As we are one month away from the new year, it is a good time to think about budgeting for data quality in 2018.
I know it isn’t glamorous, but that doesn’t mean it is unnecessary.
Data Quality software is markedly improved over the past few years. No longer is it necessary to download and forward a file to a vendor and wait for them to process your marketing file. Sales and Marketing Operations can now setup automated cloud cleansing that works within Marketo, Eloqua, Salesforce, Microsoft Dynamics, and other enterprise applications. B2B vendors to consider include Dun & Bradstreet, InsideView, Zoominfo, and ReachForce.
These platforms perform both initial batch match & append and ongoing enrichment, ensuring that your sales and marketing files have both accurate and complete data. These services also support company and contact prospecting, data health reports, suppression lists, and segmentation reporting. A few even offer free data quality reports, deduplication, technographic enrichment, nixie files (defunct companies and departed exec files), web form support, sales intelligence services, and contact verification and standardization (e.g. address, phone, and email) for non-matched records.
As these services reside in the cloud and offer cloud connectors for the major MAPs and CRMs, the operational overhead is minimal allowing operations to focus on ABM look-a-likes, segmentation, and improved targeting instead of file management.
What’s more, data quality improvements benefit sales, marketing, and downstream systems. A record cleansed and verified as it is created costs much less than a bad record passed down to other enterprise platforms. Beyond direct cost reduction (storing bad data, marketing to departed execs, sales calls to abandoned voicemails, reduced time keying and updating records manually), there are improvements to segmentation, targeting, lead scoring, lead routing, and messaging.
So budget for data quality in 2018. It isn’t glamorous, but it is effective.
Openprise provides fine-grained data filters and permission roles
Data automation vendor Openprise announced support for the EU General Data Protection Regulation (GDPR) which goes into effect on May 25th. The new Openprise Data Orchestration Platform capabilities provide “visibility, control, and access management inside and outside of a company, without the added complexity of traditional compliance solutions.”
The GDPR specific functionality “controls the flow of EU data out of your company” via “fine-grained data filters and permission roles,” and flags leads and contacts which are subject to the GDPR even if the records lack country flags. The firm performs checks based upon emails, IP addresses, phone numbers, and non-standardized country fields. Both standard and custom fields in sales and marketing automation platforms are GDPR validated. Openprise maintains an audit trail and logs records which have been processed by partners.
The firm noted a Catch-22 in GDPR regulations. Enriching records that lack country designators may require enrichment from non-compliant datasets, violating the law. By utilizing data from within the record (e.g. domain, phone numbers), Openprise avoids violating the law in order to support the law.
“The vast majority of US-based companies are woefully unprepared for GDPR, and this new set of regulations has teeth. We’ve heard from our customers that they want a central control point to help maintain compliance with GDPR. Openprise’s position in the MarTech stack as the conductor that manages the movement and processing of data across systems puts it in a unique position to serve as this control point.”
Openprise CEO Ed King
The GDPR is broadly written to cover data held by non-EU companies, even those without operations or sales staff within the EU. Penalties can be quite high, reaching up to 4% of revenue or €20 million, whichever is greater.
“What’s so critical about GDPR is that it affects companies everywhere in the world, whether they have a presence in the EU or not, and unlike many other regulations, this one has teeth,” says Allen Pogorzelski, vice president of marketing at Openprise. “If you’ve got EU citizen data in your databases, you’re subject to GDPR regulations. U.S. companies that ignore these regulations do so at their own peril.”
This summer, Openprise launched a Data Marketplace to assist with ingesting and normalizing third-party B2B and B2C data. Amongst the platforms supported are Salesforce, Marketo, Eloqua, and Pardot. The Data Marketplace, part of the Openprise Data Orchestration platform, includes built-in rules to ensure data are properly onboarded. B2B Partners include Zoominfo, InsideView, Orb Intelligence, Synthio, Salesgenie, and Dun & Bradstreet.
Optimizer for Salesforce supports Account Segmentation by Revenue, Employees, Industry, and Location.
