Zoominfo Health Scan Analysis

Zoominfo, which is readying to IPO, launched a Health Scan Analysis to help firms identify “key segments for opportunities” within their Total Addressable Market (TAM).  The service identifies targetable market segments that are less impacted by COVID along with which segments to avoid.  Firms can then “quickly pivot their go-to-market strategy and focus their efforts on worthwhile prospects ready to buy.”

The Health Scan begins with a consultation where customers share details about their pipeline and business challenges.  Zoominfo’s data solutions team then analyzes the company’s pipeline and win-rate trends before and during the downturn.  The analysis includes “benchmarks to pinpoint where any pipeline degradation may have occurred.”

The Data Solutions team conducts a market assessment that identifies opportunities and sizes their TAM.  The report also includes a market segmentation analysis and a “hand-selected list” of targets from Zoominfo’s database of companies and contacts.

“Recognizing that current market conditions are extraordinarily challenging, it’s more important than ever to ensure that our customers are generating high-quality contacts for their pipeline.  We discovered valuable takeaways when examining our own position in this same manner.  As a result, we’re offering our clients these data-driven insights on how to optimize their go-to-market strategies so they can continue to hit their numbers and thrive in a changing market.”

ZoomInfo CEO Henry Schuck

From the initial interview through report delivery [Sample PDF], Zoominfo promises a five business-day turnaround.

Zoominfo is not the only firm that provides pipeline analyses. Dun & Bradstreet offers a similar analytics service which combines firmographics with industry risk data and InsideView offers Apex.

D&B: Pipeline Health Analysis for Risk Reduction and Targeting Ideal Customers

Dun & Bradstreet, which has been running pipeline health analyses for its clients over the past three weeks, assessed over 35 million accounts across 125 pipelines.  They found that 21% of accounts were subject to high financial risk based on several factors: slow payment, bankruptcy, unpaid debt, and business viability, a statistic which VP of Product Marketing, Dun & Bradstreet Sales & Marketing Solutions Dennis Olcay called “jarring:”

“We continue to keep a close eye on this number, but that is a jarring statistic that demands attention as it relates to go-to-market strategies,” wrote Olcay.

“The dominant theme of our customer conversations today is how to be both sensitive and impactful in the new environment.  We have found the new environment has unleashed entirely new forms of sales and marketing campaigns – far less driven by self-positioning and more characterized by seeking to meet customers where they are.”

Digital Marketing Solutions CRO Michael McCarroll

Dun & Bradstreet offered a high-level risk segmentation based upon SIC codes and each industry’s risk profile (see chart on the right).  Industries were stratified across five categories: Essential businesses (e.g. food supply, hospitals), Supports Remote (i.e. businesses which were able to transition to WFH), requires contact (e.g. hospitality, entertainment), delivery-based retail (e-commerce, e-delivery, logistics), and central production (e.g. manufacturing, natural resource extraction). 

Dun & Bradstreet cautions that simple SIC analysis is only the first pass in performing a risk assessment.  Firms may be in the same industry but have different go-to-market and operational strategies that impact their risk profile.  Another factor is their exposure to supply chain and customer risk.

“Despite the promise of MarTech to enable speed and scale for your go-to-market strategy, this is a time to hit the pause button and rethink your go-to-market approach,” cautioned Olcay.  “Don’t sacrifice tailored messaging for the sake of scale and speed to market – the additional thought you put in now to think about fit, intent, and risk will pay dividends when your audiences notice you’re empathizing with them and offering real value that aligns to the specific challenges they are experiencing.”

And Dun & Bradstreet isn’t the only firm that is promoting pipeline analyses for its clients. Zoominfo is offering a similar service which I will cover in my next blog. If you don’t know where to find revenue in June and Q3, a pipeline analysis is an excellent place to start.

Dun & Bradstreet and DueDil (UK) are offering industry barometers to help refine your targeting. Vertical IQ is offering industry-specific pandemic analysis as part of its industry overviews. Experian is providing a regional and industry analysis by risk level.

And on the marketing side, HubSpot has been publishing weekly marketing metrics for their 70,000 customers. Data includes deal open rates, deal close rates, email prospecting, site visit rates etc. Users can even drill down by segment and country to benchmark their sales and marketing performance against peers. The most recent analysis is for the week of May 18.

