PersistIQ Sales Engagement Platform

The PersistIQ Activity Feed provides a real-time stream of prospect actions from within PersistIQ, Salesforce, Gmail, and Chrome.
The PersistIQ Activity Feed provides a real-time stream of prospect actions from within PersistIQ, Salesforce, Gmail, and Chrome.

Sales engagement service PersistIQ recently partnered with Lead411 to provide integrated contact prospecting. Unlike other sales engagement platforms, prospecting is built directly into PersistIQ. Content includes name, company, title, city/state, address, email, LinkedIn profile, URL, and phone. A maximum daily records feature pulls records into PersistIQ without overloading sales reps with too many prospects.

“Our powerful technology gives sales teams the perfect balance between sales automation and the human touch.  Providing our customers access to high-quality data inside their workflow is a natural next step as we further align tools with strategies that have been winning sales for decades.”

  • Pouyan Salehi, founder of PersistIQ

PersistIQ provides salespeople with communication campaigns that include emails, calls, and tasks (i.e. Cadences or Sequences). PersistIQ also executes a set of safety checks to eliminate mistakes commonly made by salespeople. Soft checks, such as whether a contact is already in another campaign, may be overridden while hard checks block email transmission. Hard checks include do not contact domains, bounced emails, and opted out emails. When sending emails, the system also provides smart variable checks to ensure emails aren’t sent with missing fields (e.g. {{first_name}} ) or misformatted HTML.

PersistIQ supports Gmail, Office 365, and Exchange email accounts. A throttle feature sends emails over a period of time instead of via large batches. Throttling helps maintain their customers’ email sender reputation scores.

Both outgoing and incoming emails are logged. The system also supports out of office management, recipient activity detection (e.g. read, click through, bounce), and time zone detection.

Sales reps can use the built-in dialer or their own phones while recording call notes.

An Activity Feed provides real-time access to prospect actions such as email opens and link clicks. The feed is available from within PersistIQ, Salesforce, Gmail, and Chrome. Activities that happen in quick succession are grouped together. A badge number in the system banner indicates new activity and number of events. Users can click from a feed item directly to the underlying campaign or prospect profile and activity.

PersistIQ provides bi-synchronous connectivity with leads, contacts, accounts, and campaigns. PersistIQ content passed to Salesforce includes emails, call activity with notes, dispositions, and tasks.

Marketers and sales ops can upload Excel or CSV files with up to 2,000 contacts. A copy/paste feature may be used in lieu of file imports. PersistIQ employs fuzzy matching logic to prevent duplicates from being created.

A Chrome connector provide email detection, user notes, add to Salesforce or PersistIQ, and searching across PersistIQ and Salesforce.

The Chrome Connector provides lead intelligence and quick transfer to PersistIQ and SFDC.
The Chrome Connector provides lead intelligence and quick transfer to PersistIQ and SFDC.

Analytics include daily actions, best time to send, response time, team reports, and campaign reports.

Pricing begins at $40 per month for the Lite service (billed annually). Features include multi-touch campaigns with email, phone, and task steps; reply to previous email threads; response detection; call scripts and outlines; master and step email templates; rolling campaigns; the live activity feed; email open alerts; and individual campaign reporting. A Starter Edition is priced at $60 per month (billed annually) and adds sending windows; A/B testing; email CRM logging; prospect activity history; campaign summery reporting; custom fields; shared email templates; and API access.

The Pro edition is priced at $450 per month for five seats. Features include Salesforce synchronization; send emails on behalf of others; VOIP or Bridge sales dialer; team reporting; best time to send analytics; time zone detection; custom statuses and call dispositions; shared campaigns; roles and dispositions; and custom onboarding.

Lead411 contacts are available in four plans ranging between 50 and 80 cents per record:

  • 250 monthly contacts for $200 per month
  • 750 monthly contacts for $500 per month
  • 1,250 monthly contacts for $800 per month
  • 3,000 monthly contacts for $1,500 per month

Annual subscriptions allow users to roll over unused credits.

“Combining prospecting data and sales communication into one system that is easy to use is a big win for sales reps and teams,” said Salehi. This is the first step in what we view as the next evolution in sales technology; where data and workflow become more closely connected.”

Outreach Releases Meeting Scheduler

Outreach Meetings allow reps to select open blocks for a meeting and quickly insert them into a templated meeting invitation.
Outreach Meetings allow reps to select open blocks for a meeting and quickly insert them into a templated meeting invitation.

Sales enablement service Outreach now offers a meeting scheduler for Outlook and Exchange. The service, currently in beta, is scheduled for general availability in early April. Features include integrated calendaring, reusable meeting templates, Salesforce synchronization, and available meeting insertion into emails. A Google scheduler was previously launched.

Templates provide sales reps with reusable meeting setups and confirmations. Thus, information such as conference call details can be automatically included in confirmation messages.

By including public calendar links in emails, “prospects can easily find a time that works for them or reschedule meetings without additional back and forth,” blogged Chelsey Feldman, Outreach Product Storyteller. “You can even manage multiple schedules with the ability to book meetings on behalf of someone else, and reassign meeting owners without creating a new invitation.”

