Cognism $87.5M Series C

London-based Sales Intelligence vendor Cognism closed on an $87.5 million (£64m) Series C.  The round was led by Viking Global Investors and Blue Cloud Ventures, with follow-on investors AXA Venture Partners, Swisscom Ventures, and Volution.

Total funding is just shy of $130 million.

The funds will be deployed for European expansion and strengthening Cognism’s position in the United States.  Growth will be a “combination of organic growth and acquisitions.”

“The funding will help us empower many more businesses with international sales intelligence over the coming years, setting a new standard in data quality and compliance,” explained CEO James Isilay.  “It will accelerate our growth and global expansion plans as the leading provider of intelligent B2B sales data.”

“We will be organically expanding in the United States this year and have just hired new sales leadership (Mark Sparaco) to accelerate our growth,” Isilay told GZ Consulting.  “Europe remains our primary focus, but we see significant differentiation to other providers in our US and International data that we see significant growth opportunities.”

The firm will remain focused on improving its global data coverage and Sales Intelligence capabilities in 2022.  Roadmap features include marketing enhancements and localization in non-English speaking countries.

Cognism is coming off another strong year, with ARR growth hitting 100%.  They have over 1,000 customers, located in over forty countries.

Isilay is targeting another year of 100%+ growth and stated that Cognism is off to a good start in January with a “record revenue month.”

2021 data improvements include Diamond Data and the addition of Bombora’s intent data set as a premium offering.  Diamond data provides “the most accurate, GDPR & CCPA compliant phone-verified contacts for business development teams internationally, setting a new standard in data quality,” boasted the firm.

The Diamonds-on-Demand request feature supports on-demand phone verification from both the web application and the Cognism Chrome extension.  Users click on a Diamond Verify button to initiate the verification process, which is completed within 48 hours.  In addition, users can track the status on the platform.

“No other software company offers a truly global sales intelligence platform like Cognism. “By pairing our premium quality contact data with advanced contextual data points like technographics and buyer intent signals, we help modern revenue teams connect with confidence and exceed targets. We enable them to build a meaningful connection with their next best customer in the most predictable, efficient, and cost-effective way.”

Cognism CEO James Isilay

Cognism has grown to over 250 employees in seven countries: the United Kingdom, United States, Canada, South Africa, Croatia, Macedonia, and Germany.

Cognism did not state its market valuation.

Cognism also announced that it is SOC II Type 2 compliant.  The designation confirms that Cognism meets AICPA’s Trust Services Criteria for Security, Availability, Confidentiality, Processing Integrity, and Privacy with regards to data.

“We live and breathe security and compliance at Cognism as we handle large amounts of company data that help our customers reach new target audiences,” blogged Cognism CTO Stjepan Buljat. “Most companies, when they start their SOC 2 compliance journey, choose to select type 1 qualification, whereas we’ve selected the more complex type 2 route – often described as the difference between a balance sheet audit and a full audit of financial operations.  Type 2 looks at the information security controls we have in action and confirms that we’re organised to handle the data privacy concerns of the largest companies on the planet.”

Cognism Funding History (Source: Owler)

Echobot European Expansion

German Sales Intelligence vendor Echobot closed another successful year of product enhancements and revenue growth.  Echobot offers deep sales intelligence and data hygiene services for Germany, Austria, Switzerland (D-A-CH), and the UK.

In late 2020, Echobot launched its UK database and English language UI, providing a secondary market beyond the DACH region.  The firm grew MRR over 70% this year and hit 1,500 clients.  New business rose 80%, and the firm hired its 100th employee (up 44% this year).  Echobot continues to be EBITDA and Cash Flow positive.  Echobot is self-financed, not having taken any funding since 2013.

The firm also moved into a larger headquarters office in Karlsruhe with 16,000 square feet.

Along with fit-and-finish work on their UK services, the firm rolled out version 2.0 of their TARGET prospecting database.  TARGET offers a refreshed UI, improved data quality, and AI tools for ICP and segmentation analysis.

Users no longer need to build company and contact lists separately.  Instead, build-a-list results are displayed as tabs, allowing users to analyze both company and contact results without requiring them to rekey their query.

Echobot’s product vision is based on its “first principles of data” delivered through its service.  “For data to be useful, it has to be high quality, connected, and fully compliant,” said CEO Bastiaan Karweg.

Data improvements include an Email Validation Engine (EVA) and a “True Compliance” process for GDPR.  EVA “eliminates stale records” and implements mail server and pattern checking to improve data quality.  The EVA reduces bounce rates by up to thirty percent.