Terminus Full-Funnel Marketing

Terminus announced a set of additional “full-funnel marketing” features to its ABM platform.  New B2B account-based marketing capabilities include dynamic web personalization, lead-to-account matching, account engagement scores, expanded ABM reporting, and streamlined workflows.

Dynamic Web Personalization ensures a “consistent and relevant experience” to website visitors independent of their originating channel.  With web personalization, markers can serve up “visually impactful content [that] appears depending on what segment a visitor is in, allowing every page on your website to dynamically deliver relevant information.”  Marketers do not need to build multiple landing pages.  Terminus supports personalization by industry, revenue range, intent, relationship, engagement, CRM stage, or Target Account List in the Account Hub.

The new Lead-to-Account matching ties leads to the appropriate Salesforce Account record.  The Lead-to-Account capability is powered by the Terminus B2B Account Graph that helps marketing “maintain CRM accuracy, enable custom reports and workflows, and keep sales teams organized and thinking about the entire buying committee.”

Terminus, which already provides relationship scores, added engagement scoring to its analytical tool kit.  As engagement varies by company and market, “users can now configure how valuable various digital touchpoints are to better report on what accounts are engaged in the ABM Scorecard.”   The ABM Scorecard is a marketing dashboard that evaluates marketing’s impact on engagement, pipeline, and revenue.  The ABM Scorecard assesses engagement impact across both time and segment.

“If you are struggling to understand how to measure the ROI of your account-based marketing program, the updated ABM scorecard with Trends is a great way to prove that you are driving desired business outcomes.  You can do this by segmenting by your targeted accounts and layering in Terminus firmographics to quickly see pipeline and revenue by industry, revenue range, employee range, etc. to show your CMO how you are driving results over time.  This enhanced scorecard allows you to quickly see how each one of your ABM programs is getting to engagement, pipeline, and revenue goals.  By trending your key marketing KPIs you can see if you’re accelerating or decelerating toward your goals, so you can easily pivot if necessary.”

Terminus VP of Growth and Product Marketing Janet Polyakov

Terminus completed its Sigstr integration following its late 2019 acquisition of the relationship intelligence firm.  Sigstr analyzes communications patterns in employee emails, helping determine both account and contact relationship strength.

“These Relationship Scores are a unique, first-party data source that informs teams how their relationships with specific accounts and contacts are improving or degrading over time by providing buying intent signals, sales coaching opportunities, and more accurate pipeline forecasting,” said Terminus.  “Additionally, Sigstr’s email marketing capabilities enable users to unify messaging across the web, owned websites, and the inbox.  The new capability provides users the ability to centrally control the email signatures of their employees while promoting dynamic, personalized content to the most engaged audiences in the inbox.”

Other new features include a native integration with Google Analytics and enhanced ad campaign reporting with trended advertising metrics.

“With these new capabilities, we’ve doubled down on our effort to be the most complete account-based platform on the market,” said Bryan Brown, chief product officer at Terminus.  “As marketers’ jobs become more demanding, it’s critical that they are able to execute with agility across multiple points of interaction, be it ads, web, or email, all from a single platform.  Terminus enables users to easily measure business outcomes well beyond clicks and leads that facilitate better collaboration across teams and deliver higher quality engagements.”

Dun & Bradstreet Pipeline Risk Analysis

Dun & Bradstreet is offering a free Pipeline Risk Analysis to help firms better understand which opportunities are at risk due to the pandemic.  The analysis may also be used for supply chain or portfolio analysis.  The Health Scan takes a corporate family tree approach to opportunity analysis that leverages Dun & Bradstreet’s global corporate linkages.  Thus, it flags accounts where greater than 20% of their locations are in geographies with commerce and population movement restrictions.  

The analysis also identifies accounts located in geographies with restrictions, accounts in industries directly impacted by government restrictions, and firms deemed at risk according to Dun & Bradstreet’s predictive metrics (Delinquency Score, Failure Score, or Viability Rating).

“Our predictive models indicate that companies operating with limited margin are likely to face hardships when their normal operating environment is disrupted significantly,” stated the firm.  “Our predictive scores show these populations of companies are more likely to struggle to balance all financial obligations, especially if direct sales are compromised through a change in customer behavior.”

As Dun & Bradstreet delivers both risk (credit, supplier) services and sales and marketing solutions, they are better positioned to offer a hybrid solution that evaluates accounts based upon a series of risk factors.

