LinkedIn Sales Navigator Q1 Release

LinkedIn Sales Navigator added Custom Account and Lead lists.
LinkedIn Sales Navigator rolled out Custom Account and Lead Lists in Q4 and added List Sharing in Q1 2019.

LinkedIn Sales Navigator began rolling out its Q1 release two weeks ago.  New features include custom list sharing, Sales Navigator Coach, list building exclusion filters, new Sales Navigator Application Platform (SNAP) integrations, and an expanded set of technologies selects.

LinkedIn Sales Solutions VP of Product Management Doug Camplejohn was most excited about custom list sharing, noting that that “selling is a team sport.”

Team members can share lists with other users on their contracts, share comments, and sort by “Last Updated” date so sales reps can stay apprised of updated leads and accounts.  Sales Navigator notifies users when lists are being shared with them.  However, lists reside only in LinkedIn and are not downloadable.

“Now we’re taking lists up a notch by adding the ability for you to share these custom lists between your team members and have comments shared as well. Sales Development Reps can collaborate with Account Executives on their team and share progress on breaking into new accounts. Relationship Managers and Customer Success Representatives can collaborate around the health of their named accounts throughout the customer lifecycle. And Marketing can easily share lists from events with the teams following up on new leads. The possibilities are endless.”


Doug Camplejohn, VP of Product Management, LinkedIn Sales Solutions

LinkedIn has long described Sales Navigator as a system of engagement that worked with systems of record (CRM) and communication (email, social).  Much of the initial focus was on lead messaging and SNAP connectors, but the firm is now placing a greater focus on teamwork.  Shared lead lists are “the first step in a broader strategy to enable collaboration across your selling teams,” wrote the firm.

Lead lists were released in Q4 and quickly employed by users.  250,000 custom lists were created within the first six weeks of availability.  A quarter of active users created custom lists post-launch.

Users can also save Leads and Accounts to custom Lists from partner applications via their broad set of SNAP partners.

LinkedIn stated that “sharing increases visibility of and fosters collaboration for your pipeline.”  Custom lists help teams organize and plan for key leads and accounts within lists: “Sharing allows them to collaborate with others as they research, contact, and advance relationships with those Leads and Accounts.”

Users can track team outreach to prospects, share leads with managers to discuss strategy, segment by source, and customize follow-on activities.

Other screening enhancements include the expansion of technology selects to 30,000 technologies and the addition of seven categories of exclusion criteria for leads: company, geography, seniority level, title, function, industry and school.  Account exclusions are provided for geography and industry.  Camplejohn noted that exclusion filters were one of the top user requests.


Part II covers SNAP partners, SFDC Lightning Setup Console integration, and the new Sales Navigator Coach

Mattermark Returns

The Mattermark Account I-Frame in the Salesforce AppExchange supports both company news and an account overview with over 80 fields. The service is reasonably priced at $49 / user / month.
The Mattermark Account I-Frame in the Salesforce AppExchange supports both company news and an account overview with over 80 fields. The service is reasonably priced at $49 / user / month.

Mattermark is back as an independent company after being acquired by FullContact in late 2017.  Unfortunately, the acquisition announcement was mishandled with FullContact first saying the product was going away and later saying that it was still available.

The relaunched Mattermark attracted back much of its early staff including its founders Danielle and Kevin Morrill and Product Lead Paul Denya.  The firm has a “renewed focus on private deal intelligence.”  

“This transition has been in the works for the past few months without disruption to services. You have our assurance that will continue to be the case.”


Eric Milliken

To support the relaunch, Mattermark is adding headcount to their customer service, engineering, and data teams “to redouble our commitment to customer satisfaction and data excellence.”

Mattermark data coverage spans 4 million companies, company news, and funding data.  Users can leverage public lists or build shared lists.  Mattermark also supports an API, Salesforce integration, Chrome extension, Google Sheets, and lead and account enrichment.

TechTarget Confirmed Projects

TechTarget's new Confirmed Project details are collected by their research assistants.
TechTarget’s new Confirmed Project details are collected by their research assistants.

TechTarget added a set of Confirmed Projects to their Priority Engine service.  Projects include company information, project location, project contact name, purchase criteria, and purchase details.  Purchase criteria include top purchase drivers, product feature criteria, and vendors under consideration.  

