SalesLoft Partner Ecosystem

SalesLoft Partner Ecosystem (March 2019)
SalesLoft Partner Ecosystem (March 2019)

SalesLoft looks for partners that help “activate the authentic seller in everyone,” boost their productivity, and help customers scale their business.  Vendors should be adjacent to Sales Engagement, filling the gaps of functionality in the platform.  

Partners pledge to serve joint customers first, invest in the success of integrations through co-marketing, and “support our developer community, thus enabling innovation,” said VP of Product Strategy Sean Kester.

Kester noted that the partner ecosystem provides a strategic market advantage as it “creates a moat in the ecosystem supplanting us as the dominant #1 player.”  It also “significantly enhances customer LTV (lifetime value) due to the sticky nature of usage” and “drives customer acquisition through the roof, and CAC (customer acquisition cost) down due to leads driven from partners.”

The SalesLoft ecosystem has grown to 54 partners with a million “integration actions executed” over the past six months.  Nearly 2,700 teams have one or two integrations with 800 having implemented three and 500 having four or more integrations.

Kester discussed the partner ecosystem at SalesLoft’s recent #Rainmaker19 conference.

The top partner integrations are LinkedIn Sales Navigator, Sendoso, Showpad, and Vidyard.  VP of Product Strategy Sean Kester called Sales Navigator “by far the most popular integration we have.”  The SNAP integration supports four cadence steps: Account and Lead (contact) research, introductions, connection request, and InMail (Salesforce is an investor in SalesLoft).

Sendoso provides a direct mail service.  Integrated cadence steps allow sales reps to send direct mail, company swag, handwritten notes, eGifts, and Amazon items.

Showpad is integrated with the sales reps’ workflow.  Within SalesLoft, users can easily add content to their email campaigns, and gauge their prospects’ level of interest.  Showpad also provides context-specific content recommendations.

Vidyard GoVideo helps sales reps “easily create polished and personal videos for your prospects using Vidyard GoVideo webcam and screen recorder,” said Kester.  Sales reps can “boost response rates and humanize sales outreach by adding video to your sales emails in SalesLoft.

SalesLoft includes a freemium version and has supported 175,000 platform videos.

New partners include

  • Sales Content: Costello (Playbooks), OneMob (Video), VidGrid (1:1 Video), Outgrow (Interactive Content), Nova.ai (Messaging Hooks)
  • Sales Coaching: Outgrow, Fusion Funnel
  • Sales Intelligence: SalesIntel.io (Contacts), RingLead (Lead Enrichment), Buzzboard (SMB Profiles)
  • Compliance: DataGrail (GDPR)
  • Integration: Fireflies, PieSync, AppBuddy (SFDC Tools), Azuqua, Tray.io
  • Analytics: Triblio (ABM, Intent)
  • Video Conferencing: GoToMeeting; Zoom; JoinMe; WebEx
  • Email: Inbox Ignite (Email Reputation Score), Makesbridge (Mass Email / MAP)
  • Outbound Services: ConnectandSell

SalesLoft announced several partnerships that are in their development pipeline including LeanData, Drift, Ramble Chat, and Seismic.

LeanData provides Lead-to-Account assignments with automated cadences by persona and customized conditions.  Sales Operations defines the lead assignment and routing rules which are displayed as a flow diagram with Send to SalesLoft Cadence steps.  Duplicate checking will prevent a second cadence from being kicked off.

Drift and Ramble Chat are joining Intercom as chat partners.  “Ramble empowers sales engagement customers with a unique ability to extend chat directly through their platform,” said Kester.  “Ramble creates an additional channel of communication for their customer interactions.”

Ramble Chat performs a reverse IP lookup that identifies the account and logs it to Salesforce or SalesLoft, providing a form of first-party intent intelligence.  Both inbound (anonymous) and outbound (Cadence driven) chat are supported with outbound chat connected to the originating sales rep.