“For your outreach to be truly GDPR compliant, you not only need a Legitimate Interest but also be mindful of the preferences of the people you are trying to contact,” stated Karweg.  “Using Echobot, each contact record comes with a public source URL so you can be 100% confident when a prospect asks you, ‘Hey, where did you get my data from?’” Also new is a subject taxonomy that covers over 100,000 topics and industry keywords.

Echobot offers data for DACH, the UK, and the EU. A French dataset will be available in Q1.

Echobot is launching an EU Data pack that “covers the most important companies from all of Europe,” Karweg informed GZ Consulting.  “It’s not as deep data as with DACH, UK, or France, but it will give clients access to essential brands and contacts in each market.”

All four regions (DACH, UK, France, and EU) will be available in all three products (TARGET prospecting, CONNECT Sales Intelligence, and DATACARE hygiene) and the API in any combination.  However, the EU Data Pack omits company and contact data for the DACH countries, France, and the UK.

A French dataset, spanning six million companies, will be launched in Q1 with a French UI and localization.  French sales will be managed from the Karlsruhe office as it is only three miles from the French border.

Finally, Echobot expanded its sales triggers to 33 English-language event categories spanning the full UK universe.  French triggers are in development.

“We are excited to start 2022 with our new product and data assets,” said Karweg.  “Our goal is to continue on our strong growth trajectory and gain more market share in other EU countries.”

LinkedIn Q4 Sales Navigator Release (Part II)

LinkedIn also addressed the lack of sharing of Sales Navigator Account Maps in its Q4 release.  The value of maps is much greater if they can be shared across the sales and customer success teams.  Sales reps will skip activities that do not have a clear return on investment (i.e., they expedite the sales process, increase the odds of a win, reduce bureaucratic steps, etc.)  Sharing account maps across the team dramatically increases their value and encourages reps to invest the necessary time mapping out the account.  Sharing also assists with account handoffs between SDRs to Account Reps and later to Customer Success teams.

“Selling is a team sport, and we know that team members need to be in the loop and connected on key accounts, especially as changes to the buying committee may be greater and more frequent right now,” wrote Senior Director of Product for LinkedIn Sales Solutions Mitali Pattnaik.

LinkedIn Sales Navigator Account Maps

Account Maps are available to Team and Enterprise licensors.  However, Account Maps may only be shared with co-workers on the same Sales Navigator contract; thus, partners or co-workers with separate Sales Navigator agreements still lack map sharing. 

When others update a shared Account Map, everybody is notified of the update.

Those with CRM sync turned on (Advanced + CRM in January) will enjoy additional CRM features.  Users will be able to create new leads or contacts “in more places within Sales Navigator to better match up with their workflows” and display additional context.  New features include

  • New CRM Cards within Sales Navigator Lead Pages
  • New CRM Badges that notify reps when an account or lead is matched against the CRM
  • Clicking on the CRM Badge provides additional context on Sales Navigator Leads and Accounts from the matched CRM record. For Sales Navigator Leads not found in CRM, a user can create a CRM Contact or Lead.
  • CRM Badges are now displayed in the InMail and Messaging Flow.

LinkedIn will be rolling out Q4 enhancements to customers in the coming weeks, as with other quarterly releases.

LinkedIn also announced updates to LinkedIn Sales Intelligence (LSI), its data service for Sales Operations.  LSI leverages the power of LinkedIn data to “help sales target the right companies and accelerate revenue.”  Launched earlier this year, LSI supports report building, account recommendations, and Account data enrichment.

Sales Operations now has access to industry codes aligned with the NAICS industry taxonomy used in the US, Canada, and Mexico.  Other enhancements include a new welcome flow and access to saved reports on the home page.

LinkedIn Sales Intelligence Report Builder

To assist with report building, a set of LSI Tool-Tips assist with defining Sources, Personas, Market Insights, and Exports.

LinkedIn Q4 Sales Navigator Release

The new Sales Navigator home page.

LinkedIn began rolling out its Q4 Sales Navigator release last month.  New functionality includes a reimagined home page, Priority Accounts, and Account Map sharing.  According to LinkedIn, the revised home page helps address the “moving target” that is buying team discovery during The Great Reshuffle.

“We’re in the middle of The Great Reshuffle, and 80% of salespeople have delayed or lost a deal because of a job change within an account. Selling right now is a moving target. This means, maybe more than ever, that quality data is non-negotiable, real-time alerts are critical, and knowing your buyers and what’s important to them is essential.”

