ZoomInfo Joins Databricks Marketplace

ZoomInfo announced another data cloud partnership, this time with Databricks.  ZoomInfo now delivers its B2B intelligence via the Databricks Marketplace, including over 100 million company profiles, 260 million contacts, technographics, and intent data.

“This partnership brings together a pair of billion-dollar industry leaders,” said Databricks President Andy Kofoid.  “Our customers will love having secure, easy access to ZoomInfo’s industry-leading data in the Databricks Lakehouse Platform, and they’ll be able to harness the power of this data to fuel their AI and machine learning processes.  With the latest insights fueling their advanced analytics, our customers can quickly accelerate their revenue growth.”

Databricks enables ZoomInfo B2B intelligence for data engineering, data science, analytics, and business intelligence teams.  The open marketplace, powered by Delta Sharing, allows teams to exchange data assets and automate data updates.  Customers can either license pre-built Data Cubes or work with ZoomInfo’s data services team to design custom Data Cubes.

Delta Sharing is an “open standard for secure sharing of data assets without proprietary platform dependencies, complicated ETL, or expensive replication.”

Off-the-shelf Data Cubes include:

  • Company Data Cube: Firmographic Data purpose-built for Sales & Marketing with over 200 data attributes.  Updated Quarterly.
  • Company Data Cube Add-on: Technographic Data
  • Company Data Cube Add-on: Advanced Attributes.  Advanced Attributes delivers a comparative analysis of department size and strength, technology spend, and a blended measure of department-level sophistication.
  • Hierarchy: Corporate hierarchy linkage data, updated quarterly, contain 55 fields, including ultimate parent, domestic parent, immediate parent, subsidiary, headquarter, individual location, and franchise data.
  • Intent Data Cube: Over 4,000+ standard intent topics for data modeling, scoring, analysis, and other advanced data initiatives.
  • Contact Data Cube: Contact Data, updated monthly.
  • Contact Data Cube Add-on: Job History

“With unlimited access to ZoomInfo data delivered directly to your existing systems of work, you can build a reliable go-to-market data foundation to analyze, predict, and engage with the right accounts to drive revenue,” wrote ZoomInfo.  “By actualizing your total addressable market, pinpointing your ideal customer profile, increasing segmentation accuracy, predicting look-alikes, sharing go-to-market insights, and more, ZoomInfo Data Cubes provide holistic account intelligence for your go-to-market motions.

ZoomInfo is now a certified data provider on the Databricks platform, allowing prospective customers to trial ZoomInfo DaaS.

Other ZoomInfo cloud partners include Snowflake, AWS, and Google Cloud.

“Seamless access to ZoomInfo data helps teams fuel accelerated growth for their GTM teams by unlocking and centralizing insights at scale,” said ZoomInfo Product Management VP Sneh Kakileti. “These insights can power advanced technology applications, such as generative AI-based processes — which are only as good as the data they have access to.  This partnership will help data-centric organizations solve some of their toughest go-to-market problems and win faster.”

LeadGenius Campaign Plays, Rapid Enrich, & APAC Expansion

B2B Data and Intelligence vendor LeadGenius announced its expansion into the APAC region with “substantial” coverage of Japan, South Korea, Australia, and India.  The firm also touts “emerging” coverage of China, Vietnam, and Uzbekistan.  Simultaneously, the firm announced its new LeadGenius Plays and Rapid Enrich offerings.

“By leveraging top-performing campaigns from exceptional marketers, we help businesses launch complex data requests in seconds,” said VP of Sales and Customer Success Zeb Couch.  “We are continuing to work with our clients around the world to build global B2B data aimed at increasing growth through custom signals and account insights.  With over 80% of B2B data undiscovered or underutilized, we want to give our clients every tool possible for targeting and differentiation.”

LeadGenius Plays simplifies custom data campaigns and look-a-like audiences based on non-standard data characteristics.  Plays also enriches files and appends missing fields.

LeadGenius employs artificial intelligence, robotic process automation (RPA), human intelligence, and curation when collecting its data.

LeadGenius Campaign Plays

LeadGenius also announced its Rapid Enrich real-time DaaS product this week, with coverage of enterprise, SMB, and global data.

