DiscoverOrg released its latest Account Based Sales Development (ABSD) connector with the rollout of a Tellwise integration. Joint customers will be able to pass DiscoverOrg intelligence to Tellwise. The Tellwise service supports a broad set of ABSD features along with Salesforce, MS Dynamics, Chrome, Outlook, and Gmail integrations. DiscoverOrg is their first content provider integration, but they plan to add others in the future.
Tellwise was founded four years ago by former Microsoft engineers. According to their CEO Conrad Bayer, their goal is to unify sales communications across channels with respect to user experience, flow, data synchronization, and analytics. The long term mission is to create an omni-channel platform designed for the seller that makes them more effective through higher volume and better insights.
Much of the activity within Tellwise is managed through a Google Chrome extension. This allows users to operate within other platforms for most of the service’s functionality. Features include a phone dialer, email templates, prospect chat, presentation tools, and an activity feed. The system creates personal landing pages for each linked document, allowing Tellwise to track attachments. These links also provide a mechanism for sending an on-demand chat message to a prospect or for presenting materials. The system notifies sales reps when documents are being read, providing an opportunity to chat with the prospect or share a presentation.
“Productivity for outbound sales reps is driven by their ability to get accurate contact data and an effective way to communicate and measure activity with those contacts. That is what is so exciting about this partnership between DiscoverOrg and Tellwise. We are solving two of the most challenging sales problems at the same time. DO provides world class data and Tellwise provides a world class communication platform right from within DiscoverOrg. So far, we have seen this new integration double the effectiveness of our mutual customers,” said Bayer.
Tellwise has a novel mechanism for transferring data from DiscoverOrg to its platform and CRMs. Instead of downloading a file or running a batch synch, Tellwise users open up the Chrome Browser extension and the current prospecting list is automatically populated as a list within the Chrome extension. Users can then act on individual leads or take group actions. It is only when one or multiple records have an action taken (e.g. Place call, Send batch email) that records are synched between DiscoverOrg, Tellwise, and the CRM.
The combination of Tellwise and DiscoverOrg’s technologies enables SDRs to have access to highly accurate contact information and intelligence on their prospects at exactly the right moment they need to engage with them – allowing for more meaningful connections to occur, in the most appropriate forums, and before competitors can get their foot in the door
- DiscoverOrg CEO Henry Schuck
Unlike other ABSD vendors, Tellwise does not have a full service cadence/sequence tool, but it has a Tasks tool in beta which provides multi-platform scheduled activities. The service also lacks a transcription service for calls, but they are working on transcription and sentiment analysis for later this year.
Tellwise pricing ranges between $29 and $79 per month.
DiscoverOrg also offers ABSD partnerships with SalesLoft and Outreach. According to DiscoverOrg, Sales Development Reps can “build highly-segmented prospect lists based on their list of target accounts and buyer personas and push those contacts into streamlined and automated sequences of interactions with their prospects.”