Purchase details include capabilities being considered, key factors in choice of vendor(s), deployment method, departments where the purchase will be used, and anticipated benefits.

“The integration of Confirmed Project intelligence within the platform provides an expanded view of the Total Buying Team as well as new deal insights and angles – all in one place – to help Sales teams win more meetings, opportunities and deals.  The addition of Confirmed Project data provides a much deeper layer of intelligence on project criteria, specific vendor shortlists and key purchase drivers which enriches and expands insights available within Priority Engine to give sales teams more points of entry into live deals.”


TechTarget Press Release

Confirmed Projects are displayed alongside TechTarget intelligence including Owler company overviews, TechTarget buying teams, DiscoverOrg contacts, and HG Data installed technologies.

TechTarget Confirmed Projects are displayed within Salesforce Account i-frames.
TechTarget Confirmed Projects are displayed within Salesforce Account i-frames.

Confirmed Projects are collected by TechTarget’s “team of skilled in-house research assistants who are responsible for calling active prospects from high-ranking Priority Engine accounts.”  Prospects exchange project intelligence in exchange for TechTarget research.

TechTarget intelligence is accessible from “any browser and imported directly into Salesforce.”


“We saw rapid growth in the use of Priority Engine to fuel inside sales efforts in 2018 as more and more of our customers’ sales teams are using the insights we provide into prospect interests, research focus, vendor considerations, and tech installs. Using this data, leading sales teams have seen up to a 4x increase in opportunity conversion. The addition of Confirmed Projects within Priority Engine will fuel this growth even more.”


TechTarget SVP of Products Andrew Briney

Priority Engine raised revenues 29% in Q4 year-over-year and “bookings remain strong.”  The firm signed an additional 32 customers in Q4 and the firm raised Priority Engine prices by 10% in January 2019 after raising them 20% in January 2018.  The price increase was across all Priority Engine solutions.  As price increases are recognized over the life of contracts and renewals are overweighted to Q4, much of the 2018 price increase will show up in 2019 revenues.

“People that signed up prior to the beginning of the year were protected in their previous year’s pricing, but then we added other add-on bundles and solutions, because…we are integrating a lot of our branding lead generation offers into Priority Engine,” said CEO Mike Cotoia.  “So there is an up-sell capability and opportunity for our customers to…create a greater share of voice percentage within the markets they care about.”

“Our customers continue to increase their commitment to becoming data-driven sales and marketing organizations. This is creating opportunities to strengthen our partnerships with our customers by further embedding our purchase intent data into their systems to make their sales and marketing efforts more intelligent, competitive and efficient.”


TechTarget Shareholders Letter, February 6, 2019

TechTarget admitted that the data subscription business differs significantly from their traditional quarterly marketing campaigns.  Over the past two years, they have learned that service requirements vary greatly by size.  Larger firms “who have sophisticated systems and ample resources” can immediately leverage intent data for awareness campaigns and fueling sales outreach.  Enterprise accounts have revenue renewal rates “well over 100%.”  However, smaller firms require more handholding and renew at less than 100% of revenue.  To assist SMBs, TechTarget has assembled a unified customer success team to offer post-sales service and support.  “We believe over time that this will increase our revenue renewal rates with this customer segment. “

TechTarget described a strong IT spending environment with multiple catalysts for growth: AI, security, data analytics, and cloud migrations.  In the US, accelerated depreciation of capital expenses through 2022 gives “companies a short window to invest in technology with favorable tax treatment.”

LinkedIn Q4 Sales Navigator

Sales Navigator now supports custom Account and Lead lists.
Sales Navigator now supports custom Account and Lead lists.

LinkedIn rolled out its Q4 Sales Navigator release in November, but I failed to blog about it.  (Q1 will be covered next week in this blog.) The release contains several nascent initiatives including custom lists and the collection of “Reports To” data to assist with organizational mapping.  Other feature sets include three new alerts, an improved accounts center, PointDrive activity logging, and additional SNAP connectors.

LinkedIn is beginning to collect data around who reports to whom.  As sales reps or others learn about reporting relationships, they can add them to executive profiles.  The data is then shared across the LinkedIn contract with co-workers but not more broadly.  Following after last quarter’s support of buying committees, it is evident that LinkedIn is looking to infuse additional project and reporting relationships within Sales Navigator.