“In the fast-paced world of B2B data, the need for a solution that offers agility, precision, and comprehensive insights was evident,” stated LeadGenius CEO Mark Godley.  “With the unveiling of Rapid Enrich, we are setting a new standard for data enrichment technology, enabling our clients to stay ahead in an increasingly competitive landscape.  We are thrilled to introduce Rapid Enrich as our latest innovation in providing agile, comprehensive, and industry-leading data solutions.  Our relentless pursuit of excellence and commitment to our clients’ success remains our guiding principles as we continuously push the boundaries of what’s possible in the B2B data sector.”

LeadGenius emphasized its data security and privacy management.  Rapid Enrich includes “contractual assurances of responsible data handling, coupled with transparent audit trails that enable businesses to maintain an unquestionable record of their data management activities.”

Rhetorik Neuron360

Rhetorik began as a European technographics vendor but now focuses on broader company and contact intelligence.

B2B Data vendor Rhetorik announced Neuron360, its “AI-enhanced data platform designed to extend and enrich clients’ data-driven solutions, marketing strategies, and talent initiatives.”  AI capabilities include language translation, data normalization, and contact-level lead targeting.

Neuron360 “unifies and integrates” its B2B intelligence, which spans 200 million company profiles, 800 million professional people profiles, and 60 million verified and compliant contact records (e.g., GDPR, CCPA, UK DMA).  Rhetorik also supports international technographics at both the enterprise and worksite levels.

The Professional profiles contain over eighty data fields, including career history, skills, job titles (translated, normalized, and standardized), experiences, and education.  Verified contacts doubles the field count to 160 fields and includes validated email, job title, job function, switchboard and direct phone numbers, employer, and business location.

“The process of taking a profile and converting it to a verified and compliance contact involves a number of steps, including applying our proprietary, AI-driven ‘still in position’ and ‘still in business’ tests, validation tests for job title, company, email, and other details, and the sending of ‘fair processing’ notices,” explained CRO Kevin Savage to GZ Consulting.

While approximately one in four verified contact is a technology title, “the vast majority of the contacts, no matter which functional department they sit in, are technology decision-makers, influencers or users – all of whom have a role in the tech buying process these days,” continued Savage.

Contact information is translated, normalized, and standardized for 46 languages across 164 countries.

Savage emphasized that the “60M contacts are not really the main part of the announcement.  The news is that we now have these datasets all in one place, and we have 800M profiles that can be converted into verified and compliant contacts on request.”

Company profiles include over 150 data fields.  Along with standard firmographics, Neuron360 includes social handles, location-level sizing data, and location-level technographics.  Neuron360 company coverage is global, with 70 million EMEA, 50 million North American, 45 million APAC, and 30 million LATAM profiles.

“With Neuron360, we have combined the power of advanced AI tools with extensive data coverage, empowering our clients to harness the full potential of their data initiatives and fuel their marketing, sales, and talent initiatives with confidence,” said Rhetorik CEO Meredith Amdur.  “Neuron360 brings all the global B2B data needs together in one place with precision, quality, freshness, and breadth.  Our exacting data buyers can choose from a comprehensive suite of data APIs, firehose feeds, online portals, and batch delivery.”

Neuron360 includes a query builder with counts and summarized firmographics presented in both tabular and visual formats.  The query builder also displays the search query in multiple languages, including Python, Node.js, Ruby, Php http v1, and C.  Developers can then copy / paste the query into Postman or other API platforms.

Additional tools include usage tracking and a status page for checking platform uptime.  Documentation includes a data dictionary, schema, field population counts, internal and external values, and summary data (e.g., counts by country, revenue range, etc.)

Neuron360 is available via an API, the Snowflake Marketplace, or bulk delivery.

SalesIntel Unlimited Credits

B2B DaaS vendor SalesIntel shifted away from credit-based data pricing to unlimited data access to its firmographics, technographics, contacts (including emails and direct dials), and news alert intelligence.  Pricing is based on the number of users, with unlimited access to downloads, exports, and data enrichment.

”SalesIntel’s unlimited everything plan removes the friction, frustration, and predatory pricing so many customers experience when working with other B2B data providers.” comments SalesIntel CEO Manoj Ramnani. “We are proud to be a true partner to this industry by leading a pricing revolution that will help go-to-market teams build limitless pipeline.”