For the past nine months, there has been great ambiguity around the future of Data.com, a pair of AppExchange services which combine the old Jigsaw contact file with Dun & Bradstreet account and industry intelligence. Salesforce has remained mum throughout with Dun & Bradstreet providing details on their earnings calls.
Dun & Bradstreet CEO Bob Carrigan announced that Dun & Bradstreet and Salesforce will be offering a path forward for Data.com clients. In August, Salesforce Data.com stopped offering D&B content for new clients, but legacy clients continued to receive D&B WorldBase, Hoovers, and First Research insights. However, the long-term direction of Data.com remained ambiguous as service revenues declined due to “natural attrition.” Carrigan announced that the two firms have agreed on a transition plan to migrate Data.com customers to D&B Hoovers and the new D&B Optimizer for Salesforce.
D&B Hoovers represents a significant upgrade for Data.com Prospector customers as they will receive deeper global company and contact coverage than before. Users will have access to a deeper set of global contacts, a broader set of screening variables, and company intelligence including financials, filings, SWOTs, news, sales triggers, and alerts.
Optimizer for Salesforce will launch next week at Dreamforce where Dun & Bradstreet will have a larger presence than in previous years. Product specifics were not provided on the call, but some details were posted on the AppExchange Lightning Data site. D&B Optimizer offers a data management dashboard, account record matching using DUNSMatch logic across eighty variables, segmentation analysis (revenue, employees, industry and location), family tree linkage opportunities, duplicate record management, and out of business flagging. Updates are made every fifteen days.
D&B Optimizer creates “virtual corporate family trees”
Optimizer for Salesforce is listed at $22 per user per month, $3 less than Data.com Clean. It is currently available in the US and UK.
“For organizations to grow, they need actionable and complete data across the entire business to ensure that timely and informed decisions are being made. D&B Optimizer for Salesforce provides Salesforce customers the ability to get the data they want, when and where they need it, directly within their Salesforce instance. This leads to increased productivity and, ultimately, growth for their businesses.”
Derek Slayton, General Manager of Sales and Marketing LOB, Dun & Bradstreet
Not only will Salesforce assist with transitioning clients, but they will also be referring prospects to Dun & Bradstreet. Dun & Bradstreet will recognize the full revenue from these products and own the customer relationships going forward, providing them with greater control over the product, increased revenue, and an end to their disintermediated status on the AppExchange.
According to Dun & Bradstreet CFO Richard Veldran, Salesforce revenue is “in the neighborhood of $50 million, because they’re not selling new on their side.” In the short term, that revenue will decline due to “natural attrition.” However, as customers are converted to D&B solutions, the firm will no longer be on a revenue share basis with Salesforce, resulting in in a revenue upswing. It should be noted, though, that subscription revenue is ratable over the term of the contract so there will be a delay in this revenue recognition.
Lattice Scores and Enriched Data are available within the Eloqua Canvas campaign builder.
In a 2016 survey of predictive analytics companies, Gartner sized the global market at between $100 and $150 million. Although Gartner remains bullish on the sector, the size must be disappointing to both the firms in the space and their investors. One of the early companies in the space, Lattice Engines, continues as a market leader with over 200 global deployments.
Lattice Engines supports both enterprise clients and high-growth companies with deployments beginning around $75,000. Pricing is based upon the number of managed leads or contacts in the instance along with the number of users. With revenue between $25 and $50 million (GZ Consulting estimate), the firm has a strong position in the nascent market.
Lattice Engines combines first and third-party data to build predictive models. External content includes firmographics, intent data, technographics, social data, and web crawled business signals. Content is licensed from leading vendors such as Dun & Bradstreet (WorldBase global company file), Bombora (intent captured from over 3,000 B2B media sites), and HG Data (technographics). The Lattice Data Cloud covers over 200 million global companies, 21,000 buying signals, 100 million tracked domains, and over one billion daily interactions. Internal content spans transactions, CRM, marketing behavioral data, usage data, and support services.
