Dun & Bradstreet, which has been running pipeline health analyses for its clients over the past three weeks, assessed over 35 million accounts across 125 pipelines. They found that 21% of accounts were subject to high financial risk based on several factors: slow payment, bankruptcy, unpaid debt, and business viability, a statistic which VP of Product Marketing, Dun & Bradstreet Sales & Marketing Solutions Dennis Olcay called “jarring:”
“We continue to keep a close eye on this number, but that is a jarring statistic that demands attention as it relates to go-to-market strategies,” wrote Olcay.
“The dominant theme of our customer conversations today is how to be both sensitive and impactful in the new environment. We have found the new environment has unleashed entirely new forms of sales and marketing campaigns – far less driven by self-positioning and more characterized by seeking to meet customers where they are.”Digital Marketing Solutions CRO Michael McCarroll
Dun & Bradstreet offered a high-level risk segmentation based upon SIC codes and each industry’s risk profile (see chart on the right). Industries were stratified across five categories: Essential businesses (e.g. food supply, hospitals), Supports Remote (i.e. businesses which were able to transition to WFH), requires contact (e.g. hospitality, entertainment), delivery-based retail (e-commerce, e-delivery, logistics), and central production (e.g. manufacturing, natural resource extraction).
Dun & Bradstreet cautions that simple SIC analysis is only the first pass in performing a risk assessment. Firms may be in the same industry but have different go-to-market and operational strategies that impact their risk profile. Another factor is their exposure to supply chain and customer risk.
“Despite the promise of MarTech to enable speed and scale for your go-to-market strategy, this is a time to hit the pause button and rethink your go-to-market approach,” cautioned Olcay. “Don’t sacrifice tailored messaging for the sake of scale and speed to market – the additional thought you put in now to think about fit, intent, and risk will pay dividends when your audiences notice you’re empathizing with them and offering real value that aligns to the specific challenges they are experiencing.”
And Dun & Bradstreet isn’t the only firm that is promoting pipeline analyses for its clients. Zoominfo is offering a similar service which I will cover in my next blog. If you don’t know where to find revenue in June and Q3, a pipeline analysis is an excellent place to start.
Dun & Bradstreet and DueDil (UK) are offering industry barometers to help refine your targeting. Vertical IQ is offering industry-specific pandemic analysis as part of its industry overviews. Experian is providing a regional and industry analysis by risk level.
And on the marketing side, HubSpot has been publishing weekly marketing metrics for their 70,000 customers. Data includes deal open rates, deal close rates, email prospecting, site visit rates etc. Users can even drill down by segment and country to benchmark their sales and marketing performance against peers. The most recent analysis is for the week of May 18.