SalesIntel’s unlimited content includes:

  • 300 million unique technology installs across 22 million accounts.  Technographics span 18,000 technologies.
  • 100 million email-verified contacts.  Of these, over 17 million are maintained by SalesIntel editors and regularly reverified to maintain a 95% accuracy level.
  • B2B account news and alerts for 22 million companies organized into 32 categories.

Contracts include the RevDriver Chrome extension, Bombora intent data, and platform integrations (e.g., Salesforce, Dynamics 365, HubSpot, Outreach, Salesloft, Marketo).

Licenses also include access to SalesIntel’s Research-on-Demand editors for finding new contacts or reverifying contact information.  Research on Demand is subject to credits, but at 120 per seat, the cap is generous.

SalesIntel has simplified pricing based on the number of seats.

Under credit-based pricing models, “Marketing is worried about not having enough credits for campaigns, Sales is worried about not having enough credits to effectively prospect, and RevOps is worried that there won’t be enough credits to keep all this data clean.”

Removing credit-based pricing offers several benefits to customers: 

  • Budgeting is simplified as the total cost of a SalesIntel contract is known when the contract is signed.  RevTech teams do not need to create mid-year POs if credits are running low or additional marketing campaigns are planned. 
  • RevOps does not need to allocate and monitor credits across multiple teams or reallocate a dwindling set of credits at the end of the year.
  • Marketing can run enrichment, including visitor enrichment, and updates as frequently as they’d like, limiting the impact of data decay on their account, contact, and lead data.
  • Marketing can regularly analyze and expand its ICP and test new verticals without worrying about credits.
  • Sales Reps can research and sync key contacts to their SEP or CRM without worrying about using up their allotted credits halfway through the year.

Furthermore, SalesIntel does not include any “data destroy” clauses, a legal issue that some incumbent vendors employ to increase the cost to defectors.

CMO James Lamberti explained to GZ Consulting that credit-based pricing “becomes a barrier to value for the customer,” with customers feeling “trapped” by usage limits.  “We want people to begin to appreciate the full depth and breadth of our data and to leverage it in ways to make themselves more efficient.”

Ramnani argued that SalesIntel customers enjoy value via “three very simple steps:

  1. We help them identify their ICP using the intelligence from our firmographic and technographic data.
  2. Then, we apply the intelligence of news and intent data to see who from their ICP is in the market today.
  3. Within those in-market companies, our customers enjoy direct conversations using mobile phones and direct dials.”

However, “context is everything.”  Vendors that provide large contact sets without the context of an ICP, account news, and intent data (i.e., steps 1 and 2) are providing names and numbers but fostering inefficiency in their go-to-market.  Targeting is more than simply finding many names.  Revenue teams need to know whom to call, when to call, and what to say.

SalesIntel can offer unlimited data access because it owns all of its data except for Bombora’s intent file.

Historically, Sales Intelligence services offered seat-based pricing, and marketing data vendors provided volume-based pricing.  When services began serving both departments, credit-based models were crafted on top of seat-based pricing, creating complex and frustrating pricing.  SalesIntel is looking to return to simple pricing and “partner with the industry” based on “the value of our data and the quality of our software,” argued Lamberti.

Lamberti described the sweet spot for this model as the mid-market – firms between 40 and 50 employees and several hundred.  These firms have some maturity in their marketing stack and go-to-market motion, with multiple BDRs and sellers.

However, “if you’re just a ten-person team with one seller and one BDR, we’ll certainly do business.  We’re going to have a package for them.  But the unlimited package is really so that we can go after the market where we really are a great fit, where we win.”

“Strategically, we know that this is the time to strike.  We’re not VC-backed.  This is where Manoj has got the right [employee-shareholder] strategy,” argued Lamberti.  The firm is not subject to the financial pressure of outside equity investors or public markets.  Thus, the new pricing is designed strategically “to gain share and grow our market footprint dramatically.” SalesIntel contracts are annual with multi-year discounts.  Pricing starts at around $11,000, with additional seats priced at $1,200.  Current customers that renew early can convert to the new pricing structure.

Echobot Rebrands as Dealfront

Karlsruhe-based Sales Intelligence vendor Echobot rebranded as Dealfront this week.  Dealfront is the combination of Echobot and visitor intelligence vendor Leedfeeder which merged last year.  The rebrand coincides with the merger of the two companies on a common platform. 

