ClickDimensions Launches Sales Engagement

RevTech Vendor and Consultancy ClickDimensions rolled out its Sales Engagement service that works alongside its other Dynamics 365 sales and marketing services.  ClickDimensions is looking to unify sales and marketing motions, particularly among SMBs.

“ClickDimensions Sales Engagement makes this unification possible, giving teams control over leads and better visibility into revenue-driving activities.  Once these teams are better aligned, companies see an average revenue increase of 34%,” stated the firm.

ClickDimensions aims to “democratize best-in-class tools for all companies” and unify sales and marketing strategies.  According to ClickDimensions, Sales Engagement “offers a unified approach for sales and marketing teams and eradicates the potential for customer drop-offs and miscommunication between each team as leads progress through the funnel.  The result is greater sales team efficiency, higher-quality buyer journeys, and increased customer loyalty and revenue.”

ClickDimensions Chief Growth Officer Margaret Wise explained to GZ Consulting that many of their Microsoft Dynamics customers “aren’t the digital leaders.  They are often digital laggards.  They are often in manufacturing, associations, and nonprofits.  They’re not bleeding edge typically from a marketing perspective.”

So, the question for Wise becomes, “How do we provide solutions that are accessible, integrated, easy to use, and affordable for that specific kind of customer that doesn’t want to be bleeding edge on the latest and greatest?  They want something dependable, easy, [and] that they can find resources for.”

At SMBs, CEOs often take an active role in the technology purchasing decision “because it is tied directly to revenue and growth,” continued Wise.  “A lot of the change urgency is being driven out of the C-suite.”  Thus, their messaging needs to address C-level issues around lead generation and revenue management.

ClickDimensions argues that these laggards often lack a digital strategy, have uncoordinated social media marketing, and mostly transmit one-off email messages.

ClickDimensions Sales Engagement, which runs natively in Dynamics, offers templated emails sent through Outlook, sales sequences, lead scoring, and next-best-action recommendations.  When combined with ClickDimensions Marketing Automation, revenue teams have a “complete view of every step of the customer journey.”

Sequences can be built for initial meeting requests, prospecting, follow-up, inbound, events (both invitation and follow-up), periodic check-ins, account review, and upcoming renewal.  This breadth supports sales and customer success teams across the customer lifecycle.

Sequence analytics are also provided with step-level results (e.g., calls, bounces, opens, replies) and post-activity disposition capture (e.g., interested, not interested, interested – not now).

Sequenced tasks include manual and automated emails, phone calls, LinkedIn, and generic tasks; however, they do not yet support dialer or LinkedIn integrations. 

Admins also set up sequence-based rules for scenarios such as reply action for sequenced emails and bounce handling.  Admins can also set sequences to automatically trigger or wait for sales review before triggering.

ClickDimensions Sales Engagement sequence status at the contact level across leads.

“The modern buying journey has completely transformed from what it was a mere three years ago, which means companies need to adapt how they sell – and fast,” stated ClickDimensions CEO Mike Dickerson.  “Launching ClickDimensions Sales Engagement is our way of responding to these industry challenges, equipping our customers with critical tools to boost revenue, and unifying sales and marketing teams around a digital-first customer experience.”

ClickDimensions Sales Engagement is a “natural progression and the perfect complement to its flagship solution, ClickDimensions Marketing Automation,” continued the firm.  “The platform helps marketers optimize campaigns, automate follow-ups, create lead nurturing processes, and target leads to sales.  From there, ClickDimensions Sales Engagement will help salespeople with the next best action, automating outreach to leads and redirecting leads to marketing for further nurture if they’re not ready to purchase.”

ClickDimensions Marketing offers one-to-many outreach during the nurture phase (e.g., newsletters, marketing campaigns, event invitations).  Later, ClickDimensions Sales Engagement supports one-to-one or one-to-few communications with prospects and customers.  Marketing Automation can send leads to sales reps based on triggers or lead scores, and Sales Engagement offers a button to return prospects to nurture for leads that are not in active buying cycles.  Thus, the problem of MQLs being ignored and dropped by sales as not qualified has a logical resolution – return the lead to marketing nurture and support a “non-linear customer journey.”

