On Nathan Latka’s podcast, Godard Abel, CEO of G2, said that he expects to hit $100 million ARR before the end of the year. G2, which raised $157M at a $1.1B valuation in June 2021 (Series D), grew at 40% over the past year. At the time of its Series D, its Annual Recurring Revenue (ARR) was $55 million.
G2 maintains a product/vendor taxonomy for its review site, with vendors identifying their product categories. “If you’re a software vendor, you want it to be right on G2,” said Abel. That way, its seven million monthly visitors can properly discover a vendor’s offerings.
Along with categorizing vendors, G2 editors determine the key features for each product category and let customers rate these capabilities.
The number of G2 listings grew 48% over the last year. Its fifty-person research team collaborates with its “community of vendors” to maintain vendor and product profiles.
G2 also licenses its taxonomy to partners and investors. For example, ServiceNow licenses the G2 taxonomy for its ITS Management tool for categorizing apps. Abel also noted that around fifty of the “World’s leading SaaS investors” have licensed G2 data to help understand the SaaS competitive landscape and adjacent markets.
G2 has additional revenue streams. It offers second-party opted-in intent data and a G2 Track service for tracking SaaS expenses.
Nathan Latka interviews SaaS CEOs and posts them to his podcast. This data is then loaded into his database of SaaS metrics. As he regularly reinterviews executives, there is often historical ARR and employment data. The database is a freemium service with limited free data.
Dun & Bradstreet continues to expand the content it publishes in D&B Hoovers. Recent enhancements include building out its companies, contacts, and technographics.
D&B Hoovers profiles nearly 250 million unique, active companies and over twenty million corporate linkages, including branch-level links. New fields include Site Sales, Global Sales, Site Employees, and Global Employees.
Contact coverage also continues to grow, hitting 290 million. In addition, email and direct-dial fill rates have significantly improved, both growing 9X since Q1 2021. As a result, D&B Hoovers now provides 40 million emails and 20 million direct dials.
Build-a-List now supports a Contact Accuracy Score when prospecting for contacts, letting reps “select the email accuracy that’s right for each outreach, lending flexibility for both precision and volume.” For example, for general campaigns, marketers would select emails with the highest levels of deliverability; still, reps may select lower-scoring contacts when reaching out to their target persona within their ICP.
D&B Hoover’s also expanded its technographics, with company coverage extended by 359% since Q1 2021. In addition, Dun & Bradstreet grew its technology vendor coverage by 54% and its tracked technology products by 5.3 million.
Along with a deep set of companies and contact profiles, D&B Hoover’s offers public company financials, US SEC filings, UK Companies House filings and DASH reports, European registered company financials, analyst reports, industry market research and overviews, corporate family trees, competitors, company news, intent data, and event triggers.
Continuing my coverage of the new Artesian Connect platform [Part I].
Metro Bank, an early customer, deployed Connect for customer onboarding and back-book screening, complementing their Artesian Engage deployment:
“We started working with Artesian to explore ways we could introduce greater efficiency to the customer onboarding journey. We loved the idea of being able to aggregate data from a number of different sources and map our risk appetite to Artesian’s rules framework to flag issues immediately. The result meant we could deliver a process which in some cases was 94% quicker than our existing process.”
Ronan Heeran, Financial Crime Risk & Control Manager at Metro Bank
QBE, an early insurance adopter, employed Connect for underwriting and COVID-risk checks, delivering consistent decisioning across its 200 underwriters. According to QBE Director of Underwriting David Jones, Connect’s configurability let QBE be “proactive, rather than reactive, to changes in data for client assessment.”
Along with a rich set of news event monitoring and triggers, Artesian provides a broad set of Experian UK data, including financials, Companies House images, Gazette filings, Directors and Shareholders, Mortgages and County Court Judgements, Family Trees, and Ultimate Beneficiaries. Artesian recently added Irish datasets from Experian. They also offer US and Canadian profiles from a highly credible provider.
Clients can access Artesian Premium Data in Connect or opt to retain preferred vendors. Connect also provides API connectors for Dun & Bradstreet, LexisNexis, Equifax, Refinitiv, LDC, and Graydon, with more data integrations planned. Many financial services clients opt to feed their legacy PEP (politically exposed persons) and sanctions list vendors into Connect.
