Rhetorik expanded its technology sales intelligence coverage of Europe with the addition of ten Eastern and Central European countries to its NetFinder+ service. The CEE expansion pack provides company profiles, technographics, and contacts for Bulgaria, Croatia, Czech Republic, Estonia, Hungary, Latvia, Poland, Romania, Slovenia, and Ukraine.
NetFinder+ also supports enhanced install data on cloud, system software, middleware, enterprise, and vertical industry applications.
Earlier this year, Rhetorik rolled out the Rhetorik Technology Map, “a comprehensive new taxonomy for classifying key enterprise technologies” that “structures business technology assets, services, and products” from over 7,000 vendors. The Rhetorik Technology map contains over 150 tech categories.
Rhetorik contacts are fully-GDPR compliant with name, title, email, and phone numbers that are “compliant with all relevant data privacy and data protection regulations.”
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.
[Part I] Last week, Dun & Bradstreet announced the acquisition of Bisnode Business Information Group for $818 million. The deal greatly strengthens their European presence across 18 countries, including the Nordics, D-A-CH, and Eastern Europe.
When the deal closes, Dun & Bradstreet will “rapidly introduce” its credit and supplier risk management solutions, along with its sales and marketing services, to clients across Europe, “providing vital business intelligence to help them compete, thrive and grow.”
Ratos AB CEO Jonas Wiström noted that Bisnode’s focus has “improved customer offering, stability, and profitability,” but that ongoing growth “requires that Bisnode participate in the consolidation that is taking place in the increasingly global market for data and analytics.”
Over the past four years, Bisnode has doubled its operating margin from 7% to 14%. In H1 2020, eleven to the twelve companies within the Bisnode group improved their earnings.
“We are convinced that Dun & Bradstreet is the best possible partner to lead this consolidation. The combined strengths of our assets and capabilities will greatly serve our respective clients, increase competitiveness and position Dun & Bradstreet/Bisnode for long-term growth. I look forward to joining the Dun & Bradstreet International Strategic Advisory Board.”
Ratos AB CEO Jonas Wiström
Ratos’ strategy is to hold companies that are or can become market leaders, but Bisnode, as a standalone organization, is not in a position to build a market-leading position in data and analytics.
Dun & Bradstreet offers a suite of advanced B2B sales and marketing solutions that can be cross-sold into the Bisnode customer base. Cross-sale opportunities include D&B Lattice (a customer data platform), D&B Analytics, D&B ABM Platform, D&B Audience Solutions (Visitor Intelligence, webforms, and programmatic advertising), D&B Optimizer (DaaS enrichment and validation), D&B Direct (API), and D&B Hoovers.
Dun & Bradstreet anticipates operational efficiencies from migrating Bisnode customers off legacy platforms onto Dun & Bradstreet solutions, more efficient data sourcing and curation, and leveraging global resources to make all functions more efficient.
Owning the full revenue stream of Dun & Bradstreet products increases the profitability of localizing services due to the removal of revenue shares and the availability of local sales and support teams. The D-A-CH region would likely be the initial target for localization. For example, D&B Hoovers has Nordic, German, and Austrian financials and corporate linkages, but the UI and event triggers are only in English.
“When you get into some of those 18 countries within the Bisnode territory, there wasn’t that level of localization” as compared to the UK, said Jabbour. “So there is a fantastic opportunity to bring our modern platforms [and] modern APIs and make small tweaks from a localization perspective.”
“The products that we have rolled out have been very successful,” continued Jabbour. Dun & Bradstreet expects continued success and greater market focus on the Bisnode markets. During the pandemic, Dun & Bradstreet’s product sales by Bisnode grew “nicely.”
“The closer we can get to the headquarters of any business and really share our value proposition [and] ways [that] we can help that business grow their revenues, improve their margins, and remain compliant,” the greater the opportunity. “We have a lot of confidence in our go-to-market approach, and this simplifies it because now there is one instead of two companies involved in serving that large enterprise on a global basis,” observed Jabbour.
Another advantage of direct ownership is Dun & Bradstreet is no longer looking to influence the sales team but will have direct control over incentive and compensation plans.
Dun & Bradstreet, which has long relied on global partnerships to address the sales, marketing, and risk evaluation needs of its multi-national customers, is expanding its presence in Europe with the acquisition of Bisnode Business Information Group. Bisnode is 70% owned by private equity firm Ratos and 30% by Bonnier.
