Data.com: Price Reduction & Product Line Simplification

The Data.com Corporate Hierarchy Viewer displays the Dun & Bradstreet family tree. Users can add any location as an account. The tree also shows sizing variables and SFDC account owners.
The Data.com Corporate Hierarchy Viewer displays the Dun & Bradstreet family tree. Users can add any location as an account. The tree also shows sizing variables and SFDC account owners.

Data.com has simplified its pricing from two tiers to a single tier for both its sales intelligence Prospector service and its data hygiene Clean offering.   All Prospector users now receive the full Dun & Bradstreet WorldBase record for $150 per seat per month.  The full Dun & Bradstreet file was previously priced at $165 per seat per month as part of the Premium offering.  Corporate users will see the price rise from $125 to $150 but will receive the following additional content and capabilities due to the product unification:

  • Corporate family linkages with domestic and global ultimate parents
  • Corporate family hierarchy viewer
  • Up to six total SIC/NAICS industry classification codes
  • Account tradestyle (Doing Business As)
  • Account delinquency risk (High/Medium/Low)
  • Account latitude and longitude
  • Hoover’s First Research call prep content for imported and matched company records
  • Additional Hoover’s data/content, including Net Income, Industry Opportunities and Competitive Landscape

Users are still limited to 300 uploaded or downloaded records per user per month.  Additional records are priced at $0.65 per record, unchanged from the previous premium offering.  Data.com counts both company and contact records towards the monthly limit.  Additional download record credits are not subject to monthly usage limits and may be allocated to Prospector accounts at the Salesforce Administrator’s discretion.

The Clean service price is now $25 per user per month for all users in the instance.  All Clean users now receive the full WorldBase file.  By standardizing clean to a single edition, Data.com has reduced the price of Clean Premium from $35 to $25.

Simplifying the product bundles makes sense.  For premium users, there is a small price cut while there is a price rise for corporate users of Prospector but not Clean.  As a premium to Salesforce, having two Data.com editions probably complicated sales discussions unnecessarily.

Lowering the price of Clean also makes sense as higher data quality raises the overall value of the CRM for sales, marketing, and support.  Marketing enjoys better segmentation and targeting while sales benefits from improved company intelligence for qualification and fewer misrouted leads.  Sales and support also benefit from the better population of contact information (e.g. direct dials, phones) and flags when an individual is no longer affiliated with the account.

While the price reduction makes Prospector more competitive with other Sales Intelligence solutions, Prospector remains at the upper end of the market.  For example, InsideView for CRM is priced at $995 per annum, 44% below the price of Data.com Prospector.

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