TechTarget Prospect-Level Intent (Part II)

Continuing my coverage on TechTarget’s Prospect-Level Intent from yesterday

Prospects are scored and ranked within accounts and across all accounts based on “their recent research activity across the TechTarget network as well as their direct engagement with the customer’s content, website, and advertising.”

To assist with account planning and messaging, Priority Engine added Entry Points, a set of user-defined talking points based upon “a prospect’s recent technology and vendor interests mapped to the particular company’s strengths.”  Entry Points are also delivered at the account-level. They are defined by client teams to call out the topics most salient to company positioning and capabilities.  Client-defined Entry Points are visible within Priority Engine, Salesforce, and export files and are reflected in both the account and prospect rankings.

Prospect-Level Intent is also available within Priority Engine’s Connected App for Salesforce.  Sales reps can quickly fill sales cadences and call lists with high-priority prospects and focused prescriptive insights.  With a single click, Sales reps can add new prospect names to Salesforce, providing a direct path from buyer intent to active leads and contacts.  Prospect and account-level insights, including Entry Points and behavioral intelligence, are displayed within Salesforce Account, Contact, and Lead records.

When uploading Accounts, domains are used for account matching and duplicate prevention.  If a Prospect cannot be associated with an account record, it is uploaded as a Lead.

Account-level fields include account rank, domain, employees, industry, revenue, account address, and up to ten account entry points.  Other account insights include five account signals (e.g. Widespread, Sustained, Late Stage, Stakeholder, Cross-Vendor), an account active this week flag, and behavioral flags for marketing (e.g. visited website, engaged with content, clicked banner), ICP match flag, and their Account Star Ranking.

Contact-level fields include name, title, email, content downloaded, a prospect active this week flag, up to ten Prospect Entry Points, contact address, contact phone, LinkedIn URL, and Priority Engine Contact URL.

Ongoing Salesforce enrichment is not yet available but is on the Priority Engine roadmap.

Priority Engine also supports Marketo, Eloqua, Pardot, and HubSpot out-of-the-box, with custom support for other platforms.

Prospect-Level Intent is available in both Priority Engine and the SMB Priority Engine Express subscriptions.  The Salesforce connector is included as part of a standard Priority Engine license.

TechTarget Prospect-Level Intent

TechTarget announced Prospect-Level Intent within its Priority Engine technology sales and marketing intelligence platform.  Prospect-Level Intent builds on the inherent strength of its second-party intent dataset.  The intent data is collected from over 140 enterprise technology media sites owned by TechTarget.  Because its readers have opted into the platform, intent data is associated with buyers and influencers at target accounts and derived from content carefully tagged by topic, buying stage, competitors, etc.

Unlike third-party intent, which is both anonymous and limited to account-level buying patterns, second-party intent identifies account-level activity and surfaces active members of buying teams, including technology decision-makers, economic decision-makers, administrators, or influencers.  Selected via TechTarget algorithms, Priority Engine prospects – individuals intensely engaged in specific research – are likely members of an active purchase decision.

TechTarget’s Prospect-Level Intent informs sales and marketing professionals when prospects are active in their market category or have downloaded content related to the company or its competitors, regardless of whether they are current or net-new contacts.

“Account-level surges do tell you what’s popular with a set of personas right now, but tell you relatively little about who might actually be making a purchase,” blogged Rebecca Kitchens, SVP of Market Development.  “News-based surges tell us something about the mood of the market, but explain very little about impending purchases except in the macro sense.  They may give you something to talk about with accounts, but they don’t tell you enough about actual buying motions to warrant aggressive prioritization.”

Kitchens warned against weak intent signals.  “Most content is designed to be broadly appealing to maximize eyeballs but provides only weak purchase intent at best.   Real-purchase intent is generated by high-quality content that applies to the research task at hand.”

