Zoominfo launched a podcast series called Talk Data to Me and posted its first two shows: Mike Volpe of Lola discusses surviving the pandemic as a business travel startup, and Debbie Tang of Bridge Partners examines the increase in Diversity and Inclusion hiring at Fortune 500 companies. The series is hosted by Sam Balter, ZoomInfo’s Director of Editorial and Thought Leadership, and Stephanie Tonneson, ZoomInfo’s Audio Producer and Marketing Coordinator
“Talk Data to Me brings data to life, so to speak,” said Balter. “Data, especially in B2B, can be complex and challenging, but we make it accessible by talking with leaders who can share the stories behind the digits. During the conversations, our assumptions are challenged, our biases are confronted, and, at times, our interpretations are conflicting. This messy process of theory, research, and revision is how we arrive at insights. This is what it means when someone wants to talk data.”
RingLead also offers a set of interviews (Talk Data to Me) that include an archive of video snippets where the vendors answer questions about themselves. If you filter for “Meet the Vendors,” you will find a dozen interviews around their partners in the DataExchange.
Ringlead was a pioneer in the B2B DaaS space and continues to support batch and on-demand company and contact intelligence. They began building matching algorithms for duplicate cleansing and prevention in 2004 and joined Salesforce’s AppExchange as an early partner. RingLead’s algorithms are used to connect third-party databases for data appends. The firm now provides a broad set of B2B DaaS hygiene and enrichment services including data cleansing, standardization, normalization, de-duping, segmentation, routing, and appending services. Users can upload lists to their cloud service or perform ongoing updates to enterprise software platforms.
Prior to enriching records, RingLead performs a set of validation
and standardization steps which both enhance the data and improve match
rates. Names and addresses are standardized, emails are validated, and
customer-specific mapping logic such as revenue bands and industry sectors are
Sales Ops and Marketing also have control over duplicate matching
logic and data consolidation rules. Field-level rules help determine
which fields are retained when records are merged or whether fields should be
concatenated. When records are enriched, admins can set fields to always
be overlaid or enriched only when null. Over 100 company and contact
fields are supported.
RingLead provides enterprise software connectors for Salesforce,
Eloqua, and Marketo. Several others are in development. For
lead forms and which provides company suggest logic for immediate
matching. Records are validated upon submission and immediately
enriched. Duplicate checking is also performed.
In Salesforce, duplicate logic is employed during record creation
and as a batch process. RingLead supports Account, Contact, Lead, and
Custom record data enrichment and I-frame display.
When routing leads, sales operations can distribute by name,
industry, geographic territory, size, or other field-based logic. Leads
are assigned to current account owners. If a lead is new and does not
match any pre-defined assignment rules, round-robin assignment is employed.
offers both its own master database of companies and contacts and API access to
data from other B2B and B2C vendors with admin-defined waterfall rules. Cascade
selection provides a broader set of fields as well as secondary and tertiary
vendors which can be called if the primary is unable to enrich a record. Third-party
records are standardized so that data is normalized and displayed consistently
across all record sources. Custom segmentation rules are also employed
and duplicate prevention logic is applied across all of the vendors. Marketing
can even prospect against multiple vendors in RingLead with records de-duped
is shifting its focus from being a data vendor to facilitating a data ecosystem.
“There is no company that should use a single data provider,” said
RingLead Chief Product Officer John Kosturos. “We are giving customers
the ability to get the best data all the time.”
Company – Owler, DatabaseUSA, LexisNexis, NetWise, KickFire, and Dun & Bradstreet resellers
customer may have a license with a data vendor, but choose to pull the data
through RingLead enrichment or prospecting. Customers pay the data vendor
for the data license and are charged only for API calls by RingLead. Cleanse
and Enrich have volume-based pricing based on the number of supported records.
begins at $2,000 per month, “far less than it would cost to hire a person to
try to manage these processes manually,” said Kosturos.
the core functionality is designed for marketing and sales operations, the DMS
Capture Chrome extension (see image on right) allows sales reps to conduct
real-time company and contact research from LinkedIn, LinkedIn Sales Navigator,
Google, or company pages. Capture sends records to over twenty platforms
including CRM and Sales Engagement vendors. Standardized records can be
sent to Salesforce as Accounts, Contacts, or Leads. Duplicate records are
flagged. Over 75 standardized fields are available including emails,
direct dials, LinkedIn hyperlinks, Twitter handles, firmographics, and
technographics. When performed against Google search results, LinkedIn
lists, or Executive Pages, a list of matched contact profiles is displayed and
may be uploaded selectively or in bulk.
include CA Technologies, HP, Uber, Capital One, BNY Mellon, and the New York
LinkedIn does not permit lead/contact downloading. This is part of the privacy agreement they have with their members.
That being said, there are some workarounds. The first is to license Salesforce Navigator which maintains a set of Accounts (companies) and Leads (contacts) within the product. While not downloadable, you receive alerts on those contacts along with messaging tools (InMail, messaging, and PointDrive).
You can also download accounts and contacts (called Leads within Sales Navigator) from Salesforce or MS Dynamics to LinkedIn Sales Navigator. While company and contact data is view only within CRMs, any data entered into LinkedIn (e.g. Notes, InMails) is uploaded to your CRM.
Sales Navigator includes a set of SNAP connectors for CRM, Sales Engagement, and other platforms. This tool provides a subset of Sales Navigator and Functionality within enterprise software. Features include profile viewing, InMail, connections, and icebreakers (talking points).
Option 2 is to license a chrome extension which recognizes domain names and LinkedIn profiles and matches them against their reference database. They then provide contact details and company firmographics within a right-handed side window. These databases usually include email and phone information not available in LinkedIn. Some include other details such as company technographics, news, and Alexa scores. Vendors with Chrome extensions include Zoominfo ReachOut, DiscoverOrg, HG Insights, DataFox, RingLead, Sigstr, PersistIQ, and Pitchbook.
Chrome extensions support send to Salesforce, MS Dynamics, Outreach, and SalesLoft features. Thus, you can be researching a company or contact, click on the extension icon, and kick off a sales engagement cadence within a few seconds (longer if you pause to review the enhanced profiles). A few even include contact prospecting for companies so you can search for specific company roles and
Add them to your CRM as contacts or leads individually or in bulk
Be notified of contacts already in your CRM (to avoid duplicates)