Connect supports a business rules-engine, development toolkit, and scripting engine. Users can either work with Artesian’s technical consultants to define models or build their own decisioning and customer support tools. Artesian employs a “3-D” solution process: Discover, Design, Demonstrate. The 3-D process, combined with the Connect platform, allows Artesian to build complex business requirements in days or weeks, significantly faster than third-party developers.
Artesian has trademarked the term “Know-How Equation,” which describes their method of capturing “collective expertise” to “transform efficiency, efficacy, and consistency of frontline and middle office teams.” The equation is represented as
The Know-How Equation captures a company’s knowledge about its customers, business, and market in the Artesian rules-engine. Artesian then processes structured and unstructured data to display “impactful insights and risk intelligence needed to deliver the ultimate in business acumen.”
“Artesian Connect can deliver transformational results in client acquisition, client onboarding, risk and compliance monitoring, and relationship management. With Connect, modern frontline banking teams can rapidly merge disparate data sources, create bespoke rules for risk selection utilising rich firmographic data and, most importantly, deliver insight from unstructured data that paints a much deeper picture for client assessment.”
Artesian CEO Andrew Yates
Artesian has also updated its Engage homepage to provide a custom briefing book to clients. Features include dynamic Connect calculations, advanced engagement signals, historical screening, and account followers. Customers can opt for either a data-first view or a news-first view.
Like many of its peers, Artesian Solutions has thrived during the pandemic. Their mobile push notifications have had high usage during WFH, and financial services firms have increased platform utilization due to economic dislocation and CBILS checks. According to Yates, renewals remain strong, with gross retention in the 90s and net retention around 110%.
The firm has long been profitable, with a 9X LTV/CAC ratio (Lifetime Value to Customer Acquisition Cost). Furthermore, customers have been integrating the Artesian platform into their workflows, with 65% of new business coming from platform-leveraged transactions.
Artesian Solutions formally launched the Artesian Connect platform aimed at transforming frontline execution and effectiveness. The platform supersedes ARCH, which was built on the same architecture as Connect. The expanded platform now supports advanced sales engagement, customer onboarding, Insurance and credit underwriting, and relationship management.
Connect is Generally Available.
Artesian Connect includes a bespoke rules-processing engine that captures client know-how, including business rules, sales preferences, prospecting criteria, and onboarding checks. Connect supports both Artesian’s Premium Data feeds and customer-licensed third-party data integrations.
By combining first and third-party datasets with business rules and existing policies, the customer engagement process can be streamlined and standardized across large teams. Some of Artesian’s customers have thousands of users, so the ability to improve efficiency without impacting the customer experience is critical to successful implementations.
As rules and policies have been codified, employees do not need to review as much company intelligence. Instead, decision-making is reduced to the core information. Supported processes include sales engagement, onboarding KYC/AML, insurance policy underwriting, and business-specific steps and requirements.
Artesian Connect delivers an improved customer experience, reduced employee onboarding time, and standardized processes and rules across all team members, which is particularly important when engagement priorities and regulations change, as they did in March.
CEO Andrew Yates emphasized that Artesian’s focus is not only on data but on rules and the ability to expedite decision-making based on scores and flagged items. A new feature, engagement signals, go beyond traditional trigger events and look at multiple recent events before offering next best action recommendations.
Connect supports four modes:
Quick Tasks such as pre-screening customers or performing a CBILS (UK SME COVID business loan) check
Tracking Companies and alerting on events, opportunities, credit changes, filings, etc. As alerts are based on company-specific rules and policies, they have greater precision than general notifications.
Multi-linked Analyses that evaluate multiple recent events and determine whether a more in-depth analysis of a prospect or loan is required
Other Application Calls based on customer criteria
Platform apps can be delivered via the desktop, mobile device, or a broker management system, with output such as custom proposals delivered as Word Documents or PDFs.
“Artesian Connect is pioneering a new era in modern data and insight-driven Relationship-Banking – helping commercial teams leverage their extensive know-how and by combining this with the latest advances in data science, we can empower them to do what they do best at a scale and speed never seen before,” explained Yates.
UK-based Sales and Risk Intelligence vendor Global Database is launching company credit checks for nineteen countries. Credit data is gathered via APIs from leading regional European providers of company and credit data.