“We’re laying the foundation for full-blown org charts by adding a new “Reports To” field on the Lead Page,” blogged Head of Products for LinkedIn Sales Solutions Doug Camplejohn.  “Once you learn who someone’s manager is, you can add that info to their page by searching for a name or browsing our recommendations.  Any additions you or your colleagues make will only appear to those in your company’s Sales Navigator contract. So, the next time you or a team member looks that lead up, you’ll see who they report to, who added that connection, and a reporting history.”

An unlimited number of custom lists of accounts or leads may be built within the LinkedIn desktop or mobile app. Users may post notes on saved leads or accounts and filter the lists by people who have changed jobs in the last 90 days, people who have posted on LinkedIn in the past 30 days, companies who have had senior leadership changes in the past 3 months, etc.

LinkedIn does not yet support custom list uploading. Custom Sharing is part of the Q1 release.

LinkedIn Sales Navigator added three new alerts
LinkedIn Sales Navigator added three new alerts

LinkedIn added three new alerts:

  1. Someone at a saved account viewed your profile
  2. A saved account has just raised funding
  3. A saved lead has engaged with LinkedIn posts from your company

which accompany six current alerts:

  1. A saved lead started a position at a new company
  2. A saved lead has a new position within the same company
  3. A saved lead viewed your profile
  4. A potential lead recently joined a saved account
  5. A saved lead has accepted your connection request
  6. A saved lead was mentioned in the news

Alerts are now included in the main menu bar of both the desktop and mobile editions.  Camplejohn noted that LinkedIn has improved the “signal-to-noise ratio” of its alerts.

“Think of our Alerts as a trusted sales advisor tapping you on the shoulder with information about your saved leads and accounts when it’s most important and relevant to you,” said Camplejohn.

LinkedIn has simplified its admin experience and “made it much easier to do tasks from assigning users to managing groups.”  LinkedIn also unified its administration module across Sales Navigator, LinkedIn Learning, and LinkedIn Recruiter.

Advanced Searching was added to the Sales Navigator mobile app, bringing it to list building parity with the desktop application.  Earlier this year, LinkedIn enhanced its company and lead profiles, also bringing them to parity with the desktop application.

“LinkedIn’s recent updates to its Sales Navigator management tool makes it a more robust platform for sales teams.  More importantly, the moves to bring more of its desktop features to the mobile app are evidence that LinkedIn finally understands how crucial a mobile experience is when designing a sales tool focused on lead management.”


Amy Gesenhues, MarTech Today

PointDrive, Sales Navigator’s multi-media sharing application, will begin writing activity history back to Microsoft Dynamics.  Salesforce PointDrive sync will come in 2019.  PointDrive presents documents and video to end users as a landing page and tracks views and shares.

“Now when you send that pricing proposal to a prospect in PointDrive and members of the buying committee engage with it, you’ll be able to see that activity in both Sales Navigator and your CRM,” blogged Camplejohn.

LinkedIn continues to expand its SNAP partnerships, adding Zoom as their first web conferencing partner.  Users can now hover over an attendee name and view Sales Navigator intelligence including their profile photo, title, and common connections.  

The Zoom LinkedIn SNAP integration provides meeting attendee insights and connections from within Zoom.
The Zoom LinkedIn SNAP integration provides meeting attendee insights and connections from within Zoom.

Four vendors launched v2 SNAP integrations which provide broader access to Sales Navigator actions:

  1. Yesware (Email Engagement)
  2. Leadfeeder (Visitor ID Analytics)
  3. Groove (Sales Engagement)
  4. Outreach (Sales Engagement)

SalesLoft, Salesforce, and Microsoft Dynamics previously released V2 SNAP integrations.

In the Salesforce Winter Lightning release, admins will be able to configure Sales Navigator and add support for Person accounts without having to go to the AppExchange.

This year, Sales Navigator focused on improved functionality and display for accounts, leads, and list building in their mobile and desktop applications; SNAP integrations; GDPR compliance and security; CRM opportunity management and buyers circles; alerting; employment analytics; and PointDrive CRM integration.  Details on earlier releases are available in my blog: Q1, Q2, Q3.

Quora: How do I find a company’s top competitors?

The following is a post I wrote on Quora.


There are a couple of ways.

