Technology Sales Intelligence vendor RainKing began the new year by rolling out a set of enhancements to their native Salesforce.com connector. RainKing focused on incorporating their Inside Scoops (Technology Sales Triggers) into the AppExchange service. New functionality includes searching for recent Scoops within SFDC and building a list of contacts at a company. RainKing also incorporated saved searches and Groups into RainKing for Salesforce.
“The more you can work in one platform while leveraging your other sales tools, the more you can focus on your number one priority: selling,” said RainKing Director of Product Management Mark Sapiano. “RainKing’s daily Inside Scoops are invaluable to anyone who wants to beat their competition to the negotiating table.”
When the user finds an actionable Scoop, she clicks on the “Find the Best Contacts” button and receives a list of account contacts ordered by relevance to the Scoop. RainKing’s ranking function is able to determine the most likely contacts to be working on a project based upon responsibilities and the nature of the Scoop. Sales reps can also apply filters to the contacts (e.g. match strength, management level, job title, keyword) in order to hone the list and select contacts for upload as Salesforce Leads or Contacts. The system also generates an SFDC task and populates it with the Scoop information for reference.
Furthermore, RainKing added an Inside Scoops custom object which displays imported Scoops and associated Leads or Contacts.
Inside Scoops (projects and opportunities) are gathered via direct interviews and updated during subsequent calls. Thus, if a project has selected some of the vendors or hit roadblocks, the additional intelligence is gathered and the Scoop is labeled as updated. Over 1,500 Inside Scoops are gathered per day, tagged to over 70 Scoop Topics and nine Scoop Types. Scoop Topics include Contracts, Technology Updates, Marketing, Pain Point, Project, Spending Trend, Management Changes, and Staffing.
RainKing also ported over their Saved Searches and Group functionality so that users do not need to rekey search filters and parameters. These shared parameters are displayed in the RainKing Search Home Page within Salesforce. According to Sapiano, “You can even run saved searches and groups straight from Salesforce and import the results directly into Salesforce – all without having to login to RainKing first.”
Finally, RainKing streamlined the record import process “making it more intuitive and flexible.” Workflow improvements include custom tags and an additional duplicate detection step.