ISI Emerging Markets

EMIS Professional Dashboard
EMIS Professional Dashboard

EMIS, a research service for emerging markets, was sold by Euromonitor Institutional Investor to CITIC Capital and Chinese media company Caixin Global back in April. CITIC is an alternative investment management and advisory company.  Also included in the sale was CEIC data, a provider of global time series data.  The two businesses, jointly named ISI Emerging Markets, have been run in parallel and will continue to do so, but sales operations have been merged.  Sales continues to be organized regionally, and some product specialization will be retained.

ISI is headquartered in Hong Kong with offices in eighteen countries.  The firm has over 500 employees located in both emerging and developed countries.  The two firms reported an operating profit of £11.9 million ($15.1 million), as disclosed in the notes to Euromoney’s 2017 annual accounts.  The firms reported 2016 revenue of about $52.7 million and EBITDA of $14.5 million.  Based on 2016 turnover and the $180.5 million purchase price, the deal had a 3.4 multiple.

EMIS delivers news, research, analytical data, and peer comparisons for over 125 emerging markets.  The content is multi-lingual and serves researchers, industry analysts, corporate strategists, credit analysts, and business development professionals.  Customers are found in corporate and investment banking, consultancies, private equity, government, and academia.

EMIS displays news and research from 7,000 publications and 3.6 million emerging market company profiles, two million of which include financials.  Industry sources include BMI Research, Technavio, MarketLine, Mintel, and Euromonitor.  Sixteen languages are supported for content and UI along with cross-translations between the languages.

The products have regional strengths. CEIC began with a Chinese focus twenty-five years ago and is strongest in Asia.  EMIS began in Eastern Europe, but now generates half of its revenue in the Americas.  Asia now represents 25% of its revenue with India its fastest growing market.

Chief Product Officer Diego Obere said that “the majority of our employees are based in emerging markets, allowing us to establish an unrivalled level of expertise on these often opaque countries.” The firm’s “focus [is] on providing our clients with information on countries that are classed as emerging markets. Over 90% of our 5,000+ content sources are from emerging markets”.

The product roadmap includes an improved EMIS UX, upgraded industry pages, and investments in improved mobile and API access.

Channel-wise, EMIS partnered with EBSCO and ProQuest for university distribution.  The firm supports both subscription access and on-demand research purchases.

Redefining the D-U-N-S Number

Dun & Bradstreet is looking to modernize its D-U-N-S Numbering system to support digital businesses which may not have a phone number or physical location.  D-U-N-S Numbers, which are the de facto global company numbering system, were developed by Dun & Bradstreet in 1963 and have long captured business locations including headquarters, subsidiaries, and branches along with firmographics and corporate linkage.  Currently, there are over 300 million D-U-N-S numbered active and inactive global businesses.  But this model fails to capture the emerging nature of digital businesses and the gig economy.  The expanded definition will shift from location to “point of commerce.”

“You can be a digital business.  You can be a business that is a two-person startup right out of a coffee shop and you’re accepting PayPal as your form of payment.  That doesn’t require a physical address anymore.  You could be part of the gig economy.  You can be an Uber driver.  You can have an Airbnb property.  Those don’t necessarily fit under the mold of traditional businesses,” said Saleem Khan, Digital Leader of Data Innovation at Dun & Bradstreet.

“That idea of point of commerce subsumes everything.  It subsumes the digital location.  It includes things like the Internet of Things and the gig economy as well.


Saleem Khan, Dun & Bradstreet, Leader of Data Innovation

The rise of the Internet of Things also calls for a broader definition of businesses to assist with master data management and business linkage.

“There are 11.2 billion Internet connected devices out there, half of which are doing B2B commerce,” said Khan.  “It’s a ship coming into a port and being scanned automatically.  Wouldn’t it be nice to know which businesses are tied to that particular Internet connected device?  And so, with respect to the D-U-N-S Number, what we’re doing is moving away from business at a physical location in favor of business at a point of commerce.” An expanded definition also benefits government agencies and financial services companies which often require D-U-N-S Numbers for business verification (e.g. anti-money laundering, know your customer), sub-contracting, and credit and supplier risk analyses.

