Late last month, Avention announced availability of OneSource DataVision, a hosted marketing platform which integrates internal and external customer intelligence. By matching Avention company and contact data against customer and prospect files, Avention improves the accuracy and firmographic fill rates of marketing databases. The result is improved customer segmentation and targeting based upon enriched data from Avention’s Global Live database of companies and contacts.
DataVision also provides analytics and visualization tools for marketers. “As a result, you will be able to identify and leverage key customer and prospect segments to make more informed decisions, identify cross-sell opportunities, key industries, verticals and much more,” states Avention.
“In a world where gaining new customers has become more complex and competitive, and customers engage with vendors later in their buying processes, marketing and sales teams need to align their data more than ever. OneSource DataVision is a powerful – yet easy-to-use – tool that helps marketers understand their current customer bases in detail and identify the most relevant target companies and segments,” stated Lauren Bakewell, SVP of product for Avention. “Initial customers have seen positive business impacts and results from their use of OneSource DataVision.”
DataVision provides a centralized marketing view of customer data which may be housed across multiple platforms including CRMs, Marketing Automation Platforms, and order entry systems.
“Companies need accurate, deep data to gain the marketing intelligence needed for better targeting and advancing customer relationships. The ripple effects of greater marketing intelligence within the enterprise are improved sales cycles, cost of lead and sale and revenue generation,” blogged Jennifer Nash. “OneSource DataVision helps marketers increase the value of existing customer and prospect data by centralizing, analyzing and visualizing multiple data sources.”
DataVision includes a gap analysis tool which assesses the total addressable market in order to identify underserved markets and growth potential. After enriching and segmenting the data, DataVision users can prospect for similar companies.
As DataVision provides ongoing cloud based data cleansing and standardization, It is likely to be competing against similar offerings from ReachForce, Zoominfo, and D&B NetProspex. The service is also likely to butt up against predictive analytics companies such as Lattice Engines and Infer. While Avention offers a set of predictive tools (e.g. Business Signals and Ideal Profiles), they do not appear to be fully integrated into the initial release.
Analyst David Raab noted that DataVision’s hosted data model is likely to result in fresher data “since any query to DataVision will return the latest information available to Avention.” He also complimented DataVision’s visualization tools and the platform’s ability “to compare those distributions with the entire Avention universe of known firms.”
A significant trend over the past two years has been the blurring of the lines between sales and marketing with sales intelligence vendors addressing marketing requirements (e.g. DataVision, Zoominfo, InsideView for Marketing) and marketing functions migrating down the pipeline to sales reps (e.g. SalesLoft Cadence, Salesforce IQ). Historically, OneSource shied away from building marketing tools in order to focus on the sales and research functions. While they long offered match & enrichment services, this offering was managed by their Professional Services team as either a custom project or CRM enrichment. DataVision is their first product designed specifically for the marketing team. Of course, improved data quality at the top of the funnel provides benefits to sales reps in the form of improved lead quality, enriched leads, and properly routed opportunities.