Leadspace Closes on Series D

Customer Data Platform vendor Leadspace closed on a $46 million Series D led by Jerusalem Venture Partners (JVP).  It has now raised $107 million since being founded in 2011.  The firm also announced Alex Yoder as its new CEO as the firm ended a dispute with their former CEO Doug Bewsher.

Leadspace features include company and professional profiles, data hygiene and enrichment, web forms, reports and analytics, TAM and ICP analysis, and account engagement.  Leadspace also performs lead prioritization and identifies similar companies.  Unlike many CDPs, Leadspace is a pure B2B platform.

The funds will be used for meeting growing demand, expanding its headcount, and resolving litigation.  The firm currently has 100 employees in the US and Israel.  The 40 employees in Israel are technology-focused, and the US contingent manages business leadership.

“A major part of our post-investment vision is to grow our team in Israel,” said CTO Amnon Mishor.

Leadspace also announced that Doug Bewsher was stepping down as CEO and being replaced by Alex Yoder.  According to VentureBeat, there was a falling out between Bewsher, JVP, and the Leadspace board about the company’s direction.  Bewsher was looking to sell the firm, while the Board and JVP wanted to continue growing it, resulting in a lawsuit between two JVP partners and Bewsher.

“I’m glad to say that the lawsuit is behind us.  The former CEO agreed to leave.  A situation arose in which the CEO and some of the investors, particularly Arrowroot Capital were interested in selling the company, while JVP, other board members, and I saw potential in our figures to build up a large company.  We had made a technological leap and didn’t want to sell. There was a conflict among the board members and negotiations between the various investors over whether to sell or not, with the lawsuit being part of that.  Eventually, everyone reached an understanding,” said Mishor.

Despite the leadership issues and a failed 2018 merger with Radius, Leadspace has grown its market presence.  It doubled its customer base over the past two years and grew revenue 151% between 2016 and 2019, placing the firm at 2,681 on the 2020 Inc. 5000 list.

Yoder is bullish on Leadspace, forecasting 70% growth this year, double that of the market.  Growth is being driven by the need to find and engage contacts at companies as the pandemic precludes face-to-face meetings.

Yoder has led several B2B and SaaS companies over the past two decades, including WebTrends, Ebiquity, and Trueffect.  According to the press release, Yoder has “built strong teams and implemented transformational strategies, running businesses that spanned $20 million to $150 million in revenue.”

JVP Executive Chairman Erel Margalit was named the Board Chairman.

“We typically invest in early-stage companies, but we only double down in category leaders and companies that can reach $100 million in ARR,” said Margalit.

“We believe that Alex Yoder can take the business to the next level as Leadspace becomes the single source of truth for B2B data,” said Margalit. “Leadspace – through its revolutionary AI platform – is changing the way enterprises manage their internal and external customer data.  In the coming years, enterprise CDP will be established as a new category, using AI to obtain the true identity, title, and roles of companies and individuals, creating true added value for clients.”

Competitors include D&B Lattice, 6Sense, Zylotech, and ABM Platforms.  Yoder contends that Leadspace’s strength in in analyzing unstructured social and behavioral data.

“Creating a source of truth for B2B is a very complex problem.  Companies are complex — sales cycles and engagement can be sporadic, involve multiple stakeholders, and can last months or even years,” said Mishor. “There are multiple data and intelligence point solutions that address small parts of the fundamental data issue.  No other solution is taking the holistic approach of being the connective layer between raw data and engagement channels for B2B like Leadspace.”

Leadspace clients include Microsoft, Salesforce, American Express, Intel, HPE, and Zoom.

Dun & Bradstreet Launches D&B Email IQ

Dun & Bradstreet recently launched D&B Email IQ, which “allows clients to get some free data from us — a number of free data contacts per month,” said CEO Anthony Jabbour. The service is an automated data exchange with email signature blocks mined in exchange for access to Dun & Bradstreet’s company and contact intelligence.

D&B Email IQ is an Outlook plug-in that displays company and contact intelligence, contact and prospect recommendations, and related companies. Firmographics include address, phone, social links, sizing data, ultimate parent, and D-U-N-S Numbers.

D&B Email IQ users that share signature blocks receive 50 free leads (e.g. additional contacts at a company) per month.  Users that only share emails receive ten emails per month.  There is also a ten lead bonus for referrals.