“We are excited for our partnership with SalesLoft.  Ramble’s unique architecture enables us to deploy chat within third-party applications, like SalesLoft, which changes how sales leaders utilize chat for pipeline contribution.  We not only make chat ‘outbound’ and ‘inbound,’ but we give companies the ability to extend chat anywhere online as a means of instant connection and sales acceleration.  Moving beyond ‘omnichannel’ and towards ‘omnipresence.’  The full breadth our chat technology can be deployed organically, directly from SalesLoft, which provides a more seamless client experience and new channels for Sales Engagement.”


Ramble CEO Justin McDonald

Seismic offers an enterprise-grade content management system which recommends the next-best action for content.  The platform employs analytics to recommend which content is most likely to resonate with a prospect based on buying stage, vertical, etc.

DataGrail provides a GDPR and CCPA compliance tool which “enforces on-demand access and deletion of a requester’s personal data across all first and third-party/external business systems.”  DataGrail also centralizes customer email preferences.  Other features include the “detection of non-consented or high-risk contacts, including geographic fingerprinting and migration for consented to non-consented purposes” and alerts if a deleted contact is being recreated in a sales or marketing platform.

Current apps are displayed on SalesLoft’s App Directory which helps admins see how integrations work, understand their use cases, and co-market the integration.  A developer’ portal is in development.


Prior articles on SalesLoft Rainmaker 2019:

Quora: Does LinkedIn Sell Your Info?

The following is a Quora post answering the question, “Does LinkedIn Sell Your Info?”


This is likely to fall into a semantics question. If data is employed in the aggregate and your personally identifiable information is not disclosed, then I would argue that your information is not sold. Likewise, if you are presented an ad because your LinkedIn profile conforms with a target audience definition, your data is also not being sold.

I can’t answer for LinkedIn Recruiter, but can answer in the Sales and Marketing context.

LinkedIn offers a sales product called Sales Navigator. Users can view company and contact information on Navigator just as they can on the free service. It even supports viewing this data within third-party SNAP products. However, Navigator and SNAP are view only. Sales reps cannot download your profile or sync it with any of their partner platforms. They also restrict display of your email and phone information to your direct connects as well as other content you flag as restricted.

LinkedIn Marketing sells advertising on LinkedIn and Bing based upon your profile attributes. Advertisers define their target audience across a broad set of firmographic, career, and location variables, but these segments are not provided directly to the marketer. Instead, they are used for advertising display. Thus, your data isn’t sold, just your eyeballs.

LinkedIn treats its member’s data with respect. Microsoft, its parent company, has called for a US version of GDPR, the European data privacy standard. CEO Satya Nadella stated that “privacy is a fundamental human right” on an April 2018 earnings call and said that the firm has implemented an “end-to-end privacy architecture” which is GDPR compliant.

The LinkedIn SNAP AppExchange connector displays LinkedIn content and functionality within Salesforce, but does not sync any company or contact data with SFDC.
The LinkedIn SNAP AppExchange connector displays LinkedIn content and functionality within Salesforce, but does not sync any company or contact data with SFDC.

LinkedIn Sales Navigator Q1 Release (Part II: SNAP)

The Drift SNAP partnership provides LinkedIn intelligence to sales reps as they chat with prospects on the Drift platform.
The Drift SNAP partnership provides LinkedIn intelligence to sales reps as they chat with prospects on the Drift platform.

As part of their Q1 2019 release, LinkedIn rolled out a set of new SNAP (Sales Navigator Application Platform) partners including Altify, Drift, G2 Crowd, and Mixmax.  

The Drift partnership allows sales reps to “continue website conversations” after a prospect drops off of a Drift chat: “sometimes people leave your conversation abruptly – it happens. But as an SDR, that’s a potential meeting walking out the door. So what do you do? Well now you can send a connection request or follow up message with InMail right from within Drift.”

The Drift integration also displays contact and company intelligence including shared connections while a sales rep is chatting with a prospect visiting her website (see image on right).

“Gone are the days of toggling back and forth between LinkedIn and your ongoing sales conversation,” said Drift Product Marketer Daniel Murphy.  “Say goodbye to awkward lags in conversations. Prospects will never again have to wait for a response while SDRs search LinkedIn Sales Navigator or Salesforce to determine if they’re a good fit.  Now they can research a prospect’s company, see mutual connections, and grab other insights and conversation starters – all in real-time.”