The $818 million acquisition, which is 75% cash and 25% common stock, expands Dun & Bradstreet’s presence in Scandinavia, Central Europe, and D-A-CH (Germany, Austria, and Switzerland). The acquisition provides direct ownership in eighteen “strategic territories in Europe” and “provides opportunities for scale by leveraging existing Dun & Bradstreet product portfolio, data supply chain, and technology infrastructure.”
Upon close, Ratos will hold a 1% stake in Dun & Bradstreet.
Bisnode’s Belgian operations were not included in the deal.
The deal adds 110,000 Bisnode customers to Dun & Bradstreet’s customer base and provides direct access to an additional fifty Global 500 companies headquartered in the Bisnode countries. The deal provides direct ownership of 33 million business records (around nine percent of the WorldBase file). It also allows for the direct sale of Dun & Bradstreet products into major European markets.
Bisnode currently has an annual revenue of around $400 million, net income of $28 million, and adjusted EBITDA of $70 million.
Bisnode has been a Dun & Bradstreet reseller since 2003. Dun & Bradstreet’s solutions account for 33% of Bisnode revenue, and revenue has been “growing in a solid manner for the past few years” in the Bisnode territories. The remaining Bisnode revenue consists of proprietary in-market solutions.
“We are pleased to bring Bisnode into the Dun & Bradstreet family following a nearly two-decade strategic alliance. The powerful combination of our data, analytics, and innovative solutions, paired with Bisnode’s deep client relationships and expertise in European markets, will provide our existing and future clients with vital business intelligence to support their own growth ambitions. We look forward to welcoming the Bisnode team to Dun & Bradstreet and to working together to grow the global business.”
Dun & Bradstreet CEO Anthony Jabbour
When the deal closes, Dun & Bradstreet will create an International Strategic Advisory Board headed by Neeraj Sahai, President of Dun & Bradstreet International. Ratos AB CEO Jonas Wiström will be joining the Advisory Board.
“Integrating our two leading organizations provides significant opportunity to deliver a broader product set to a substantially larger global client base. As the international business community becomes increasingly data-driven, we look forward to combining our teams to unlock further potential, drive innovation, and deliver solutions that are tuned to client and market needs,” said Sahai.
German Sales and Marketing Intelligence firm Echobot is entering the British market with a UK Data Pack for its CONNECT company research and TARGET prospecting services. I covered the CONNECT service yesterday. Today I’ll be delving into the TARGET offering.
Echobot TARGET supports prospect list building for companies and contacts against a broad set of British and firmographic variables, including UK SICs, postal codes, counties, web technologies, and company signals. Radius searching around postal codes lets reps target prospects near their home, office, or a client they plan to visit.
TARGET also provides a set of event signals for prospecting and alerting. German screening supports over 30 event categories, but the UK edition is limited to eight triggers, including M&A, exec changes, and partnerships. The English-language signals are still being built out and will be released as Echobot individually tunes them.
Contact list building supports eighteen departments, five job levels, job title, and field availability (e.g. email, direct dial, XING link, LinkedIn link).
TARGET Lists are displayed as a set of company tiles with a business description, contact information, and the most recent signal. Tiles may be expanded for additional attribute display of web technologies, social links, and firmographics. Users may also link to the CONNECT profile and click through older signals.
TARGET Lists include a segmentation report with an industry pie chart at the two-digit SIC level, company size pyramid, and company heat map. When rolling over the segmentation reports, ALT-text provides additional details about each industry slice or company employment wedge. Users may click on the industry pie chart to drill down into a segment. Clicking on the heat map takes the user to a full-screen view for zooming and recentering.
TARGET lists may be downloaded in four formats (Excel, CSV, JSON, and Salesforce), so records may be analyzed by sales or marketing, uploaded into Salesforce, or delivered to developers. Users may download up to 20,000 records at a time.
TARGET users may also save lists, share lists, or use lists for suppression (exclusion lists). Search criteria may be saved for re-use and alerting when new companies or contacts meet the search criteria.
A single region starts at €499 / month for both TARGET and CONNECT. Licensing both the UK and D-A-CH regions raises the price by €299 / month. Echobot is offering a €100 / month discount to customers that license their solution before the end of the year. A seven-day free trial of CONNECT is available to prospects. TARGET users receive a demo and a single-day, capped-download trial.
