Global5000 Database Adds Contacts

Back before the development of ICP / TAM tools and predictive analytics platforms, B2B marketers would simply describe their target market as the Global 2000 or Global 5000.  The description was overly broad, but it generally meant global enterprises with revenue in excess of $1 billion.

Of course, you could easily refine the list with broad segmentation.  For the sales intelligence vendors of 2005, it was the intersection of G5000 and (Professional Services, Financial Services, Tech firms).

So while there are now tools to refine your target universe, there remain companies that continue to focus on the G5000 concept.  This includes startups and companies with expensive B2B solutions.  It also includes Enterprise Sales groups.

Harry Henry has built a business around the G5000 concept.  For a long time, the Global5000 database consisted of a hand-researched list of billion dollar revenue companies; but, a few weeks ago he released a companion dataset of top US execs for G5000 with plans to sell international contacts in the future.  Henry has partnered with Salutary Data to build his new offering.

Marketers can license the G5000 company set for $2,300.  The accompanying US dataset of 25,000 executives spanning 2,100 firms is available for $3900.  Fields include

  • First & Last name
  • Job Title
  • Address (street, city, state & zip)
  • Email address — 100% fill rates
  • Phone number – Two possible phone numbers with a 35-50% direct dial fill rate.

The contact dataset focuses on Executive Management, Finance, HR/Personnel, Technology/IT, and Marketing.

“To provide you a sense of our vetting process, the contact records are aggregated from some 8 supplier sources and then tested using separate vendors who verify and score the accuracy of emails, phones, and name/title/company.   The results of these tests are used to identify the most accurate data, which enables us to create a data stack.  In addition, external and internal corroboration sources and techniques are also applied to further help identify the most current and accurate records.”

  • Global5000 Website

The contacts file is available with quarterly refreshes.  Segmented versions by industry or job function are not available.

The G5000 database consists of over 5,000 active companies generating $60 trillion in annual revenue and employing 130 million employees.  Revenue per employee of the G5000 firms is $397,000.  The file includes five-year employee and revenue data along with recent events, business descriptions, year founded, industry, segment, market and ticker, and business contact details (e.g. address, phone, URL).

 

HG Data Acquires Pivotal iQ

HG PIHG Data announced the acquisition of London-based Pivotal iQ. The acquisition brings together two complementary tech vendor datasets: HG Data’s Vendor / Platform database and Pivotal iQ’s IT contract data and spend intelligence. The combined content set will help clients target accounts, evaluate purchase likelihood, and identify when best to reach out to prospects.

“For years companies large and small have relied on HG Data to identify the software, hardware and cloud services being used by millions of companies worldwide. With the addition of Pivotal iQ, we are the first in the market to deliver a unique blend of IT spend, IT install and contract renewal intelligence,” said HG Data CEO Elizabeth Cholawsky. “This information can be accessed through the Pivotal iQ platform, allowing our customers to act more quickly on the best technology datasets with the deepest insights.”

Like HG Data, Pivotal iQ employs web crawling and natural language processing to build its dataset. Coverage spans 186 countries representing over 90% of the global ICT spend. The database is matched to D&B WorldBase, providing account and location level views across corporate hierarchies. The firm claims to cover installed technology for all global firms with $50M in revenue and global publics with $25M.

Pivotal iQ intelligence covers 600,000 companies, 8,500 vendors, 10 million supply-side announcements, and 40,000 contracts. Data is updated daily.

The Pivotal iQ InstalledView service details hardware and software installations at the account level. SpendView provides market and country-level analytics and competitor take-out campaigns across 21 spending categories and 22 sectors. SpendView includes a visualization engine for competitive and account analyses. The BuyerView service provides enterprise IT and purchasing departments with intelligence around which vendors are being deployed and which companies are managing outsourced projects within their peer group.

“Our vision for Pivotal iQ has been to deliver the best intelligence on the ICT sourcing activities of Organizations to empower businesses to make better supply and purchase decisions,” said Pivotal iQ CEO Tim Royston-Webb. “By joining with HG Data, our joint customer base now has access to an unparalleled portfolio of firmographic and technographic data along with intuitive decision tools that will help their businesses grow and succeed.”

Deal terms were not disclosed.

Zoominfo Acquires Datanyze and Y Labs

Zoominfo announced that it acquired both San Mateo-based Datanyze and Israeli firm Y Labs last month. Datanyze provides Zoominfo with a deep set of technographics and segmentation visualization tools to complement Zoominfo’s company and contact database. Y Labs, which is moving into Zoominfo’s recently opened office in Ra’anana, Israel, will operate under the name ZoomInfo Israel Limited (Ltd.). Y Labs will supplement Zoominfo’s product development and security operations.

“I am thrilled to be joining ZoomInfo at this time of tremendous growth in the organization,” said Datanyze CEO Ilya Semin. “Bringing together our two organizations is a perfect union, combining Datanyze’s real-time technographic data with ZoomInfo’s unparalleled – and the industry’s most current – company and contact data.”

Semin is joining Zoominfo as the Vice President of Data.

