With the pandemic and recession, the sales intelligence and B2B data space held up well. Most of the vendors I speak with indicate an increasing demand for sales and marketing intelligence and B2B DaaS offerings. In January and February, I’ll be reporting on those numbers.
As part of my annual trends analysis, I put together a list of the top events and trends in our space this year:
- COVID: Sales & Marketing Intelligence continued to grow during the pandemic as sales and marketing needed to pivot to new verticals, reach the buying team working from home, and double down on segments that benefited from or had limited impact from the pandemic.
- Zoominfo: $ZI had a very successful June IPO and acquired Clickagy (intent) and Everstring (firmographics).
- Dun & Bradstreet: $DNB was taken public 18 months after being taken private. The firm has regained some swagger through acquisitions. They began the year with Orb Intelligence (firmographics) and closed it with Bisnode (Central European partner). Dun & Bradstreet also launched several new B2B S&M offerings (D&B Intent, D&B Connect, D&B ABM, D&B Analytics) and expanded its contact acquisition process with the Outlook-based D&B Email IQ.
- Intent Data: Intent data has become the hottest content set in the B2B space as firms move to integrate multiple categories of intent within sales and marketing workflows. Zoominfo, Dun & Bradstreet, and TechTarget all enhanced or announced integrated intent data offerings with custom models. TechTarget’s acquisition of BrightTALK and Spiceworks Ziff Davis of Aberdeen are also partially motivated by intent datasets.
- European Vendors: The European market is growing rapidly, with UK vendors extending their services across the EU (e.g., Global Database, Rhetorik) and Continental vendors entering the UK (e.g., Echobot, Vainu).
- Consolidation: Market consolidation stalled in H1, but by Q4, there were weekly M&A announcements with several other deals rumored to be in the works in Q1.
- Data Privacy: CCPA was implemented in California, and the EU Court of Justice struck down the EU-US Safe Harbor (Privacy Shield) agreement, forcing companies to restrict EU data flows into the US.
- Spiceworks Ziff Davis: SWZD acquired Aberdeen, positioning it as a competitor in both intent data and technographics. Spiceworks Ziff Davis has the potential to copy TechTarget’s model.
My Trends Analysis runs over 100 slides. It includes a 90-minute phone consult and is available for purchase.