Dealfront content includes 30 million European companies, nearly 90 million contacts, 33 event triggers, and visitor intelligence.  Dealfront sources company intelligence from national registries, company news, and corporate websites.  Company content includes news, business events, corporate linkages, and registered financials.

Dealfront offers five products:

  • Target: ICP-based targeting spanning 30 million European companies and nearly 90 million contacts.
  • Connect: Sales Intelligence platform with company and contact profiles, build-a-list functionality, and Send to CRM.
  • Datacare: DaaS data cleansing and enrichment services.  Datacare supports Bi-directional integrations with Salesforce, MS Dynamics, HubSpot, Pipedrive, and Zoho. 
    Dealfront also supports Zapier integrations and Slack notifications.
  • Web Visitors: GDPR-compliant website visitor tracking that maps page-visit activity to customers and prospects.
  • Promote: New Programmatic display functionality that supports targeted campaigns and IP-based retargeting of website visitors.

CEO Bastian Karweg argued that Dealfront, a European-based company, offers multiple advantages over North American-based sales intelligence and B2B Data companies.  Dealfront differentiators include local market knowledge, European data hosting, and GDPR-compliant data gathered from company websites and local registries.  Furthermore, Dealfront is transparent in its data sourcing and does not engage in community data mining or email scraping.

Dealfront offers native language sales and support, with offices in Germany, Finland, the Netherlands, Denmark, Sweden, Italy, and Spain.  Dealfront has grown to 330 employees that speak a dozen native languages, providing its clients with a “distributed, diverse salesforce across Europe.”

To emphasize its European bona fides, it adopted the blue and yellow colors of the EU flag and the tagline, “The way to win deals in Europe.”

“You just can’t do business in Europe the way you do business in the US.  You don’t do business in France the way you do business in Germany,” remarked Dealfront CEO Bastian Karweg.  “You don’t even do business in Berlin the way you do business in Bavaria.  Dealfront delivers localized data, applications, and familiarity with European standards, culture, languages, and practices to give your sales and marketing team the advantage of feeling and acting at home in any European country or region – no matter where your business is based.”

The Dealfront platform supports four stages – Discover, Qualify, Convert, and Optimize – in a flywheel feedback loop that gains momentum as the platform refines each client’s ICP.  “This flywheel effect turns static ICPs into dynamic, self-optimizing, and real-time customer profiles that always improve in accuracy and reflect reality.  The result is more leads that end in sales, transforming businesses into a self-propelled revenue engine,” explained the firm.

“Our platform of data and applications shows you the best way to engage your ICPs in a localized way that’s effective in whatever country you’re in, in whatever region you’re targeting,” says Dealfront CPO Pekka Koskinen.  “Because we’re on the inside and speak the language, we’re working with higher-quality live intelligence on your ideal buyers.  Nothing gets lost in translation, nothing gets misunderstood, and nothing is outdated.  Our platform, along with our teams on the ground in each location, empowers you to convert leads to deals.”

Last year, Great Hill Partners invested €180 million to merge Echobot and Leadfeeder and set aside €50 million to fund future strategic acquisitions for Dealfront.  Clients include Hertz, Siemens, Eventbrite, and Pipedrive.

Live Data Series A

B2B DaaS vendor Live Data Technologies closed on a $5 million Series A led by Entrada Ventures with “further participation from firms and individuals with deep backgrounds in data tech.”  Previously, the firm was funded from revenue, but “we raised this round when we saw the opportunities made possible by overwhelming investor interest and support.”

“We have been behind Live Data Technologies since the company’s inception,” said Entrada Ventures Managing Partner and Live Data Technologies Board Member Jason Spievak.  “The core technology has multiple compelling applications across industries and verticals.  The accuracy and quality of job change event detection are mission critical to anyone making informed decisions.”

Live Data focuses on contact changes and ensuring accurate contacts in the CRM.  It maintains data on 70 million contacts and 2 million companies, capturing 30,000 daily job changes from the open web.  Live Data argues that mining this intelligence from the web ensures more timely contacts than traditional data collection methods.

Contact data changes support:

  • Tracking champions as they move to new companies.
  • Highlighting account risk when champions or buying committee members depart.
  • Detecting promotions that create opportunities for success stories, upsell opportunities, and case studies.