G2 Crowd gathers intent data from 24 million technology searchers.  Intent data is collected from G2 profile and category views along with competitor comparisons.  Sales reps are notified when followed accounts are researching on G2 based on contact connections, sales preferences, search histories, and profile interactions.

“People don’t buy today as a result of cold calls and emails. The power is in the hands of the buyers doing more research than ever before. As sales teams, we need to focus on accepting the modern buyer journey and connecting to the right buyers at the right time. We’ve always been aligned with LinkedIn on this vision, and this integration helps us make it a reality.”


G2 Chief Revenue Officer Matt Gorniak

The Mixmax SNAP integration supports InMail and Connection requests and profile views from Gmail.

Altify’s org-chart software now displays insights and helps users identify key buyers across an organization.

Sales Navigator insights and functionality are displayed alongside Altify’s Relationship Maps.
Sales Navigator insights and functionality are displayed alongside Altify’s Relationship Maps.

LinkedIn also noted that it will be available within the Salesforce Winter 2019 release.  Salesforce admins can install the application from the Lightning Setup Console instead of the AppExchange.

One problem that has long dogged sales intelligence vendors is ongoing training and product exploration.  To encourage exploration, Sales Navigator added a coaching feature to extend product knowledge.  Sales Navigator Coach is a new dashboard that “suggests actions for customers to take and links to short learning videos.”  Actions are associated with core workflows.  The videos run thirty to forty seconds.

The new Sales Navigator Coach provides short videos and tips on key features.
The new Sales Navigator Coach provides short videos and tips on key features.

Finally, GDPR opt-outs are being added to PointDrive presentations.  PointDrive recipients will be able to revoke viewer tracking permission, effectively anonymizing their viewing data from sales reps.


Part 1 (Shared Custom Lists) posted yesterday.

LinkedIn Sales Navigator Q1 Release

LinkedIn Sales Navigator added Custom Account and Lead lists.
LinkedIn Sales Navigator rolled out Custom Account and Lead Lists in Q4 and added List Sharing in Q1 2019.

LinkedIn Sales Navigator began rolling out its Q1 release two weeks ago.  New features include custom list sharing, Sales Navigator Coach, list building exclusion filters, new Sales Navigator Application Platform (SNAP) integrations, and an expanded set of technologies selects.

LinkedIn Sales Solutions VP of Product Management Doug Camplejohn was most excited about custom list sharing, noting that that “selling is a team sport.”

Team members can share lists with other users on their contracts, share comments, and sort by “Last Updated” date so sales reps can stay apprised of updated leads and accounts.  Sales Navigator notifies users when lists are being shared with them.  However, lists reside only in LinkedIn and are not downloadable.

“Now we’re taking lists up a notch by adding the ability for you to share these custom lists between your team members and have comments shared as well. Sales Development Reps can collaborate with Account Executives on their team and share progress on breaking into new accounts. Relationship Managers and Customer Success Representatives can collaborate around the health of their named accounts throughout the customer lifecycle. And Marketing can easily share lists from events with the teams following up on new leads. The possibilities are endless.”


Doug Camplejohn, VP of Product Management, LinkedIn Sales Solutions

LinkedIn has long described Sales Navigator as a system of engagement that worked with systems of record (CRM) and communication (email, social).  Much of the initial focus was on lead messaging and SNAP connectors, but the firm is now placing a greater focus on teamwork.  Shared lead lists are “the first step in a broader strategy to enable collaboration across your selling teams,” wrote the firm.

Lead lists were released in Q4 and quickly employed by users.  250,000 custom lists were created within the first six weeks of availability.  A quarter of active users created custom lists post-launch.

Users can also save Leads and Accounts to custom Lists from partner applications via their broad set of SNAP partners.

LinkedIn stated that “sharing increases visibility of and fosters collaboration for your pipeline.”  Custom lists help teams organize and plan for key leads and accounts within lists: “Sharing allows them to collaborate with others as they research, contact, and advance relationships with those Leads and Accounts.”

Users can track team outreach to prospects, share leads with managers to discuss strategy, segment by source, and customize follow-on activities.

