Primary Capital Mortgage
Maximizes Revenue with ThoughtSpot
CUSTOMER SUCCESS STORY

A Leader in Mortgage Lending
Primary Capital Mortgage (PCM) is a residential
mortgage lender offering home loans across theUnited States. The company’s mission is to deliver
an outstanding client experience while building
the most innovative, respected, and operationallyefficient mortgage servicer in America.

Unlocking Holistic Insights
At PCM, account executives manage 60-120 newloans per month. Getting visibility to the status of
those loans at the individual account exec. level all
the way up to the leadership team is critical to thesuccess of the company. PCM had a vast amount ofcomplex data about their mortgage services stored
in a data warehouse that could only be accessed bya technical IT team.
As a result, PCM’s 20 account executives had tospend 2-3 hours a day just to get daily updates
on the status of the outstanding mortgages
they manage. Additionally, they lacked a holistic
view of each customer, and were missing out on
opportunities to acquire new customers or provide
additional products and services to existing ones.
Even doing something as simple as reporting ondaily KPIs for the CEO was a challenge.

INDUSTRYEMPLOYEES

Financial Services

170

3 DEPARTMENTS
SalesUnderwritingOperations

3 DATA SOURCES
SQL, MySQL, ADP

1 BILLION
Annual Loans
Funded600 hours
per month saved
for the sales teamThoughtSpot Increases Sales Visibility
Gaining a 360 Customer View
Primary Capital is using ThoughtSpot to give
employees direct access to search and build reports
and charts across their company data in seconds.
ThoughtSpot combines data from multiple sources
to give the reps a seamless search experience.

“Now an account executive can get up-to-date
information about a customer’s outstanding
mortgage details and see a complete 360 degreeview of a customer’s product portfolio. Even better,they can drill down into the underlying data to
uncover opportunities to cross-sell and upsell toa partner, or to identify trends and show service
metrics to earn new business with new partners.
All of this is enabled without taxing IT resources,
and saves the reps countless hours of wasted
time. Going forward, ThoughtSpot will become theexecutive dashboard for the entire company, giving
the C-suite the ability to access KPIs instantly andinteract with the data directly.

From 600 Hours to Instant Results
With ThoughtSpot connected directly to the data
warehouse, PCM has reduced the amount of time
its account executives spend tracking loan statusfrom 1-2 hours down to 2-5 minutes each day. Thatis close to 600 hours saved per month for the sales
team, valuable time that the reps can now spend
selling.
Search-driven analytics makes Primary Capital’s
reps more productive, gives executives visibility
into the performance of the company, and boosts
customer happiness and company revenue.

Don’t BI. Just Search.
www.thoughtspot.com | (800)-508-7008

With ThoughtSpot,account executives are
more productive andhave visibility into theperformance of thecompany. The direct accessto data and insights helps
us optimize processes andkeep our clients happy.

- Walt Carter, CIO,
Primary Capital Mortgage

loan amount by sales rep last week
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