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In this data-driven marketing world, companies can thrive in the competitive global market by operating effectively with the available data resources. Unfortunately, many large companies fail to use available data resources effectively. These organizations claim to have various teams with different goals, priorities, and responsibilities. Thus ending up with teams working towards different goals and getting diverted from the common goals.
Today these issues are giving away the rise of data silos. A data silo is nothing but the accumulation of fixed data at a location that can be accessed by one team and is isolated from the rest of the team. Well, from studies it has been revealed that data silos act as a barrier for team collaboration, data accessibility, and efficient business operations.
Let’s dig further in with the help of a few points that justify the hindrance to ROI as well as the marketing activities of an organization due to data silos.
According to recent research, most of the CFOs agree that data silos are the actual cause for the poor budget plans. ERP application reports and standard excel spreadsheets provide limited information on organizational gain. Due to this scattered flow of data in between the organizational units, there is a rise in the number of data silos.
Hence, top-level financial executives of the company fail to design an accurate budget for the upcoming year. However, today most organizations lack skilled IT staff. In addition to this, companies expect them to develop, manage and analyze poor data along with their mundane work. Unfortunately, due to the rise of data silos in large-scale organizations these IT professionals are failing to complete their additional tasks on time.
Thus, the company fails to own accurate data of the potential customers and relies on third-party vendors for accurate customer data. It’s a well-known fact that a company’s growth completely depends on its human resources.
In the case of data silos, the company’s HR executives fail to identify the difference in employee engagement and the growth of poor team culture. This in turn results in poor management of employees and loss of efficient employees from the organization. Thus, data silos inhibit the ROI of an organization by rendering the budget plan ineffective, overworking the IT staff, and inefficient human resource management.
Recently, data silos are rising at a faster pace mainly due to invading of social media network sites for digital marketing. According to the studies revealed by the context of things, “the sales funnel has changed about 127,893 times due to the advent of digital tools”.
Thus, in this digital era, both sales and marketing teams need to collaborate with each other, to provide enhanced customer experiences throughout the buyer’s journey. If the company’s marketing assets are restricted only to the marketing team for the welfare of marketing activities. Then it results in data silos between sales and marketing teams which results in the following impact on the marketing process:
The marketing team sets the strategies to reach the right customers through multiple marketing channels. In fact, marketing executives collect the accurate details of customers through the marketing campaigns like email marketing, telemarketing, and other online marketing activities.
What if these data sets remain localized only to the marketing team then what would be the outcome? It’s natural that sales teams fail to provide an enhanced buyer experience for the existent leads. Thus, missing valuable leads and resulting in poor sales conversion rates and reduced sales revenue. Because the marketing assets like collected customer data serve as reference material for sales team executives to prioritize leads.
This helps sales executives to understand potential customers and provide a customized buyer experience and in turn, increase the sales conversion rates. Thus, maintaining lead transparency between the marketing and sales team is very important to boost the sales conversion rate.
Yes, it’s true that the lead’s cycle remains indefinite due to the rise of data silos between the marketing and sales teams. Since the unclosed leads stay back on the sales executive’s desk indefinitely or go unattended (loss of valuable leads).
This would prove to be beneficial for the competitors with well-defined collaboration between their marketing and sales teams. The unclosed leads are pushed to the marketing team for further nurturing, scoring, and evaluation, then returned to the sales executive table with detailed information of lead that helps in converting leads into sales.
To avoid scenarios of misalignment between two teams, it’s very important for companies to eliminate data silos that act as a barrier between sales and marketing teams.
Well, it’s very important to know that each and every team that deals with the customer plays a crucial role in enhancing the customer experience. For this, each team must interact with the customer at various stages of the customer cycle. In the case of data silos, customer data remains localized within the teams. Thus, with insufficient customer details, the teams fail to satisfy the customer needs thereby, resulting in a loss of potential customers.
Today, fortunately trending technologies like integrated marketing automation for both sales and marketing teams, Cloud-based integration, and AI marketing platforms are here to help businesses in breaking down data silos. Businesses can implement these technologies to reduce the occurrence of data silos at different levels of an organization to improve marketing efficiency.
We at DataCaptive, offer solutions to break down data silos at various levels of an organization.
For more information, you can reach us at www.datacaptive.com.
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