Both vendors heavily employ natural-language processing for building their respective datasets. Zoominfo also mines signature blocks of its voluntary community members. Zoominfo has some technographic intelligence available to its customers, but Datanyze provides a significantly more mature dataset and technographic capabilities. Datanyze has captured technographic intelligence for 35 million companies.

Datanyze provides a free market share analysis tool which segments by market and Alexa Rank or country. Share is based on installations, not revenue.
Datanyze provides a free market share analysis tool which segments by market and Alexa Rank or country. Share is based on installations, not revenue.

“Business data is rapidly changing and your data platforms must be built to adapt,” said Zoominfo CEO Derek Schoettle. “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.”

Schoettle, who joined the company in July, just completed 50 customer discussions over five weeks providing him with insights to both Zoominfo’s strengths and gaps.

“The (customer) advocacy for the company and the product is phenomenal,” Schoettle said. “The second part of our effort now is to round out the data factory we have, looking at all the right data sources, the data quality, and present it to the right end users.”

The acquisition follows a blowout August with billings 53% above July’s numbers. August billing were up 71% year-over-year.

“The growth we experienced in August will continue as we build the industry’s most robust and frequently updated platform for sales and marketing teams thirsting for real-time, on-demand customer data,” said Schoettle. “As we look ahead, we see significant potential to create a world-class development capability in Israel that will allow us to harness leading artificial intelligence and security capabilities which translates into smarter services for our 7,500-plus customers. The rate and pace of change in the data space requires a commitment to innovation and we are thrilled to have this team become part of ZoomInfo.”

Zoominfo also announced the hiring of Brad Noble as VP of Product Design. Noble previously led product design and advocacy teams at IBM Watson, Cloudant, Boathouse Group and MullenLowe.

Datanyze customers will continue to receive support for the Datanyze product offering. Terms of the two deals were not disclosed. Nathan Latka’s database of SaaS vendors listed Datanyze’s 2016 revenue at $6 million, up 50% year-over-year.

Zoominfo has more than doubled its staff over the past year. They are stratified over six locations: Waltham (MA), San Mateo (CA), Grand Rapid (MI), St Petersburg (Russia), Kazan (Russia), and Ra’anana. The Waltham headquarters office is relocating at the end of the year to Constant Contact’s old site along I-128.

The Datanyze acquisition is part of a broader consolidation trend in the technographics and sales intelligence spaces.

Consolidation in the Sales Intelligence Space

While yesterday I discussed consolidation in the technology sales intelligence space, there has been significant consolidation over the past twenty-one months in the broader sales and marketing intelligence space.

Amongst the key transactions in 2017 and 2018:

While the industry is growing rapidly, several services are being shuttered including Data.com (Salesforce), Hoovers (migrating clients to D&B Hoovers), and Unomy (WeWork).

Tim Baskerville, Chairman of Rhetorik Global, noted that the consolidation dance is likely to continue:

“These days in the data/AI space It’s something like a high school dance. Players on the main dance floor are strutting to prove they’re attractive acquirers, whether it’s a football hero preening in front of envious fans or a second-string guy trying to lure a niche player who has a valuable point solution. The musical chairs game is underway, and everybody except the most nimble fear they’ll be left without a chair when the music stops. The catchword is “scale,” and not many have it. The deals announced recently are a tiny fraction of what’s being discussed out there, and both the money people and the operators are scrambling to figure out who is predator and who is prey. Some will be both. Check back in 24 months and our world will look very different.”

Next week I’ll be discussing the two Technology Sales Intelligence deals (Zoominfo acquiring Datanyze and HG Data acquiring Pivotal iQ).

Consolidation in the Technology Sales Intelligence Space

Technographics, which were a relatively small segment five years ago, have grown rapidly and are in the midst of a consolidation phase.  Three years ago, DiscoverOrg acquired iProfile and then picked up RainKing last August.  This week, HG Data acquired London-based Pivotal iQ, Zoominfo acquired Datanyze, and DiscoverOrg rebranded.

Both acquisitions expand the scope of coverage of the acquiring firms.  Zoominfo had limited technographics prior to the Datanyze deal and now holds a deeper set of technographics along with analytics and visualization tools.  HG Data has expanded beyond product / vendor data to include contract and spend intelligence.

By my research, the IT sub-sector represents 18% of the sales intelligence space with DiscoverOrg in the pole position.  Overall, the IT sub-sector is $170 million and it is growing faster than the overall Sales Intelligence market.

“The recent acquisition activity shows the value and appetite for technology data enrichment,” said HG Data VP of Product and Marketing Kineon Walker.  “This consolidation cycle is happening as new companies continue to enter the space. As technology data continues to evolve and become more valuable to businesses of all sizes, we expect this sector to continue to grow and flourish.”

What we are seeing is the transition of technographic intelligence from a delighter five years ago to a must have content set for sales and marketing intelligence products.  Ten years ago, it was contacts and SMBs that made this transition. Eight years ago it was sales triggers.  Four years ago it was emails and direct dials.  Now it is technographics.

Next up it may be third-party intent data and the integration of first-party visitor intelligence into more sophisticated lead scoring and prioritization.