Mitali Pattnaik, Senior Director of Product for LinkedIn Sales Solutions

Not only are buying committees becoming larger, but the movement of professionals increases the likelihood that key members of the demand unit depart during the sales cycle.  Reps that are blind to such changes are likely to have lost or delayed deals.

Furthermore, buyers have been inundated with messages, making it more challenging to rise above the din.  According to LinkedIn Associate Product Marketing Manager Angel Gonzalez, reps need to personalize their outreach as there is a 30% decline in buyer response rates compared to pre-COVID.

“Our new Sales Navigator home page showcases customized insights for key accounts that you need to focus on right now,” posted LinkedIn Senior Director for Product Mitali Pattnaik.   “Alongside a new look and feel for the home page, the refreshed Alerts Feed helps you filter to the most relevant, timely, and accurate updates, pinpointing alerts that need immediate action. And, for those updates you want to keep an eye on, a newly created ‘Bookmarked Alerts’ tab allows you to save alerts so you can revisit at any time.”

The new home page was redesigned to present “what’s most important to each individual seller at that moment,” including intelligence on priority accounts, direct access to Account Maps, and better alert filters.

Other new features include upgraded typeahead searching and alert bookmarking.

A few features have been downgraded in scope or removed, including Sales Navigator Coach and Recommended Leads and Accounts.

The new home page is available to all users.

Reps can flag priority accounts with recent engagement and growth metrics on the home page.

Priority Accounts allows sellers with large books of business such as territory or industry reps to flag their key accounts, helping ensure critical accounts receive greater attention.  Users simply “star” accounts in their saved account list for priority display.  Account activity is then displayed in a new home page section labeled Priority Accounts that summarizes headcount growth, employee count, open opportunities, and Buyer Intent.  Users can also click directly to Account Maps.


Continue to Part II which discusses Sales Navigator Account Map sharing and LinkedIn Sales Intelligence enhancements.

TechTarget: Priority Engine Enhancements

TechTarget announced a set of enhancements to its Priority Engine Sales Intelligence platform, including second-party intent data from its BrightTALK digital event platform and a refreshed user experience. As a result, TechTarget now provides intent data for 32 million opted-in technology researchers and purchasers across twice as many accounts.

Millions of BrightTALK contacts are fully integrated into Priority Engine, providing intelligence around individuals actively researching technology purchases at BrightTALK webinars, virtual events, and videos.  The expanded content provides richer intent data with additional messaging hooks for sales reps.

Prospect-level insights include content preferences, recently viewed content, and each buying committee member’s top interests.

Prospect Insights provide rich details for messaging.

BrightTALK was acquired twelve months ago.  BrightTALK hosts 30,000 new webinars and videos each year, providing multi-media content that complements TechTarget’s text-based research content.  Prospect-level BrightTALK intent data and buyer contact intelligence are now being combined with second-party intent data from TechTarget’s 140+ enterprise technology media sites, bringing the combined pool of buyers and influencers to 32 million.  As these individuals are opted-in, intent data can be tied to the individual instead of the account, allowing for improved messaging and targeting.  Not only is the enterprise software topic collected, but TechTarget gathers competitors under consideration and buying journey stage.  Furthermore, opted-in contact data ensures that the shared contact intelligence is GDPR and CCPA compliant.

BrightTALK Prospect Insights include webinar registrations, views, view times, webinar types, and titles.

BrightTALK Intent data indicates which content was viewed and the duration the demand unit member spent viewing the content.

TechTarget noted that buyers and influencers have distinct digital research styles, with some preferring multi-media content and others opting for white papers and related text-based reports and articles.  Thus, bringing in BrightTALK significantly expanded TechTarget’s ability to identify buyer intent based on different learning preferences.

“Despite strong similarities in overall audience makeup (company size, industry, and job title/function are remarkably consistent), there’s only a 10%-20% overlap in members between the databases, depending on geo,” wrote TechTarget SVP of Products Andrew Briney in April.

“Learning preference and behavior is quite different for members of BrightTALK,” continued Briney.  “While the content topics, focus, and quality is [SIC] very similar to what’s offered on the TechTarget network, BrightTALK members prefer the immersive, interactive learning experiences delivered by webinars (85%) and videos (61%) over downloadable PDF content like whitepapers (47%) and e-Books (42%). Given this preference, it’s not surprising BrightTALK members average more than 30 minutes in view-time per webinar/video.”