Other screening enhancements include the expansion of technology selects to 30,000 technologies and the addition of seven categories of exclusion criteria for leads: company, geography, seniority level, title, function, industry and school.  Account exclusions are provided for geography and industry.  Camplejohn noted that exclusion filters were one of the top user requests.


Part II covers SNAP partners, SFDC Lightning Setup Console integration, and the new Sales Navigator Coach

LinkedIn Q4 Sales Navigator

Sales Navigator now supports custom Account and Lead lists.
Sales Navigator now supports custom Account and Lead lists.

LinkedIn rolled out its Q4 Sales Navigator release in November, but I failed to blog about it.  (Q1 will be covered next week in this blog.) The release contains several nascent initiatives including custom lists and the collection of “Reports To” data to assist with organizational mapping.  Other feature sets include three new alerts, an improved accounts center, PointDrive activity logging, and additional SNAP connectors.

LinkedIn is beginning to collect data around who reports to whom.  As sales reps or others learn about reporting relationships, they can add them to executive profiles.  The data is then shared across the LinkedIn contract with co-workers but not more broadly.  Following after last quarter’s support of buying committees, it is evident that LinkedIn is looking to infuse additional project and reporting relationships within Sales Navigator.

“We’re laying the foundation for full-blown org charts by adding a new “Reports To” field on the Lead Page,” blogged Head of Products for LinkedIn Sales Solutions Doug Camplejohn.  “Once you learn who someone’s manager is, you can add that info to their page by searching for a name or browsing our recommendations.  Any additions you or your colleagues make will only appear to those in your company’s Sales Navigator contract. So, the next time you or a team member looks that lead up, you’ll see who they report to, who added that connection, and a reporting history.”

An unlimited number of custom lists of accounts or leads may be built within the LinkedIn desktop or mobile app. Users may post notes on saved leads or accounts and filter the lists by people who have changed jobs in the last 90 days, people who have posted on LinkedIn in the past 30 days, companies who have had senior leadership changes in the past 3 months, etc.

LinkedIn does not yet support custom list uploading. Custom Sharing is part of the Q1 release.

LinkedIn Sales Navigator added three new alerts
LinkedIn Sales Navigator added three new alerts

LinkedIn added three new alerts:

  1. Someone at a saved account viewed your profile
  2. A saved account has just raised funding
  3. A saved lead has engaged with LinkedIn posts from your company

which accompany six current alerts:

  1. A saved lead started a position at a new company
  2. A saved lead has a new position within the same company
  3. A saved lead viewed your profile
  4. A potential lead recently joined a saved account
  5. A saved lead has accepted your connection request
  6. A saved lead was mentioned in the news

Alerts are now included in the main menu bar of both the desktop and mobile editions.  Camplejohn noted that LinkedIn has improved the “signal-to-noise ratio” of its alerts.

“Think of our Alerts as a trusted sales advisor tapping you on the shoulder with information about your saved leads and accounts when it’s most important and relevant to you,” said Camplejohn.

LinkedIn has simplified its admin experience and “made it much easier to do tasks from assigning users to managing groups.”  LinkedIn also unified its administration module across Sales Navigator, LinkedIn Learning, and LinkedIn Recruiter.

Advanced Searching was added to the Sales Navigator mobile app, bringing it to list building parity with the desktop application.  Earlier this year, LinkedIn enhanced its company and lead profiles, also bringing them to parity with the desktop application.

“LinkedIn’s recent updates to its Sales Navigator management tool makes it a more robust platform for sales teams.  More importantly, the moves to bring more of its desktop features to the mobile app are evidence that LinkedIn finally understands how crucial a mobile experience is when designing a sales tool focused on lead management.”


Amy Gesenhues, MarTech Today

PointDrive, Sales Navigator’s multi-media sharing application, will begin writing activity history back to Microsoft Dynamics.  Salesforce PointDrive sync will come in 2019.  PointDrive presents documents and video to end users as a landing page and tracks views and shares.

“Now when you send that pricing proposal to a prospect in PointDrive and members of the buying committee engage with it, you’ll be able to see that activity in both Sales Navigator and your CRM,” blogged Camplejohn.