“Predictive analytics is one of the few types of marketing technology that has the ability to solve issues at every step of the funnel, because it aligns sales and marketing against the right targets, and provides them with the right data to create targeted campaigns. By infusing fit and intent data into our models we enable teams to have a complete understanding of their ideal customer profile, which enhances the programs teams orchestrate against their targets.”
Director of Corporate Marketing Caitlin Ridge.
Firms can build multiple models to support various geographies, product lines, and scenarios (e.g. win/loss, upsell/cross-sell, renew/churn). Lattice scores and modeled data are integrated with many of the key SalesTech and MarTech platforms:
Ads/Web: DemandBase, Oracle Data Cloud, doubleclick (Google), AdRoll, Facebook
CRM: Salesforce, MS Dynamics, Oracle Sales Cloud, SAP
This platform coverage enables Omni-channel ABM campaigns across programmatic platforms, email, direct mail, and field marketing. Scores, insights, and recommendations are provided to sales reps within CRM i-frames.
“Lattice remains the most visible “face” of the market,” said Gartner analyst Todd Berkowitz in September 2016. “With its focus on security, level of integrations and ETL tools, the company is a fit for enterprise clients (both in high-tech and other industries) and/or companies planning to deploy in multiple regions. Gartner clients report that the company’s go-to-market approach is unique in the way it addresses complex problems and help customers operationalize the insights from the models. Lattice is one of the few vendors that can recommend key plays at both the lead and account level across the entire funnel.”
According to Lattice, customers enjoy a broad set of improved metrics:
2X Higher Conversion
3X Greater Pipeline
35% Higher Deal Sizes
6% Increase in Quota Attainment
85% Rise in Revenue per Customer
20% Reduction in Customer Churn
The firm sells broadly across B2B sectors. Customers include Amazon, Dell, PayPal, Staples, and SunTrust Bank.
HG Data Opportunity record in SFDC provides technographic intelligence.
Salesforce has yet to provide a roadmap for Data.com, so we will likely have to wait until Dreamforce for details. While legacy customers continue to receive Dun & Bradstreet content, new customers are limited to the Salesforce / Jigsaw company and contact file. However, the firm announced a set of Lightning Data partners that will support ongoing account enrichment as native Salesforce Apps.
InsideView was an original partner on the AppExchange but was disinvited after Data.com rolled out. While hidden from AppExchange searches, the InsideView for Sales solution continued to be available to joint customers as a private solution. Furthermore, the firm built additional AppExchange marketing products to supplement InsideView for Sales. These services included Target, a company and contact prospecting platform, and Refresh, a data hygiene service that matched and enriched account records with InsideView intelligence. The two companies share over one thousand joint clients.
As an initial partner in Lightning Data, InsideView is offering two services: Append account record maintenance toward the end of Q4 and Discovery account prospecting in Q1 2018. Both are native Salesforce applications. Unfortunately, Lightning Data only supports Account record enrichment and prospecting. Thus, InsideView clients looking for prospecting against InsideView’s 13 million global companies and 33 million contacts may wish to evaluate InsideView Target instead of InsideView Discovery.
InsideView positions itself as a leader in Targeting Intelligence due to their capabilities across three dimensions: company and people intelligence (Who), business triggers sourced from the news and social feeds (Why), and network connections which support warm introductions (How).
With the launch of their new Lightning Data solutions, InsideView will have strategic relationships with the two most important CRMs: Saleforce.com and Microsoft Dynamics.
InsideView CMO Tracy Eiler will be speaking at one of the Lightning Data sessions at this year’s Dreamforce as will other Lightning Data partners.
OTHER PARTNERS
DataFox is offering twenty-two curated data points and five proprietary fields for DaaS enrichment. Amongst the curated fields are standard firmographics, tech stack, and funding data including investors, total funding raise, and last funding round details. Proprietary data includes signal count over the past year, industry keywords, and similar companies. Datafox’s “AI-sourced, human-audited company data” covers over two million companies. Pricing starts at $3,500 per year.