Priority Engine Personalized Rankings view

The enhancements also provide insights into “overall buyer content preferences (content type and topic), and interactions with customer content across multiple channels help inform more personalized sales outreach and marketing engagement strategies.”

“Priority Engine delivers the actionable purchase intent data our customers need to drive superior performance.  This new release gets exponentially more data into their hands and gives them the ability to deliver customized experiences their marketers and sellers need to thrive.”

TechTarget CEO Michael Cotoia

UI enhancements include a new view that calls out “untapped, high potential accounts” for initial engagement in a rep’s territory.  There is also a new timeline for viewing account journeys and recent engagement.  The new timeline helps reps “easily monitor buying changes to better optimize pipeline, identify cross-sell/upsell opportunities and grow revenue.”

Other UI changes include a set of shortcuts located in the left-side navigation bar.  The shortcuts display the following user views:

  • Top Accounts – The 500 most active accounts and prospects (default view)
  • Untapped Potential – Accounts or prospects with whom the rep has not yet interacted in Priority Engine
  • Viewed your Content – Accounts or prospects that have viewed or downloaded company content syndicated through TechTarget’s content syndication program
  • Visited your Website – Accounts that have visited the company’s website (Inbound Converter)
  • Confirmed Projects – Any projects that TechTarget has confirmed are active in the rep’s territory based on direct outreach
  • Favorites – Accounts or prospects that you have selected to favorite in Priority Engine

Finally, the platform now contains separate modules that support sales and marketing use cases.

The Highlights view provides buying journey interactions and new contacts at top accounts.

Lusha Series B

Crowdsourced contact vendor Lusha closed on a $205 million Series B that valued the company at $1.5 billion.  Growth equity firm PSG led both the Series A and B rounds.  ION Crossover Partners also joined the B round, which brought total Lusha investment to $245 million.

Following its February Series A, Lusha invested in its go-to-market strategy and trebled its growth rate.

“We were still bootstrapped one year ago when we understood that we have a big opportunity to surge forward.  We have since tripled our revenue growth rate, and that is why we required another funding round faster than we thought,” explained CEO Yoni Tserruya.  “The next stage will be to go public.  I’m not sure when that will be, but it will take at least two more years.  We are seeing many companies that are going public too early and are facing difficulties in making projections and meeting expectations.”

The additional funds will be deployed towards building out its community of 800,000 B2B sales professionals “into the industry’s largest,” expanding its global presence, and continuing to focus on data quality, compliance, features, and ease of use.

“We have been following Lusha’s progress over the last two years and found the team’s vision and execution highly impressive. As sales teams continue to leverage data to drive their go-to-market strategies, Lusha is becoming an integral product for teams to optimize their outreach to improve overall win rates. With Lusha’s data significantly increasing the value and ROI realized by sales teams, we are excited to be a part of this next chapter in Lusha’s remarkable journey.”

Gili Iohan, General Partner at ION Crossover Partners

“Our primary goal is to give every salesperson, regardless of size or budget, access to the highest quality data at the most affordable price while championing world-class standards of privacy and compliance,” said President Assaf Eisenstein.  “With this funding round, we will continue to invest highly in our data infrastructure and privacy standards to provide optimal levels of compliance and security for Lusha’s 800,000+ community members,” said Assaf Eisenstein, Co-founder and President of Lusha.

Contact data is gathered from a Community service that ingests email headers and signature blocks to maintain business card and email signature data.  Data is also collected from publicly available sources, third-party licensing, and algorithmic data appending (e.g., email templates).  Lusha claims that its community members help Lusha deliver “the most accurate data through constant validation and enrichment of its database.” 

As part of its GDPR and CCPA compliance program, individuals are notified when they’ve been added to the database.  Only business data is gathered, with no Personally Identifiable Information collected.

Lusha provides 100 million business profiles, 60 million email addresses, and 50 million direct dials across 15 million companies.

The Lusha browser extension for Chrome, Firefox, and Edge sends contacts from Gmail, social media, and B2B sites directly to Salesforce, HubSpot, Pipedrive, Zoho, SalesLoft, and Outreach.  Users license credits individually or for a team, with the admin allocating credits.  Lusha also supports Salesforce bulk enrichment and a contacts API.

Lusha employs a freemium model for limited contact information lookup, but users must pay to export data, build prospect lists, enrich files, and integrate with CRMs and SEPs. Annual pricing is shown.

Lusha helps sales professionals identify their ideal buyers and tailor their message to potential customers.

