Data.com: Summer 2016 Release

The Salesforce Summer 2016 release contains over 200 new features and enhancements including Lightning support for Data.com and the Marketing Cloud, Wave Analytics for the Service Cloud, a native dialer, and SaleforceIQ Inbox for Outlook.

The Account Insights Tab provides integrated Data.com intelligence.
The Account Insights Tab provides integrated Data.com intelligence.

The Data.com Prospect Insights view is now Lightning enabled and can be accessed from Opportunity and Account Detail pages.  A “See More Insights” button (1) takes the user to additional business and financial details from Dun & Bradstreet.  Company intelligence includes D&B WorldBase firmographics and linkage, Hoover’s top company descriptions and competitors, and First Research industry overviews including call prep questions and industry summaries.  Hoover’s and First Research content sets are also licensed from Dun & Bradstreet. 

Clicking on Annual Revenue (2), provides additional details around revenue and growth.

Sales reps can further research the company by clicking on See More News (3).

According to the Summer 2016 release notes, “In Lightning Experience, Prospecting Insights give your reps highly relevant information that helps guide customer conversations. Account insights and company linkages are all in one location for a more efficient and customer focused experience.”

First Research industry overviews provide a set of plain-English primers.  While there is some international discussion, the profiles are US-centric and directed towards non-experts (i.e. sales reps).  Industry overview sections include:

  • Industry Details—View details about the accounts industry as identified by SIC and NAICS codes and descriptions.
  • Competitive Landscape—Understand the potential of the account in its related industry.
  • Trends—Understand the account’s financial situation and identify potential growth areas.
  • Opportunities—Peruse the various account opportunities.
  • Call Prep—Prepare for a call with detailed Q&A.
  • Industry Websites—Link to the websites of the account’s top competitors.

Data.com Lightning also includes the recently enhanced Company Hierarchy view.  The family tree information mashes together the Dun & Bradstreet global family tree (e.g. linkages, location type, city, country, revenue, and employees)  with Salesforce.com account intelligence including whether the location is already an account and the name of the account owner.

The Data.com company hierarchy is sourced from the highly respected D&B WorldBase file. SFDC has mashed together SFDC account intelligence with the family tree.
The Data.com company hierarchy is sourced from the highly respected D&B WorldBase file. SFDC has mashed together SFDC account intelligence with the family tree.

Users may expand or collapse nodes and quickly add an account via clicking on a Plus button.

Data.com Lightning also supports an Add New Account feature located on the Account page.  The quick search feature supports filtering by Revenue, Country / Territory, State, Name or Website, Location Type (Headquarter, Branch, or Single Location).  While reviewing the company list, users can mouse over a company name to see additional company details.  Up to twenty accounts may be added at a time.

The Add New Account selects help filter through the very large universe of Dun & Bradstreet data but appears to be under-featured.  Similar filters are available in company lookups in sales intelligence services, but they provide filters with counts that can be applied via a single click.  They also provide one click sorting by clicking on headers and filtering by regions within countries (e.g. Provinces and Territories).

Last month, Data.com pricing was simplified to a single tier for Prospector and Clean.  Thus, all Prospector and Clean users now have access to the full WorldBase file including company hierarchy, secondary industry codes, and broader financial details.

In Data.com Clean, Lead records are now enriched with the Dun & Bradstreet WorldBase file.  The release notes state, “Even if your leads have only a name and email address, you can add a ton of valuable company information. That could be the difference between converting a lead and wasting your reps’ time.”

On the negative side, Data.com has retired its Social Keys which matched records with social profiles.

Other Features

Other new Summer 2016 features from Salesforce include

  • Lightning Voice: Click-to-dial and inbound call support native to SFDC
  • Email Studio: “an all-new, streamlined, intuitive email creation and send workflow” for the Marketing Cloud.
  • Lightning Pages: Configures new Lighting home pages by “dragging and dropping standard, custom, or partner” components on the page canvas.
  • Service Wave: Service analytics provide “visibility into KPIs like open cases, agent productivity, and customer satisfaction”

On Monday, I will touch upon SalesforceIQ enhancements in the Summer 2016 release.

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