LeadSpace Partners with Bombora

LeadSpace is now including Bombora intent data in its Customer Data Platform.  Bombora’s company surge data helps identify which companies are in market for products and solutions based upon surges in topical interest above historical baselines in the topic.  “Customers can combine the resultant intent insights with Leadspace Predictive and Persona scores to accurately predict prospects’ readiness to buy in real time.”

LeadSpace customers can target outreach based upon topical interest, prioritize sales and marketing activities using intent data within predictive models, and personalize ad campaigns with messaging and content around surging topics.

LeadSpace customers employing an ABM strategy enjoy improved account list building and engagement due to the partnership.  They can also identify net-new prospects using look-a-like modelling and surge data.

“ABM succeeds when sales and marketing work closely toward the same goals.  The easiest way to find that success is for both departments to start with insights from a single data source. Intent data that shows which target accounts are actively in-market helps sales and marketing tailor their efforts to the best prospects, and avoid those that are not engaged in the buying cycle. Working with Leadspace ensures the easy orchestration of Bombora’s insights across these departments.”

Erik Matlick, CEO and co-founder of Bombora

Intent data also assists with sales-marketing alignment via harmonized messaging.  According to David Tam, Director of Marketing at OneLogin, “I’ve never worked anywhere before where we could run a fully-integrated and aligned marketing campaign and sales play, where the messaging matches. Our marketing emails are talking about the same things that our sales reps are talking about. That alone is enough to get brownie points with Sales!”

LeadSpace has offices in San Francisco, Denver, and Israel.  It called off a merger with Radius in August.

"How to Get Real Value from Intent with Leadspace," Leadspace Graphic
“How to Get Real Value from Intent with Leadspace”

Cognism Funding Round

European Sales Acceleration vendor Cognism continues to demonstrate strong momentum out of the gate with a second funding round.  The firm closed on a £2.8 million round from investors including Oliver Wyman, South Central Ventures, LCIF, Newable, and existing investors.

The expansion capital will be “used to enhance the solution for Enterprises and also expand the offering into the Financial Services sector.”

“Cognism is moving beyond sales intelligence and applying its patented machine intelligence technology to understand the revenue challenges at the Enterprise level,” said CEO James Isilay.  “There is a natural fit between the data and analytics the Cognism platform provides and the strategy that can then be derived to enhance revenue at the Enterprise level. We are keen to showcase this value to this sector and hope our collaboration with Oliver Wyman will propel us forward and continue our strong growth.”

Cognism, which was founded in 2016, already has over 200 customers and has posted 617% revenue growth year-to-date.  The firm offers a data set of 400 million global companies and contacts.  Their Prospector service supports persona based prospecting, sales intelligence, and CRM connectors.  Other products include Refresh CRM enrichment and Engage sales acceleration (sales engagement).

“Our clients are continuously looking for new ways to accelerate growth. Cognism technology will provide our clients with dynamic insights into their existing client base, enabling them to develop more targeted solutions and improving sales success. At the same time, Cognism technology will allow our clients to make a step change in their prospecting efforts. Cognism’s data asset will allow our clients to identify prospects matching detailed personas, leveraging data on over 400M companies and individuals.”


Kai Upadek, Partner at Oliver Wyman

Cognism also announced the addition of Vidyard GoVideo to outbound emails.  Vidyard’s video “selfies” help sales reps personalize communications and “build stronger relationships with their prospects” with “one-to-one videos on-demand in a matter of moments.”

DiscoverOrg Expands Coverage

DiscoverOrg now offers two classes of segregated companies and contacts.
DiscoverOrg now offers two classes of segregated companies and contacts.

DiscoverOrg, which has historically focused on decisionmakers at top companies, greatly increased its company and contact coverage last week.  The firm now collects data on 500,000 global companies, trebling its coverage.  With respect to contacts, coverage grew five-fold to 20 million decision makers.  All of the new companies are headquartered in the United States, but roughly 27% of the new contacts work outside of the United States.

The expanded company and contact data has long been captured by DiscoverOrg but not presented within their service.  Thus, adding a lower tier of records presented a problem which was solved by segregating the records into two categories: Research Verified and Technology Generated.  Research verified profiles are collected and audited editorially.  They are subject to DiscoverOrg’s 95% data quality SLA with 96% direct dial fill rates and 98% email fill rates.  The research verified dataset spans 4.35 million contacts across 163,000 global companies.  This dataset remains their primary universe.