MCH enriches accounts with medical facility details. Institutions include hospitals; medical practices; dental practices; nursing homes; home health and hospice; ambulatory surgery; diagnostic imaging; community health; urgent care; and public health departments. Data is updated via a team of researchers annually who populate over seventy attributes across 636,000 facilities. Pricing starts at $500 per year.
MCH has a broader sales intelligence solution in development which will support prospecting and access to two million medical practitioners and support staff.
Clearbit enriches accounts with over forty fields including firmographics, Alexa Rank, Social Accounts, and Technology. The service also includes company news. Pricing starts at $499 per month.
HG Data populates technology product, vendor, and product category information across account, contact, and opportunity records. Also included is an account ranking score based upon deployed technology and workflows based upon complementary or competitive products. Pricing starts at $5,000 per year.
Bombora enriches account records with intent data gathered from 3,500 B2B media sites.
Additional partner announcements are expected.
Enrichment Benefits
There are multiple reasons to enrich records with third-party reference data sets. These include shorter web forms with lower abandonment rates, improving segmentation via standardized data with fewer data gaps, ongoing data maintenance, and enhanced targeting.
Sales rep benefits from enrichment include reduced data entry, improved lead scoring and routing, and improved intelligence for account qualification, planning, and messaging. By enriching company information within the CRM workflow, sales reps have accurate, on demand account intelligence.
Research has shown that short web forms have lower abandonment rates resulting in a higher return on demand gen marketing (Graphic Source: DataFox).
The new Lightning Data services on the AppExchange.
Salesforce announced the launch of two new AppExchange partnership categories offering native Lighting functionality: Lightning Bolts and Lightning Data. Bolts are Lightning Components which offer customer data and business logic.
Lightning Data provides new Data as a Service (DaaS) partnerships in the wake of the non-renewal of the Dun & Bradstreet – Data.com licensing partnership. Three of the partners were announced as Data.com Exchange partners at last year’s Dreamforce:
Initially, Lightning Data only supports ongoing match and enrichment services for Account records. As many AppExchange partners offer batch and continuous services for Account, Contact, and Lead records, Lightning Data will need to round out its enrichment capabilities for it to become a full hygiene and enrichment solution.
OPPORTUNITY LOST
Lightning Data is an indication that Salesforce never really bought into the idea of being a DaaS company. Since August 2011, they have promoted Data.com, but never fully committed to the data ecosystem they promised when they launched Data.com. The original idea was to take the Jigsaw file they purchased in April 2010 for $142 million and integrate it with the D&B WorldBase company file. They were then going to partner with other leading data companies to integrate third-party data matched to either Data.com contact intelligence or D&B Account intelligence. These data sets were to be delivered via Data.com Prospector sales intelligence and the Data.com Clean match and append service.
It was the right idea at the right time. They were playing catch up with OneSource for Salesforce, InsideView for Salesforce, and Access Hoovers, but had the technical and financial resources to quickly leapfrog these offerings (Access Hoovers was phased out as part of the D&B deal). Furthermore, they had a first mover advantage in cross-selling Data.com to their customer base. It could have been a home run, but they rarely hit the ball out of the infield. What’s worse:
The Jigsaw file was never truly internationalized. It remained a U.S. contact file with underwhelming executive coverage for nine other countries.
The Data.com contact counts increased, but only because they were adding contacts at the same rate as they were decaying. Meanwhile, their top two contacts competitors, NetProspex and Zoominfo, continued to expand both their active and inactive coverage in the U.S. and internationally.
They never added biographic details or social links to the contacts file
Prospector features remained underwhelming. They would add small features such as improved industry and geographic screening, but not anything significant until 2016.
They quickly dropped all discussion about an ecosystem.
Then at Dreamforce 2015 and 2016 they seemed to have found their mojo, addressing key weaknesses such as pricing, sales intelligence (Hoovers profiles, First Research industry overviews), and a data ecosystem.
