ISI Emerging Markets

EMIS Professional Dashboard
EMIS Professional Dashboard

EMIS, a research service for emerging markets, was sold by Euromonitor Institutional Investor to CITIC Capital and Chinese media company Caixin Global back in April. CITIC is an alternative investment management and advisory company.  Also included in the sale was CEIC data, a provider of global time series data.  The two businesses, jointly named ISI Emerging Markets, have been run in parallel and will continue to do so, but sales operations have been merged.  Sales continues to be organized regionally, and some product specialization will be retained.

ISI is headquartered in Hong Kong with offices in eighteen countries.  The firm has over 500 employees located in both emerging and developed countries.  The two firms reported an operating profit of £11.9 million ($15.1 million), as disclosed in the notes to Euromoney’s 2017 annual accounts.  The firms reported 2016 revenue of about $52.7 million and EBITDA of $14.5 million.  Based on 2016 turnover and the $180.5 million purchase price, the deal had a 3.4 multiple.

EMIS delivers news, research, analytical data, and peer comparisons for over 125 emerging markets.  The content is multi-lingual and serves researchers, industry analysts, corporate strategists, credit analysts, and business development professionals.  Customers are found in corporate and investment banking, consultancies, private equity, government, and academia.

EMIS displays news and research from 7,000 publications and 3.6 million emerging market company profiles, two million of which include financials.  Industry sources include BMI Research, Technavio, MarketLine, Mintel, and Euromonitor.  Sixteen languages are supported for content and UI along with cross-translations between the languages.

The products have regional strengths. CEIC began with a Chinese focus twenty-five years ago and is strongest in Asia.  EMIS began in Eastern Europe, but now generates half of its revenue in the Americas.  Asia now represents 25% of its revenue with India its fastest growing market.

Chief Product Officer Diego Obere said that “the majority of our employees are based in emerging markets, allowing us to establish an unrivalled level of expertise on these often opaque countries.” The firm’s “focus [is] on providing our clients with information on countries that are classed as emerging markets. Over 90% of our 5,000+ content sources are from emerging markets”.

The product roadmap includes an improved EMIS UX, upgraded industry pages, and investments in improved mobile and API access.

Channel-wise, EMIS partnered with EBSCO and ProQuest for university distribution.  The firm supports both subscription access and on-demand research purchases.

Cognism Funding Round

European Sales Acceleration vendor Cognism continues to demonstrate strong momentum out of the gate with a second funding round.  The firm closed on a £2.8 million round from investors including Oliver Wyman, South Central Ventures, LCIF, Newable, and existing investors.

The expansion capital will be “used to enhance the solution for Enterprises and also expand the offering into the Financial Services sector.”

“Cognism is moving beyond sales intelligence and applying its patented machine intelligence technology to understand the revenue challenges at the Enterprise level,” said CEO James Isilay.  “There is a natural fit between the data and analytics the Cognism platform provides and the strategy that can then be derived to enhance revenue at the Enterprise level. We are keen to showcase this value to this sector and hope our collaboration with Oliver Wyman will propel us forward and continue our strong growth.”

Cognism, which was founded in 2016, already has over 200 customers and has posted 617% revenue growth year-to-date.  The firm offers a data set of 400 million global companies and contacts.  Their Prospector service supports persona based prospecting, sales intelligence, and CRM connectors.  Other products include Refresh CRM enrichment and Engage sales acceleration (sales engagement).

“Our clients are continuously looking for new ways to accelerate growth. Cognism technology will provide our clients with dynamic insights into their existing client base, enabling them to develop more targeted solutions and improving sales success. At the same time, Cognism technology will allow our clients to make a step change in their prospecting efforts. Cognism’s data asset will allow our clients to identify prospects matching detailed personas, leveraging data on over 400M companies and individuals.”


Kai Upadek, Partner at Oliver Wyman

Cognism also announced the addition of Vidyard GoVideo to outbound emails.  Vidyard’s video “selfies” help sales reps personalize communications and “build stronger relationships with their prospects” with “one-to-one videos on-demand in a matter of moments.”