  • If a US public company, look at its 10-K (annual report). Firms generally discuss their competitors. You can locate the 10-K on a company’s investor site, through sales intelligence vendors, or free Edgar sites.
  • If a private company, look at Owler, a free site (See below). This is crowdsourced so may include firms that aren’t true competitors.
Owler competitor lists are gathered through social voting.
  • Look at sales intelligence services such as D&B Hoovers or InsideView. Hoover’s competitors are editorially generated and include top three flags (see below)
D&B Hoover’s competitor lists are gathered by a team of researchers.
  • Within IT, look at Forrester Wave reports. Another option is technology category searches in PE/VC databases such as DataFox, Crunchbase, Pitchbook, or CB Insights. Keep in mind that companies within the same segment may not be competitors, but partners, customers, etc.
  • Many industries have industry specific market research that includes competitors. A few general market research firms also provide competitors (e.g. MarketLine, Euromonitor, Global Data, and Freedonia). Top Competitors are also available in IBISWorld, Vertical IQ, and First Research.
  • Zoominfo and a few other vendors identify similar companies based upon proximity in articles. This finds competitors, but also customers and partners so should be carefully reviewed.
  • For new technologies or industries, D&B Hoovers offers Conceptual Search which identify companies associated with key phrases (e.g. Marcellus Shale, Obamacare). This is more of an associated companies list and will identify firms in a topical ecosystem. For example, “Harry Potter” identifies studios, publishers, toy makers, theme parks, and thematic tours. (See example below of conceptual search on Marcellus Shale). Conceptual Search lists may be refined by standard prospecting filters such as industry, geography, and size.
D&B Hoover’s Conceptual Search looks for companies associated with specific phrases.
  • If none of these work, use peer list searches (industry code lists) or keyword searches in sales intelligence vendors. If cost is a concern, go to your public library and see if they have ReferenceUSA, AtoZDatabases, or Mergent Online. Each of these allows you to build peer lists based on industry codes, company size, and geography. If you need help, ask for the business or reference librarian to assist.

RelPro Adds Crunchbase Intelligence

The New RelPro Finance tab includes a stock chart, funding data, IPO intelligence, finance news, and investors.
The New RelPro Finance tab includes a stock chart, funding data, IPO intelligence, finance news, and investors.

Relationship Intelligence vendor RelPro added Crunchbase funding, firmographics, and news content to its service, providing customers with greater insights on fast growing small and mid-size companies.  RelPro focuses on B2B business development across marketing, sales, relationship management, and research.

“RelPro users are looking for smarter, more efficient ways to build relationships with fast-growing companies,” said RelPro CEO Martin Wise. “By adding Crunchbase data to the RelPro platform our customers will save time, they will gain additional analytics to identify new company prospects, and they will benefit from new research insights to help them develop informed relationships and turn those prospects into clients.”

The new content set provides additional company intelligence, analytics, and filters.  RelPro profiles seven million companies and 150 million business decision makers.  Other content partners include BoardEx, Dun & Bradstreet, ZoomInfo, and HG Data.

The Crunchbase dataset supports new filters include Funding Round and Funding Total Amount.  RelPro also added a new finance tab to company profiles.

“As Crunchbase builds its overall partner network, the combination of our business intelligence with RelPro’s platform will provide value to their clients and increase the reach of Crunchbase’s premium data, getting that valuable information in front of the people who need it most.”


Nealesh Patel, Head of Business Development and Sales for Crunchbase.

RelPro hinted at additional analytics and data partner announcements in 2019.  One feature in development is a “look-a-like” companies list to assist with business development.

RelPro more than doubled its subscription revenues in 2018.

Owler Pro

Owler promises 60 second access to the platform with one-click Salesforce permissioning.
Owler promises 60 second access to the platform with one-click Salesforce permissioning.

Sales and competitive intelligence vendor Owler is readying to launch Owler Pro, its first end-user premium service.  Pro reads the open Leads, Accounts, and Opportunities in Salesforce and begins delivering automated alerts to sales reps.  Owler Pro supports single-click sign-on so no Salesforce admin support is required.  The service is currently in beta test and includes a redesign of their Instant Insights email alert design.

“In short, it’s an ad-free, streamlined way for Saleforce.com users to automatically sync their active opportunities with Owler, and auto-follow those companies on Owler. So, a sales person’s Daily Snapshot will always be relevant to the deals they are currently working on.”