Calendaring can be a huge waste of time for sales reps. By integrating calendar functionality into Outreach and Google, sales reps have time freed up for more valuable account planning and sales activities. “Outreach Meetings enables salespeople to focus on closing deals rather than wasting valuable time managing the logistics of scheduling – and rescheduling – countless calls and meetings,” said Outreach CEO Manny Medina. “Now that Outreach Meetings is integrated with both Google and Microsoft platforms, salespeople can instantly schedule appointments – and get back to the business of selling.”

Outreach claims that the Customer Success Team at Jitterbit, where reps schedule around 45 meetings per quarter, saves an hour or more per user each week due to the scheduling functionality.

Additional time savings will be achieved as Outreach builds follow-on capabilities into their meeting scheduler. Feldman listed the following roadmap features:

  • Intelligent automation for perfectly-timed reminders and no-show follow up
  • Features enabling you to follow up on meetings in a timely and actionable way
  • An integrated note taking solution so you can run your meeting with fewer extra tools
  • Analytics and insights on: the meetings you’re booking, holding, and rescheduling; upcoming meetings; and which emails are most successful at helping you book meetings

One feature, not mentioned, is round-robin scheduling.

Outreach noted that 20% of meetings fail because the prospect cancels or does not show up. Thus, managing this scenario in a future release will improve sales rep efficiency and reduce the number of lost or delayed opportunities.

DemandBase Revenue Growth

One of Demandbase's core technologies is real-time visitor intelligence for ABM.
One of Demandbase’s core technologies is real-time account-level visitor intelligence for ABM.

Nathan Latka interviewed Demandbase CEO Chris Golec back in Q4. Demandbase is growing rapidly and now employs 300. In November, Golec said the firm was likely to achieve 50% or greater growth in 2017. 2016 revenue was around $75 million and the firm was above a $100 million run rate in November. Average revenue per customer is around $20,000 per month. Small customers may select a single module for $2K to $3K per month but then add multiple solutions as they grow. Net revenue retention is around 110%.

The firm has between 50 and 60 quota carrying reps, 20 to 25 marketers, and 10 to 15 administrative staff, with two thirds of the company focused on data, R&D, engineering, and other functions

The firm has 400 to 600 customers with top customers spending a couple million dollars per annum.

Golec expects the firm to be cash flow break-even during the first half of this year.

Demandbase, founded in 2007, was an early and forceful proponent of Account Based Marketing. For several years, they had a monopoly on the positioning, but ABM caught fire as a B2B sales and marketing process with several enterprise software firms including Marketo and Salesforce now offering ABM solutions.

“ABM as a category – the interest level has reached the investment community and so as investors do their research they discovered that Demandbase is the largest and pioneered the category itself.  So we had a lot of inbound interest.  At the same time, we started developing some new innovations using AI and massive data that we’re sitting on. So it really unfolded into a whole new level of innovation.”

  • DemandBase CEO Chris Golec

DemandBase has already received $156 million in funding, including a $65 million round last May. Both Salesforce and Adobe have taken investment stakes in Demandbase.

While some MarTech firms are struggling with revenue growth and churn, that has not been an issue at Demandbase. “ABM is more of a business process and our position is much more of a platform where we’re helping customers throughout the whole lifecycle of attracting, updating, engaging, converting, and upselling them.”

The firm has ten staff in London helping grow European sales. “ABM adoption in the UK and Western Europe is really starting to pick up.”

Source: Nathan Latka SoundCloud Interview of Chris Golec

CrunchBase Launches Marketplace Partner Ecosystem

SimilarWeb Web Traffic Analysis within Crunchbase Pro.
SimilarWeb Web Traffic Analysis within Crunchbase Pro.

Crunchbase unveiled their long-planned Crunchbase Marketplace partner ecosystem.  Crunchbase signaled plans for the ecosystem a year ago when it announced an $18 million funding round.  Partner datasets are available via an “app store” connected to their subscription Crunchbase Pro data service.

“We see this as the next step in building the master database for companies online. We don’t feel like a single company can go out and get all the information that there is to get, which is why we have decided to partner.”

  • Crunchbase CEO Jager McConnell

Crunchbase has signed 13 data partners: SimilarWeb, Apptopia, BuiltWith, Siftery, IPqwery, Bombora, Owler, Financial Content, TradingView, Enigma, Wayback Machine, Aberdeen, and Wikipedia.  The span of partners is fairly broad and includes technographics, intent data, web traffic, app installs, government filings, and stock quotes.

The following datasets are live:

  • Crunchbase Pro – Funding data available for $29 / user / month
  • SimilarWeb – Web traffic and engagement (free)
  • Siftery – Tech Stack data for $49 / user / month
  • BuiltWith – Tech Stack data for $49 / user / month
  • Apptopia – Mobile app analytics for $49 / user / month

“We’re super excited about these partnerships because they are bringing up a ton of new data that we’ve never seen before,” McConnell added. “We think this is the first time that someone has taken all this data and put it all into one place. Looking further out we think that all enterprise software will be built on large data sets, and we think that we can be the trusted source for all that company information on the internet.”