“Each go-to-market strategy requires essential ingredients working together like a great recipe.  But, even the most perfect strategy will fall short if the people you put your message in front of are no longer relevant, or you lack up-to-date contact records, to begin with,” blogged Director of Growth Jason Saltzman.  “The bottom line is that business decision-making is done at the human level, and up-to-date contact-level data is essential for successful go-to-market programs.”

The firm will continue refining its DaaS offering and improving its data set and delivery. “Our Series A represents a confirmation that we are building something valuable,” said CEO J. Scott Hamilton.  “We see it, our investors see it, and our customers see it.  With all this recognition comes a pressure to take Live Data to the next level – and, in our eyes, pressure is a privilege.”

ZoomInfo Hits 100M Company Profiles

ZoomInfo continues to build out its company database, tripling its coverage over the past year.  Its most recent content additions are small firms not found on the Internet.  The firm was able to treble its company coverage after acquiring Everstring in late 2020. The expanded coverage improves a core data asset the firm deploys across its four cloud services.

“Now ZoomInfo customers have broader visibility into their total addressable market.  Teams using SalesOS can build more targeted company lists based on characteristics of their ideal customers, driving more accurate segmentation,” stated the firm.  “Users of ZoomInfo’s OperationsOS product will experience increased match rates and can build out more robust and accurate company hierarchies.  MarketingOS users will be able to reach wider audiences through their campaigns and identify more traffic visiting their websites.  And customers of TalentOS will be able to find more qualified candidates in a challenging hiring environment.”

ZoomInfo offers a corporate family tree display that allows users to expand/collapse nodes and drill down to subsidiaries.

Data was sourced from state registries, business registry filings, and licensed data.  ZoomInfo also addressed a long-standing gap in its coverage with 35 million “non-headquarter company locations” (e.g., branches).  Branches are crucial for accurately sizing markets, routing leads, and performing lead-to-account mapping.  For example, if an inbound branch lead, particularly one with a different name than its parent, is not mapped to the parent HQ, it is likely to be misrouted or ignored.

Every ZoomInfo company record contains revenue, headcount, and industry mappings (NAICS and US SIC87).

ZoomInfo also continues to build out its contact database, reaching 220 million active contacts, with 150 million emails, 65 million direct dials, and 50 million mobile numbers.

“Our enhanced data pipeline brings together the best of both worlds: access to more companies and the assurance that this new information is accurate,” said Kirti Patel, Senior Director of Data Engineering at ZoomInfo.  “This key expansion of our data allows our customers to access a vast market opportunity, especially among small businesses that are often harder to reach.”

In other news, ZoomInfo has grown its Shoreditch (London) sales team to over 100 reps.  Two years ago, all European sales were managed by a six-person team out of the US eastern time zone that began placing calls to Europe at 3 AM.


ZoomInfo also announced expanded technographics for targeting prospects that deploy competitive or complementary offerings.

Leadspace – SalesIntel Partnership

CDP and DaaS Platform Leadspace deepened its partnership with company and contacts vendor SalesIntel to deliver richer profiles.  The expanded profiles will assist with territory planning, campaign building, and ABM programs, helping convert a “company’s total addressable market into new opportunities and customers.”

Leadspace is promising at least a fifty-percent cut in third-party data licensing expenses for human-verified contacts, firmographics, and technographics.  “This frees companies to reinvest their savings into advanced AI-assisted technologies to fully optimize funnel conversion,” stated Leadspace.

Leadspace aggregates third-party data from over thirty vendors, with data spanning 70 million companies, 240 million buying centers, and 280 million business professionals.

Leadspace delivers “fully-enriched, 360-degree buyer profiles of current and high-performance lookalike customers” that align the company’s territories with its TAM and ICP.  It then activates ABM-derived audiences across multiple channels, including Google Ads, Facebook, LinkedIn, Twitter, and LiveRamp. 

Leadspace offers connectors for major platforms, including Salesforce, MSD, Marketo, Pardot, and HubSpot.