The technology generated dataset is collected, validated, deduped, and categorized by DiscoverOrg’s platform.  The dataset spans 15.5 million contacts across 319,000 additional US companies.  As the dataset also includes technology generated contacts at research-verified companies, sales and marketing can utilize the technology-verified contacts when there are few eligible contacts with the desired titles within the human-verified dataset.  They can also drill down into a universe of smaller companies not subject to human verification.

“The dramatic growth of our database is due to rapid advancements in technology-enabled processes built on a decade of expertise with human-verified research. This human+technology approach has allowed us to develop unique assets for cleansing, verifying, and maintaining data that gives our customers the best advantage available: deep, accurate and complete data that fuels their growth.”

Derek Smith, DiscoverOrg Senior Vice President of Data

When prospecting, human-verified and technology-verified contacts are displayed as separate lists.  When viewing contacts in a company profile, the human-verified contacts are displayed by default, but the technology-verified contacts are accessible if needed.

DiscoverOrg built its reputation with a human-researched and verified database of top companies which includes org charts, real-time buying signals, sales triggers, and technographics.  The firm is now deploying “proprietary technology and human-in-the-loop automation” to deliver “a significantly broader universe with levels of accuracy not typically seen at these volumes.”

DiscoverOrg President Katie Bullard did not provide details on their technological verification processes, but stated, “We have a variety of proprietary tools and technologies that ensure the highest level of depth and quality available in the market.  Some of these include tools for retrieving and validating direct dial phone numbers, email verification tools, and tools that parse job descriptions to identify technologies used.”

The expansion provides deeper coverage of SMBs.  94% of covered companies have fewer than 1,000 employees and 75% have fewer than 100.

The new contacts have a minimum of a corporate phone, email, title, department, and company.  Approximately 27% of the new contacts include direct dial phones.  DiscoverOrg is confident that email accuracy is above the industry standard.

“With this launch, no other company in the industry offers the data quality and depth that smart go-to-market motions demand, AND the data quantity to reach entire addressable markets,” claimed DiscoverOrg.

While DiscoverOrg covers international companies in its human-verified dataset, they do not have an international office, “but we’re always considering our international strategy,” said Bullard.

Aberdeen Acquires The Big Willow

Aberdeen combines online interactions (1st and 3rd-party) with targeting data to help identify intent qualified leads.  Aberdeen market research content and outbound calling teams help with opt-in steps and intent qualification (Source: Aberdeen)
Aberdeen combines online interactions (1st and 3rd-party) with targeting data to help identify intent qualified leads. Aberdeen market research content and outbound calling teams help with opt-in steps and intent qualification (Source: Aberdeen)

Technology marketing services vendor Aberdeen acquired intent vendor The Big Willow, creating anew marketing category of intent qualified leads for sales reps.  No financial details were provided.

The Big Willow describes itself as the “the leader in buyer intent data science and intent-targeted digital advertising.”  The firm monitors billions of daily web interactions to determine the interest intensity level across product categories.  The goal of intent data is to identify prospects early in the buying cycle so that vendors can begin marketing to them before they reach out to competitors, “thereby providing sellers a first-mover advantage and resulting in vastly more effective marketing and sales investment.”

Aberdeen CEO Marc Osofsky explained why a market research firm bought a source of intent data, “B2B marketing is undergoing a fundamental change as buyer journeys are now primarily online, and massive new data streams become available to improvethe performance of marketing and sales.  Our role is to capture and analyze this new buyer behavior data to help our clients improve marketing and sales performance.”

The Big Willow captures keywords and IP addresses and links them to D-U-N-S locations.  The firm also performs natural-language indexing of web sites for keyword assignment.

“We are focused on helping clients convert intent data into new wins,” said Osofsky. “The addition of The Big Willow makes us the only company with all ofthe necessary capabilities to deliver results from the power of intent data.”

Buyer intent data captures the online research of actual buyer journeys and determines a purchase intent signal from the noise of normal activity. Doing this at internet scale with keyword precision creates the most accurate way to predict who’s in market for your products or services.  Companies use these predictions to improve the performance of account-based marketing, targeted advertising, demand generation programs, content marketing and more.