D&B Email IQ appears to be a tool for collecting email signature blocks similar to Zoominfo’s Community edition.  According to their FAQ, “Business contact data collected via D&B Email IQ may be incorporated into the Dun & Bradstreet Data Cloud and be used to enhance and improve our products by enabling businesses to manage their financial risks, protect against fraud and dishonesty, know who they are doing business with, meet their compliance and regulatory obligations and better understand organizations, industries and markets.  Where permitted under applicable law, this information may also be used for sales and marketing purposes.”

Unlike the Zoominfo Community Edition, the Dun & Bradstreet contacts are integrated into the Outlook workflow.

Dun & Bradstreet states that collected data includes emails, meeting invitations, and signature blocks, including “name, job title and department, company name, email address, telephone number, fax number, company address, corporate URL, and social networking URL.”

Dun & Bradstreet is being careful to comply with data privacy rules including GDPR, CCPA, and CASL.  The plug-in is blocked in Europe and they are careful not to collect data about EU citizens.  To ensure GDPR compliance, records with European emails, phones, or addresses are filtered out of the database so not available for sharing.  As GDPR is extra-territorial, it is critical that private data concerning EU citizens not be collected and shared without opted-in permission, even if all of the parties sharing, collecting, and using the data are outside of the EU.

To comply with CCPA, no California mobile numbers are collected.  To comply with the Canadian CASL regulations, no Canadian emails are collected.

D&B Email IQ users are likely to be small businesses and job seekers.  Larger firms are less likely to permit sharing of emails and signature blocks.  Small firms with fewer resources would be more willing to trade signature block intelligence for fifty leads per month.  Assuming a value of $1 per record for detailed contact profiles at small firms, the potential market value of the leads is over $500 per user.

SalesIntel Acquires TUDLA; Adds Marketo Enrichment

Sales Intelligence Platform vendor SalesIntel acquired Latin American technology contacts vendor TUDLA.  The acquisition provides SalesIntel with Latin American data and the TUDLA research team. The TUDLA research team, based in Tijuana, supports a research on-demand call center in English, Spanish, and Portuguese.

All TUDLA employees, including CEO Gary Gorton and contract research staff, are joining SalesIntel.

TUDLA has over sixty Fortune 500 customers that license human-verified contacts for the Latin American region.  TUDLA CEO, Gary Gorton will be assuming a strategic business development role, helping cross-sell the complementary contact databases and SalesIntel’s B2B DaaS offerings.

“This acquisition gives SalesIntel a fantastic opportunity to offer our customers high-quality B2B data and intelligence, which now includes the LATAM marketplace. We are especially pleased that Gary Gorton (CEO of TUDLA) and many members of the TUDLA team with decades of experience will join SalesIntel as we integrate TUDLA’s LATAM B2B data, customers, and research processes into the SalesIntel platform.”

SalesIntel CEO Manoj Ramnani

TUDLA covers 34 countries across Central and South America, the Caribbean, Mexico, and Puerto Rico.  The firm has one million verified Latin American contacts and another six million mined regional contacts.

SalesIntel also expanded its EMEA coverage with contacts for fourteen new countries, including France, Germany, Benelux, Italy, Ireland, Spain, New Zealand, Israel, and the UAE.  The TUDLA dataset will be available later this month in SalesIntel platforms.  The SalesIntel database has grown to over 6.5 million human-verified and over 80 million machine-processed contacts.

SalesIntel also announced that it supports Marketo data enrichment on both a batch and real-time basis.  Marketers may auto-enrich web forms and maintain contact and account records with current firmographic, biographic, and technographic intelligence.

Data enrichment may be performed as

  • Triggered webhooks that execute when new records are added to Marketo
  • Scheduled webhooks that regularly execute to prevent database decay
  • Filtered webhooks that run against a subset of records such as MQLs, event lists, and webinar registrations

SalesIntel supports dynamic forms that hide fields available from their reference database.  The auto-fill feature reduces the time spent entering data, lowering the likelihood of form abandonment, and improving the ROI of marketing campaigns.  Dynamic forms also enhance the user experience as prospects have fewer fields to enter and improve data accuracy and form completeness.

With dynamic forms, you can significantly reduce the number of fields by skipping those that could be automatically filled using third-party data,” blogged Creative Director and Marketing Coordinator, Ariana Shannon. “This smarter type of web form will allow you to capture more leads without having to sacrifice the data your sales and marketing teams require to convert them.  Leads who fill out a form will easily navigate through the form, be prompted with suggestions, and avoid the frustrations and reservations associated with filling out multiple fields.”