Data.com hit a few doubles and outlined an aggressive 2017 and 2018 roadmap. It looked good. It sounded good. But then Salesforce severed their partnership with Dun & Bradstreet and now only legacy customers have access to Dun & Bradstreet content. For everybody else, there were nine months of deafening silence until yesterday’s announcement of Lightning Data.
The devolution of Data.com will not have a significant effect on Salesforce’s bottom line as it represents perhaps one percent of company revenue (hence, the lack of urgency in replacing Dun & Bradstreet content). Furthermore, the legacy offering will continue to be supported for several more years so the revenue decline will have little material impact. Perhaps we’ll hear about replacement content at Dreamforce, but Lightning Data suggests they are leaving B2B DaaS to partner companies.
The Nimble Smart Contacts App captures the Name, Email, Mobile Phone, Work Phone, Job Title, Company, Website URL, Physical Address, Facebook URL, Twitter URL, and LinkedIn URL contained within an email signature.
Nimble partnered with CircleBack to add two contact maintenance features into its social sales and marketing CRM for individuals and teams. Users can capture email signatures or take a photo of business cards to populate Nimble. Email signatures are gathered from Gmail, Google Apps, Outlook / Exchange, and Office 365. Furthermore, CircleBack appends missing fields such as social links, corporate addresses, and URLs which may not always be available. It then updates the records to ensure they remain accurate.
“CircleBack’s collaboration with Nimble brings tremendous opportunity to leverage and enhance our open API ecosystem, and to enable Nimble to enrich contact information from social data in new and increasingly effective ways.” said Manoj Ramnani, CEO, CircleBack. “What makes Nimble such an incredible Social CRM is its ability to provide instant context to its users, and now through the power of our APIs, we want to empower Nimble to do it with greater precision.”
Nimble browser extensions for Chrome, Firefox, Safari, and Edge allow sales reps to capture and enrich contacts while browsing the web. Thus, a sales rep could be on LinkedIn, Twitter, Facebook, or a corporate website and add the contact record with a single click. CircleBack then enriches the record with missing details. What’s more, the sales rep doesn’t need to key information into Nimble or guess at email structures.
Nimble plans include 25 free lookups per user per month. Additional contacts are priced in bundles between 20 cents (50 credits per month) and 10 cents (1,000 credits per month). While credits are shared across the team and reasonably priced, they do not rollover. Thus, the true per record cost is higher.
RampedUp Win Story Questionnaires are customized for each company.
Launched in 2015, RampedUp offers a sales intelligence solution for browsers and Salesforce. Company and Lead Prospecting is managed from the browser with the option to send one or multiple records to SFDC. Along with standard firmographic selects, prospecting supports technographics and sales triggers. The database is gathered from Synthio and other vendors and spans 6 million global companies and 180 million contacts.
From within Accounts, Leads, and Opportunities, sales reps have access to the following Battle Card intelligence across five tabs:
Company: Contact information, firmographics, social media links, mined business descriptions, and recent news stories
Contacts: Title, location, email, and phone. The service also indicates whether the contact has been previously loaded into SFDC.
Customers: Similar companies with win stories.
Competition: Peers based on firmographics and keywords.
Technologies: Products for complementary and competitive targeting
A distinguishing feature of RampedUp is a custom tool for recording and sharing customer wins. Win Stories allow reps to understand how their peers closed deals in similar situations.
Sales Ops or Marketing define the key questions for a Win Story template and sales reps enter their responses. Of course, sales ops or marketing can conduct an interview to gather this information with the custom questionnaire operating as a survey template.
The wins are then published as email announcements and available as mini-case studies for other reps within SFDC. Thus, if prospect X has a competitor that has a win story, the competitor’s win is made available in the RampedUp i-frame. The browser version supports a searchable Win Vault.
Relevant Win Stories are delivered in the Customers tab within SFDC.
RampedUp’s Home Page provides a set of gamification elements including recent case studies and a leader board.