Adds Andy Briney, TechTarget SVP of Products, “Many in the intent market have been wrongly focused only on accounts, when it is the people and teams at those accounts who actually buy…while TechTarget has always provided named, active prospects within accounts, these new enhancements empower revenue organizations with unmatched visibility into opted-in buyers in active buyers’ journeys to accelerate engagements.”

TechTarget has over 20 million opted-in technology decision-makers and influencers.  Depending on the category, around 70% hold technology titles, with the remainder being buying committee members from other departments also engaged in technology decision-related research.   With rapidly evolving changes in tech decision making, TechTarget data capture prospect functions and roles reflecting a wide range of players often not predicted by historically focused models.

TechTarget is so confident in the value of its intent data that it now labels Priority Engine as “The industry’s only opt-in, Prospect-Level Intent™ data.”

“At the end of the ABM process, it is all about having stronger relationships with the customer.  And delivering improved customer experience is achieved in two ways: By caring to do so and then having the insights necessary to cut away noise and speak directly to customer’s needs.  Prospect-Level Intent is the best way to do this.  In study after study we’ve done, we find that when the properly trained salesperson or whoever’s doing the outreach uses the insights successfully, they will get better response and conversions — ultimately leading to more pipeline.”

John Steinert, TechTarget CMO

A redesigned Priority Engine user interface “provides faster access to buying team contacts within the context of their buyer journey, making it easier for sellers, marketers, and ABM teams to act on Prospect-Level Intent.”  The UI also offers a customized view of top prospects based upon a firm’s ICP and research activity, helping define account rating and list ranking.

“You have to make it easy for [sales] to be able to quickly assess what they need to do in order to take the next best action with the accounts and prospects that they’re going after in their territory – it’s all about enablement,” said TechTarget CMO John Steinert.  “Having that [data-based] connection with marketing allows sales to easily do this and take the easiest, fastest path to revenue easily leveraging precise data and intelligence.”


Continue to Part II

Outreach, Cognism, Drift, Alyce, and Sendoso Make LinkedIn’s Top Startups List

Five vendors covered in my newsletters and blog made LinkedIn’s Top 50 US or Top 10 UK startups list, an indicator to the economic vibrancy of SalesTech and MarTech solutions, particularly during the pandemic.

Sales Engagement vendor Outreach placed #6 in the US, its second year making the list.

“We work hard to be a great place to work and to create an environment where [the] top talent of any background feels welcome and can thrive,” said Outreach CEO Manny Medina.  “We’re always looking for passionate, tenacious employees who think differently and live and breathe our core value of having each other’s backs. I’m thrilled that we continue to attract the best of the best, and LinkedIn named us one of the top startups in the US.”

Outreach focused on “emerging and resilient startups that are navigating the ever-evolving nature of work in the wake of COVID-19.” The firm also focused on delivering sales management tools during the pandemic, helping “leaders closely monitor their team’s success and keep employees motivated and productive.”

Cognism that was named a top 10 UK Startup to Watch, placing at Number 9.  The firm which, was founded in 2015, has performed well during the pandemic and recently acquired German signature-block messaging firm Mailtastic.  They have already opened a UK Mailtastic office and closed their first UK deals.

According to CEO James Isilay, “We have just made a key hire in the US and will be expanding the offering there from October.”

Following a staff survey, Cognism will be moving to a smaller office presence and emphasize WFH options.

“Despite a challenging year with the pandemic, Cognism has continued its strong growth recently passing the key $10 million ARR mark,” wrote CEO James Isilay. “We see growth accelerating next year as we bring our go-to-market intelligence and engagement platform to new markets across Europe.”

Two tactile marketing companies, Alyce (35) and Sendoso (46), made the list.  Both firms positioned direct mail e-gifting as a method to connect with customers and prospects during the pandemic.