Echobot, like many sales and marketing intelligence vendors, has continued to grow during the pandemic. The firm added over twenty staffers this year and posted record revenue this summer.
“The expansion of the market into the English-speaking area is an important step into the future for us. It has never been more important for companies to digitally set up their sales and marketing processes. We are very pleased about the strong growth and the fact that we are able to support our customers beyond our borders.”
Echobot CEO Bastian Karweg
We are beginning to see continental sales and marketing intelligence companies build UK or pan-European services. Along with Echobot, French vendor SparkLane offers a UK service, and Scandinavian vendor Vainu has beta offerings for the UK, France, and the US. Of course, we are also seeing UK firms build European services with Rhetorik, Cognism, and DueDil offering European datasets.
German Sales Intelligence vendor Echobot announced that it is expanding beyond the D-A-CH (Germany / Austria / Switzerland) region and building a European solution. The first step in this expansion is an English-language UI with five million British companies and 23 million decision-makers.
“The market expansion into the English-speaking area is an important step into the future for us. It has never been more important for companies to set up their sales and marketing processes digitally. We are very pleased about the strong growth and the fact that from now on, we can support our customers beyond national borders,” said Echobot Media Technologies CEO Bastian Karweg.
Echobot users can add the “UK Data Pack” to their D-A-CH coverage with the data available for their TARGET (prospecting) and CONNECT (sales intelligence) services. They may also license the UK offering as a standalone service.
Company profiles include firmographics, contact information, registration numbers, web technologies, social media links, current and former directors, executives, company news, Registration and LEI Numbers, and UK SIC or German WZ (NACE variant) industry codes.
An interlinks graph ties together company and director relationships.
Company news and signals are collected from online publications, Facebook, Twitter, Instagram, and YouTube. Signals (event triggers) may be filtered by signal type or keyword, and news may be filtered by keyword, source, and whether the article is by or about the company.
There is still some tuning around company news tagging, but the product is just being launched. Echobot has a long history of German-language signal monitoring and tagging, so it will likely address this problem fairly swiftly.
Contact data is GDPR compliant, with 68% of contacts having emails and 5% displaying direct dials. “We strictly comply with GDPR, only using dials that have been made public on the web,” said Karweg. “We do not use privacy-infringing tactics like signature block scanning.” Contact data sourcing is provided so that if a rep is asked about the origination of a prospect’s personal data, the sales rep can provide the source. As part of their compliance, the firm has a data privacy officer (a GDPR requirement) and a privacy page that allows individuals to remove themselves from the database.
Echobot provides LinkedIn and XING (a popular LinkedIn rival in the D-A-CH region) contact hyperlinks, but chose not to provide Twitter or Facebook contact links “since those networks usually are used for private networking.” Directors are cross-referenced with LinkedIn and company websites to enrich their profiles further.
Contact news is gathered, though it is usually only available for top execs.
Up to twenty contacts may be viewed or downloaded from the company profile. Contact data includes email, direct dial phone, title, and source (e.g. LinkedIn, XING, Companies House, company website). Information sources are displayed as icons with hyperlinks.
Users may filter the contacts by department and level. They may also search the list by name or title.
Echobot collects most of its information from Companies House and online crawling. They have a third-party vendor relationship for email verification and social media cross-referencing but do not disclose the partner’s name.
Company data are updated daily and consolidated as soon as there have been relevant changes. Contact data are updated every 30 days or so; however, “due to GDPR, we update all contacts at least once every six months,” said Karweg. “If they aren’t publicly available anymore, they will be deleted from our database.”
Financial data is only available for the D-A-CH region, but it is on the 2021 UK roadmap.
The CONNECT sales intelligence service has a responsive design for mobile and tablet display. The TARGET prospecting tool is currently optimized for desktop use, but a mobile-ready version is on the 2021 roadmap.
CONNECT supports browser extensions for Firefox, Chrome, and Explorer. The extensions take the user from a company URL to the CONNECT company profile.
Echobot CONNECT for Salesforce supports I-Frame viewing within Company, Contact, and Lead records. When new records are created, they are matched against the Echobot reference database for enrichment. Stare-and-compare record updates are also supported.
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 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.”
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.”
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.”
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.
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.
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.