RampedUp front page with win stories and a Leader Board.
While the most recent company new stories are displayed within SFDC, users must pop out to the RampedUp browser application to view a deeper set of news or filter by event category and date. Triggers are searchable by company, URL lists, or broadly. Bing-based sales triggers go back several years and are tagged by company and topic.
RampedUp does not yet provide sales trigger alerts, but they are on the company’s roadmap.
RampedUp also provides data enrichment functionality via a Clean Tool. The service charges $1,000 for every 10,000 companies and contacts cleaned during an initial batch cleanse. There is also an on-demand batch Clean process which flags inactive contacts, updates company and contact information, and adds additional contacts. Clean includes a unique contact update feature – not only does it flag departed Contacts, but it indicates where execs moved to as new SFDC Lead records.
RampedUp is priced at $1,000 per month for up to twenty users with unlimited access. Additional users are sold in twenty user bands.
RampedUp has fifty clients and is based in Norcross, Georgia.
Predict builds Ideal Customer Profiles based upon Fit (Firmographics), Need (Sales Triggers), and Behavior (Marketing Automation behavioral data) allowing customers to identify both current best-fit accounts and net-new prospects.
French predictive analytics firm Sparklane unveiled their version 2.0 Predict platform which employs artificial intelligence (AI) and active learning to score millions of companies and determine which prospects are most likely to become net-new customers. The Predict platform is available for the UK and French markets with localized language and datasets. A German edition is in development.
Sparklane ingests and enriches company data, matching it against firmographics and trigger events to score millions of companies. The system then models the Ideal Customer Profile (ICP) and Total Addressable Market (TAM). Sparklane also identifies “sparks” (hot prospects) based upon sales triggers and delivers real-time alerts, messaging, and contacts.
Models can be deployed for both new and existing business. New business models can be constructed from historical data (e.g. CRM win / loss flags) or estimated and refined for new market entry. Existing business data can also be deployed for churn models to help identify companies that are more likely to drop as well as upsell and cross-sell models.
CEO Frédéric Pichard said that employing artificial intelligence to identify your next best customers “is probably the most amazing promise B2B marketing and sales tools can fulfill” as it provides “a new way of working to help our customers be more efficient and successful.”
Sparklane users begin by importing datasets from CRMs or CSV files. Logic is employed to determine both positive and negative sample records. For example, a CRM Win / Loss flag could serve as such an indicator. The file is then enriched and an ICP model is constructed. The ICP contains three types of variables: Fit (firmographic), Need (Triggers), and Behavior (Marketing Automation prospect activity). Marketers or Sales Operations are able to view the model and adjust weights. This model is then employed for constructing a TAM with net-new accounts which can be saved as a fixed account list or dynamic model.
Sparklane onboarded file mapping.
An accuracy score helps define how well the model distinguishes between good and bad prospects. Thus, an 80% accuracy score indicates that 8 out of 10 companies in the seed file are properly predicted by the model.
An accelerated learning option is available for new market entry. Thus, if a seed list of good and bad prospects is not available for a new product line or market, an initial set can be manually selected from Sparklane company lists and deployed as a first generation seed list.
An active learning option allows users to perform a qualification pass on a list to help expedite model construction. While engaged in active learning, the user is shown company profiles which include account overviews, triggers, and family trees. The marketer can then give a thumbs up or down to each proposed account.
During active learning, sparks can be added, dismissed, or decision postponed, allowing the platform to adjust the model.
As output, the platform provides a set of “sparks” which are high probability accounts or contacts. The user sets the number of sparks displayed in a spark list. Qualified prospects can be sent to a CRM as accounts or leads.
The French dataset covers three million firms and two million contacts. The UK universe provides 200,000 companies and 300,000 contacts. The UK dataset focuses on large companies with sales triggers.
The French file includes 600,000 emails while the UK file supports 100,000 emails.
The firm claims that Predict increases the opportunity conversion rate by 70% and shortens the sales cycle by 30%.