DiscoverOrg Expands Coverage

DiscoverOrg now offers two classes of segregated companies and contacts.
DiscoverOrg now offers two classes of segregated companies and contacts.

DiscoverOrg, which has historically focused on decisionmakers at top companies, greatly increased its company and contact coverage last week.  The firm now collects data on 500,000 global companies, trebling its coverage.  With respect to contacts, coverage grew five-fold to 20 million decision makers.  All of the new companies are headquartered in the United States, but roughly 27% of the new contacts work outside of the United States.

The expanded company and contact data has long been captured by DiscoverOrg but not presented within their service.  Thus, adding a lower tier of records presented a problem which was solved by segregating the records into two categories: Research Verified and Technology Generated.  Research verified profiles are collected and audited editorially.  They are subject to DiscoverOrg’s 95% data quality SLA with 96% direct dial fill rates and 98% email fill rates.  The research verified dataset spans 4.35 million contacts across 163,000 global companies.  This dataset remains their primary universe.

The technology generated dataset is collected, validated, deduped, and categorized by DiscoverOrg’s platform.  The dataset spans 15.5 million contacts across 319,000 additional US companies.  As the dataset also includes technology generated contacts at research-verified companies, sales and marketing can utilize the technology-verified contacts when there are few eligible contacts with the desired titles within the human-verified dataset.  They can also drill down into a universe of smaller companies not subject to human verification.

“The dramatic growth of our database is due to rapid advancements in technology-enabled processes built on a decade of expertise with human-verified research. This human+technology approach has allowed us to develop unique assets for cleansing, verifying, and maintaining data that gives our customers the best advantage available: deep, accurate and complete data that fuels their growth.”

Derek Smith, DiscoverOrg Senior Vice President of Data

When prospecting, human-verified and technology-verified contacts are displayed as separate lists.  When viewing contacts in a company profile, the human-verified contacts are displayed by default, but the technology-verified contacts are accessible if needed.

DiscoverOrg built its reputation with a human-researched and verified database of top companies which includes org charts, real-time buying signals, sales triggers, and technographics.  The firm is now deploying “proprietary technology and human-in-the-loop automation” to deliver “a significantly broader universe with levels of accuracy not typically seen at these volumes.”

DiscoverOrg President Katie Bullard did not provide details on their technological verification processes, but stated, “We have a variety of proprietary tools and technologies that ensure the highest level of depth and quality available in the market.  Some of these include tools for retrieving and validating direct dial phone numbers, email verification tools, and tools that parse job descriptions to identify technologies used.”

The expansion provides deeper coverage of SMBs.  94% of covered companies have fewer than 1,000 employees and 75% have fewer than 100.

The new contacts have a minimum of a corporate phone, email, title, department, and company.  Approximately 27% of the new contacts include direct dial phones.  DiscoverOrg is confident that email accuracy is above the industry standard.

“With this launch, no other company in the industry offers the data quality and depth that smart go-to-market motions demand, AND the data quantity to reach entire addressable markets,” claimed DiscoverOrg.

While DiscoverOrg covers international companies in its human-verified dataset, they do not have an international office, “but we’re always considering our international strategy,” said Bullard.

Vertical IQ Launches Mobile App

Vertical IQ Summary (Mobile App)
Vertical IQ Summary (Mobile App)

Industry research firm Vertical IQ launched a mobile app which delivers condensed profiles of 300 industries which can be quickly viewed before meetings or while commuting.  The app is available on iPhone and Android devices at no additional charge for current customers.

“Vertical IQ users are busy professionals, and the reality is that they often don’t have the time to research and read an entire industry-related paper to prepare for a client or prospect meeting,” blogged the firm.  “In order to best help our busy customers, we have to design the most efficient, practical way possible to prepare for meetings—writing and organizing industry-specific information that is digestible, quick, and to-the-point.”

Industries are listed alphabetically and searchable by Vertical IQ industry, NAICS / SIC, and Favorites.  Searching is by keyword, so “Pest” returns Pest Control, Agricultural Chemical Manufacturers, Landscape Services, and Pest Control Services.  The results list may be viewed alphabetically or by sector.  The app has a short “Time to Pie,” a term coined by Intuit which means how quickly do users get to useful information.