Owler CEO Tim Harsch

The service is designed for sales reps, but Owler plans to support competitive intelligence analysts, marketing professionals, and senior level executives in the future.

Owler Pro, which is expected to launch in mid to late February, is priced at $12.99 per month or $119.88 annually.  During the beta, users receive one free month, but they are undecided on whether that offer will continue following general user rollout.

The premium service also alerts on a broader set of topics.  While the free version focuses on M&A activity, funding events, and exec changes, the Pro edition adds an additional dozen triggers:

  • Product Launches
  • Joint Ventures
  • Partnerships
  • Awards
  • New Offices
  • IPO Announcements (a precursor to the closing of the actual funding)
  • Record Earnings
  • Earnings Announcements
  • Restructuring
  • Key Employee Departures
  • Key Employee Hires (in addition to primary leadership which are included in the free version)
  • Layoffs

According Harsch, the goal is to “arm sales reps with sales triggers.”

Owler also recently rolled out a Lightning Data solution which performs a monthly match and append against Salesforce Accounts.  36 fields are supported including the top three competitors and social media links.  The service is priced at $25 per user per month for all users in the instance.

The Lightning Data solution includes a free self-assessment report which analyzes Owler’s match and append rate against Salesforce Accounts and includes segmentation data.

Owler has 2 ½ million active users, up from 1.1 million a year ago.  Nearly half of users are located in the Sales or Marketing department and forty percent are directors or above.  An additional 17% describe themselves as Analysts, Consultants, or Specialists.

Owler user base demographics
Owler user base demographics

Owler is also available through its API partners including CrunchBase, SalesLoft, SugarCRM, and Salesforce Lightning Data.

Owler collects data on over 11 million companies including four million full profiles.

DiscoverOrg Acquires Zoominfo

DiscoverOrg and Zoominfo Acquisition History
DiscoverOrg and Zoominfo Acquisition History

Industry consolidation continues apace in the sales and marketing intelligence industry.  This afternoon, DiscoverOrg announced the acquisition of Zoominfo, just eighteen months after acquiring RainKing.  Zoominfo acquired technographics vendor Datanyze in September, so DiscoverOrg will be integrating both a contacts vendor and a technographics vendor.

The acquisition moves DiscoverOrg into the number two position in the Sales and Marketing Intelligence space with $230 million in joint revenues.  Only LinkedIn Sales Navigator has a larger market share.

Debtwire leaked the deal on January 25th indicating that “Zebra” was a direct competitor.  According to Debtwire, DiscoverOrg was “pitching its unrated buyout loan package on strong recent growth and a story that the whole will be greater than the sum of its parts, said five buysiders familiar with the deal.  Meanwhile, levering up the capital structure draws attention to the borrower’s ability to meet synergy projections – which could crimp its free cash flow, especially amid an ambitious technology integration plan, they said.”

Debtwire indicated that the acquisition was priced at $800 million, a three-fold increase from Great Hill’s summer 2017 acquisition price of $240 million for Zoominfo.  Debtwire also indicated an FY18 management adjusted EBITDA of $62.7 million for DiscoverOrg and $17.7 for Zoominfo.

Revenue Growth Data from Inc. 5000 (2011 - 2017) and Debtwire (2018)
Revenue Growth Data from Inc. 5000 (2011 – 2017) and Debtwire (2018)

Revenue growth for both companies is strong.  DiscoverOrg has made the Inc. 5000 list for eight straight years and Zoominfo for the past four years.  Debtwire indicated revenue growth figures of 26% and 30% over the past two years for DiscoverOrg with revenue hitting $152 million in 2018.  Zoominfo has grown at an even faster pace over the past two years with growth rates of 63% and 44%.  Thus, Zoominfo revenue grew from $39 million in 2016 to $91 million last year.

Based on the Debtwire revenue numbers for 2018 and historical revenue figures from the Inc. 5000 list, DiscoverOrg had a seven-year CAGR of 61% and Zoominfo of 34%.  Zoominfo’s growth rate is mostly organic while DiscoverOrg’s organic seven-year CAGR, after adjusting for RainKing revenue, is around 53%.