“While many companies and entire industries were dramatically impacted by the pandemic, the need to create personal bonds as the world moved almost fully digital in the age of no major trade shows, events, and public networking became ever more paramount,” wrote Alyce. “Alyce actually thrived as a company, and swiftly pivoted to deliver digital gifts for their enterprise customers looking to create personal experience moments for their audience.  Despite the market shifts, Alyce has experienced a milestone year of growth, with a vast percentage of its Annual Recurring Revenue (AAR) coming from its enterprise customer base and new use-case expansion, more than 5x-ing over last year.”

Conversational Marketing firm Drift, which recently broadened its vision to Revenue Acceleration, landed at #21 on the list.  Drift offers chatbots, email, video, and a new Prospector service for intent monitoring.

Firms were based upon four criteria: employee growth; jobseeker interest; member engagement with the company and its employees; and how well these startups pulled talent from LinkedIn’s Top Companies list.  Startups must be no more than seven years old and have at least 50 employees.

BuzzBoard Graph of 100M Global SMBs (Part II)

Yesterday, I began my profile of SMB Sales Intelligence vendor BuzzBoard which supports a global company graph of 100 million SMBs. Part II discusses several BuzzBoard reports titled Competition, Category Insights, and Recommendations.

The Competition tab compares a company against three local peers, allowing reps to take a value-added discussion approach to customer and prospect meetings.  This benchmarking can be performed as early as the first call, helping to differentiate the sales rep.  Should the prospect wish to see other competitors, the representative can quickly remove one of the competitors and add a requested company to the analysis.  The competitive benchmark supports three tabs: Digital Marketing, HR & Organization, and Communications.

BuzzBoard recommends that reps not go through the competitive report line-by-line, but focus on two or three categories where the vendor “has solutions.” Going line-by-line is “the digital equivalent to the PowerPoint presentation,” warns BuzzBoard Director of Community & Training Phillip Cortez.

Category Insights include local advertising intelligence from Borrell Associates.  Borrell data includes industry-specific ad budgets for local markets.  Local data is available for both digital advertising, non-digital advertising, and their sub-categories (e.g. General Paid Search, Targeted Display, Listings Paid Search, Newspapers, Local Broadcast TV, Radio).  There is also a section on Audience Targeting Opportunities for the industry, providing fodder for sales conversations.  This intelligence would also be valuable for the marketing communications team in developing blog and social content that targets top segments.  Other sections include technology trends, threats and opportunities, top products and services, and “know their customers.”

The Recommendations tab provides a set of recommendations and talking points based on gaps in a firm’s digital marketing presence.

BuzzBoard is well-positioned for firms that target SMBs, particularly if they provide digital services of some form.  This focus, however, makes them ill-suited for enterprise sales.  The database does not offer company linkages, long business descriptions, tickers (for quickly looking up the HQ of a firm), filings, financials, etc.  However, they are clear in their positioning as a B2SMB database.

BuzzBoard is headquartered in San Francisco with offices in Lyndhurst, New Jersey and Hyderabad (engineering).  The firm has 85 employees with open positions in sales, customer success, engineering, and product management.

COVID-19 has “not really impacted us substantially,” said CEO Umesh Tibrewal.

BuzzBoard Graph of 100M Global SMBs

Sales and Marketing Intelligence vendor BuzzBoard has built a graph of global SMB organizations spanning 100 million companies, 20 million in the US.  The seven-year-old firm supports advanced segmentation and prospecting based upon a deep set of technographic and digital marketing variables.  During the pandemic, they added COVID prospecting and recommendation tools to help customers target segments and personas that are doing well during the recession.

It is their focus on SMBs and their digital signals that they describe as their competitive advantage. “Anyone who sells to SMBs should have deep knowledge of the prospect’s digital footprint, their needs, attitudes, triggers, and ability to pay.  These are reflected in the SMB’s operations stack and in their external presence.”

