One of the most straightforward ways to increase the value-add of a Sales Intelligence Service is to expand the content it delivers to its users. Generally, a vendor can license additional content within the same general category (e.g. more contacts) or expand coverage into new content categories not previously supported by the product. The first approach is usually faster and less expensive as there is limited development involved in adding additional coverage within a currently supported category (assuming the vendor is not hitting up against platform limits), but there are still costs involved with licensing, de-duping, and merging content sets. As such, it is much more common for firms to increase the scope of current data sets than to add entirely new content categories to their services.
So which of the fourteen sales intelligence vendors discussed in my new Sales Intelligence book invested in increasing their depth of coverage? Basically, all of them. Of course, the scope of content investment varied greatly:
- Avention roughly doubled their global company, contact, and email coverage. Their product now spans sixty million companies, eighty million contacts, and twenty million emails (US and UK). I previously discussed their AsiaPac expansion, but the coverage expansion was global with most of the new content outside of the US, UK, and Canada where they already had significant depth.
- DiscoverOrg also greatly increased its coverage as it grew to 60,000 editorially researched company profiles and one million researched contacts. Over the past twelve months, DiscoverOrg had a 91% increase in company coverage, 134% increase in contact coverage, and a 371% increase in non-IT contact coverage (numbers supplied by DiscoverOrg). The non-IT increase was due to an expansion of their job functions datasets to include Product Management (TEDD), Sales, CxO, and HR. The firm also continued to invest in their marketing dataset. CMO Katie Bullard noted that “the Marketing budget has begun to meet or exceed the IT department budget in many companies and vendors” while “service providers selling into marketing continue to proliferate.”
- RainKing continues to build out its company and contact coverage and expects to hit one million executives by the end of 2016. The firm roughly doubled the number of decision makers in its database while extending its international coverage. They also have increased the number of marketing, finance, and HR decision makers.
- InsideView’s executive coverage grew to 17 million US contacts and 8 million European contacts. Total global contacts more than doubled to 31 million and global emails grew by 10 million to 17 million.
- Bureau van Dijk added RepRisk environmental, social, and governance (ESG) risk reports to their service while continuing to build out their company database. At the end of the year, Bureau van Dijk provided close to 210 million active and inactive company profiles
- DueDil rolled out enhanced financials for UK and Irish registered companies. Along with performance and growth metrics such as EBITDA and multiple CAGRs (compounded annual growth rates), DueDil is providing historical graphs for key metrics. In total, six new metrics and 12 key performance indicators (KPIs) have been added.
- Data.com expanded the Dun & Bradstreet content displayed in a new Prospect Insights view. Extended company intelligence includes D&B WorldBase firmographics and linkage, Hoover’s top company descriptions and competitors, and First Research industry overviews with call prep questions and industry summaries.
- Infofree grew its executive email file to 26 million.
- Salesgenie raised its business email count to 58 million US contacts.
- Owler’s primary focus in 2016 was to expand their Competitive Graph and gather additional company intelligence. The Competitive Graph improved as the user base has grown and the firm has implemented a set of data cards (simple user queries such as is company X a competitor of company Y) which help refine sizing data, competitors, and a few other firmographic topics. Revenue and employee figures have grown to 2.7 million companies.
- Zoominfo expanded its set of company enrichment variables with the addition of 200 new Company Attributes in October 2016.
- LinkedIn continues to add two members per second. At the end of the year, they delivered 467 million global profiles across ten million companies.
- Dun & Bradstreet grew its WorldBase file of global companies to 265 million active and inactive firms. Over the past few years, they have also focused on improving the depth and accuracy of their international file.
So who did I omit? Technically Artesian Solutions did not make the content list, but that is simply because their new US edition will be discussed in the new product category. Likewise, InsideView’s Tech Profiler Premium is also being discussed as a new product.