“By adding ‘risk’ as an additional dimension for account selection in addition to fit and intent, organizations can identify accounts that have the highest likelihood of facing financial strain and potentially going out of business. This helps sales teams prioritize their time and helps marketing teams allocate their limited resources more wisely.”

Dun & Bradstreet VP of Product Marketing Deniz Olcay

Olcay also noted that there is an information asymmetry that benefits purchasers.  Buyers have a much better understanding of their cash position and risk profile than sellers, resulting in “adverse selection,” to the benefit of buyers.

When modeling for Customer Acquisition Cost (CAC), collections risk is usually not a significant factor in the calculation; however, during a recession, collection costs and delays need to be factored into the CAC calculation.  Firms become much more guarded with their cash during recessions, extending payment periods to maintain liquidity.

“Marketers and sellers may not be measured on being able to collect payments, but it has a significant impact on the performance of the business,” said Olcay.

Dun & Bradstreet notes that the pandemic demonstrated how interconnected the global economy has become with problems in one region cascading into others.  As always, firms should be selecting target accounts based on fit, intent, and risk.  While diversifying your portfolio makes sense as a long-term strategy for hedging risk, it is a poor strategy when near-term risk information is ignored.

“As it relates to go-to-market planning, diversifying your target accounts to reduce risk can hardly be sound advice.  But, knowing the risk profile for your ‘basket of accounts’ may protect your organization from missing revenue targets.  Now more than ever, teams must keep their emotions in check and make sound targeting decisions based on risk.”

Dun & Bradstreet VP of Product Marketing Deniz Olcay

Dun & Bradstreet provided a set of recommendations for “protecting your go-to-market engine.”  These include maintaining a centralized repository of customer and prospect intelligence that is continuously updated, reassessing the Ideal Customer Profile in light of new risk factors, and reallocating marketing spend to focus on lower-risk opportunities.  Dun & Bradstreet also recommends identifying net-new accounts based on pipeline risk and concentrating on upsell and cross-sell opportunities at stable accounts.


Dun & Bradstreet is also offering Business Insights for Business & Government in the Age of COVID-19. I covered this service last week.

SalesLoft: Sales Engagement for WFH Sales Teams (Part II)

Continuing my conversation with Sunshine Levin (Part I), Director of Customer and Analyst Relations at SalesLoft. One of the key features of Sales Engagement Platforms is cadences (aka sequences) which automate a set of outbound, multi-channel communications and monitor the response.

SalesLoft Cadence & Activity Feed

Because cadences are automated, reps do not need to schedule most tasks.  Instead, next steps are automatically tracked, and current activity is recorded and synced with Salesforce.  Furthermore, SEPs monitor response rates and support A/B testing. Levin recommends that admins review reports and dashboards to determine changes in the efficacy of tactics and messaging.

Another benefit of activity tracking concerns management visibility into sales rep activity and prospect engagement.  In the current environment, where family members may be ill, and children are at home, managers need to be sensitive to each rep’s situation and not focus on traditional productivity metrics.  To assist with planning, SalesLoft offers prioritization tools such as Hot Leads and a Pipeline View, their newly introduced, native offering resulting from the recently acquired Costello solution: 

“For Salesforce users,  SalesLoft Deals can give you a holistic view of everything that matters when managing a deal.  Within SalesLoft Deals, Pipeline View will help your team prevent opportunities from slipping through the cracks, while Deal View can facilitate coaching and strategy conversations about opportunities during one-on-ones.  Finally, keep an eye on deal health by reviewing Deal Gaps to identify opportunities that may be slipping and what you should do to get deals back on track.”

SalesLoft Blog

Live Call Studio and Conversation Intelligence allows managers and trainers to listen in on sales calls, whisper suggestions to the rep, and join calls.  These tools are particularly valuable for new reps that may have had little face-to-face training before offices were closed and for target accounts where reps are looking for additional assistance on major deals.  Calls may be recorded, transcribed, and analyzed, providing a basis for call post-mortems and training. Automated indexing allows reps and managers to review critical points (e.g. Next Steps, Pricing, Competitors) afterward.  Analytics also assess engagement (was it a true back and forth or a few comments with long monologues) and calculate the frequency of filler words. Playlists provide a library of sales best practices, allowing new hires to listen to snippets around product, pricing, competition, objection handling, etc.  Should a rep have difficulties on a topic, she can forward a conversational snippet to the appropriate expert or subject owner (e.g. manager, product marketing, customer support) for feedback. Conversational snippets present the voice of the customer to the subject matter expert, providing an unfiltered view of the question or concern.

