Quota Factory: Sales Development Hub

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Two weeks ago, Quota Factory announced a series of content and platform partnerships to their Prospect Relationship Management (PRM) service.  The new Sales Development Hub partnerships address connectivity, analytics, gamification, prospecting, and data enrichment.

Quota Factory, which was incubated by Salesworks AG, launched its PRM service last September.  Quota Factory is based upon fifteen years of experience refining account based prospecting for Sales Development Reps (SDRs).  “After years of successful sales development operations, we productized our internal know-how into the most user-friendly and impactful B2B prospecting platform available today,” said Quota Factory CEO Peter Gracey. “With one platform for data, outbound messaging, call planning, reporting and automation, SDRs can now ditch the eight different logins for all the solutions they’re currently using and free up their time to do what they were hired to do – speak live with prospects.”

Quota Factory helps firms define an ideal customer profile and develops a phone and email database of targeted prospects.  Tools include automated dialing, messaging templates, pre-built call planning, and daily objectives.  The service also supports “rigorous rules around qualification criteria, ensuring that each rep fully qualifies and passes as many targeted prospects as possible through meaningful conversations.”

Gracey emphasized that the firm is self-financed.  “We aren’t a venture backed firm and we are proud of that.  We built our product with the profits made from our outsourcing business. Basically, we earned the right to build the best Prospect Relationship Management (PRM) platform by being phenomenal at…wait for it…sales development! No smoke and mirrors here. If it finds it’s way into QuotaFactory, you can bet the family dog it’s been vetted by actual SDRs first.”

Quota Factory announced new or expanded partnerships with

  • Bedrock Data: Data management and API connectivity
  • Ambition: Sales analytics and gamification tools
  • InsideView: Account and contact prospecting, data enrichment, and account intelligence (expanded)
  • HG Data: Technology vendors and products

Quota Factory worked with Bedrock Data to build its Sales Development Hub.  Bedrock offers a data management platform which provides broad API connections.  Bedrock Data helps firms “synchronize and manage” data across multiple data APIs.  Quota Factory chose to work with a partner instead of building their own data store because “integrations are a tricky business. Companies can either choose to build each one individually on their own, or they can seek out an expert to do it for them. We fall into the latter category,” said Gracey. “Why learn on the job (and run the risk of hurting your customers as a result) when you can partner with a firm that does what you need for a living?”

“Empowering companies to get the most out of their business systems has always been our goal, said Bedrock CEO John Marcus.  “By connecting QuotaFactory users to multiple prospecting data sources of their choice – through the Bedrock Data platform – sales professionals will gain an unfair advantage by having real-time access to critical sales and marketing data.”

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Ambition’s Account Dashboard is “baked” into Quota Factory

The second partnership is with gamification and sales analytics platform Ambition which OEM’d its platform to Quota Factory.  The integration provides account and management dashboards, challenge dashboards for contests, benchmarking reports, and custom reporting.

Gamification tools include “both SPIF-style challenges and ‘Fantasy Football’ style team competitions,” said Gracey.  Contests can be built on the fly using “any metric, role, or timeframe.”  Ambition then provides real-time contest tracking and shares the results with the team.

Quota Factory tested Ambition before licensing the service, providing it to their sales development reps and managers for feedback.   “As part of any pre-partnership due diligence, we had to check out the software for ourselves first,” said Gracey.  “Our internal team of SDRs love it, our managers can’t live without it, and as a result, our customers now get to use it.  In fact, we were so impressed with the functionality, versatility, and impact that it had on our business, we gave it some prime real estate in our platform.”

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InsideView supports company and contact enrichment with duplicate checking within Quota Factory.

InsideView is an existing partner, but Quota Factory expanded their license to support account and contact prospecting, data enrichment, and account research.  Previously, account and contact actions were limited to single records managed by the SDR.

Gracey praised the flexibility of InsideView’s API for prospecting, account research, and data enrichment.  Account and contact records can be enriched en masse or individually.  When managed in bulk, the records can be cleansed (overwritten with InsideView values) or appended (enrich only null fields).

T0 promote the partnership, Quota Factory is including 10,000 free record enrichments to new and existing PRM customers.

Account information includes firmographics, recent news, and contacts.

HG Data is providing technology vendor and product data for companies.  As with their other partners, Quota Factory vetted the partner through their own SDRs.

“Knowing the incumbent landscape you are entering before you even pick up the phone is pure gold for an SDR,” observed Gracey.  “This is especially the case now that account based sales development (ABSD) is rising in prevalence and demanding a more focused and customized approach to prospecting. Focused prospect messaging driven by competitive intel builds confidence, promotes pre-call research, and drives quality conversation rates northward.”

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