“Leadspace is redefining the performance of B2B sales and marketing teams.  We have over a decade of experience in delivering the most extensible B2B profiles in the industry.  And unlike other offerings, the Leadspace platform is data source agnostic, open, and extensible,” stated Alex Yoder, CEO of Leadspace.  “Companies large and small need and deserve complete and active profiles, but today many companies struggle to keep their profiles up to date and complete.  We’ve worked with SalesIntel for several years, and this expansion in our partnership to include human-verified B2B contacts and technographic data in the Leadspace B2B graph is a testament to their being the leading vendor for the most affordable direct dial and accurate contact data in the industry.”

SalesIntel employs a global research network of nearly 2,000 editors who double-verify its data each quarter, ensuring a 95% accuracy level of its contacts.  It also provides firmographics and technographics.

“At SalesIntel, we are committed to providing the best sales intelligence available for revenue teams of all sizes.  Leadspace requires the highest quality data to fuel its platform, so this partnership expansion comes naturally.  We are honored to be a trusted provider,” said SalesIntel CEO Manoj Ramnani. “With customers having access to accurate contact data and over 200 million technographic data points, they will be equipped with the most accurate insights so they can expand reach, grow pipeline, and increase close rates.”

LinkedIn Sales Navigator Q2 2022 Release

The new Sales Navigator search UI dynamically updates the results list as soon as a filter is added or removed.

LinkedIn began rolling out its Q2 Sales Navigator release to users earlier this month.  As with previous releases, admins receive the release first, with general users following a few weeks later.  New features include expanded data validation, a new SNAP integration with conversation intelligence leader Gong, and the continued rollout of Sales Navigator’s new Search and Lead Page experiences.

Companies have responded to the pandemic and Great Reshuffle by increasing channel noise, hoping to break through the din, but this strategy is flawed.  Top-performing reps who heavily exceed their quota are “spending less time selling in the traditional sense — smiling-and-dialing and sending out mass outreach,” explained LinkedIn VP of Global Sales Solutions Alyssa Merwin Henderson.  They aren’t increasing the volume but carefully targeting their prospecting and messaging, conducting buyer research, and focusing on skill development.

“In today’s virtual world, where there’s more noise than ever, the recipe for winning is clear – fewer things done better,” concluded Henderson.

LinkedIn Head of Product and Solutions Marketing Nicole Desjardins highlighted three problems facing sales reps that LinkedIn is working to address:

  1. More virtual selling than ever, leading to more virtual noise than ever, with buyers being overwhelmed by irrelevant and generic outreach.
  2. Job switching continues to be higher than normal, making a mess of CRM data and putting deals at risk.
  3. A plethora of new sales tools have hit the market, many of which don’t integrate with each other, making it more confusing to choose the right tech stack.

Desjardins argued that the solution to these problems comes from real-time data fed into the CRM and “meaningful sales intelligence that helps you connect with and nurture the right buyers at the right time.”

The Great Reshuffle continues to create a “mess” of CRM data, resulting in inaccurate forecasts and irrelevant messaging.  According to LinkedIn’s upcoming “State of Sales” report, 41% of sales reps said their biggest problem was inaccurate, out-of-date CRM data.  To help address this issue, Sales Navigator now flags out-of-date contact and lead records and allows reps to update the CRM from Navigator to address this problem.

Sales Navigator Data Validation displays Update CRM badges and syncs updates to Leads and Contacts.

Data Validation displays an Update CRM badge on Sales Navigator member pages who have recently changed jobs, titles, or locations.  After clicking on the badge, reps are shown the new title, account, location, contact owner, and most recent opportunity.  Updates are made to matched Lead and Contact records, with the user controlling which fields are to be updated.  Reps are also shown which open opportunities are linked to the executive, allowing them to quickly remove departed execs from live opportunities.

“Clearly, this will save you time.  Instead of having to toggle back and forth between your CRM and Sales Navigator, you can do it all in our platform,” blogged Product Marketing Manager Austin Gray.  “More importantly, because updating your CRM is now easier to do, you’ll have more accurate data within it.  LinkedIn’s real-time first-party data means that you can have confidence that your CRM will have access to the most accurate and up-to-date information available.”

Data Validation is available for Sales Navigator Advanced Plus and supports record updates in Salesforce and MS Dynamics 365.  The functionality was released to customers with fewer than 15 seats this week and will be rolled out to large customers on June 22.