“Similar to the shift that marketing underwent a decade ago, sales professionals are abandoning spray and pray outreach, in favor of super-targeted selling based on data,” said Tserruya.  “Lusha enables all salespeople to utilize data to recognize their most relevant opportunities and maximize revenue in a simple, easy-to-use solution.  We look forward to using this funding to be at the forefront of this industry shift and grow Lusha into the largest B2B sales community”.

Lusha is rapidly growing, adding 29 staffers last month.  It grew 45% over the past six months and 103% over the past year to 229 employees.  Engineering grew 170% over the past year to 55 employees.  Their other top departments are Sales (34 headcount, up 106%), Support (22 headcount, up 175%), and IT (21 headcount, up 91%).

The Israeli firm expects to end the year with 240 employees, twenty in its Boston office.

Lusha, founded in 2016, lists 32 open positions: five sales and support openings in Boston and twenty-seven openings in Tel Aviv across engineering, data, R&D, product, marketing, sales, HR, compliance, finance, and customer success.

Lusha’s customers include Facebook, Google, Dropbox, and Uber.  Most of its customers are B2B SaaS companies, but it’s also used by VCs, investors, and recruiting agencies.

Apollo.IO $32M Series B

Sales Intelligence and Engagement vendor Apollo.io closed a $32 million Series B led by Tribe Capital, with participation from NewView Capital and existing investor Nexus Venture Partners. In addition, Sri Pangulur, a partner at Tribe Capital, joined Apollo.io’s board.  Total funding sits at $41.3 million.

Apollo is deploying the funds towards building out its product and engineering teams.  It will also expand its sales, marketing, and operational resources, including additional leadership hires.

In a blog announcing the transaction, CEO Tim Zheng admitted that the Apollo brand is not well known and that Apollo will be using the funds to address brand weakness.  “Our next steps include increasing awareness of Apollo, increasing our user base outside of small teams, and building out an intelligence layer in Apollo to make individual sales reps and teams more successful.”

Apollo is growing rapidly, with its customer base increasing 200% over the past year despite awareness issues.  It has been profitable for the past eighteen months and has more than one million users and 9,000 paid customers.

Recent enhancements include an international dialer, contact and company data improvements, and prospecting and Chrome extension upgrades.

“Apollo is challenging the status quo in B2B lead intelligence and sales engagement by making contact data and prospecting tools in this space more accessible,” said Pangulur. “Seeing the company’s incredible growth over the past year, enhanced product offerings, and new client acquisitions, we are confident in Apollo’s ability to disrupt the SalesTech market for B2B companies, offering a more intelligent, more cost-effective, and simpler solution.”

Apollo falls into a category that I’ve labeled Hybrid Engagement that combines sales engagement tools with sales intelligence and B2B DaaS.  Other vendors with Hybrid Engagement capabilities include ZoomInfo, Cognism, Data Axle Genie, and VanillaSoft.

“Sales professionals at B2B companies are burdened by a go-to-market process that’s manual, tedious, and complex. It’s stifled by convoluted workflows, very little guidance, lengthy onboarding, and high price tags for name-brand solutions,” said CEO Tim Zheng. “This funding will help us further accelerate our product-led growth model, which has seen tremendous success in the contact data space. 

“Apollo’s vision is to give its customers the most powerful and intelligent GTM platform in the industry, so they can reach their full market potential,” continued Zheng. “We want to make access to B2B data even easier, while enhancing the data with sales intelligence and automated workflows.”

Apollo Job Change Alerts

Apollo has assembled a database of 200 million contacts across ten million companies.  Data include direct-dial phones, emails, funding intelligence, technographics, and job changes.  Apollo’s dataset supports direct research, lead prospecting, and LinkedIn matching via a Chrome Extension. In addition, Apollo Refresh performs real-time updates in Salesforce.

Sales Engagement features include sequences (cadences), automated emails, A/B testing, a click-to-call dialer, and a rules engine.

“As we emerge from the pandemic, buyers want an Amazon-like experience where companies are anticipating their needs. You need user data to better drive the sales experience, and as it evolves more personalized capabilities as well,” said Zheng.  “Apollo has some unique positioning in that they are doing product-led growth, but also covering the data stack as well.”

Apollo employs a freemium model with ten free exports per month, the Chrome extension, a Gmail extension, and limited sequences. 

Basic, at $49 per user per month ($39 billed annually), provides 250 export credits per month, unlimited sequences, email integrations, and a broader set of reports and Dashboards. 