Content is broken into eleven chapters which are navigated by a three-bar icon across fromthe chapter title:

  • Summary
  • Big Picture Video –  an industry overview which helps reps “quickly visualize the business, gain insight, and be ready to talk about points of [my client’s] industry.”
  • Fast Facts – Average company size, geographic distribution, top firms, business structure, etc.
  • Call Prep Questions – Capital Financing, How Firms Operate, Industry Trends, Risks to Watch Out for, Working Capital
  • Working Capital – Sell and Invoice, Collect, Manage Cash, Pay, Report, Cash Management Challenges
  • Trends
  • Risks – Industry Risks, Company Risks
  • Numbers – BizMiner industry ratios
  • News
  • Quarterly Insights
  • Bank Product Usage – Industry adoption of standard bank products from Barlow Research

Vertical IQ was co-founded by Bobby Martin, who also started First Research.  Both services provide an extensive set of industry snapshots for relationship managers looking to quickly learn about key industries.

“Vertical IQ helps you save time, increase the likelihood and effectiveness of pre-call planning, deepen relationships with clients, improve banker confidence during calls, and bridge the gap between a banker’s financial knowledge and business knowledge.”

Vertical IQ

Vertical IQ supports nearly 35,000 bankers, accountants and advisors who serve small to medium-sized businesses and professionals.  Along with subscription services, users may purchase individual reports for $99.

6Sense Sales Intelligence and Alerts

6Sense Account Spotlight
6Sense Account Spotlight

6Sense rolled out enhanced Sales Intelligence features to its ABM Orchestration platform.  New features help track account engagement over time, visualize anonymous intent at key accounts, and display engagement status by personas.  6Sense also added ABM Alerts and updates to its reference company dataset.  

According to 6Sense, “the Sales Intelligence enhancements change the way revenue generating teams create and drive pipeline with easy-to-consume insights designed to drive sales action in coordination with marketing.”

 “ABM is not a marketing-only initiative – it is crucial that account managers, sales development reps and other members of the sales team are collaborating and aligned.  Sharing critical target account insights such as recent topical interest and engagement history in a sales platform that the sales team is familiar with makes it easier for revenue teams to take action.”


Matt Senatore, Service Director of Account-Based Marketing, SiriusDecisions

6Sense Sales Intelligence is based upon CRM and marketing automation data, web engagement data, and 6sense’s anonymous intent data.  Intelligence is displayed across three tabs:

  1. Activities: Buying Stage, Top Branded and Generic Keywords, and Engagement Scores over time
  2. Persona Map: Engagement levels by job and function with associated engagement level
  3. Additional Insights: Firmographics, Technographics, Website Visitors by location, Top pages viewed by account

ABM Alerts deliver weekly activity profiles on key accounts to sales reps.  The email alerts include a spotlighted account “that has shown a significant volumeof relevant activity, making it especially interesting or urgent to act upon.”  6Sense spotlights firms that have not been recently contacted but are showing high-levels of engagement or intent.

The alert also provides up to five accounts which are newly engaged or reengaged, five accounts with multiple people engaging, and five accounts with declining engagement.  ABM alerts provide direct links to account profiles in 6Sense and Salesforce.

ABM Alert account details include a summary of the top activities associated with that account over the past week, including keyword research, and web visits.

“This update was designed as a response to sales teams’ requests to be empowered with insight to prioritize their time better, make their outreach more relevant, and shed light on what their prospects really care about at any given time,” said VP of Product Amar Doshi. “For those who subscribe to the BANT qualification approach, getting an early advantage on learning about need and timing can make all the difference in deal outcomes.”

DiscoverOrg Expanded Content

DiscoverOrg now displays 22,000 global family trees to the subsidiary level.

DiscoverOrg, which has long emphasized technographics and contacts, expanded its company intelligence with the addition of global corporate hierarchies and private equity / venture capital funding intelligence.  DiscoverOrg also expanded its contact / biographic coverage with detailed work histories, educational profiles, and North American mobile phones and personal emails.