Sparklane employs sixty headcount in Paris, London, and Nantes. It invests over 20% of its turnover in R&D and has nearly 200 customers in Europe.
Zoominfo prospecting now includes technographic screening and dynamic counts which update as variables are selected.
ZoomInfo unveiled the 2.0 version of its Growth Acceleration Platform to customers at its Growth Acceleration Summit in Boston this month. Amongst the new features are a refreshed user interface, email tools, and expanded prospecting variables including Product / Vendor technographic selects. The upgraded platform is currently in beta with general availability in Q4.
According to the firm, “ZoomInfo’s Growth Acceleration platform combines the most comprehensive and actionable B2B market intelligence with tools that help optimize sales and marketing effectiveness, jumpstart growth, and maximize profitability.”
The new user interface is cleaner and supports dynamic display which adjusts by form factor. All of the pages, including company and contact profiles, employ a common look and feel. Prospecting was simplified with complex stacked queries being less prominent. However, they are still available to ZoomInfo’s data services team and power users.
Prospecting added product / vendor selects licensed from HG Data. Multiple products may be entered for screening with the system defaulting to a Boolean OR (AND is supported, but the user needs to enter a multi-product Boolean string with AND logic).
Prospect lists may be maintained as dynamic lists (saved searches) or as fixed saved lists. The system displays updated counts as each variable is selected. Zoominfo also allows users to suppress contacts purchased in lists in the past six months from search results and when building other lists.
Records may be uploaded from Outlook, Office 365, and Salesforce for enhancement and targeting. Enhanced list analytics include pre and post data quality scores along with segmentation analysis. The Enhance Preview provides an analysis of the input data quality file, as well as a detailed report on what information was added, corrected, or confirmed using ZoomInfo’s data. The Data Profile tool shows users a breakdown of information about the user’s list, including top industries, job titles, revenues, and employee count.
The Zoominfo Enhance module provides before and after data quality statistics along with segmentation analysis on the Data Profile tab.
Users can also upload an ABM account list for key contact targeting.
Company profiles include an expanded set of social media links (e.g. LinkedIn, Facebook, Twitter, and YouTube), related companies (licensed from Owler), and technology data. Tech data is displayed as summary product counts by category. The rep clicks on the product category to expand it by product. Unfortunately, the service does not support customized filtering of products or categories by key competitors or complementary platforms. As HG Data supports thousands of products, it would be a nice enhancement to support pre-configured product categories and products. Otherwise, valuable account planning insights may be obscured.
Contact profiles now display more information about the company associated with the profile without the need to navigate to a separate profile.
The ReachOut Chrome connector, which provides on-demand company and executive intelligence from websites and LinkedIn, exports to Salesforce, Microsoft Dynamics, Outreach, and SalesLoft. Users can also send emails from within LinkedIn.
A new Outlook connector provides contact profiles from within Outlook along with one-click add to Salesforce, Microsoft Dynamics, Outreach, and SalesLoft. Salesforce duplicate checking is employed if it is turned on. Users can upload records from Zoominfo’s ReachOut Chrome connector or Outlook as either Leads or Contacts / Accounts (previously this was only available from the Growth Acceleration Platform). ZoomInfo will create Account records for Contacts if one does not exist in SFDC.
The new Zoominfo Connector for Outlook displays inline company and contact intelligence for each of the parties on an email. This feature helps with researching buying committee members and influencers.
This feature helps with researching buying committee members and influencers.
While ZoomInfo partners with Account Based Sales Development (ABSD) vendors Outreach and SalesLoft, ZoomInfo has added light ABSD email features such as email templates and live email tracking. Templates include dynamic tags for information such as contact name and company name which fill in automatically with ZoomInfo data. Emails are sent from the user’s default email program.
The ZoomInfo global database has grown to 220 million professional profiles (both active and inactive) and 13 million companies. The dataset is updated continuously based upon web crawlers and a 300,000 user community that shares email signature data. Zoominfo offers one of the deepest sets of contacts with emails and direct dial numbers.