The new reports include credit scores and limits; payments and inquiries; mortgages, charges, and county court judgments; directors and shareholders; group structures; trading addresses; five-year financials; key performance indicators and ratios; credit score and limit histories; company identifiers (e.g. registration numbers, tax ids, tradestyles), year incorporated; auditor; and document filings.
US data includes UCC (liens), bankruptcies, and payment histories.
Coverage currently spans
Americas: The United States, Canada, Mexico, Brazil
Europe: The United Kingdom, Germany, France, Italy, Benelux, Ireland, and the Nordics
Asia: Japan, Thailand, Vietnam
Credit reports are available for all registered companies in the supported countries. What’s more, coverage will grow rapidly with plans to support 120 countries by the end of the year with “instantly available credit reports.”
“By the end of Q1, we will have a credit report for every single country, including offline reports in areas where company information is much more difficult to get. Essentially, a client will make a fresh investigation request, and our partners will collect this information from on the ground sources.”
Global Database Managing Director Nicolae Buldumac
“We now offer a unified solution to our customers where they can identify their customers, get contact information for key executives, and run due diligence checks on new suppliers,” wrote Buldumac.
Buldumac emphasized that the Global Database platform supports multiple global departments. “All this information is available in one single license, and this will save cost for many companies, as very often you need to pay a license for sales and marketing solution and another license for compliance. Also, not many companies offer such information globally, and this is where we have a USP.”
During Q3, Global Database onboarded Amazon, Vodafone, WeWork, Dyson, and the Italian Trade Agency. Global Database’s business has increased during the pandemic as firms look for more clients, require tools for assessing business risk, and source digital sales and marketing solutions in the absence of event marketing.
The credit risk solution will be offered both as a bundle with the existing sales and marketing platform and as a standalone product. Pricing will depend on volume and countries, with discounts available for bundled subscriptions.
Global Database has sales and support offices in the UK and Moldova.
Over the past few years, ZoomInfo has been rapidly building its go-to-market intelligence through acquisitions and capital investment. Initially, ZoomInfo (then called DiscoverOrg) rolled up competitors iProfile and RainKing, but in February 2019, they acquired ZoomInfo, a leading global contact information source. The firm also managed two tuck-ins last year: NeverBounce email validation and Komiko Inbox AI.
After going public in June, ZoomInfo acquired intent data service Clickagy in October before acquiring Everstring.
ZoomInfo is exceptionally strong across many of the core B2B data categories, including
Global contacts (e.g. emails, direct dials, phone numbers, bios, social links, job function, and job level)
However, ZoomInfo has lagged behind other vendors in firmographics and linkage. The Everstring acquisition plugs this gap across core firmographics, SMBs, and company linkages, putting the firm in a stronger sales intelligence, digital marketing, and B2B DaaS position. The expanded company universe will significantly improve ZoomInfo’s match rates for batch, real-time, and continuous data enrichment.
In a multinational telecom provider test, the match rate doubled to 98% due to three factors: M/L-powered matching, historical matching against outdated records, and record completeness.
“EverString’s machine learning powered entity resolution (aka matching) algorithms are designed to accept and process multiple identifying inputs from a customer’s file, such as phone number and address, alongside the company name and website, improving the likelihood of returning a matching record.”
ZoomInfo CEO Henry Schuck
Maintaining a historical file of inactive and out of date records provides significant value when batch processing enterprise records sitting in CRMs and MAPs. Much of this legacy data is bad, but without a reference file with historical data (e.g. inactive and closed companies, former addresses, FKAs), operations teams don’t know which records are defunct businesses.
Everstring has nearly 100% fill rates on core firmographic fields such as employee count, revenue, and industry codes. The expanded firmographics improve field fill rates, lead scoring, lead routing, and analytics (e.g. ICP, TAM, segmentation).
Nevertheless, ZoomInfo has a few remaining gaps around public company financials and filings (e.g. SEC, Companies House, UCC) that would hold them back at financial services companies and European firms. Everstring does ingest filing data (e.g. Secretary of State incorporations, UCC liens, 5500 ERISA filings with the Department of Labor, federal contract bids, OSHA, fleet data, UK Companies House) when building its business graph, but source data viewing is often required.
ZoomInfo continues building up its data assets with the acquisition of EverString, expanding Zoominfo’s coverage of companies and contacts. EverString employs machine learning, deep learning, artificial intelligence, and natural language processing to build profiles on 100 million companies, 120 million locations, and 70 million business professionals. Data are ingested from both online and offline content. The expanded company universe is five-times larger than ZoomInfo’s current company universe, with roughly 30 million international profiles.