BuzzBoard assigns a Buzz Score to each of the companies in its database.  The Buzz Score is a digital marketing score that grades a company’s digital presence based on a 0 to 100 scale.  Users may drill into the score to see the underlying components.  Thus, a web design company can determine whether a prospect has multi-screen compatibility.  Initially, an estimated score is provided, which is +/- 10 points of the probable score.  When adding a profile, BuzzBoard automatically regenerates the Buzz Score and digital profile, though the process takes 60 to 90 seconds.

Prospecting variables include firmographics, technographics, website, SEO, advertising, social, estimated spend, etc.  A new set of COVID-19 risk filters let users select companies based on location, industry, operational status, ongoing Google Ad spend, and recent technology investments.  For example, restaurants may be filtered operationally by Temporarily Closed, Dine-in, Delivery, and Take-out.

On the user home page, they added two recommendation cards.  The “COVID-19 – Categories to work on now!” card highlights verticals that are growing and “need marketing support during the COVID-19 pandemic.”

The “COVID-19 – Recommendations” card contains personas and segments defined by BuzzBoard’s data scientists “based on target locations that need marketing support during the COVID-19 pandemic.”

The homepage consists of a customizable set of cards for training videos, COVID recommendations, Knowledge Base, Favorite Signals, etc.

The fixed search bar at the top of each screen lets users search by location combined with business name, URL, category, or keywords.  A left-handed filter bar lets users revise the prospecting list.  For example, a user can quickly search for roofers within 40 miles of Los Angeles with websites and Google ad spend, but a poor mobile experience (e.g. slow loading, not responsive).  Lists are displayed via a card-view or plotted map.  List parameters may be saved for future re-use.

Prospects may be added as profiles.  When added, BuzzBoard goes out and re-evaluates the Buzz Score based upon its current digital footprint.  Profiles contain a summary view along with tabs for Detailed view, Competition, Category Insights, and Recommendations.

Beyond prospecting lists, users may also quickly research a company from a BuzzBoard Connect Chrome extension or via a file upload.  When visiting a web page in Chrome, users click on the BuzzBoard icon in the right corner of the Chrome bar, and BuzzBoard opens a window with company details including firmographics, Buzz Score, Website and SEO details, technographics, social media, competition, communications, and recommendations.

Up to 300 records may be uploaded at a time.  The file must contain either name and URL or name and address for matching.


Part II continues tomorrow with a discussion of their Competition, Category, and Recommendation tabs.

Sales Navigator Q3 2020: Listening to the Buyer

LinkedIn is rolling out its third-quarter Sales Navigator release.  The enhancements focus on “features that help you put your buyers first through intelligent action, simplified day-to-day activities, and consistent insight into keeping relationships warm.”  The release theme is “listening to the buyer.”

LinkedIn is dipping its toes into intent data with Buyer Interest Alerts that signal when employees or corporate leaders from a saved account have visited the company’s LinkedIn Page or company website.  Buyer Interest Alerts are available in conjunction with LinkedIn Marketing Solutions and delivered through the Sales Navigator Enterprise edition.  

Marketers install a snippet of code to their website that drive the notifications.  They can then track conversion rates, retarget visitors, and analyze visitor demographics.  The code also powers Buyer Interest Alerts within Sales Navigator.

“With Buyer Interest Alerts, you have buying intent insights that help you to decide when to engage, allowing you to provide a timelier and more customized buyer experience,” blogged Lindsey Edwards, the Senior Director of Product Management at LinkedIn Sales Solutions.  “As we strengthen our buyer intent models with the rich buyer insight that the LinkedIn network contains, we’ll continue to enhance our Interest Alerts to include more signals that will allow you to target the right buyer at the right time.”

Buyer Interest Alerts are anonymous.  LinkedIn notifies the user if there is a visitor from the company but does not disclose details beyond account name, seniority level (i.e. Leadership or Employee), and geography.  Users can then search for Linkedin Members that match these criteria.  Anonymity ensures GDPR compliance.

While many vendors are now offering visitor intelligence, Sales Navigator is the only service that combines LinkedIn company profile views with visitor intelligence.