The two firms are strongly complementary.  Zoominfo provides the deepest set of B2B emails and direct dials with content mined from email signature blocks.  DiscoverOrg offers deep technology profiles (technographics and project plans) alongside human verified bios (skills, responsibilities, education, work histories, emails, direct dials, and social links), org charts, and company profiles.  DiscoverOrg’s human verification supports a 95% data quality SLA for its contacts.  Zoominfo’s Datanyze acquisition provides DiscoverOrg with additional NLP tools for determining products and vendors alongside market share analytics tools for marketing and competitive intelligence teams.

“Business data is rapidly changing and your data platforms must be built to adapt,” said Zoominfo CEO Derek Schoettle in September.  “ZoomInfo has the largest, most complete data set of companies and contacts and a goal to enable our customers to automate, process, curate, and present the data on-demand and in real-time. Delivering industry-leading technographics, the Datanyze technology will be a significant addition to help us deliver the right data, at the right time, to the right person.”

“DiscoverOrg’s deep, research-verified, actionable insights coming together with ZoomInfo’s comprehensive coverage of 100M business professionals is an unrivaled combo,” said the firm.  “We each employ different, but highly advanced technologies and tools to gather, cleanse, and maintain at an unparalleled scale.”

“To effectively capitalize on growth opportunities, companies of all sizes need accurate firmographic, technographic, contact, and intent data. Combined, DiscoverOrg and ZoomInfo deliver the trifecta: B2B data of the highest quality, quantity, and depth.”


DiscoverOrg CEO Henry Schuck

Over the past few years, sales intelligence has moved from a standalone browser research service for sales reps to an integrated workflow solution tied into CRMs, Marketing Automation Platforms, Sales Engagement Platforms, Chrome Browsers, and email.  DiscoverOrg has been at the forefront of these integrations with a broad set of platform connectors.  CEO Henry Schuck emphasized these workflow tools during the announcement.  “High-quality data is the fundamental go-to-market requirement for growth. In the near future, CRM and marketing automation systems will be defined not by their empty-box capabilities – but by the data that is housed inside them.”

While highly complementary, the combined companies remain weak with respect to deep company profiles.  DiscoverOrg recently added family trees, but they are to the subsidiary level, not branches.  They also lack public company financials, US and UK filings, SWOTs, and industry research.

When DiscoverOrg acquired rival RainKing in August 2017, CEO Henry Schuck stated the following goal, “The path to rapid revenue growth is paved with highly accurate, actionable, and predictive sales and marketing data, and the combination of RainKing and DiscoverOrg means that our joint customer base has access to an extraordinary portfolio of data, contextual buying insights, and predictive intelligence.  We are building a company that is to sales and marketing intelligence what Salesforce is to CRM.”

Schuck’s vision was updated today:

“Every sales and marketing team will have a go-to-market operating system that identifies the prospects that should be engaged every day, week, and month based on buying signals and intent data collected in a multitude of different ways. Even better, they have deep insights on the buyers who are making the purchase decisions with accurate contact, org chart, technographic, and firmographic data. It’s all at their fingertips and it’s all served to them dynamically – wherever they are working.”


DiscoverOrg Statement

DiscoverOrg stated that support, service, and sales for all products will continue.  Both platforms will be sold for the next six to twelve months “with highly coordinated sales and marketing efforts to ensure customers realize the most value from the platform(s) that best serve their needs.”  In March, joint customers will have a light integration between the two platforms followed quickly by DiscoverOrg customer access to Zoominfo company and contact data.

“As we combine the best of both platforms over the next year, customers will have the best, bar-none, B2B intelligence platform -the highest quality data with the broadest coverage and deepest actionable insights,” said the firm.

The combined company has 15,000 active customers and 120,000 active users, with the Zoominfo acquisition trebling the customer count.

DiscoverOrg stated that there are no plans to shutter any of Zoominfo’s locations and that hiring will continue for all Zoominfo offices.  Zoominfo has more than doubled its staff over the past year with headcount spread over six locations: Waltham (MA), San Mateo (CA), Grand Rapid (MI), St Petersburg (Russia), Kazan (Russia), and Ra’anana (Israel).  Zoominfo moved into a new headquarters location in Waltham, MA just last month.  The lease provides space for up to 450 employees.  Globally, DiscoverOrg has over 1,000 employees.