Aberdeen

By combining The Big Willow’s online interactions (topic, keywords, PageURL, andOpt-in), Aberdeen’s targeting data (company, location, contacts), and first-party visitor intelligence and win/loss history, Aberdeen builds models to identify sales ready leads.  Aberdeen further helps identify opted-in, qualified contacts via its research library and call center.  Models are based on 18 months of buyers’ journeys indexed down to the device id.

“Marketing often struggles to deliver sales ready leads – content syndication leads can stall out in nurture, ABM activity does not lead to sales meetings,” says Aberdeen. “Our Intent Qualified Demand programs deliver because we do what the other approaches lack. We reach out as Aberdeen to target titles at in-market companies with research-based self-assessments to qualify

Aberdeen’s approach differs from predictive analytics in that they identify specific contacts showing current interest whereas predictive analytics models focus more on identifying companies which are similar to current customers.  Based on their buyer journey data and client closed/loss history, Aberdeen claims that their models achieve 91% accuracy in predicting purchase intent based on blind tests run by clients.

The Big Willow tracks buyer journeys across 3.7 billion device ids and 12 billion webpages.  The firm captures 480,000 keywords.  Aberdeen claims to offer “the largest, most accurate and highly targeted [intent data] in the market today.”

To further its goal of identifying Intent Qualified Opportunities, Aberdeen has grown its contacts file to 60 million names tied to geolocations and companies.

“Combined, Aberdeen and the Big Willow now deliver intent-qualified opportunities that include the specific company location of the intent and the target titles’ contact info,” said the firm.  “Clients have the option of a full-service, cost per lead program, a data lake delivery, or the opportunities and contacts sent directly into their CRM.”

The Big Willow CEO Charlie Tarzian has been named President and Chief Innovation Officer of Aberdeen while Keith Blackwell has assumed the position of Aberdeen Chief Operating Officer.

The Aberdeen Group was spun off of Harte-Hanks several years ago and contains Aberdeen market research and the old AccessCI (aka Harte-Hanks Market Intelligence) technographics database.

LinkedIn Email Downloading

LinkedIn users can block connections from downloading their emails.
LinkedIn users can block connections from downloading their emails.

LinkedIn added the option to restrict downloading of emails by their connections.  LinkedIn does not generally allow profile downloading or CRM synching except for permissioned connections.  Users now have the option to permit connections to view their emails but block them from downloading emails.  By default, emails are not downloadable unless users change their settings to permit downloads.

While the change is pro-privacy and consistent with GDPR, TechCrunch took a negative view of the new setting.

A win for privacy on LinkedIn could be a big loss for businesses, recruiters and anyone else expecting to be able to export the email addresses of their connections.…[The new option] could prevent some spam, and protect users who didn’t realize anyone who they’re connected to could download their email address into a giant spreadsheet. But the launch of this new setting without warning or even a formal announcement could piss off users who’d invested tons of time into the professional networking site in hopes of contacting their connections outside of it…

On a social network like Facebook, barring email exports makes more sense. But on LinkedIn’s professional network, where people are purposefully connecting with those they don’t know, and where exporting has always been allowed, making the change silently seems surreptitious. Perhaps LinkedIn didn’t want to bring attention to the fact it was allowing your email address to be slurped up by anyone you’re connected with, given the current media climate of intense scrutiny regarding privacy in social tech. But trying to hide a change that’s massively impactful to businesses that rely on LinkedIn could erode the trust of its core users.


Josh Constine, TechCrunch

TechCrunch overstates the loss.  Member control their data, not LinkedIn or LinkedIn connections.   Second, there are multiple ways to reach users from within LinkedIn including InMail, messaging, and PointDrive.  Unless the email is blocked on the profile, connections still have access to emails from within LinkedIn.  Finally, most emails in LinkedIn are personal emails, not business emails (an issue they should address by allowing both and setting privacy and messaging rules around multiple emails), so reaching out to individuals on their emails only makes sense for friends, family, and recruiters on LinkedIn, not businesspeople networking with colleagues and clients.

While LinkedIn wasn’t transparent about the privacy change, it enhanced the privacy of its members.  As such, looking for nefarious reasons for the enhancement is a reach.