Account-Level Buyer Interest is not yet supported but is on the product roadmap.

LinkedIn, which has often suffered from spam alerts that overwhelm users, is employing predictive AI to surface the critical notifications for “building and maintaining the relationship with your buyer.”  Users may filter alerts by Lead, Account, shared activity, and alert type with the “most urgent and timely” alerts displayed at the top of the list.

Sales Navigator is also improving its synchronization with Salesforce and MS Dynamics.  Users can now bring their book of business into Sales Navigator through the automated syncing of Leads, Contacts, Accounts, and Opportunities.  The syncing improves the delivery of people and company alerts and insights within Navigator.  CRM synchronization is available as a feature of the Team and Enterprise Editions.

To improve relationships, LinkedIn is now reporting on LinkedIn outreach activity across all Sales Navigator editions.  Lead Lists (followed members) now track LinkedIn engagement with additional columns for actions by the Sales Navigator user and subsequent responses:

  • InMail and Messages sent, responses received, and attachments clicked
  • Connection requests sent from Sales Navigator and LinkedIn and accepted requests
  • Smart Links sent and opened

Lead and Account List sizes were increased from 250 to 1,000, expanding the scope of contacts and companies tracked.  Users may also take bulk actions on up to 25 Lead or Account records at a time, making it easier to remove them from lists or move them from one list to another.

Sales Navigator is well-positioned to assist sales reps during the pandemic as its messaging tools are not location or time-specific.  Sales professionals can reach out with InMails and Connection Requests, and prospective buyers can respond asynchronously.  SDRs and AEs don’t need to obtain (or guess at emails) or place direct dials that go unanswered at empty offices.  Furthermore, Smart Links, launched earlier this year, provides a tool for sharing documents and multi-media with view tracking.

“In what continues to be a unique and challenging moment in history, buyers and sellers, alike, are adjusting to a new normal.  Just like you, they’re juggling the pressures of succeeding in their day-jobs, while also managing their personal lives — homeschooling, daycare, elder care, multiple people working from home, and/or reduced income.  The hurdles might look different from buyer to buyer, but one thing is consistent — they need to feel confident that you understand their challenges and goals.  In the end, you aren’t necessarily selling a product or service, you’re selling a trusted relationship, and the person at the center of that relationship is the buyer.”

Lindsey Edwards, Senior Director of Product Management at LinkedIn Sales Solutions

By the end of the year, the Deals functionality will be integrated directly into the Sales Navigator workflow.  This enhancement will improve relationship status and pipeline visibility.

LeadSift Growing Despite Pandemic

Just before the pandemic hit, Canadian behavioral intent vendor LeadSift hit $1 million in revenue with a 6% per month growth rate.  As the firm began to absorb the recession, CEO Tukan Das adopted a policy of radical transparency with his team, providing them with daily updates on the company’s status and letting them know they had cash in the bank to avoid layoffs.

“I would say we have navigated COVID pretty well. Fortunately, we were in a position where there’s more of a tailwind in our industry, with more data needed, and data specifically for helping other B2B companies identify their buyers.”

LeadSift CEO Tukan Das

The firm did take an initial 8% revenue hit, but it is now growing at a 5% a month, bringing their run rate above pre-pandemic levels.

“When COVID hit…a lot of companies just went into a little bit of a freeze,” said Das.  “Some of our customers were B2B companies in the travel and event management space, and some of them, their whole marketing teams were fired.  So they obviously had to pause any other spend.”

The end of trade shows meant the loss of some customers, but they went on the offensive and added technographics as an alternative source of technology-specific leads.  LeadSift also added a full-time marketing manager and part-time social media manager, bringing their headcount to 14 (two part-time).  The firm is profitable.

LeadSift also worked a deal with Halifax-based Innovacorp to deliver six months of intent data to Nova Scotian firms at no charge, with Innovacorp picking up half the foregone revenue.