SalesIntel already supports lead prospecting for Marketo.

SalesIntel is on track to more than double its revenue in 2020.  Ramnani sees many opportunities for his firm as market consolidation has reduced the number of vendors.  Ramnani positions SalesIntel as a high-quality data competitor to Zoominfo.

ZoomInfo Acquires EverString (Part III)

Company counts will hit 100M once the Everstring Business Graph is incorporated into their coverage.

Last week, ZoomInfo announced that it was acquiring Business Graph vendor EverString to grow its company coverage five-fold.


ZoomInfo CEO Henry Schuck noted that large enterprises license and integrate a broad set of content from many vendors.  They struggle to “stitch” all these disparate content sets together via “a complicated system relying on data analysts, engineers, and product managers.”  Furthermore, different analysts manage datasets for other countries, further complicating the situation.  “Each one restarts a process of understanding the nuances and integrating, normalizing, matching, managing, and maintaining that unique data source.”

This data sourcing and loading process is “inefficient, costly, and introduces a complex web of operational challenges and compliance vulnerabilities.”  Data ends up being siloed and fragmented, reducing its value to the organization.  “It has to be integrated, unified, validated, cleansed, enriched, deduplicated, and delivered to the right people and systems, at the right time, in the right form for it to unlock the value it was intended to create.”

Shuck argues that other vendors overly complicate data projects and offer expensive consultations and complex solutions.  ZoomInfo’s vision is to be the “first unified, single source of truth for sales, marketing, and all other go-to-market functions.”

“With the data from EverString, ZoomInfo will provide data on virtually every high-level parent company, local parent company, franchise, and satellite office in America.  This broader data set enables better search, scoring, and account assignment, and provides greater access to buyers and buying centers.”

CEO Henry Schuck

“The combined ZoomInfo and EverString data asset will be unparalleled in the marketplace,” said EverString CEO J.J. Kardwell.  “We’re excited to join ZoomInfo and work together to bring sellers and marketers the most extensive company and professional data that will help make their go-to-market motions even more effective and efficient.”

Kardwell will serve as an advisor to ZoomInfo and will remain with ZoomInfo through the transition.

ZoomInfo is moving to combine the two databases quickly.  As it has a track record of acquiring and rapidly integrating datasets, the merged database should be available soon (ZoomInfo declined to provide a target date).  In the meantime, customers can already enrich data via a superset of the EverString and ZoomInfo databases. Financial terms were not disclosed, but ZoomInfo indicated the deal was not expected to have a material effect on the fourth quarter.

ZoomInfo Acquires EverString (Part II)

On Friday, I began coverage of ZoomInfo’s acquisition of EverString. Continuing with part II…


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)
  • Technographics (e.g. vendors, products, projects, IT professionals)
  • Intent data (1st Party IP-matching and the recently acquired Clickagy real-time intent signals)
  • Sales Triggers (e.g. M&A, Exec Changes, Partnerships)
  • Org Charts (human-verified and modeled)

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.


Continue to Part III.

ZoomInfo Acquires EverString

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. 

EverString’s DaaS platform delivers firmographics, technographics, contacts, machine learning insights, and intent signals.  

EverString also offers predictive analytics which will be incorporated into the ZoomInfo platform.  Other functionality includes similar companies, ICP modeling, and TAM modeling.


Continue to Part II.

D&B Connect Data Management Platform

Dun & Bradstreet launched D&B Connect, a self-service data management platform that “intuitively connects, manages and visualizes critical data across an organization using the Dun & Bradstreet Data Cloud.”  D&B Connect helps users benchmark, access, clean, enrich, and monitor their customer and contact data.

D&B Connect provides an “easy-to-use portal for managing sales and marketing data.”  The service enriches and unifies data for a “complete view of the customer.”  Along with Dun & Bradstreet firmographics, linkages, and contacts, D&B Connect enriches customer files with over 2,500 insights and supports custom data layouts.

D&B Connect builds on Dun & Bradstreet’s data management solutions for sales and marketing platforms and leverages Dun & Bradstreet’s global WorldBase file, D-U-N-S Numbers, and DUNSMatch capabilities.  These assets support identity resolution, including corporate linkages, to tie together account hierarchies, providing a unified customer view that spans regions, product lines, multiple company names, and enterprise software platforms.

