consolidate customer lists, determine which sales team owned an account, and know when to route opportunities to channel partners.

Using D&B Optimizer – Powered by Acxiom, the company cleansed and matched its records to D‑U‑N‑S® numbers and enriched them with corporate family trees and firmographic data, with Acxiom adding U.S. consumer insight and increased processing capacity. The result: rapid consolidation of acquired customer lists, confident grouping of accounts into corporate families, clear assignment of direct versus channel coverage, faster time‑to‑revenue and immediate ROI through more efficient sales operations without a large IT investment.