EverString also provides ZoomInfo with over one million linkages. “This additional data gives sellers and marketers across all verticals better access and visibility to their total addressable markets, more complete enrichment results, and additional points of contact at their target accounts.”
ZoomInfo CEO Henry Schuck described the combined EverString and ZoomInfo data cloud as the “first-ever business identity graph of its size with a level of accuracy and completeness purpose-built to help go-to-market teams identify actual buying centers rather than legal entities with no purchasing power.”
Along with corporate hierarchies, EverString expands ZoomInfo’s intelligence concerning website redirects, legal entities, and aliases. Firmographics include sizing data, URLs, social links, contact information, year founded, DBAs, FKAs, and long-tail industry keywords.
“The acquisition of EverString gives ZoomInfo a comprehensive business data graph, providing the foundation needed for enterprises to identify their total universe of customers and prospects, define their ideal profiles, leverage granular keywords and attributes to predict success, and focus their go-to-market motions.”
Director of Communications Steve Vittorioso.
Headquartered in San Mateo, EverString was founded in 2012 and has 50 employees. It made the 2020 Inc. 5000 list with three-year revenue growth of 112%. Customers include Snowflake, FedEx, Nokia, Seagate, and Staples.
Last week, Dun & Bradstreet acquired long-time partner Bisnode, greatly strengthening its position in Europe. Bisnode provides them with direct access to regional and multi-national customers in the Nordic region, Eastern Europe, and D-A-CH (Germany, Austria, Switzerland).
Dun & Bradstreet described the execution risk as low to medium as they know the company well, have established relationships with Bisnode, and Bisnode is “very familiar” with Dun & Bradstreet’s products and solutions. The deal was also structured as a mix of debt and equity so as not to increase Dun & Bradstreet’s financial leverage.
One the announcement call, Dun & Bradstreet did not discuss Bisnode products, but one asset that Dun & Bradstreet will likely operationalize quickly is Bisnode’s file of 40 million GDPR-compliant business contacts across 21 European countries.
Dun & Bradstreet anticipates the deal will close in January 2021 subject to standard regulatory reviews. The acquisition will add around 2,000 headcount to Dun & Bradstreet.
Bisnode revenue will be included in Dun & Bradstreet’s international division and will be broken out for the first year after acquisition.
Jabbour indicated that Dun & Bradstreet is strategically reviewing its World Wide Network of partners to “look for ways to improve the commercial arrangements that we have or make them more relevant.” Options include purchasing the partner, ending the partnership arrangement and picking a new partner, or renegotiating the relationship.
The market appeared pleased with the transaction as Dun & Bradstreet’s stock price increased 8.53% last Thursday following the announcement and analyst call.
[Part I] Last week, Dun & Bradstreet announced the acquisition of Bisnode Business Information Group for $818 million. The deal greatly strengthens their European presence across 18 countries, including the Nordics, D-A-CH, and Eastern Europe.
When the deal closes, Dun & Bradstreet will “rapidly introduce” its credit and supplier risk management solutions, along with its sales and marketing services, to clients across Europe, “providing vital business intelligence to help them compete, thrive and grow.”
Ratos AB CEO Jonas Wiström noted that Bisnode’s focus has “improved customer offering, stability, and profitability,” but that ongoing growth “requires that Bisnode participate in the consolidation that is taking place in the increasingly global market for data and analytics.”
Over the past four years, Bisnode has doubled its operating margin from 7% to 14%. In H1 2020, eleven to the twelve companies within the Bisnode group improved their earnings.
“We are convinced that Dun & Bradstreet is the best possible partner to lead this consolidation. The combined strengths of our assets and capabilities will greatly serve our respective clients, increase competitiveness and position Dun & Bradstreet/Bisnode for long-term growth. I look forward to joining the Dun & Bradstreet International Strategic Advisory Board.”
Ratos AB CEO Jonas Wiström
Ratos’ strategy is to hold companies that are or can become market leaders, but Bisnode, as a standalone organization, is not in a position to build a market-leading position in data and analytics.