D&B Connect acts as a centralized hub to manage and report on data quality in enterprise platforms, including CRMs, MAPs, ERPs, data lakes, and CDPs.  A machine learning engine normalizes input records, removing manual file preparation steps.

Users can set match quality rules and thresholds based on D&B Confidence Code, Match Grade String, and the number of match candidates to be returned.

Other features include embedded intelligence, “simplified workflows,” and “team-based controls and dashboards to improve collaboration across departments.”

D&B Connect can process millions of records “in a SOC 2 certified, CCPA, and GDPR-ready environment.”

“With D&B Connect, we put the power to manage data quality in the user’s hands, enabling our clients to reduce time spent on data management from weeks to hours,” said Michael Bird, President of Sales and Marketing Solutions at Dun & Bradstreet.  “We will continue to innovate across our sales and marketing portfolio to reduce MarTech complexity by integrating directly into the workflows of our clients so they can focus on growing their businesses.”

D&B Connect is supported by a team of 28 data advisors, each with at least ten years of experience.

In 2021, D&B Connect will be extended into finance and risk use cases.

Dun & Bradstreet has had a strong 2020 that included an IPO, the acquisitions of European partner Bisnode and firmographics vendor Orb Intelligence, and the launch of several products and services (COVID-19 Risk Data, Pipeline Risk Analysis, D&B ABM Platform, and D&B Analytics Studio).

MSD 365 Customer Insights Partnerships

Microsoft rolled out a set of enhancements to its Customer Insights CDP earlier this month, including a set of technology and data partnerships. I covered the functional enhancements yesterday.

“Organizations can automatically augment profiles with survey responses to truly uncover sentiment and drive detailed segmentation of customers, empowering agile actions that build brand loyalty and driving detailed understanding of customers,” said James Phillips, President of Microsoft Business Applications.  “Furthermore, organizations can enrich customer profiles with proprietary audience intelligence on brand affinity and user interests or by using third-party enrichments such as Experian and Leadspace.”

Leadspace supports B2B firmographic enrichment use cases, including industry codes, discrete and ranged sizing variables, geocodes, social media links, URLs, and standardized addresses.  Leadspace plans to include more advanced account-level insights such as company hierarchy and site-level details, as well as lead and intent scores, in future releases.  Firmographic updates may be processed daily or weekly with company matching performed by Leadspace.

The Leadspace data license is written on Leadspace paper and based upon the number of records under management.  Volume discounts apply.  When additional content sets are available, tiered pricing will be employed.

“We’ve been really honored to collaborate closely with the Microsoft Dynamics 365 Customer Insights team as their first B2B data enrichment partner and excited about the value it’ll bring our joint customers who want a single source of truth to fuel their sales and marketing efforts.  This offering goes a long way to helping them improve their ability to segment, prioritize, and personalize engagement across the customer lifecycle.”

Leadspace CTO Amnon Mishor

Experian supports consumer data enrichment spanning lifestyle segmentation, demographics, purchasing habits, brand preferences, life-event triggers, and mobile location data.  

Microsoft also rolled out a set of new Customer Insights integrations that “drive meaningful actions across the customer journey.”  Customer Insights is vendor-agnostic, “from ingesting data from any source to activating insights on multiple destinations.”  New partners include AutopilotHQ, Bing ads, dotdigital, Facebook, Google Ads, HubSpot, LiveRamp, Marketo, Mailchimp, and SendGrid (Twilio).

Phillips emphasized Microsoft’s commitment to data privacy and security “by enabling organizations to better control and secure sensitive data with data classification and permissions from Microsoft Information Protection.”  Organization can “configure policies to classify, label, and protect data based on its sensitivity.”

Customer Insights pricing begins at $1,500 per tenant per month for up to 100,000 profiles.

Validity Launches Everest Email Deliverability Platform

Email deliverability vendor Validity announced the global availability of Everest, a new platform for email optimization, analytics, and delivery.  The platform combines the capabilities of 250ok, Return Path, and BriteVerify, businesses that they acquired over the past two years.

