What’s Going Wrong?
A client signs a second contract. Finance raises it under the official registered name, because that’s what the paperwork says. Salesforce already has them under the name everyone actually calls them.
The two spellings don’t match, and neither record holds the same registration number to compare. So the system looks for a match, finds nothing, and creates a new customer. Nobody did anything wrong. There are simply two customers on the books where there should be one.
No match found
SAP database search complete
Customer Added
Client
Since 2019
Client
What’s Going Wrong?
More records get created the same way. Support opens one from a phone call. Marketing imports one from an event list. Four teams now work four versions of the same customer.
Sales manages a $42,000 account. Finance grants a $100,000 limit to what looks like a separate company. Each of them searched their own system, got a clean answer, and acted on it.
1 record found
$42,000
Salesforce search complete
Client
$42,000
Notes
Sales team manages the renewals
Client
$18,400
Notes
Finance granted $100k limit
Contact
$9,700
Notes
Marketing sends 3 emails a campaign
What’s Going Wrong?
Northgate stops paying. Someone runs a credit check, and the answer comes back immediately: Northgate is one of three companies owned by the Halcott Group. Two of the others are also on your books.
That information was never hidden. It was one lookup away, for years. But nothing in your own accounts held a reference the bureau could match against, so nobody ever thought to ask, and three limits were granted against what was always one owner.
Matched to your accounts: 0
Client
Client
Client
The group deal was agreed here
How We Close the gap
Master Data Management checks every system at the moment a record is created, not years later. The registration number on the new record matches the company already on file, so the two join into one and every source key stays attached in case a match needs reversing.
Customer 360 links your accounts to the group that owns them, and reads the contracts and conversations that no system can. Exposure is assessed against the owner rather than the account name, from the first invoice rather than the first default.
Yes
4 records, 1 customer
Matched on registration number
