Sales and marketing intelligence vendor DiscoverOrg announced a “refreshed” connector with sales engagement platform Outreach. The update provides improved “synchronicity” between the two services, making it “faster and easier for reps to sequence DiscoverOrg contacts,” said Russell Van Leuven, DiscoverOrg Senior Director of Sales.
According to Van Leuven, the updated “solution will remove barriers and help people sell more by addressing three mission critical sales problems: (1) a disjointed sales tech stack, (2) inconsistent or untrustworthy data, and (3) maintaining governance practices to preserve data quality.”
“The value of great data lies in what our customers DO with it. The integration of Outreach with DiscoverOrg means sales teams can get the best data and insights on their target accounts, engage them with the right message at the right time, and never worry about that data going stale again.”
- DiscoverOrg CEO Henry Schuck
The solution addresses both the dearth of quality data for small teams that perform open-web Google research and “tech overload” at enterprises that are balancing email, CRM, and “a huge stack of tech tools to find, cross-reference, and confirm the information they need,” said Van Leuven.
Van Leuven highlighted the difficulties of maintaining data quality in CRMs:
It’s hard to trust the murky origins of the data in your CRM. It’s usually old (Did you know: data decays at a rate of 30% per year). A lot of distrust comes from the fact that most people have had a traumatizing experience with bad data or bad data providers that’s landed them in spam filters, blacklists, or worse. And when your sales team doesn’t feel like they can trust the data, they stop trying to keep records updated. Bad data perpetuates a burdensome cycle of bad data.
The connector feeds editorially researched prospect data into Outreach and Salesforce. Both individual records and bulk prospects are pushed to Outreach and assigned to Outreach sequences. There is “no downloading, uploading, copying or pasting required,” said Van Leuven.
Prospect lists can be assembled in DiscoverOrg and assigned to specific Outreach sequences and tagged by the owner. Company and contact information can also be passed to Outreach via DiscoverOrg’s Chrome extension. Thus, a sales rep can identify a prospect on LinkedIn or a company website, match and enrich the record against the DiscoverOrg reference file spanning 130,000 companies and three million companies, and then upload the enriched record to Outreach.
“Great sales results require an in-depth understanding of who you are targeting, and then reaching those individuals with a message that moves them to take action,” said Outreach CEO Manny Medina. “The partnership between Outreach and DiscoverOrg makes that simple.”
The joint service also offers automated DiscoverOrg enrichment of new leads within Outreach. The nightly scan appends DiscoverOrg contact information, firmographics, and technographics to Outreach for both new records and records updated within the DiscoverOrg reference library. The nightly scan also identifies bounced emails and departed employees.
The connector supports field-level configuration allowing admins to set custom field mappings. Admins are also provided with a weekly summary report which lists all account and contact updates.
DiscoverOrg has a 95% data quality SLA based upon their 90-day editorial review cycle and monthly bounce testing.
Along with Outreach, DiscoverOrg supports sales engagement vendors SalesLoft and Tellwise. DiscoverOrg plans on enhancing those connectors along with adding additional sales engagement vendors.