ISI Emerging Markets

EMIS Professional Dashboard
EMIS Professional Dashboard

EMIS, a research service for emerging markets, was sold by Euromonitor Institutional Investor to CITIC Capital and Chinese media company Caixin Global back in April. CITIC is an alternative investment management and advisory company.  Also included in the sale was CEIC data, a provider of global time series data.  The two businesses, jointly named ISI Emerging Markets, have been run in parallel and will continue to do so, but sales operations have been merged.  Sales continues to be organized regionally, and some product specialization will be retained.

ISI is headquartered in Hong Kong with offices in eighteen countries.  The firm has over 500 employees located in both emerging and developed countries.  The two firms reported an operating profit of £11.9 million ($15.1 million), as disclosed in the notes to Euromoney’s 2017 annual accounts.  The firms reported 2016 revenue of about $52.7 million and EBITDA of $14.5 million.  Based on 2016 turnover and the $180.5 million purchase price, the deal had a 3.4 multiple.

EMIS delivers news, research, analytical data, and peer comparisons for over 125 emerging markets.  The content is multi-lingual and serves researchers, industry analysts, corporate strategists, credit analysts, and business development professionals.  Customers are found in corporate and investment banking, consultancies, private equity, government, and academia.

EMIS displays news and research from 7,000 publications and 3.6 million emerging market company profiles, two million of which include financials.  Industry sources include BMI Research, Technavio, MarketLine, Mintel, and Euromonitor.  Sixteen languages are supported for content and UI along with cross-translations between the languages.

The products have regional strengths. CEIC began with a Chinese focus twenty-five years ago and is strongest in Asia.  EMIS began in Eastern Europe, but now generates half of its revenue in the Americas.  Asia now represents 25% of its revenue with India its fastest growing market.

Chief Product Officer Diego Obere said that “the majority of our employees are based in emerging markets, allowing us to establish an unrivalled level of expertise on these often opaque countries.” The firm’s “focus [is] on providing our clients with information on countries that are classed as emerging markets. Over 90% of our 5,000+ content sources are from emerging markets”.

The product roadmap includes an improved EMIS UX, upgraded industry pages, and investments in improved mobile and API access.

Channel-wise, EMIS partnered with EBSCO and ProQuest for university distribution.  The firm supports both subscription access and on-demand research purchases.

Redefining the D-U-N-S Number

Dun & Bradstreet is looking to modernize its D-U-N-S Numbering system to support digital businesses which may not have a phone number or physical location.  D-U-N-S Numbers, which are the de facto global company numbering system, were developed by Dun & Bradstreet in 1963 and have long captured business locations including headquarters, subsidiaries, and branches along with firmographics and corporate linkage.  Currently, there are over 300 million D-U-N-S numbered active and inactive global businesses.  But this model fails to capture the emerging nature of digital businesses and the gig economy.  The expanded definition will shift from location to “point of commerce.”

“You can be a digital business.  You can be a business that is a two-person startup right out of a coffee shop and you’re accepting PayPal as your form of payment.  That doesn’t require a physical address anymore.  You could be part of the gig economy.  You can be an Uber driver.  You can have an Airbnb property.  Those don’t necessarily fit under the mold of traditional businesses,” said Saleem Khan, Digital Leader of Data Innovation at Dun & Bradstreet.

“That idea of point of commerce subsumes everything.  It subsumes the digital location.  It includes things like the Internet of Things and the gig economy as well.


Saleem Khan, Dun & Bradstreet, Leader of Data Innovation

The rise of the Internet of Things also calls for a broader definition of businesses to assist with master data management and business linkage.

“There are 11.2 billion Internet connected devices out there, half of which are doing B2B commerce,” said Khan.  “It’s a ship coming into a port and being scanned automatically.  Wouldn’t it be nice to know which businesses are tied to that particular Internet connected device?  And so, with respect to the D-U-N-S Number, what we’re doing is moving away from business at a physical location in favor of business at a point of commerce.” An expanded definition also benefits government agencies and financial services companies which often require D-U-N-S Numbers for business verification (e.g. anti-money laundering, know your customer), sub-contracting, and credit and supplier risk analyses.

DiscoverOrg Expands Coverage

DiscoverOrg now offers two classes of segregated companies and contacts.
DiscoverOrg now offers two classes of segregated companies and contacts.

DiscoverOrg, which has historically focused on decisionmakers at top companies, greatly increased its company and contact coverage last week.  The firm now collects data on 500,000 global companies, trebling its coverage.  With respect to contacts, coverage grew five-fold to 20 million decision makers.  All of the new companies are headquartered in the United States, but roughly 27% of the new contacts work outside of the United States.

The expanded company and contact data has long been captured by DiscoverOrg but not presented within their service.  Thus, adding a lower tier of records presented a problem which was solved by segregating the records into two categories: Research Verified and Technology Generated.  Research verified profiles are collected and audited editorially.  They are subject to DiscoverOrg’s 95% data quality SLA with 96% direct dial fill rates and 98% email fill rates.  The research verified dataset spans 4.35 million contacts across 163,000 global companies.  This dataset remains their primary universe.