“The traditional playbooks for B2B prospecting and corporate recruiting don’t work anymore.  Today’s buyers and hires expect highly personalized outreach at the right time that cuts through the mass-produced noise we’re all inundated with. The additional data we are now delivering make it even easier for our customers to craft the right message and engage where and when they are most likely to get a response.”


DiscoverOrg CEO Henry Schuck

Family trees are color coded and available for 22,000 global companies along with their divisions and subsidiaries.  Tree nodes may be expanded and collapsed, allowing sales reps to customize their view.  Users may link to major subsidiaries that are also contained within the DiscoverOrg company universe while non-covered subsidiaries are grayed out.  Tree nodes include logo, location, and ownership type.

DiscoverOrg has long offered org charts highlighting contact reporting structures, but family trees have been a gap in their service until now.

Funding data includes total funding and round details such as amounts, dates, and investors.

DiscoverOrg did not disclose the sources of their new data sets beyond saying they were licensed from “leading third-party data providers.”  The new content was verified by their 250 editors and DiscoverOrg’s automated verification processes prior to being presented to clients.

DiscoverOrg continues its rapid content build out with 4.3 million human-verified contacts across 160,000 top global companies.  Additional functionality around the family trees is planned for the next three months.  The firm also expects to add funding data screening to their build-a-list functionality.

“Our biggest differentiator is our ability to bring together proprietary technology,automated tools, and integrations that gather data – plus a layer of human verification to ensure its accuracy.”


Katie Bullard, DiscoverOrg President.

DiscoverOrg confirmed that they are on target for their $160M end of year ARR.

Linkedin Sales Navigator List Building, Mobile Lead Profiles, & SNAP Integration (Q3 2018)

Last month Sales Navigator began rolling out its Q3 release.  Amongst the features are a Pipeline Review and Buyers Circle (discussed last Friday), improved Search, and additional SNAP integrations.

Sales Navigator Account and Lead Search have been redesigned for speed and ease. The Account and Lead Search functions and results (see 1 below) are more prominent, offer streamlined search filters (see 2), and deliver simplified save search and alerting processes. Other enhancements include hover cards (see 3) which display company intelligence when mousing over a company name. Hover cards include a Save as Account button.

Improved Searching includes an improved navigation (1), redesigned filters (2), and account hover cards (3).
Improved Searching includes an improved navigation (1), redesigned filters (2), and account hover cards (3).

LinkedIn originally designed their mobile app to complement the desktop service but is working to make mobile a “full-featured Sales Navigator experience.” Last quarter, they focused on Account enhancements and this quarter they brought the mobile Lead experience to parity with the desktop service.

“We will continue to narrow the gap between our mobile and desktop experiences in upcoming releases, and take advantage of the unique characteristics of mobile as well.”

  • Doug Camplejohn, VP of Product Management at LinkedIn Sales Solutions.

LinkedIn continues to invest in its SNAP partner program. This quarter, Adobe Sign was added as a partner and three partners (Salesforce, MS Dynamics, and SalesLoft) took advantage of their version two capabilities. SFDC and MSD now broadly embed LinkedIn intelligence in Lead, Account, and Opportunity pages. Users may also send InMails from within the CRM.

SalesLoft has built research, connect, InMail, and messaging features within cadences, providing a robust LinkedIn channel alongside phone and email.

The next generation SNAP integrations are modular, providing greater flexibility around where content is displayed. New modular features include InMail support and the handling of Potential Profile Matches.

New SNAP modular elements from within Microsoft Dynamics.
New SNAP modular elements from within Microsoft Dynamics.

LinkedIn has taken a “Switzerland approach” to its partnerships, working with both Microsoft and its competitors.

The firm reiterated its commitment to data security and GDPR compliance. “LinkedIn maintains ISO 27001 & ISO 27018 certifications, as well as a SSAE-18 certification, SOC 2 Type I report,” noted the firm in its briefing to Admins.

Finally, LinkedIn added an Ideas site to its Sales Navigator Community portal where admins can “submit, vote on, comment on and track status of ideas for how to improve Sales Navigator.”