Leaderboards help encourage healthy rivalry between reps.

SalesLoft noted that home Wi-Fi connections could be spotty, so reps may need to connect through their router directly.  A second option is to set up call passthrough where the call is initiated from a mobile app or the browser and is handled as a mobile or landline call.  Call passthrough provides an alternate, higher quality channel while recording both sales activity and conversational intelligence.

SalesLoft’s platform has matured from a Cadence service to SDRs to a broader sales engagement platform that supports account execs, customer success managers, and WFH use cases.  The core cadence feature set is now accompanied by conversational intelligence, enhanced analytics, and deal management tools buttressed by a growing ecosystem of application partners.

Gong Deal Intelligence

Conversation Intelligence vendor Gong announced the availability of Deal Intelligence, their new AI-driven insights service that provides a “clear, up-to-date view” of deal status, recent interactions, and at-risk deals.  Deal Intelligence also helps sales managers provide targeted coaching and assess pipeline activity.

“Deal Intelligence allows us to do quicker pipeline inspections and validate with a third party that we really are where we say we are in the process,” said Armen Zildjian, VP of Sales at Drift.  “It is not to micromanage but to continue to coach and give reps the next best step with the customer, so we really can rely on that business.”

New features include

  • Deal Board:  Quickly understand which deals are healthy and which require immediate attention.
  • Deal Warnings: Spot warning signs such as a lack of recent activity and close date in the past.  Planned warnings include no future calls scheduled and no decision-maker involved.
  • Account Page: Centralizes deal-related interactions across email, web conference, and phone to proactively identify risks and review conversations
  • Engagement Map: Ensures that a deal is multi-threaded and that reps are engaged with the right people in the right way.

“Consider what can be done when you have every phone call, email, and customer interaction automatically captured and the ability to analyze those interactions.  It will allow organizations to get a sharper picture of prospect intent and where an account is in the sales process.”

TOPO Sales Analyst Dan Gottlieb

Pipeline Analytics and deal risk are an emerging category of sales analytics.  Firms such as Gong, Costello (recently acquired by SalesLoft), and Clari provide a single-pane view for identifying deal risk, assessing multi-threaded engagement, and conducting pipeline reviews.

Deal Intelligence is available to all current customers as part of their core offering.  Admins must turn on email sync from popular clients such as G Suite and Microsoft 365.  Sales Engagement partners include SalesLoft, Outreach, Groove, and Xant.

Deal Intelligence is view-only and does not support Opportunity record updating.  CRM sync is a planned feature.  

Gong supports a broad set of conferencing and dialing tools, including Zoom, UberConference, BlueJeans, WebEx, GoToMeeting, Join.Me, RingCentral, Dialpad, Amazon Connect, Google Meet, and Skype.

Gong does not publish any pricing and simply states that pricing is based upon “how many recorded reps you have,” not the number of listeners.

SalesLoft Acquires Costello

Costello Dashboard within SalesLoft

Sales engagement vendor SalesLoft acquired Costello earlier this week.  Costello, which describes itself as an opportunity management software company, supports quick deal updates, guided selling playbooks, pipeline collaboration, and real-time CRM sync.  Other features include deal management, dashboards, and dynamic note-taking.

SalesLoft said that the acquisition “furthers SalesLoft’s mission to help account executives not only prospect and build pipeline, but manage their day and their deals, from creation through close.”

“Combining Costello and SalesLoft gives all sellers, whether they’re pipeline builders, closers, or responsible for upsells and renewals, a platform to deliver the ultimate buyer experience and close more revenue.  Sales engagement is now the place all reps can start and end their days,” said SalesLoft CEO Kyle Porter.

“Sales Engagement isn’t just about generating pipeline.  It is about all the people who engage with customers and prospects throughout their journey.  We are working with our customers to constantly evolve what sales engagement can do for them.  It now represents the complete workflow application for sellers.  It’s a giant leap towards solving the sales challenges I hear from revenue leaders all the time.”