LinkedIn continues to expand its SNAP partnerships, adding Zoom as their first web conferencing partner.  Users can now hover over an attendee name and view Sales Navigator intelligence including their profile photo, title, and common connections.  

The Zoom LinkedIn SNAP integration provides meeting attendee insights and connections from within Zoom.
The Zoom LinkedIn SNAP integration provides meeting attendee insights and connections from within Zoom.

Four vendors launched v2 SNAP integrations which provide broader access to Sales Navigator actions:

  1. Yesware (Email Engagement)
  2. Leadfeeder (Visitor ID Analytics)
  3. Groove (Sales Engagement)
  4. Outreach (Sales Engagement)

SalesLoft, Salesforce, and Microsoft Dynamics previously released V2 SNAP integrations.

In the Salesforce Winter Lightning release, admins will be able to configure Sales Navigator and add support for Person accounts without having to go to the AppExchange.

This year, Sales Navigator focused on improved functionality and display for accounts, leads, and list building in their mobile and desktop applications; SNAP integrations; GDPR compliance and security; CRM opportunity management and buyers circles; alerting; employment analytics; and PointDrive CRM integration.  Details on earlier releases are available in my blog: Q1, Q2, Q3.

InsideView Insights for Microsoft Dynamics

InsideView Insights combines company intelligence, news, and connections in its Overview tab.
InsideView Insights combines company intelligence, news, and connections in its Overview tab.

Microsoft announced that InsideView Insights, it’s OEM integration for Microsoft Dynamics, will no longer be available as a free service.  Current users will continue to receive the integrated sales solution through August 15th at no charge. Customers may continue to use Insights, without disruption, simply by signing a license agreement directly with InsideView.  To expedite the contracting process, InsideView is offering early bird pricing as low as $16 per user per month through the end of March.  Licensors would then begin paying for the service after the August deadline.  New user bundles are initially available for $399 per month for up to ten seats.  After March 31, the new user bundle price rises to $499 per month for up to ten seats.

c“Our goal is to make it easy to switch,” said VP of Global Alliances, Heidi Tucker.  “All they [customers] have to do is make a decision, there’s no need to reinstall the software.”

Insights is a fully featured sales intelligence service delivered as a native application within Dynamics 365.  It is equivalent to InsideView for Sales and available on AppSource.  Key features include

  • Build-a-list Account and Contact prospecting
  • Integrated viewing of Account, Contact, and Lead records
  • “Stare and compare” record updates and “add contact” to CRM
  • Account profiles with family tree hierarchies, competitors, SEC filings, and income statements
  • Industry profiles
  • Alerting and watchlists (daily opportunity alerts)
  • Mobile support
  • Connections (six degrees tool)

InsideView VP of Product and Solution Marketing Joe Andrews described the six-year Microsoft relationship as a “long, fruitful OEM partnership” which resulted in more than 2,000 joint customers and more than 100,000 users.

“We are actively transitioning customers to a direct relationship and making sure they have no disruption for their sellers,” said InsideView CMO Tracy Eiler.  “The product experience is the same; this is a licensing change where now they will contract directly with InsideView. We’re set up to help them with on-boarding new users and continuing to make current users successful.”

Once customers transition to an InsideView license, they will be assigned a Customer Success Manager and have improved access to training programs.  A direct license also improves InsideView’s ability to cross-sell its DaaS and Marketing Services including Apex (ICP/TAM), Refresh (Automated Data Hygiene), Enrich (Real-Time Match & Append), and Target (Prospecting).

According to InsideView, continuing to license Insights is seamless, with customers simply needing to sign a contract directly with InsideView  “InsideView Insights looks and acts like the Insights you’re familiar with and comes with InsideView’s excellent customer support,” wrote the firm in an FAQ.  “When you switch to a direct license, you will not notice any change and all your data, watchlists, and previous preferences will remain the same.“

While OEM deals provide a set of new customers and income, they often leave the OEM partner disintermediated.  The platform maintains the relationship with the end users and it is more difficult to conduct user research, provide training, support users, or improve the workflow and user experience.

With Insights no longer holding a preferred position within Dynamics, customers must choose whether to license Insights or transition to competitive offerings from LinkedIn (a Microsoft subsidiary), Dun & Bradstreet, Zoominfo, DiscoverOrg, or other partners.

