In the connected world of today, most companies will have access to plenty of client data. This is data that could be used, as we've explored in this chapter, to build a strong 360-degree client view, which in turn increases the company's understanding of both its actual and potential customers. The ultimate design goal of a sophisticated client view is to enable the company to better serve the needs of its clients, while continuously improving the business processes, the product offering, and the services offered to clients, ultimately improving operational costs and revenue.

A comprehensive 360-degree client view will lead to higher efficiencies of both sales and marketing processes in the company. By creating a customer-centric business, this will lead to an increase in the share of wallet with every single individual customer. It will reduce the cost of operations by unifying the data and processes around the customer, while also providing better insight into business intelligence...