Mmojo’s prospecting module supports both traditional prospecting and ABM list cloning. The Build a List User Interface is straightforward with filtering by
- Location: State, City, ZIP
- Company Name
- Company Attribute: Public/Private/Government, HQ/Sub/Branch
- Size: Revenue, Employees
- Industry: Industry Keyword, SIC
- Contacts: Function, Level, Keyword
- Indicators: Home Office, Woman Led, Minority Led, Franchise
Type-ahead suggestions help with quickly entering cities. technologies, industry, and job functions/levels.
Missing geographic selects included counties, MSAs, ZIP Ranges, Email and Direct Dial Availability. The inability to easily refine by location may be a hindrance to SMB sales.
The Industry selects are by keyword and SIC code, but the keyword search which supports typeahead suggest is sluggish. NAICS codes are coming next month.
A nice feature is the ability to quickly select contacts by function (Sales, Marketing, Engineering, IT/IS, HR, Finance, Operations, Planning) and Level by clicking or dragging the clicked mouse across a grid (see image on right). Users can also enter keywords, but the list was mostly high-level titles and general functions. Missing were key roles such as purchasing, sales operations, accounts receivable, accounts payable, security (except CISO), and compliance (except CCO).
Another welcome feature is the ability to save multi-variable filters allowing marketers to store territories or industry segments for quick recall.
Previously uploaded or built lists may be used for list suppression (e.g. exclude current customers and prospects) or as a constraint list (e.g. subsetting of a current list for targeting). The system also maintains a Master List for this purpose.
When prospecting, marketers can grab a random subset of the list for a campaign or for forwarding directly to sales reps.
Lists can also be used to find mMore-like-these cloned companies. The peer feature allows users to define the relevant variables and weights to be assigned to them. Thus, a regional tradeshow list can be used as a seed file for additional prospects, but with the location variables relaxed; additional variables (e.g. deployed technology, growth indicators, corporate attributes) can then be assigned corresponding weights. This feature is easily managed via a drag-and-drop tool and visual indicators. As a segmentation analysis is also displayed, marketers can analyze the seed file as they adjust the selection criteria and weights.
I had one significant concern: the workflow from building a list to viewing it is not clear and is likely to frustrate trialers and new users. Nevertheless, the user interface is otherwise straightforward and the dynamic segmentation (see left side of top image) is beautifully rendered and informative.
Part III discusses Mmojo content and pricing.