The New Search and Lead Page Experiences were rolled out to accounts with fewer than fifty seats last quarter.  The largest accounts will receive the updates this quarter.

The search feature has been streamlined to improve the time to “successful results.”  In addition, the search includes a “larger collapsible, intuitive grouped view of filters” that improves search filter discovery.  New and updated filters include TeamLink Connections of, Saved Leads, Saved Accounts, Previously Viewed, Current Company, Past Company, and Company Headquarter.

The search interface updates dynamically, providing results as each filter is added or removed.

The updated Sales Navigator Leads (Contact) Page

The new Lead Page (contacts) is designed for rapid lead qualification with “the most important info front and center,” including the most recent touchpoint, current role, and description.  Other features include a sticky action bar, conversation starters, and introduction paths.

The Conversation Starter section displays recent posts for comments and commonalities.

The Get Introduced section has been redesigned and expanded.

The TeamLink section is now organized by seniority level so that reps can find “their best path in.”  In addition, the section supports a pre-populated InMail to save reps time writing messages.

Sales Navigator is also adding a new Lead Panel for researching contacts in a prospecting list without having to open multiple windows.

“Prospecting in Sales Navigator often means using our powerful search to find your target buyer,” wrote Desjardins.”  Once you’ve found that list of potential buyers, we’re betting you then open a tab for each individual, which can mean a lot of open tabs and a lot of switching back and forth.  The new Lead Panel streamlines this process and keeps you on the same page the entire time.”

The new Lead Panel streamlines qualification and messaging from lead (contact) prospect lists.

The Lead Panel displays job title, job description, and conversation starters to assist with quick qualification and messaging.

The Lead Panel will be rolling out to accounts with fewer than fifty seats this quarter and enterprise accounts next quarter.


LinkedIn also added a Gong SNAP integration for viewing LinkedIn intelligence within Gong’s conversational intelligence platform.

Flash: Echobot & Leadfeeder Acquired & Merged

Growth equity firm Great Hill Partners invested €180 million in Echobot and Leadfeeder, merging the firms into a Sales Intelligence and Go-to-market platform.  Both firms are based in Europe (Germany and Finland) and will benefit from the roadmap set out by North American RevTech firms.

The merged firm will be based in Karlsruhe, Germany, with Echobot CEO Bastian Karweg continuing as CEO.  Leadfeeder CEO Pekka Koskinen will become the CPO.  The combined company has a headcount of 250 across six offices in Europe and the US.  The new firm’s Annual Recurring Revenue (ARR) exceeds €20 million. 

Leadfeeder serves around 7,000 customers and Echobot 1,500.

Echobot’s European data coverage

Echobot offers a Sales Intelligence and B2B DaaS platform for the D-A-CH region, UK, and France.  Late last year, it added a broader European data pack.  It supports a database of 20 million European companies and over 60 million GDPR-compliant contacts.  Company and contact data is derived from both registered filings and open web sources and includes directors, shareholders, and financials. 

Echobot takes a “True Compliance” approach which gathers data only from publicly accessible sources.  Furthermore, it provides verification links to the source URLs that allow reps to answer the question, “where did my data come from?”  All data is hosted in Germany.

Echobot’s products include TARGET (prospecting), CONNECT (Sales Intelligence), DATACARE (B2B DaaS), and an API.  In addition, Echobot offers CRM integrations with HubSpot, Salesforce, Microsoft Dynamics, and SugarCRM.

“It is our goal to be the leading sales intelligence and go-to-market platform to our core European and North American markets,” said Karweg.  “Thanks to Great Hill, we have now assembled the best data, AI / ML, talent, and operating experience to achieve just that.  We are increasingly seeing organizations looking to take advantage of their own data and third-party data, and then to augment this intelligence with better, more personalized outreach.  The combination of Echobot and Leadfeeder is uniquely positioned to capitalize on a massive market opportunity at the early stages of adoption.”

Leadfeeder IP-to-Account Visitor Intelligence

Leadfeeder offers website visitor intelligence that maps IP addresses to company intelligence.  During the pandemic, it worked to identify remote workers and map them to their employers, helping refine which companies are in-market.  It also supports connectors for Google Analytics, chatbots, audience retargeting, major CRMs, Zapier, and Slack.