The Professional edition adds the dialer, call recordings, customizable reports, and 1,000 exports per month.  Professional is priced at $99 per user per month when billed monthly and $79 per user per month when billed annually.

There are additional fees for full Salesforce synchronization, API access, Apollo Refresh, and exporting up to 10,000 records at a time. In addition, advanced dialer features (e.g., international dialing, call transcription, local presence, and CRM logging) are only available as part of custom packages.

Apollo employs a freemium model with 9,000 paid customers.

Linked Sales Navigator Repackaged SKUs

LinkedIn will be repackaging its Sales Navigator SKUs in late January.  The service has already begun notifying customers of the change.  Unlike product releases which they roll out over multiple weeks, the new packaging will be implemented across all customers simultaneously.

Sales Navigator retains its original SKUs from its early days, so repackaging was in order.  Before making any changes, LinkedIn interviewed or surveyed over 2,000 customers, discussed customer requirements with sales reps, and analyzed product usage.

LinkedIn Head of Product and Solutions Marketing Nicole Desjardins discussed a number of her team’s learnings with GZ Consulting:

  • Users want to increase their productivity with an integrated sales stack that avoids data silos and app switching.  “Our customers believe that in order to effectively meet this need, it is critical to seamlessly integrate sales workflows both within and beyond Sales Navigator (e.g., sales stack, CRM).”
  • CRM integrations are a priority for customers.  To prioritize customer value delivery, the future Sales Navigator lineup has CRM integrations as the only top differentiator.  This will “massively clarify” lineup positioning and deliver more value to customers.

    Currently, Sales Navigator only offers full integrations and data synchronization with Salesforce and MS Dynamics 365.
  • Customers are looking to increasingly leverage the data stored in their CRM and expect applications to bisynchronously share data.
  • Buyer intent is “hot in the market” as customers are looking to leverage intelligent signals in a real-time manner.  Sales reps want to “know when to act.”

The new Sales Navigator SKUs are based on a pair of packaging design principles: Customers can use all of the features in the licensed package, and it should be clear which package best meets the needs of each customer.

According to Desjardins, the new packaging enables positioning that is “clear and easy to understand” and aligns to value. In addition, the new packaging will help customers and sales reps  “easily identify the offering that best suits their needs.”

“What I’ve been preaching is that SN is not just one product – it’s an integrated approach to the daily sales process.”

LinkedIn Customer

The legacy SKUs followed a Good / Better / Best packaging structure, but the new SKUs support a Good / Best / Best with CRM packaging with the top tier similar to the mid-tier but containing all of the CRM connector and data sharing functionality. The new packages consist of a “foundational use case, the best of Sales Navigator for non-CRM integrated customers, and the best of Sales Navigator for CRM.”

“Customers will be able to use all of the features they have purchased: CRM features will be the only differentiators for the top tier.  Additionally, we have planned investments to further expand and deepen our CRM capabilities.”

The Core offering is designed for quota-carrying sales reps and supports targeting, lead and account tracking, and communications.  Features include

  • 50 InMails per month (this allotment is the same across all three SKUs).
  • Advanced Search
  • Account and Lead (contact) List Building
  • Guided in-product best practices
  • Account Map, a tool for mapping out the buying committee
  • Up to 10,000 Saved Leads and Accounts

The Core edition is designed for quota-carrying individuals with limited tech stacks.  Core helps sales reps “target the right buyers, understand who they are, and reach out in an informed way,” said Desjardins.

The Advanced tier supports sales teams with administrative and reporting functions, including usage reports.  Product differentiators include

  • CSV Account uploads for tracking key customers and prospects
  • Smart Links (customer-specific landing pages with attachments and multi-media links).  Smart Links may be shared by email, InMail, chat, etc.  Smart Links Analytics tracks who has viewed and downloaded which content. Sales Navigator also tracks Smart Link forwards, providing deeper insights into the Buying Team.  Sales reps are alerted when content has been viewed or forwarded.
  • Team collaboration tools such as shared lists, shared searches, TeamLink (leveraging co-workers’ networks), and collaboration alerts based upon shared features.
  • Buyer engagement alerts and buyer intent.  “Buyer interest is a predictive score based on LinkedIn data from employees at this company,” states the firm.  “This score is an indication of an account’s interest in buying from your company.  It considers key factors like employee interaction, InMail acceptance, ads engagement, company page engagement, and more.”
  • SNAP integrations such as embedded profiles, BI integrations, and a CRM widget.  SNAP integrations are available for CRMs (Salesforce, MSD 365, HubSpot, SAP, Oracle, SugarCRM, and Pega), SEPs (Outreach, Salesloft, Groove, XANT/InsideSales, YesWare, MixMax), and ABX Platforms (Demandbase).