InsideView described LinkedIn Sales Navigator as a complementary service.  Sales Navigator is part of the Relationship Sales bundle for Microsoft Dynamics.  InsideView listed the following reasons to license Insights alongside Relationship Sales:

  • Deeper account research and has broader account coverage
  • Find and research executives who are not on LinkedIn
  • Access a broader connections network that includes LinkedIn, email contacts, partners, alumni, work colleagues, and other social networks all in one place
  • Find direct email addresses
  • Add company and contact data to Dynamics 365
  • Update your CRM accounts and contacts for higher data quality
  • Keeps users in CRM to boost usage
  • Minimizes extra training – fully integrated into Dynamics with an intuitive user experience

InsideView did not provide a reason for the end of the OEM deal, but it is likely due to Microsoft looking to expand the number of partner solutions it offers including its own LinkedIn SNAP integration.  When the OEM deal was originally signed, Dynamics CRM had a smaller market share and fewer partners.  Since then, Microsoft has been the second fastest growing CRM behind Salesforce and has added most of the key sales intelligence and B2B DaaS vendors as partners.

Oracle Acquires DataFox

Oracle recently acquired DataFox, providing them with access to 2.8 million company profiles, including funding and M&A data.  DataFox “gives customers real-time insight to know when a business exhibits noteworthy behaviors.”

“The combination of Oracle and DataFox will enhance Oracle Cloud Applications with an extensive set of trusted company-level data and signals, enabling customers to reach even better decisions and business outcomes,” wrote Oracle’s EVP of Applications Development Steve Miranda to customers and partners.

Oracle provides the following deal shorthand:

Oracle Cloud Applications + DataFox = Even Smarter Decisions

DataFox is growing its database at 1.2 million companies annually.  The database will deliver real-time insights into its cloud-based ERP, CX, HCM and SCM platforms.

DataFox Data Engine Overview (Oracle Presentation, October 23, 2018)
DataFox Data Engine Overview (Oracle Presentation, October 23, 2018)

In a bit of extreme puffery, Oracle described DataFox as the “the most current, precise and expansive set of company-level information and insightful data.”  Bureau van Dijk and Dun & Bradstreet have 50X the active company coverage including detailed global linkage, risk models, and multi-year financial data.  Bureau van Dijk also offers the Zephyr database, an M&A and funding dataset with over twenty years of closed, pending, and rumored deals.  Where DataFox may have an advantage is in their focus on mid-size and emerging companies which have been recently funded, but this is a small subset of the company universe.

DataFox will continue to sell and support its products.  However, the DataFox roadmap and product line are fluid:

“Oracle is currently reviewing the existing DataFox product roadmap and will be providing guidance to customers in accordance with Oracle’s standard product communication policies. Any resulting features and timing of release of such features as determined by Oracle’s review of DataFox’s product roadmap are at the sole discretion of Oracle. All product roadmap information, whether communicated by DataFox or by Oracle, does not represent a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions. It is intended for information purposes only, and may not be incorporated into any contract.”

Along with AI insights, Oracle called out the needs for quality data to back data maintenance, artificial intelligence, and business signals.

Customer Data Challenges (Oracle Presentation, October 23, 2018)
Customer Data Challenges (Oracle Presentation, October 23, 2018)

DataFox has over 275 customers including Goldman Sachs, Bain & Company, Outreach, Live Ramp, and Twilio.

DataFox raised $19 million in funding.  Terms of the deal were not disclosed.  In January 2017, DataFox was valued at $33 million by Pitchbook.

Oracle should study Salesforce’s acquisition of Jigsaw (later renamed Data.com) as a cautionary tale.  Software companies struggle in selling data files as company and contact data decays rapidly and it is difficult to push data quality above 90% absent large editorial investments.  Furthermore, Jigsaw never represented more than 1% of Salesforce revenue so quickly fell off of the company’s internal radar.  The firm is now looking to decommission Data.com and asking its AppExchange partners to fill the sales intelligence and data hygiene gap left in its absence.  Coincidentally, DataFox is one of Salesforce’s Lightning Data partners.