The passing back and forth of leads between sales and marketing enables a “continual process until the actual opportunity progresses,” said Wise.

ClickDimensions Marketing Automation supports email marketing, campaign automation, surveys, events, landing pages, forms, SMS, and Social.  While the company now offers marketing automation and sales engagement, its long-term plans are to provide a “full RevTech solution” built on the Dynamics platform.  This future platform and services organization will be built both organically and via acquisitions and support embedded AI for sentiment analysis, next-best actions, opportunity scoring, and activity capture.

ClickDimensions is a Microsoft VAR and consultancy with a global footprint across 76 countries and 3,500 customers.  Half of its revenue is derived in the EMEA region, with most of the rest in North America.  It serves a broad set of industries, with no segment representing over 25% of its customer base.

ClickDimensions also offers consultancy services that provide “fractional access to skilled resources that are in short supply.”  Services include onboarding, training, and execution; demand generation; customer data services; and marketing operations.

ClickDimensions Sales Engagement sequence options include pausing the sequence and managing responses to engagement activity.

ClickDimensions Partners with InsideView

Sales and marketing intelligence vendor InsideView partnered with ClickDimensions to improve customer pipelines and content delivery within Microsoft Dynamics.  The partnership will support enhanced Dynamics data cleansing and enrichment tools for Account, Contact, and Lead records.

ClickDimensions is creating a Data Management services offering and will resell InsideView products and DaaS solutions for Dynamics.  ClickDimensions plans to exclusively sell these services as an add-on to their current product line and as part of a premium offering.  ClickDimensions will also provide data advisory services.

ClickDimensions will be rolling out a product suite of native MS Dynamics hygiene and prospecting tools in the coming months.  The new suite will be built upon InsideView data management capabilities, including lead enrichment, data cleansing, email validation, lead-to-account mapping, family tree, and account assignment.  The suite will also support analytics and visualization tools for monitoring data health.

Admins can set the timing, frequency, and scope (i.e. fields and records) of updates.  Both batch and real-time hygiene will be supported.  There will also be a one-time enrichment as part of the ClickDimensions offering. 

The new service will deliver “the insights they need to find and engage prospects more effectively, the tools they need for targeting intelligently, and the ability to automatically clean, enrich, and manage Microsoft Dynamics 365 company and contact data.”

ClickDimensions will be deploying a private preview in August for the InsideView’s Diagnose, Data Integrity, and Target offerings.  A September GA is scheduled for these services.

“Given the state of the world today, finding new customers is now more than just a growth driver, it is a matter of survival as businesses seek to replace revenue from customers that have pulled back or gone out of business,” explained ClickDimensions CEO Mike Dickerson.  “In addition to finding new prospects, businesses need to be even more relevant.  Buyers expect the same level of personalization and relevance from B2B interactions as B2C, and that requires complete and accurate data.  Our partnership with InsideView will enable our customers to ensure their data is always fresh and always current.”

“The velocity of change in customer data is unprecedented in today’s business environment, and many companies can’t keep up.  InsideView helps companies keep data accurate, refreshed, and actionable so they can focus on customers and revenue.  Combined with their marketing automation solutions, ClickDimensions customers will have the tools and intelligence they need to manage their customer data and target and engage the right buyers.  The partnership is a great match for B2B companies using Microsoft Dynamics.”

InsideView CEO Umberto Milletti

ClickDimensions describes itself as “The Marketing Cloud for Microsoft Dynamics.”  ClickDimensions embeds multi-channel marketing automation and analytics natively within MS Dynamics, supporting full customer journey engagement.  Marketing automation services include web forms, landing pages, visitor intelligence, lead scoring, social marketing, event management, surveys, SMS messaging, email marketing, and campaign automation.  The firm also provides marketing consulting services, including campaign execution, marketing advisory, and user training.  

Because ClickDimensions is native to Dynamics, there are no integration costs or data synchronization issues.  

ClickDimensions is based in Atlanta and has 3,700 customers.  Regional offices are located in the Netherlands, Ireland, Israel, and Australia.