Crunchbase is looking to increase the number of registered and Pro users on its site, so only registered users will have access to the marketplace.  Last year, Crunchbase had 40 million unique users, many of whom were anonymous.

Current licensors of third-party datasets do not have free access to the content via the Marketplace.  However, Crunchbase is evaluating a voucher system for dual licensors.

Crunchbase said it is unsure whether the current $49 per month fee will be modified.  For example, they are open to building solution bundles by function which support multiple datasets.  However, such a model has yet to be explored.  They are also considering a freemium model with in-app purchases of additional data beyond a limited number of free records.

Crunchbase will continue to focus on its strength: – the collection of funding data.  “Logo, name, address, funding, founding and investor data: we’ll always own that node,” McConnell told TechCrunch. “This is the reason why most come to us today and we don’t want to jeopardize this.”

Crunchbase would like to build out to one hundred partners over the next year.

SalesLoft Named Top Midsize Workplace in Atlanta

One of the New Features Being Shown at Rainmaker 2018 is an Integrated Meeting Schedule.
One of the new features being shown at Rainmaker 2018 is an integrated meeting scheduler.

Congratulations to SalesLoft on being named the Top Midsize Workplace in Atlanta. The sales enablement firm added 120 employees over the past year to 220 headcount. SalesLoft is looking to add another 150 employees in 2018.

“SalesLoft’s core values are like motivational mantras: Team over self, bias towards action, focus on results, put customers first and glass half full.

  • Atlanta Journal Constitution

CEO Kyle Porter has long stressed the value of transparency at SalesLoft with Sunday evening company-wide emails and Friday all-hands meetings where staff are encouraged to ask any question.

“What I’ve constantly heard is just massive amounts of appreciation for being kept in the loop,” he said.

The firm also emphasizes recognition, cross-team interactions, career development, and teamwork. Chessboards in the lobby foster friendly competition. “It shows that salespeople can have a scientific mind and that engineers can have a relational mind, and that’s really the exact thing that we do for our customers, is we bring the science and relationships together,” said Porter.

SalesLoft is holding its annual Rainmaker conference in Atlanta this week.

Salesforce: Another “Blowout Quarter”

Salesforce Maintained its growth trajectory in Q4 2018 (Source:
Salesforce Maintained its growth trajectory in Q4 2018 (Source:

Salesforce announced another “beat and raise” quarter last week with strong revenue growth across all of its clouds and regions. Their Q4 earnings hit $2.85 billion, up 24% year-over-year (21% in constant currency).  For the full year, revenues rose 25% (24% in constant currency) to $10.48 billion.  SFDC has a three-year compound average growth rate (CAGR) of 25% with revenue nearly doubling over the period.  Growth has been so rapid that their Q4 2018 revenue was more than their full FY 2014. 

Salesforce  claims it was the fastest enterprise software company to reach $10 billion in revenue and will be the fastest to hit $20 billion.

CEO Marc Benioff attributed ongoing growth to a number of factors including its sales team which drove a “blowout quarter,” lauding the “performance of that organization and their acuity.”  Other factors included a growing set of CEO-level relationships, an “incredible increase in investment activity” fueled by the recent US corporate tax cuts, and digital transformation: 

It doesn’t matter if they’re a consumer product goods company CEO or financial services or retail or any industry or any geography. Every CEO is thinking about their digital transformation. And I think you and I know that every digital transformation begins and ends with the customer. 

This is very powerful. And it’s why we have so much activity in our company. Of course, we’re the number one customer company in the world. No other company in the history of the software industry has been as focused on customer-relationship management, but how companies can have a customer transformation at Salesforce. 

And this, and this alone, focus, has accelerated our growth. You can see that in the numbers. So certainly, how we finished our year in fiscal year 2018 is not where we thought we would start. We raised guidance I think almost in each and every quarter, and yet we still ended up above that. And that’s why we’ve raised again here $150 million. This is the most we’ve ever raised in the history of the company, because we’re just ahead of where we thought we would be

So, we are, obviously $10 billion is now behind us, and $20 billion is ahead of us. And it’s our dream, we’re going to be the fastest to $20 billion. 

But when you have $20 billion already on and off the balance sheet, you know that that is – we’re a huge step on the way there. So that’s what I couldn’t be more excited about the position the company is in, its competitiveness, its ability to perform, the quality of its customer relationships, the quality of the products, the integration of the acquisitions, the culture, Fortune number 1 best place to work. All of these things have come together in just a really beautiful way, and I’m extremely grateful.

Salesforce has several other factors fueling its growth: The annual Dreamforce event drew 170,000 attendees last year, the firm has a clear social mission that resonates well with millennial employees (and now decision makers), and it was an early mover into cloud computing, mobile-first design, IoT, partner ecosystems (AppExchange), and artificial intelligence. 

Finally, being cloud only, the firm does not have to fight a rear-guard action to retain enterprise clients as they migrate to the cloud.  So while SAP and Oracle must fight to retain their customer base as companies make the leap to the cloud, Salesforce is there to poach their new clients.