The technology generated dataset is collected, validated, deduped, and categorized by DiscoverOrg’s platform.  The dataset spans 15.5 million contacts across 319,000 additional US companies.  As the dataset also includes technology generated contacts at research-verified companies, sales and marketing can utilize the technology-verified contacts when there are few eligible contacts with the desired titles within the human-verified dataset.  They can also drill down into a universe of smaller companies not subject to human verification.

“The dramatic growth of our database is due to rapid advancements in technology-enabled processes built on a decade of expertise with human-verified research. This human+technology approach has allowed us to develop unique assets for cleansing, verifying, and maintaining data that gives our customers the best advantage available: deep, accurate and complete data that fuels their growth.”

Derek Smith, DiscoverOrg Senior Vice President of Data

When prospecting, human-verified and technology-verified contacts are displayed as separate lists.  When viewing contacts in a company profile, the human-verified contacts are displayed by default, but the technology-verified contacts are accessible if needed.

DiscoverOrg built its reputation with a human-researched and verified database of top companies which includes org charts, real-time buying signals, sales triggers, and technographics.  The firm is now deploying “proprietary technology and human-in-the-loop automation” to deliver “a significantly broader universe with levels of accuracy not typically seen at these volumes.”

DiscoverOrg President Katie Bullard did not provide details on their technological verification processes, but stated, “We have a variety of proprietary tools and technologies that ensure the highest level of depth and quality available in the market.  Some of these include tools for retrieving and validating direct dial phone numbers, email verification tools, and tools that parse job descriptions to identify technologies used.”

The expansion provides deeper coverage of SMBs.  94% of covered companies have fewer than 1,000 employees and 75% have fewer than 100.

The new contacts have a minimum of a corporate phone, email, title, department, and company.  Approximately 27% of the new contacts include direct dial phones.  DiscoverOrg is confident that email accuracy is above the industry standard.

“With this launch, no other company in the industry offers the data quality and depth that smart go-to-market motions demand, AND the data quantity to reach entire addressable markets,” claimed DiscoverOrg.

While DiscoverOrg covers international companies in its human-verified dataset, they do not have an international office, “but we’re always considering our international strategy,” said Bullard.

Vertical IQ Launches Mobile App

Vertical IQ Summary (Mobile App)
Vertical IQ Summary (Mobile App)

Industry research firm Vertical IQ launched a mobile app which delivers condensed profiles of 300 industries which can be quickly viewed before meetings or while commuting.  The app is available on iPhone and Android devices at no additional charge for current customers.

“Vertical IQ users are busy professionals, and the reality is that they often don’t have the time to research and read an entire industry-related paper to prepare for a client or prospect meeting,” blogged the firm.  “In order to best help our busy customers, we have to design the most efficient, practical way possible to prepare for meetings—writing and organizing industry-specific information that is digestible, quick, and to-the-point.”

Industries are listed alphabetically and searchable by Vertical IQ industry, NAICS / SIC, and Favorites.  Searching is by keyword, so “Pest” returns Pest Control, Agricultural Chemical Manufacturers, Landscape Services, and Pest Control Services.  The results list may be viewed alphabetically or by sector.  The app has a short “Time to Pie,” a term coined by Intuit which means how quickly do users get to useful information.

Content is broken into eleven chapters which are navigated by a three-bar icon across fromthe chapter title:

  • Summary
  • Big Picture Video –  an industry overview which helps reps “quickly visualize the business, gain insight, and be ready to talk about points of [my client’s] industry.”
  • Fast Facts – Average company size, geographic distribution, top firms, business structure, etc.
  • Call Prep Questions – Capital Financing, How Firms Operate, Industry Trends, Risks to Watch Out for, Working Capital
  • Working Capital – Sell and Invoice, Collect, Manage Cash, Pay, Report, Cash Management Challenges
  • Trends
  • Risks – Industry Risks, Company Risks
  • Numbers – BizMiner industry ratios
  • News
  • Quarterly Insights
  • Bank Product Usage – Industry adoption of standard bank products from Barlow Research

Vertical IQ was co-founded by Bobby Martin, who also started First Research.  Both services provide an extensive set of industry snapshots for relationship managers looking to quickly learn about key industries.

“Vertical IQ helps you save time, increase the likelihood and effectiveness of pre-call planning, deepen relationships with clients, improve banker confidence during calls, and bridge the gap between a banker’s financial knowledge and business knowledge.”

Vertical IQ

Vertical IQ supports nearly 35,000 bankers, accountants and advisors who serve small to medium-sized businesses and professionals.  Along with subscription services, users may purchase individual reports for $99.

DiscoverOrg Expanded Content

DiscoverOrg now displays 22,000 global family trees to the subsidiary level.

DiscoverOrg, which has long emphasized technographics and contacts, expanded its company intelligence with the addition of global corporate hierarchies and private equity / venture capital funding intelligence.  DiscoverOrg also expanded its contact / biographic coverage with detailed work histories, educational profiles, and North American mobile phones and personal emails.