LeadSift is developing a new control panel for delivering intent data and technographics to its customers.  The new platform will support additional analytics and customization.  The Q4 platform release will be more scalable and will provide administrators with greater control over which companies and topics are to be tracked.

LeadSift generates intent data via web scraping across company websites, blogs, job boards, social channels, SEC filings, etc.  LeadSift looks for public actions such as likes, comments, job postings, executive hires, and technology implementations.  It then associates these events with contacts.

The LeadSift company universe spans 40 million contacts associated with 8 million companies and domains.  Contacts include emails with twenty percent also providing direct-dial phones.  LeadSift contacts are GDPR compliant.  The company universe focuses on English-speaking countries.

LeadSift Head of Growth Alex Field views their event intent data as complementary to other intent data sources, with LeadSift helping verify other intent signals such as visitor intelligence or third-party media site visits.  LeadSift scores accounts based on persona (who is active), event type, event recency, and size of the company.  These scores can be combined with other intent scores to provide greater confidence around buyer intent.

Leads are fed daily to CRMs and MAPs, including Salesforce, Pardot, HubSpot, Marketo, and Eloqua.  Pricing begins at $1,000 per month for company-level intent and $1,500 per month for contact-level intent. Das is not looking for his next funding round but isn’t ruling it out.  “We are going to be opportunistic.  If we continue to grow at the rate we are, even during COVID, if we see an opportunity and the terms are right, we would certainly consider raising capital. But it’s not something where I’m saying, ‘We need to raise capital or we are going to run out of money.’”

Rhetorik Opens US Sales Hub

European technology sales intelligence vendor Rhetorik opened a US sales hub in California.  The office will be led by John South, who was named the VP North America.

“Our goal is to meet the needs of US companies seeking European data expertise,” said Rhetorik CEO Meredith Amdur.  “It’s a very exciting prospect to be combining John’s experience and knowledge of the global data market with Rhetorik’s IT databases and data management services in order to achieve this.”

California is a logical location for US market entry (the firm already has a Canadian development office).  Not only is a high percentage of US enterprise software and cloud companies headquartered in California, but the CCPA data privacy regulations are akin to EU GDPR requirements, making marketing departments more sensitive to data privacy and regulatory compliance.

Rhetorik recently expanded its technographics intelligence NetFinder+ service across the EMEA region with support of 17 European countries and Israel.  The service provides “accuracy, completeness, and compliance across Europe,” said Amdur.  Rhetorik emphasizes that contact data is collected subject to the location-level data privacy rules of each jurisdiction and subject to the “Robinson lists” of various jurisdictions (e.g. The CTPS phone opt-out list in the U.K., DNC in Ireland).

NetFinder+ includes a market analytics module that helps product management and competitive intelligence groups evaluate their market position by category and country.  It can also be used to assess complementary partner market share (by installation).

Rhetorik separately offers a DataClinik hygiene and enrichment service.

South has a long history of new business development in the technographics space, having served as the VP of Sales at Datanyze (now owned by Zoominfo) and the head of Client Success and Sales at Aberdeen.  He most recently was the Director of Business Development for Imperium.

South will be “responsible for driving sales, new business development, and planning strategies for the sales teams.”

GrowFlare Doubles Coverage

GrowFlare, which I profiled a few weeks ago, doubled its coverage of US active companies to 250,000.  While a few additional large firms were included, the bulk of the growth was at the SMB end of the market.  GrowFlare nearly doubled the number of companies with $10 million to $50 Million, bringing that set to 50,000.  The coverage of firms with less than $10 million in revenue quadrupled to 170,000 SMBs.  Profiles include firmographics and psychographics, the common phrases that firms use to describe themselves and their markets.

GrowFlare employs a Fit Score, which is the level of similarity between a company and one or multiple companies provided to GrowFlare.  When the new set of companies was added, they were immediately included in the Active Lists (dynamic company lists of prospects) as Alerts.  The new companies are also available for prospecting and research via a Chrome extension.