    SNAP integrations do not share data, but they support profile viewing and limited Sales Navigator functionality.  For example, the HubSpot connector provides sales reps with profile viewing, InMails, Icebreakers, Introduction Requests, Related Leads for companies and contacts, and Connections.

The Advanced edition helps teams “forge deeper relationships through real-time sales intelligence and seamless collaboration,” said Desjardins.  “Advanced is the best Sales Navigator for businesses if you’re not integrating with CRM.”

The Advanced Plus edition adds full CRM functionality, including

  • Auto-saving Sales Navigator Leads and Accounts from CRM
  • CRM information in Lists such as Opportunities and past customers who have moved to new companies
  • CRM-powered Lead Recommendations
  • The ability to include or exclude matched CRM leads in Sales Navigator searches
  • CRM Activity writeback (e.g., InMail, Notes, Messages, Smart Links)
  • Create CRM Leads and Contacts directly from Sales Navigator.  These are limited information records (e.g., Company Name, Contact First and Last Names, and Title) as LinkedIn does not share member data.  Contact and Lead Creation also upload fields entered by reps such as email, phone number, and opportunity role.
  • The Data Validation flag warns users when a contact is no longer at a company listed in the CRM.  If the company differs between LinkedIn and the CRM, a “Not at Company Flag” is written to the CRM.  The flag is displayed to the rep and available as a trigger for contact clean-ups and removal from marketing campaigns.

With the Advanced Plus edition, users will be able to “surface actionable intelligence on your books of business, improve productivity by automating key processes, and leverage data to update stale information and make better decisions,” said Desjardins.

At renewal, customers will be offered one of five customer service packages that are “set by the size and scope of your program.”

“We know that onboarding is a critical stage for customer success, so we’re investing in hands-on, human-led onboarding for new customers and existing customers when they grow by a significant amount to accelerate their time-to-value,” stated a LinkedIn FAQ on the new service plans.  “Our customers have different needs and expectations for training, so we’ve invested in world-class resources: on-demand training for all customers at every stage of the customer journey in seven languages. Training is created and led by specialists who are experts in best practices and our product.”

Programs with a minimum of 50 licenses will have a Customer Success Manager that supports periodic Program Health Checks, a tailored Customer Success Plan, Strategic Value Reviews, and ongoing Success Coaching.

LeadIQ $30M Series B

Account Based Prospecting Platform LeadIQ announced a $30 million Series B led by Cathay Innovation, with Fresco Capital, Strong Ventures, and Eight Road Ventures joining the round.  The round brings total funding to $42 million.

The funds will be deployed to accelerate the product roadmap in account prioritization, buying team and contact personalization, and sales team collaboration.  Funds will also be used to fill key management positions for managing its growth and expansion as CEO Mei Siauw plans to double the firm’s headcount over the next eighteen months.

LeadIQ still has $6 million available from its Series A but is looking to expand from lead management into broader account management; thus, it is raising the necessary funds for new product development. 

According to Cathay Innovation, LeadIQ has “some of the best enterprise SaaS unit economics we’ve seen.”

Alex Wilhelm at TechCrunch reported that “the company also sports net retention figures of around 125% and a strong ratio of account size versus customer acquisition costs.  Those are the sorts of metrics that SaaS investors covet.”

LeadIQ, founded in 2015, is based in San Francisco and Singapore.  It employs a remote workforce of 115 in 22 countries and serves companies in 45 countries.  Over the past year, the company quadrupled its ARR to “eight digits.”  The firm supports over 20,000 sales professionals across 1,200 enterprise and mid-market deployments.

LeadIQ automates sales rep prospecting workflows.

LeadIQ functionality helps sales teams “focus on the right activities and automate the rest.”  Its Chrome extension supports prospecting and lead capture from LinkedIn Sales Navigator, capturing both individual contacts and filtered contact lists.  Leads may be exported to Salesforce, HubSpot, Outreach, and Salesloft, with duplicates blocked.  Contacts sent to Outreach and Salesloft kick off cadences.