“The traditional playbooks for B2B prospecting and corporate recruiting don’t work anymore.  Today’s buyers and hires expect highly personalized outreach at the right time that cuts through the mass-produced noise we’re all inundated with. The additional data we are now delivering make it even easier for our customers to craft the right message and engage where and when they are most likely to get a response.”


DiscoverOrg CEO Henry Schuck

Family trees are color coded and available for 22,000 global companies along with their divisions and subsidiaries.  Tree nodes may be expanded and collapsed, allowing sales reps to customize their view.  Users may link to major subsidiaries that are also contained within the DiscoverOrg company universe while non-covered subsidiaries are grayed out.  Tree nodes include logo, location, and ownership type.

DiscoverOrg has long offered org charts highlighting contact reporting structures, but family trees have been a gap in their service until now.

Funding data includes total funding and round details such as amounts, dates, and investors.

DiscoverOrg did not disclose the sources of their new data sets beyond saying they were licensed from “leading third-party data providers.”  The new content was verified by their 250 editors and DiscoverOrg’s automated verification processes prior to being presented to clients.

DiscoverOrg continues its rapid content build out with 4.3 million human-verified contacts across 160,000 top global companies.  Additional functionality around the family trees is planned for the next three months.  The firm also expects to add funding data screening to their build-a-list functionality.

“Our biggest differentiator is our ability to bring together proprietary technology,automated tools, and integrations that gather data – plus a layer of human verification to ensure its accuracy.”


Katie Bullard, DiscoverOrg President.

DiscoverOrg confirmed that they are on target for their $160M end of year ARR.

Global5000 Database Adds Contacts

Back before the development of ICP / TAM tools and predictive analytics platforms, B2B marketers would simply describe their target market as the Global 2000 or Global 5000.  The description was overly broad, but it generally meant global enterprises with revenue in excess of $1 billion.

Of course, you could easily refine the list with broad segmentation.  For the sales intelligence vendors of 2005, it was the intersection of G5000 and (Professional Services, Financial Services, Tech firms).

So while there are now tools to refine your target universe, there remain companies that continue to focus on the G5000 concept.  This includes startups and companies with expensive B2B solutions.  It also includes Enterprise Sales groups.

Harry Henry has built a business around the G5000 concept.  For a long time, the Global5000 database consisted of a hand-researched list of billion dollar revenue companies; but, a few weeks ago he released a companion dataset of top US execs for G5000 with plans to sell international contacts in the future.  Henry has partnered with Salutary Data to build his new offering.

Marketers can license the G5000 company set for $2,300.  The accompanying US dataset of 25,000 executives spanning 2,100 firms is available for $3900.  Fields include

  • First & Last name
  • Job Title
  • Address (street, city, state & zip)
  • Email address — 100% fill rates
  • Phone number – Two possible phone numbers with a 35-50% direct dial fill rate.

The contact dataset focuses on Executive Management, Finance, HR/Personnel, Technology/IT, and Marketing.

“To provide you a sense of our vetting process, the contact records are aggregated from some 8 supplier sources and then tested using separate vendors who verify and score the accuracy of emails, phones, and name/title/company.   The results of these tests are used to identify the most accurate data, which enables us to create a data stack.  In addition, external and internal corroboration sources and techniques are also applied to further help identify the most current and accurate records.”

  • Global5000 Website

The contacts file is available with quarterly refreshes.  Segmented versions by industry or job function are not available.

The G5000 database consists of over 5,000 active companies generating $60 trillion in annual revenue and employing 130 million employees.  Revenue per employee of the G5000 firms is $397,000.  The file includes five-year employee and revenue data along with recent events, business descriptions, year founded, industry, segment, market and ticker, and business contact details (e.g. address, phone, URL).

 

CreditSafe US Credit Reports

CreditSafe USA added payment and trade line intelligence to its US credit reports.  Expanded intelligence includes trade line information from business leases, commercial credit cards and term loans that will enable businesses to make better, more informed decisions.  Other information includes total credit utilization, past due amounts, at risk balances, and closed accounts.

“While business credit reports and scores are traditionally put together using a variety of public and private information covering business demographics and company-to-company trade payment data, the addition of payment data showing not just how a business pays its bills, but how it pays its term loans, commercial cards and other debts takes our reports to another level,” said Matthew Debbage, CEO of Creditsafe’s Americas and Asia-Pacific division. “Creditsafe has built its reputation and success on doing things differently. We are committed to changing the way business information is used and by adding in this payment data to our U.S. offering we are continuing to do just that and to provide American businesses with a compelling option. Our Analysis shows that a typical user will now have the added benefit of seeing financial payment data on over 40% of previously ‘thin credit file’ companies. We believe this increase in data availability is a complete game-changer.”

CreditSafe USA Closed Account Details
CreditSafe USA Closed Account Details

The new financial details span $220 billion in commercial transactions from 400 financial institutions.

A 2016 Manta survey of small businesses identified a “major knowledge gap” concerning business credit scores.  The survey of 3,000 businesses found that almost three in four did not now their own credit score and sixty percent did not know where to obtain such intelligence.