“Validity built Everest to give marketers everything they need to ensure email success,” promised the firm.  “Everest is a complete email analytics platform powered by Validity’s exclusive data feeds, the largest data network in the industry, and widespread integration and support within the email ecosystem.  It offers marketers a complete set of tools to prepare, test, optimize, and measure their email campaigns.  With fully configurable dashboards, a highly intuitive user interface, and seamless integration with many of the leading email service providers, Everest makes it fast and easy to optimize campaigns.

Other features include performance tracking reports, customizable alerts, list hygiene, and campaign benchmarking versus competitors and global senders.  Unique features include email certification for avoiding spam filters, View Time Optimization (VTO) for Verizon Media mailboxes, and enterprise-grade managed services.

Everest pre-send optimization features include form validation, bulk upload verification, and design and content tools.  Emails are checked against over seventy device-mail clients.  Email links and images are tested, and A/B testing is supported.

Competitive intelligence features include message samples, subject lines, sending volume, message patterns, and performance metrics.  Everest also flags competitor list hygiene issues, authentication gaps, and blocklist history.  “Beyond that, you’ll be able to compare brands side-by-side to identify low-hanging fruit and quick wins around sending volumes, accessibility, mobile compatibility, image animation, localization, and sending best practices.”

Verizon VTO delivers emails at the top of the inbox when the addressee is in her email client, quadrupling open rates and doubling click through rates for Yahoo, AOL, Verizon.net, and ATT.net mailboxes.

Everest “is, by a wide margin, the most comprehensive, insightful, value-add email platform ever offered in our industry,” said Validity CEO Mark Briggs.  “Any business that relies on digital marketing should consider Everest as the key to delivering email success.”

SalesIntel Launches VisitorIntel

B2B DaaS vendor SalesIntel added visitor intelligence (first-party intent data) to its marketing capabilities.  VisitorIntel matches website traffic to companies and enriches the subsequent event records with firmographics, technographics, and contacts.  Visitor intelligence provides an early warning system that a company is being researched before anybody registers for a white paper or requests a callback.

SalesIntel also has a partnership with Bombora for their B2B intent data derived from a co-op of media sites.  Thus, SalesIntel users have access to both first and third-party intent intelligence.  The firm licenses IP and cookie to domain data, but most of the VisitorIntel intellectual property was developed internally.

Marketers insert a few lines of JavaScript into their corporate website to enable VisitorIntel.   SalesIntel then matches visitor activity to company domains and associated account intelligence.  While the visitors are anonymous, sales or marketing can reach out to targeted personas at the company, leveraging SalesIntel’s universe of recently verified contacts with emails, mobile numbers, and direct dials.  If relevant contacts are not available for the account, users may avail themselves of SalesIntel’s Research on Demand service.

Marketers may filter the visitor window (e.g. today, yesterday, this week, this month) to view recent site activity.  Site activity may be downloaded as a CSV or uploaded to Salesforce, HubSpot, Marketo, Outreach, or SalesLoft.  When sent to SalesLoft or Outreach, a cadence / sequence can be initiated.

VisitorIntel should be viewed as a V1 release.  Activity is processed daily, with plans for real-time updates.  Its reporting is also fairly simple.

“It always helps our sales and marketing teams shorten sales cycles when we are able to target companies that have expressed interest in our products and services, and website visits are a terrific indicator of that interest.  If we can find the people who are checking us out on the web, and easily find the other people in that organization who we might want to reach out to, we are ahead of the game.  We believe our clients can similarly benefit, so we conceived and launched VisitorIntel within our SaaS product.”

SalesIntel CEO Manoj Ramnani

VisitorIntel is available as part of SalesIntel’s Pro premium package that also includes data enrichment and Bombora intent.  Pro pricing begins in the $5,000 to $10,000 range.

SalesIntel also added keyword searching to its list building.  SalesIntel filtered two million terms down to 70,000 searchable keywords.  Keywords let marketers identify prospects based on ideal buyer persona or targeted messaging.

“Good, clean, and insightful data is the true enabler for sales and marketing teams, and it is core to our mission to provide our clients with as much detail as we can so that they can truly know their target buyer,” said CEO Manoj Ramnani.  “Keywords will greatly benefit our user base by providing that extra level of detail.”

SalesIntel has trebled its customer base over the past year, benefiting from market consolidation and its high-quality data positioning.  Sales slowed during the first two months of the pandemic, but have picked up with a strong pipeline.

SalesIntel continues to build out its database of quarterly re-verified contacts, reaching 6.2 million this month.  They have begun to internationalize this dataset.