“With 65% of teams missing revenue targets, outbound sales efficiency is a major challenge for enterprises globally,” said founder and CEO Mei Siauw. “Today, account-based prospecting is still highly manual and time-consuming thanks to fragmented data across multiple systems, repetitive busywork, low-quality research, and varying privacy laws. We built LeadIQ to help sales teams everywhere make authentic prospect connections with a more thoughtful approach. The numbers speak volumes, where we tripled growth in our enterprise and mid-market segments year-over-year. With this latest financing, we look forward to working with current and new investors like Cathay Innovation, who have the global reach and local market expertise across the US, Europe, and Asia to help us scale further during this next phase of growth.”

LeadIQ CEI Mei Siauw

Other features include

  • Email verification
  • Lead, Contacts, and Account enrichment and update
  • Territory management recognizes when reps are capturing leads that do not conform with their territory
  • Contact tracking that alerts reps when contacts change companies or titles.
  • An admin portal that helps customers comply with regulations such as GDPR and CCPA

“Led by a resilient and tenacious CEO with incredible vision, LeadIQ offers a next-gen platform that is the glue that unifies sales at the top of the funnel to provide the most comprehensive solution on the market,” said Cathay Innovation CEO Denis Barrier.  “Its workflow automation builds a strong moat and competitive advantage, which is critical with the pandemic-era digital transformation and subsequent talent wars forcing sales leaders to prioritize efficiency and effectiveness beyond the quota. We look forward to leveraging our resources worldwide to accelerate the company further onto the global stage.”

LeadIQ begins at $720 per rep on an annual basis for the Starter Plan.  Sales reps receive 250 verified emails per month and 25 mobile numbers.  However, the Starter Plan only supports Google Sheets and HubSpot Capture.

The Pro Plan doubles the price and monthly data plan.  Pro includes Salesforce and SEP integrations and lets users enrich CSV files of up to 100 rows.

Pricing for the Enterprise Edition runs at $135 per rep per month and includes job change notifications, prospecting, a team analytics dashboard, and priority support.  The Enterprise plan requires a minimum of twenty users, so it begins at $32,400. LeadIQ did not disclose its current valuation.

Introhive – BoardEx Partnership

Introhive and BoardEx announced a partnership that will “enable shared clients to uncover more high-quality connections and business opportunities that accelerate growth.”  The partnership will assist with discovering opportunities, deepening relationships, increasing internal collaboration, and mitigating risk.

“We are excited to offer our clients a joint solution with BoardEx,” said Diana Sapienza, Global Head of Strategic Partnerships and Alliances at Introhive. “With Introhive’s advanced AI-powered relationship mapping, automation, and enrichment capabilities and the BoardEx alerts on role and/or company changes at the executive and board level, our clients can better manage their ever-growing networks to spot opportunities sooner and grow their businesses faster.”

BoardEx, a division of Euromoney People Intelligence, employs a team of over 300 global research analysts focused on mapping relationships between more than 1.5 million business leaders and decision-makers.

“Having a resilient network is critical to the success of any business, and that resiliency relies on the ability to understand and leverage the most impactful professional relationships,” explained Jubayer Kalam, Head of Product for BoardEx. “We are excited to partner with Introhive by embedding BoardEx data and insights directly into their environment for our mutual clients.”

Introhive, which describes itself as a Relationship Acceleration Platform, released a set of enhancements last month that include a new Salesforce Sales Activity Dashboard, Business Intelligence Webhooks, MS Dynamics hygiene tools, and an Outlook Intelligence Panel Search.

Introhive Sales Activity Dashboard for Salesforce

The new Sales Activity Dashboard “cuts through the noise of activity data and delivers the signal directly to sales professionals and leaders alike,” blogged Lead Product Marketer Julie Taylor.  “At a glance, Sales Leaders can get a sense for the type and volume of activities their teams are investing their time in, and individual sellers can keep a pulse on their own activity levels to see where they stand.”

The Sales Activity Dashboard is available at both the team and individual rep levels.  The report summarizes calls, meetings, and email volumes over the past seven and thirty days.

Global View of Relationships Dashboard is one of Introhive’s new BI webhooks.

New Business Intelligence Webhooks include a Global View of Relationships, Account Relationships Dashboard, and Activities Dashboard.

Introhive’s Cleanse for Microsoft Dynamics added contact record merging and archiving stale records.  The service already supported CRM contact data entry and updates. “Understanding your data provides your team with powerful capabilities. 

Your success lies in the ability of your people to understand your data and use it to make better decisions,” explained Taylor.  “The faster you can make sense of your data by transforming it from information to insights, the further you and your team can go.”