“We’re continuing to grow organically and invest 100% of revenue into the platform,” wrote CEO Matt Belkin.

Upcoming GrowFlare development is focused on expanded partnerships.  GrowFlare is looking to add contacts from vendors such as InsideView and deepen its integrations with HubSpot and Salesforce.

D&B Hoover’s Enhancements: COVID-19 Impact Index

Soon after the pandemic began, Dun & Bradstreet developed a COVID-19 index which allowed companies to assess the pandemic risk to their loan portfolio, suppliers, and customer base. The firm moved to further enable analysis by implementing the scores within their D&B Hoovers sales and marketing intelligence platform.

“The COVID-19 Impact Index provides insight into how the Coronavirus pandemic is impacting a company’s location, industry, and financial strength,” wrote VP of Product Management McWade.  “This data can help you actively monitor the impact of the Coronavirus pandemic on accounts and prospects and refine targeting strategies accordingly.”

“The Index assesses impacts to a business based on the proximity of corporate locations to the pandemic, as well as the level of disruption to the company’s network due to site suppliers and business customers impacted by the pandemic.  Each week, the company and network situation are assessed, and a score ranging from highest to low is assigned to five key impact areas to provide visibility into the level of disruption that may be impacting the account.”

D&B VP of Product Management Phil McWade

The new index is displayed in the Company Summary with simple Green / Yellow / Red indexing.  The five variables have also been added to the Advanced Insights section of Search & Build a List.

The COVID-19 Impact Index Variables are

  1. Financial Impact – Leverages Dun & Bradstreet’s trade credit and risk data to understand financial health by assessing a company’s ability to meet payment obligations, as well as the probability of declaring bankruptcy, experiencing significant financial distress, engaging in M&A activity, and other high-risk activities.
  2. Location Impact – Reviews business site and corporate family locations subject to lockdown, stay-at-home, and shelter-in-place orders and weighs this information by the number of confirmed cases and growth in cases by location.  Country, state, county, and city-level location restrictions are assessed.  Local hospitalization rates are also factored into the variables.
  3. Industry Impact – Looks at industry impact signals to understand industry-associated risk by identifying essential businesses, which can operate remotely, require the physical presence of customers, and need employees to be at a central location.
  4. Overall Impact without Network Effects – Combines the financial, location, and industry impact indicators to determine the overall risk of the business.
  5. Overall Impacts with Network Effects – Reviews business connections with other organizations, such as customers, suppliers, or other third parties, to understand impacts on the company’s network.  This score provides the most comprehensive view of the current situation by adding network impacts to the company’s financial, location, and industry elements.

In Build a List, sales reps can filter for companies that are less impacted by COVID-19.  For territory reps located in hotspots, the location filter should be removed so they can identify companies that are better sheltered from the pandemic.  For example, both Carnival Cruises and Univision are headquartered in Miami, but Carnival would be a weak prospect due to COVID (all five indicators are highest) while Univision would be a good target (Location is highest, but the remaining variables are low).  Conversely, verticalized reps that sell into one or a few industries would omit the industry risk variable but include the location variable.  This strategy would identify firms that are otherwise low risk.

Lists can be saved as SmartLists of low-risk prospects that are updated weekly.

COVID-19 Index variables should not be employed as ABM variables for determining which companies to target strategically.  The variables are ephemeral and are unlikely to align with strategic fit.  However, they provide a valuable overlay to ABM lists for focusing on companies that are better sheltered from the economic and operational impacts of the pandemic.  They also provide a warning flag to Customer Success Managers and Account Executives around which firms may be looking to downgrade or churn, allowing sales to plan for one-time discounts, additional services, or alternative financing terms.

Variables are view-only in the desktop and CRM editions, but not downloadable to the desktop or synced with CRMs.  

The index variables are global.


Other recent enhancements to D&B Hoovers were discussed yesterday.