Dow Jones

The Dow Jones Content Technology Solutions business unit, within the Dow Jones 
Enterprise Media Group includes Dow Jones Client Solutions, Dow Jones 
Newswires and Factiva – an aggregator of business news and information. The 
number of salespeople within this group is 450.

The Dow Jones Enterprise Media Group's revenue is $675 million. We do not 
break out revenue by business units within the Dow Jones Enterprise Media 
Group. 

As senior vice president, global sales and client solutions for the Content 
Technology Solutions unit of the Dow Jones Enterprise Media Group, Bill 
Voltmer is responsible for driving revenue globally, by taking to the market 
solutions from Dow Jones Newswires, Dow Jones Client Solutions and Factiva 
businesses. He is responsible for creating an integrated sales and consulting 
organization, best practice account management and consulting practices, and a 
go-to-market model for delivering maximum value to the group's clients. 
Prior to this, Mr Voltmer was Factiva's vice president and director of global 
sales. His primary focus was to strengthen Factiva's position in key markets 
worldwide. During his tenure, the company moved into the number one market 
position in the Current Awareness News and Research Online industry in terms 
of both operating revenue and subscribers.

The Content Technology Solutions unit of the Dow Jones Enterprise Media Group 
has a unique sales organization that leverages its own product, Factiva 
SalesWorks, for lead management. It enables the sales team to effectively 
build sales pipelines and retain business by creating forward-thinking account 
plans, capitalizing quickly on new opportunities, and proactively manage 
competitive threats. Within the last year, Factiva SalesWorks has been 
significantly enhanced with 2.4 million company profiles; coverage spanning 
350 geographic regions; more than 10,000 authoritative news sources; 175,000 
corporate family trees; a mash up with Microsoft® Virtual Earth™ to create a 
visual company mapping solution; the introduction of Factiva Discovery 
Technologies that includes detailed meta-tagging and coding of items by topics 
and a user interface that uses pictures, charts and graphs to make it easier 
for salespeople to quickly digest the results of their search and help them 
spot and capitalize on opportunities at a glance and take advantage of 
constant business change. These enhancements have also been made available to 
customers.

•	The salespeople were open to new ways of conducting due diligence 
about their customers and prospects, including leveraging the news more 
systematically, that would also help them sell better.

•	The news provides up to the minute details about the marketplace and 
salespeople can get the competitive selling edge by using news content to 
identify where new business opportunities or threats are emerging, helping 
drive revenue and results.

•	Sales people realized that knowledge about customers and prospects can 
help them build stronger relationships with their customers and stronger 
competitive advantage.

•	Access to comprehensive customer information combined with powerful 
account management capabilities in one place streamlines research and gives 
more time to spend with customer

•	Knowledge of a prospect such as the organizational structure, business 
initiatives, executive profiles plus the ability to monitor the latest news 
that may impact them ensures salespeople are well prepared for customer 
meetings and can add value every time, building strong relationships making 
retaining the account easier.

•	Salespeople can focus on the best opportunities in their territory by 
knowing the financial health of their companies, monitoring appropriate sales 
triggers such as management moves or technology investments and act quickly 
before their competitors. They gain new perspective on a company with the 
visualization capabilities and use the corporate family trees to spot upsell 
opportunities.