I will be covering both acquisitions over the next few days.

Benioff Dreamforce Keynote

Salesforce CEO Mark BenioffSalesforce CEO Mark Benioff has long taken a stakeholders’ approach to his business, understanding that technology firms can do both good and evil.  Unlike many of the social media companies which are now beginning to understand the dangers of taking a laissez-faire approach to how others use their technology, Benioff has ensured that his enterprise cloud company takes an affirmative action towards social justice, equality, and the ethical application of his firm’s technology.

Eighteen years ago, he started the 1:1:1 campaign (1% of product, time, and resources) to nonprofits and philanthropic purposes.  At Dreamforce and World Tour events, the firm regularly promotes local nonprofits and holds sessions for them.  The firm has also taken stands against discriminatory legislation and adjusted salaries to ensure gender pay equity.  Benioff is calling for “inclusive capitalism” which benefits all members of society and recently created an Office of Ethical and Humane Use of their technology.

Here is what Benioff had to say at this year’s Dreamforce (abridged):

What is really important to us? what is the most important thing what are our values? What are we going to stand for? What do we really want?…

We’re watching…for companies who are not listening to their key stakeholders, not listening to their customers, not listening to their employees, not listening to the kids…Then we watch the executives walk out. The employees walk out.  The customers walk out as a vote of no-confidence against their values and as a community we stand here and we say we are going to commit to a higher level.  We are going to a higher level together to express our values.  We know what the most important thing is to us and in this community and we’ve said it for years and we’ll say it again:  Our culture is built on trust – The fundamental trust that we have with you; the fundamental trust that we have with our key stakeholders, with our customers, with our employees, with our partners.

Our trust is with you and we take that very seriously.  It’s our highest value and we ask every company to ask what is your highest value and in the world when technology is taking us over and in a world where technology through the Fourth Industrial Revolution is grabbing us, realize that we all have a higher responsibility to ask that question especially you see the gambits that are unfolding really before us. Especially as artificial intelligence gets released into the whole world we must ask this question, “What is truly important to us?”…

We realize technology is not good or bad, it’s what you do with it that matters…We’ve restructured our company to have an Office of Ethical and Humane Use of the technology so that as our employees or our customers or our partners say “Are we doing this? Are we aligned with our values? Are we moving forward?”

We can have a structured conversation not just with our own employees myopically but by bringing in the key advisors and supporters and pundits and philosophers and everybody necessary…to ask the question, “Is what we are doing today ethical and humane?” and we’re all gonna have to ask that question in the technology industry and every company and every CEO better be ready to answer to that question through their values.

And we’re putting our values into action because our values create our behaviors…

We believe we have to bring everyone in.  Everyone has to come in to the Fourth Industrial Revolution. It’s inclusive capitalism.  Inclusive capitalism means we’re all going together into the future.  We are leaving no one behind. Nobody will be left.

 

 

LinkedIn Hits 575 Million Members

LinkedIn Member Counts (August 2018)
LinkedIn Member Counts (August 2018)

LinkedIn continues to grow its global membership base at an impressive clip. The firm reached 500 million members sixteen months ago and has added nearly 15 million members per quarter since then, recently reaching 575 million.

North America continues as their most important market with over 150 million members in the United States, 15 million in Canada, and 12M in Mexico.

AsiaPac is also growing strongly with India recently hitting the 50 million member mark and China poised to soon pass the mark (42 million members). China was slower to develop but has grown rapidly since a localized version was launched a few years ago.

In Europe, there are at least 14 countries with one million members or greater. The United Kingdom is the third largest anglophone market with 25 million members. France (16M), Italy (12M), Spain (10M), and Benelux (10M) all represent strong markets.

LinkedIn is relatively underrepresented in the DACH region (Germany, Austria, Switzerland) as it continues to compete against German language professional network XING.

Other Anglophone markets include Australia (9M), South Africa (6M) The Philippines (6M), Nigeria (3M), Singapore (2M), Hong Kong (1M), New Zealand (1M), and Kenya (1M).

LinkedIn has also enjoyed success in Latin America with Brazil long being a significant market (34M). The firm also has a significant presence in Colombia (6M), Argentina (6M), and Chile (4M).

LinkedIn was barred from Russia several years ago.

Monthly active user figures are estimated at around 25% of members.

Membership, segment, and usage statistics for LinkedIn are less available since the firm was acquired by Microsoft in December 2016. Revenue, however, continues to accelerate, growing 37% to $1.464 billion in Q4 2018. Q4 marked the fifth-straight quarter of revenue acceleration.

“This strong engagement is driven by quality of the feed, video, messaging and acceleration of mobile usage, with mobile sessions up more than 55% year-over-year,” said Satya Nadella last month. “We will continue to invest to make LinkedIn the essential platform to connect the world’s professionals and help them achieve more with experiences powered by LinkedIn and Microsoft graphs.”

“We have united the world’s leading professional cloud with the world’s leading professional network and proved that we have an integration model that works, enabling LinkedIn to accelerate growth while retaining its member-first ethos,” continued Nadella.