DiscoverOrg’s investors include TA Associates, The Carlyle Group, and 22C Capital.

InsideView Insights for Microsoft Dynamics

InsideView Insights combines company intelligence, news, and connections in its Overview tab.
InsideView Insights combines company intelligence, news, and connections in its Overview tab.

Microsoft announced that InsideView Insights, it’s OEM integration for Microsoft Dynamics, will no longer be available as a free service.  Current users will continue to receive the integrated sales solution through August 15th at no charge. Customers may continue to use Insights, without disruption, simply by signing a license agreement directly with InsideView.  To expedite the contracting process, InsideView is offering early bird pricing as low as $16 per user per month through the end of March.  Licensors would then begin paying for the service after the August deadline.  New user bundles are initially available for $399 per month for up to ten seats.  After March 31, the new user bundle price rises to $499 per month for up to ten seats.

c“Our goal is to make it easy to switch,” said VP of Global Alliances, Heidi Tucker.  “All they [customers] have to do is make a decision, there’s no need to reinstall the software.”

Insights is a fully featured sales intelligence service delivered as a native application within Dynamics 365.  It is equivalent to InsideView for Sales and available on AppSource.  Key features include

  • Build-a-list Account and Contact prospecting
  • Integrated viewing of Account, Contact, and Lead records
  • “Stare and compare” record updates and “add contact” to CRM
  • Account profiles with family tree hierarchies, competitors, SEC filings, and income statements
  • Industry profiles
  • Alerting and watchlists (daily opportunity alerts)
  • Mobile support
  • Connections (six degrees tool)

InsideView VP of Product and Solution Marketing Joe Andrews described the six-year Microsoft relationship as a “long, fruitful OEM partnership” which resulted in more than 2,000 joint customers and more than 100,000 users.

“We are actively transitioning customers to a direct relationship and making sure they have no disruption for their sellers,” said InsideView CMO Tracy Eiler.  “The product experience is the same; this is a licensing change where now they will contract directly with InsideView. We’re set up to help them with on-boarding new users and continuing to make current users successful.”

Once customers transition to an InsideView license, they will be assigned a Customer Success Manager and have improved access to training programs.  A direct license also improves InsideView’s ability to cross-sell its DaaS and Marketing Services including Apex (ICP/TAM), Refresh (Automated Data Hygiene), Enrich (Real-Time Match & Append), and Target (Prospecting).

According to InsideView, continuing to license Insights is seamless, with customers simply needing to sign a contract directly with InsideView  “InsideView Insights looks and acts like the Insights you’re familiar with and comes with InsideView’s excellent customer support,” wrote the firm in an FAQ.  “When you switch to a direct license, you will not notice any change and all your data, watchlists, and previous preferences will remain the same.“

While OEM deals provide a set of new customers and income, they often leave the OEM partner disintermediated.  The platform maintains the relationship with the end users and it is more difficult to conduct user research, provide training, support users, or improve the workflow and user experience.

With Insights no longer holding a preferred position within Dynamics, customers must choose whether to license Insights or transition to competitive offerings from LinkedIn (a Microsoft subsidiary), Dun & Bradstreet, Zoominfo, DiscoverOrg, or other partners.

InsideView described LinkedIn Sales Navigator as a complementary service.  Sales Navigator is part of the Relationship Sales bundle for Microsoft Dynamics.  InsideView listed the following reasons to license Insights alongside Relationship Sales:

  • Deeper account research and has broader account coverage
  • Find and research executives who are not on LinkedIn
  • Access a broader connections network that includes LinkedIn, email contacts, partners, alumni, work colleagues, and other social networks all in one place
  • Find direct email addresses
  • Add company and contact data to Dynamics 365
  • Update your CRM accounts and contacts for higher data quality
  • Keeps users in CRM to boost usage
  • Minimizes extra training – fully integrated into Dynamics with an intuitive user experience

InsideView did not provide a reason for the end of the OEM deal, but it is likely due to Microsoft looking to expand the number of partner solutions it offers including its own LinkedIn SNAP integration.  When the OEM deal was originally signed, Dynamics CRM had a smaller market share and fewer partners.  Since then, Microsoft has been the second fastest growing CRM behind Salesforce and has added most of the key sales intelligence and B2B DaaS vendors as partners.

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.