SalesLoft CEO Kyle Porter

Costello has been available as a SalesLoft application partner since last year.  “The companies will continue to support existing Costello customers, invest and enhance product capabilities, and natively integrate Costello capabilities into the SalesLoft platform,” stated the firm.

Solution matrix posted by SalesLoft CEO Kyle Porter

SalesLoft listed four sales challenges that are addressed by the merged company: updating opportunities, app switching, new hire account messaging, and simplified pipeline review.  

During calls, Costello acts as a “real-time co-pilot” that ensures sales reps ask key questions, handle objections, and tell relevant customer stories.

Costello displays a Deal Dashboard and Deal View from within SalesLoft for pipeline management.  Deal Status elements include deal stage, days in stage, days active, and deal amount.  Costello also calls out Deal Gaps (missing deal fields, days past due), Stakeholders (buyers’ circle with roles and concerns), Call Summary with notes, and a deal timeline.

Costello is SalesLoft’s second acquisition.  They previously acquired NoteNinja which served as the basis for their meeting scheduling and intelligence functionality.  SalesLoft plans to natively integrate Costello functionality into the SalesLoft platform while investing and enhancing product capabilities.

SalesLoft supports over 2,300 companies and has grown revenue 1,000 percent over the past three years.  The firm has 450 employees.

“Sales Engagement platforms have started to make significant progress with sales organizations.  When we look across our dataset of high-growth early-adopters, 69% are leveraging a Sales Engagement platform today. As the sales engagement platform market looks to expand to the more widespread market of sales reps, we expect the platform’s feature set will also expand beyond traditional prospecting channels to serve all the day-to-day needs of the sales rep including enablement, planning and forecasting and productivity.”

Craig Rosenberg, Co-founder and Chief Analyst of TOPO

Financial details were not disclosed.

Clari Partners with SalesLoft

Clari is the latest vendor to join the SalesLoft app directory of over fifty partners.  Clari’s Connected Revenue Operations Platform “automatically tracks sales activity data and engagement for your entire revenue operations team so you can measure the health of your pipeline and forecast more accurately,” announced SalesLoft.  “Increased signal intelligence helps reps and managers understand which opportunities are trending in the right direction, and which can use more engagement to drive them forward.”

Clari’s AI engine analyzes SalesLoft engagement activity including email opens, calls made, and LinkedIn messaging to help “reps focus on the right deals and managers make more accurate forecasts.”

Clari's "single pane of glass" aggregates activity intelligence across teams and sales reps by Opportunity
Clari’s “single pane of glass” aggregates activity intelligence across teams and sales reps by Opportunity.

SalesLoft noted that the buyer’s journey is complex with enterprise deals touching eight buyers and influencers at enterprise prospects.  Thus, “it can be tough to know what activities have occurred with which personas and even tougher to know which activities to attempt next to move the needle.”

The joint solution provides a single pane of glass for assessing sales rep activities, determining which activities move deals forward, and planning for next steps.

“Too often, go-to-market teams operate in disconnected silos.  We’re fixing this by using AI and automation to connect real-time business activity with back-office systems and processes so teams spend less time entering data, and sales, marketing, and customer success are always on the same page.  Bridging these silos makes every campaign, QBR [Quarterly Business Review], and forecast call more data-driven and actionable.”

Clari CEO Andy Byrne

Besides SalesLoft, Clari application partners include Outreach, Yesware, LinkedIn Sales Navigator, DiscoverOrg, Salesforce, Marketo, Slack, Gmail, and Outlook.

SalesLoft Costello App for Opportunity Analysis

The Costello Dashboard facilitates quick opportunity updates and streamlined pipeline reviews.
The Costello Dashboard facilitates quick opportunity updates and streamlined pipeline reviews.

Costello, which describes itself as sales co-pilot software, released an upgraded integration with SalesLoft.  The app displays Salesforce Opportunities from within the SalesLoft sales engagement platform.  The service is generally available to joint customers through SalesLoft’s App Directory.

Costello displays a Deal Dashboard and Deal View from within SalesLoft for pipeline management.  Deal Status elements include deal stage, days in stage, days active, and deal amount.  Costello also calls out Deal Gaps (missing deal fields, days past due), Stakeholders (buyers’ circle with roles and concerns), Call Summary with notes, and a deal timeline.

Finally, reps and managers can quickly review three to five of the most important deal details such as key buying criteria, key challenges, and desired outcomes.