Dun & Bradstreet offers a suite of advanced B2B sales and marketing solutions that can be cross-sold into the Bisnode customer base. Cross-sale opportunities include D&B Lattice (a customer data platform), D&B Analytics, D&B ABM Platform, D&B Audience Solutions (Visitor Intelligence, webforms, and programmatic advertising), D&B Optimizer (DaaS enrichment and validation), D&B Direct (API), and D&B Hoovers.
Dun & Bradstreet anticipates operational efficiencies from migrating Bisnode customers off legacy platforms onto Dun & Bradstreet solutions, more efficient data sourcing and curation, and leveraging global resources to make all functions more efficient.
Owning the full revenue stream of Dun & Bradstreet products increases the profitability of localizing services due to the removal of revenue shares and the availability of local sales and support teams. The D-A-CH region would likely be the initial target for localization. For example, D&B Hoovers has Nordic, German, and Austrian financials and corporate linkages, but the UI and event triggers are only in English.
“When you get into some of those 18 countries within the Bisnode territory, there wasn’t that level of localization” as compared to the UK, said Jabbour. “So there is a fantastic opportunity to bring our modern platforms [and] modern APIs and make small tweaks from a localization perspective.”
“The products that we have rolled out have been very successful,” continued Jabbour. Dun & Bradstreet expects continued success and greater market focus on the Bisnode markets. During the pandemic, Dun & Bradstreet’s product sales by Bisnode grew “nicely.”
“The closer we can get to the headquarters of any business and really share our value proposition [and] ways [that] we can help that business grow their revenues, improve their margins, and remain compliant,” the greater the opportunity. “We have a lot of confidence in our go-to-market approach, and this simplifies it because now there is one instead of two companies involved in serving that large enterprise on a global basis,” observed Jabbour.
Another advantage of direct ownership is Dun & Bradstreet is no longer looking to influence the sales team but will have direct control over incentive and compensation plans.
Dun & Bradstreet, which has long relied on global partnerships to address the sales, marketing, and risk evaluation needs of its multi-national customers, is expanding its presence in Europe with the acquisition of Bisnode Business Information Group. Bisnode is 70% owned by private equity firm Ratos and 30% by Bonnier.
The $818 million acquisition, which is 75% cash and 25% common stock, expands Dun & Bradstreet’s presence in Scandinavia, Central Europe, and D-A-CH (Germany, Austria, and Switzerland). The acquisition provides direct ownership in eighteen “strategic territories in Europe” and “provides opportunities for scale by leveraging existing Dun & Bradstreet product portfolio, data supply chain, and technology infrastructure.”
Upon close, Ratos will hold a 1% stake in Dun & Bradstreet.
Bisnode’s Belgian operations were not included in the deal.
The deal adds 110,000 Bisnode customers to Dun & Bradstreet’s customer base and provides direct access to an additional fifty Global 500 companies headquartered in the Bisnode countries. The deal provides direct ownership of 33 million business records (around nine percent of the WorldBase file). It also allows for the direct sale of Dun & Bradstreet products into major European markets.
Bisnode currently has an annual revenue of around $400 million, net income of $28 million, and adjusted EBITDA of $70 million.
Bisnode has been a Dun & Bradstreet reseller since 2003. Dun & Bradstreet’s solutions account for 33% of Bisnode revenue, and revenue has been “growing in a solid manner for the past few years” in the Bisnode territories. The remaining Bisnode revenue consists of proprietary in-market solutions.
“We are pleased to bring Bisnode into the Dun & Bradstreet family following a nearly two-decade strategic alliance. The powerful combination of our data, analytics, and innovative solutions, paired with Bisnode’s deep client relationships and expertise in European markets, will provide our existing and future clients with vital business intelligence to support their own growth ambitions. We look forward to welcoming the Bisnode team to Dun & Bradstreet and to working together to grow the global business.”
Dun & Bradstreet CEO Anthony Jabbour
When the deal closes, Dun & Bradstreet will create an International Strategic Advisory Board headed by Neeraj Sahai, President of Dun & Bradstreet International. Ratos AB CEO Jonas Wiström will be joining the Advisory Board.
“Integrating our two leading organizations provides significant opportunity to deliver a broader product set to a substantially larger global client base. As the international business community becomes increasingly data-driven, we look forward to combining our teams to unlock further potential, drive innovation, and deliver solutions that are tuned to client and market needs,” said Sahai.