“Integrating Leadfeeder’s web visitor identification system with Echobot’s data and prospecting solutions creates a unique platform upon which we can both enable organizations to identify and engage high-intent prospects as well as introduce incremental applications that enhance B2B sales and marketing operations,” said Koskinen.

Karweg envisions an ABM workflow that begins with an ICP analysis that identifies net-new accounts.  The ICP is then mapped against Leadfeeder’s visitor intelligence and Echobot’s firmographics and event triggers to identify high-value, in-market accounts for programmatic marketing.  While programmatic campaigns are not yet supported, they are in development.

Great Hill Partners has also committed an additional €50 million toward future acquisitions.  In an interview with GZ Consulting, Echobot CEO Bastian Karweg indicated that the €50M in dry powder would be used towards acquiring talent, RevTech functionality, or expanded content.

The equity acquisition is a combination of primary and secondary funding, with Great Hill Partners buying out many of the original investors.  It named Growth Partner Derek Schoettle Chairman of the Board and placed Great Hill Partners Managing Director Chris Gaffney and Vice President Greg Stewart on the board of the merged organization.

Schoettle is also on the board of ABX Platform Terminus, another Great Hill investment.  He was the CEO of ZoomInfo when DiscoverOrg acquired it in 2019 (DiscoverOrg subsequently assumed the name ZoomInfo), so he and the new board members offer deep Go-to-Market domain expertise.

“Go-to-market is one of the fastest-growing areas of B2B software.  Sales and marketing organizations need timely, accurate information and intelligent systems to identify and engage their prospects in an increasingly personalized, automated fashion.  By bringing together Echobot and Leadfeeder, we can create the next-generation sales intelligence and go-to-market platform,” stated Derek Schoettle.

The transaction is a merger of equals bringing together two firms of roughly the same revenue and employee base.  Both firms have over €10M in ARR and are growing rapidly.  Echobot grew 70% last year, while Leadfeeder had a 50% growth figure.  Echobot has long been profitable, and Leadfeeder is nearing profitability. 

The firms will initially run as independent brands as they merge their operations and platforms.  The deal closed a few weeks ago but was announced this morning.  Thus, they have already begun combining finance and HR.  The two brands will be maintained in the near term with rebranding under consideration for 2023 as Echobot is also the name of a Mirai malware variant.

Valuation figures were not disclosed, but the final price was determined before the recent valuation declines and did not change.  The firms were both being advised by GP Bullhound, which suggested that packaging the two firms together would result in a more effective growth equity round.  Furthermore, the two companies offered features on each other’s roadmap so were logical complements.

Europe has been tracking behind the US in the Sales Intelligence space, with several national champions now looking to offer European datasets and local UIs.  European sales intelligence and B2B DaaS solutions must meet higher data compliance and privacy standards, incorporate registered data from national registers, support multiple currencies, and many languages.

Echobot covers the D-A-CH region (Germany, Austria, and Switzerland), the UK, and France, with a general European data package added late last year.  A Nordic data package has been accelerated due to the merger, which would increase its competitiveness against Dun & Bradstreet and Vainu.

“One of the most requested developments for 2021 was to access data from the entire European market.  That was not only requested from German customers with a strong export to European countries, but also from new, international users that want to expand into Europe,” explained Karweg last November when Echobot added coverage of over twenty European countries.

“Europe is not one country but many, and there are differences between them, whether it’s to do with culture or data compliance,” remarked Schoettle.  “Having a platform that is unique and linguistic-specific, and serving its markets with high-quality data, is a differentiator.”

“It’s a dream match,” argued Koskinen.  While previously the firm purchased contact data from multiple sources, “it has been difficult to get sufficiently up-to-date and accurate data.”  With the merger, Leadfeeder will offer better data quality and “have all the expertise in-house” to expand its coverage.

Along with higher quality data, Leedfeeder will benefit from a broader set of firmographics, financials, and sales triggers for data enrichment and lead scoring.  Leadfeeder will also be able to cross-sell Echobot’s sales intelligence, prospecting, and data enrichment services to its 7,000 customers.

“We want to be the biggest in Europe,” stated Koskinen.  “It’s going to take a few years, but I think we’re succeeding…We have long had customers all over the world.  After the merger, we will be able to offer something that no one else can.”

Echobot offers German and English-language Sales Triggers.