“Deal View gives reps, managers, and leaders across the company a simple, streamlined view of everything that matters when managing a deal.  And it gives your team an easier, more intuitive way to manage stakeholders, so you can quickly figure out who matters most, what they care about, and what their blockers are.”

Costello Chief Strategy Officer Rod Feuer

A single-pane view supports In-line opportunity edits and a unified view which supports quick updates and pipeline review meetings.  Costello claims opportunity updates may be performed 75% more quickly.   “This is a game-changer not only for productivity but for pipeline confidence,” said Costello CEO Frank Dale.

A single-pane opportunity viewer is offered by other companies including LinkedIn Sales Navigator, Artesian Solutions, and Clari.

LinkedIn Sales Navigator Pipeline Reviews & Buyers Circle (Q3 2018)

Buyer Circle, a new Sales Navigator feature released in Q3, provides drag-and-drop functionality for defining purchasing roles and players.
Buyer Circle, a new Sales Navigator feature released in Q3, provides drag-and-drop functionality for defining purchasing roles and players.

Last month, LinkedIn rolled out its Q3 Sales Navigator release to admins and trainers.  Enhancements include a new Deals feature to assist with pipeline reviews, “Buyer Circles,” an updated search user experience, and revised mobile lead pages.  Several partner platforms are also rolling out version 2 of their SNAP integrations.

During pipeline reviews, “managers are really trying to find out what are areas of weakness in the pipeline and how they can help. A lot of times, because the information that’s been put into CRM is incomplete, that can be a challenging conversation,” says Doug Camplejohn, VP of Product Management at LinkedIn Sales Solutions. “The problem Deals is ultimately trying to solve is how do you increase the quality of that data that is ultimately stored in the CRM, and by making it much easier for the rep to quickly see missing points of information as well as to add in what one could argue is the most important information—who are all the people that are involved in that buying decision at the target company.”

LinkedIn noted that pipeline review sessions are often frustrating due to incomplete and out of date CRM information resulting in a “20 questions” session in search of deal risks.  The new Deal feature pulls deal and contact intelligence from the CRM and streamlines the update process.  Instead of jumping between opportunity records, reps can manage their pipeline updates from a single pane of glass.  The update table allows reps to quickly enter deal intelligence including deal size, stage, close date, and next steps with information immediately written back to the CRM.

Deals requires that the Salesforce Admin enable CRM synch.  Reps will only be able to view and edit fields for which they have been granted permission and only for Opportunities in their name.  Managers will only be able to view Deals for their team members.

Deals includes a Buyer’s Circle feature which helps reps quickly fill gaps in their Buying Committee.  “The real power comes when you want to add missing role contacts,” Doug Camplejohn, LinkedIn Sales Solutions VP Products wrote to licensors.  “Buyer’s Circle makes it easy to select anyone on LinkedIn and drag them to a role, which, again, automatically updates your CRM. And if that contact is not already in your CRM, Deals lets you create a new CRM contact associated with that opportunity in just a few clicks.”

As LinkedIn does not deliver member-specific details to third-parties, Buyers Circle only uploads First and Last Name, Title, and Company.  Other buyer details would need to be keyed in by the sales rep or populated by a third-party enrichment vendor.

Deals is available in Salesforce.com with the Q3 release and will be available in Microsoft Dynamics in Q4.

The new Deals feature provides a tabular view of opportunities for rapid update and sharing with managers.
The new Deals feature provides a tabular view of opportunities for rapid update and sharing with managers.

Deals is part of the Team and Enterprise editions and is based on a Heighten capability “rebuilt from the ground up.”  Heighten was acquired in 2017.

“B2B selling is more complicated these days where you often have half a dozen people involved, but they’re not all recognized.  A sales rep will put a single contact into the system, and if the deal goes sideways it’s hard to figure out who to contact or how to move forward.”

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

“I think the Deals module is the most interesting part of this release because it offers the biggest benefit,” said Gartner analyst Todd Berkowitz. “If you are in a market like tech or manufacturing or a complicated services deal, the number of people involved keeps going up including those who can influence the deal or an assassin who can kill it. The more information you can provide about all the people involved in the deal, the better. And the way the Buyers Circle surfaces information on people and brings it forward with one click is a real benefit.”


Part II covering additional features such as new SNAP integrations and mobile Lead profiles will publish on Monday.