InsideView: Insights Enterprise for MS Dynamics

Microsoft Dynamics Insights Company Prospecting
Microsoft Dynamics Insights Company Prospecting

InsideView is now offering an Insights Enterprise edition for Microsoft Dynamics which adds prospecting and several other enhanced features to Insights, their Dynamics OEM partnership.  Insights Enterprise is available for Dynamics CRM and 365 for $49 per user per month in the US and Canada.

Company and contact prospecting is an InsideView strength.  Along with standard firmographic and biographic variables, InsideView’s list building feature includes selects for agents (sales triggers), connections (who knows who), and the presence of emails as well as social handles.  Users can save searches; upload lists as Accounts, Contacts, and Leads; add companies or contacts to Watchlists, or download lists of up to 500 records to Excel (users are allocated 500 record downloads per month).  Up to twenty records may be uploaded directly to Dynamics at a time with the system preventing duplicate record uploads.

Other new or expanded features include up to five Watchlists for following prospects and obtaining custom news alerts, custom field mapping, social media stream personalization, and family tree display.  Enterprise customers receive direct InsideView training and support.  Finally, Insights Enterprise includes InsideView’s iOS mobile app which previews relevant contact and firmographics in context of calendar appointments.

“For the end user it is not about [a sales tool’s] flashy bells and whistles. They want the right information about companies and contacts they care about,” said Heidi Tucker, VP of Global Alliances.  “They want to make it real time and relevant. That’s what’s valuable for the prospects I’m calling on today.”

Insights is also available through Microsoft partners.

“I’m pleased about the expanded functionality and availability of Insights Enterprise,” said Chris Huntingford, Pre-Sales Consultant, Hitachi Solutions Europe. “In addition to helping us sell more Dynamics CRM Online and 365 installations, our on-prem clients who have not yet converted to an online environment can now take advantage of Insights Enterprise, a comparable — in fact enhanced — alternative to Insights, which is only for online environments.”

InsideView has offered an OEM edition of their service within Microsoft Dynamics for around five years.  Tucker described the shift in sales and marketing since the beginning of the partnership as one of moving from a shotgun approach to precision sales and marketing via ABM:

The biggest change we’ve seen over last 5 years is the focus from more of a one to many approach  in sales and marketing – thinking the more data or prospects the better – to now much more of a targeted approach. We’re all so over-messaged in every aspect of our lives…we now see a return to a much deeper level of engagement, especially in B2B. [A sales professional] wants to see who [his or her] buyer is, who that team is, and bring real business value to them. The only way to do that is if you have the news and intelligence in a more meaningful way than competitors.

Dynamics clients outside of the US and Canada are now eligible for discounted pricing.  A landing page is listing up to 50 seats of Insights Enterprise for $10,000 / €9,500 / £8,000 per annum.  Additional seats are priced at $10 / €9.5 / £8 per month. The limited time offer runs through June 30th and includes onboarding, training, a dedicated customer success manager, and technical support.

When Insights was launched five years ago, the InsideView offering was more US-centric in its content coverage, but the firm has expanded its coverage significantly, particularly in Europe, with 5 million companies and 16 million executives outside of North America.

Tech Profiler, InsideView’s set of technographics for 525,000 companies spanning 2,100 hardware and software products, is available as an Insights Enterprise premium beginning at $5,000.  Tech Profiler is presented as an additional Insights tab.  Users can filter by product category or perform keyword searches.

Tech Profiler Filtered for Project Management and Vertical Markets.
Tech Profiler Filtered for Project Management and Vertical Markets.

However, tech variables are not available in Insights Enterprise Build a List.

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