On the positive side, LinkedIn hit $1.3 billion last quarter and has thrived under Microsoft’s ownership.  However, LinkedIn was a much more mature company at acquisition than DataFox with multiple revenue streams and a unique user generated content model.  Microsoft has provided LinkedIn with development capital and allowed it to maintain its independence.  It has also looked to leverage LinkedIn and Microsoft strengths when building sales and marketing products, instead of simply copying other vendors.  For example, Sales Navigator continues to respect the privacy of its members while using aggregated data to provide hiring and employment insights that other companies cannot deliver.  Navigator has also added strong messaging tools (chat, InMail, and PointDrive) which work around its lack of company emails.  Other innovations include SNAP workflow connectors, its new Pipeline CRM updating tool, and Buyer’s Circle for identifying the buying committee at large firms.

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.

LinkedIn Sales Navigator Q2 Release

LinkedIn Sales Navigator will be rolling out its Q2 release in the coming weeks. New features include a redesigned Leads page, a mobile new Accounts page, additional SNAP partners, and improved message actions in the Inbox.

LinkedIn also announced that its Sales Solutions are fully GDPR compliant with the following changes being implemented later this year: 

  • Notification of data collection to all LinkedIn members using Sales Navigator at onboarding: We’ll continue to provide notifications of how data is used in our Sales Solutions products before user onboarding for mobile and desktop access to Sales Solutions products, and will add the ability for users to track confirmation of these policies in their LinkedIn account.
  • Export of Sales Navigator data: Exports of user data will be available for entire contracts or on a by-seat basis.
  • Deletion of Sales Navigator data: Deletion of user data will be available for entire contracts or on a by-seat basis.
  •  Requests from individuals and contract administrators: Users and contract administrators will be able to request export or deletion of their user data via a clearly documented request process.

 LinkedIn did caveat its GDPR support noting that “LinkedIn cannot control the specific messages sent by a customer, which ultimately determine the customer’s compliance with relevant laws throughout the world. As such, we advise our customers to seek the advice of their own counsel regarding their specific uses of promotional messaging within LinkedIn.” 

LinkedIn collects marketing consent as part of the terms and conditions during account creation and reconfirms it at the email verification stage.  Users can also opt out of marketing materials and messages in their privacy settings. 

“It’s always been challenging for salespeople to access all the important information about their prospects in one place,” says Doug Camplejohn, VP of product management at LinkedIn Sales Solutions. “We’re constantly looking for ways to improve Sales Navigator, so we’re pleased to release our redesigned lead page, which will save salespeople valuable time and help them better understand their prospects.” 

The Detailed Lead Summary section includes contact intelligence pulled from the CRM..
The Detailed Lead Summary section includes contact intelligence pulled from the CRM..

The redesigned Leads page provides a Show All button for displaying contact information from LinkedIn, CRM contact records, or details entered by the user or her colleagues.  The Lead page summary also includes user tags, a CRM badge that provides a direct link to the CRM contact record, and a contact overview.

While the platform remains view only, sales reps can share contact specific details across the Sales Navigator service with colleagues.  “You can see additional emails, phone numbers, website URLs, social handles and office addresses pulled from both their LinkedIn profile and your CRM in one place. And if you add, say, a social handle for a person in Sales Navigator, that information is shared with other team members on the same Sales Navigator contract,” said LinkedIn.

A Highlights section calls out common attributes such as Groups, shared companies, schools in common, and connections.  Also displayed is the “best path” connection to the individual.  The best path could be via TeamLink or personal and professional connections.  Highlights also includes a synopsis of recent LinkedIn activity such as posts, likes, and comments.

Highlights cover commonalities, best introduction path, and recent lead activity.
Highlights cover commonalities, best introduction path, and recent lead activity.

A Recommended Leads section provides a custom set of additional names at the company based upon search preferences, new contacts at the firm, people with shared connections, and people who have recently viewed the user’s profile.  

The Locate Similar Leads section identifies leads at other firms that are similar to the current lead. 

The iOS and Android mobile apps support a redesigned Company Summary along with new Saved Leads, Recommended Leads, and Best Path Into modules.  News and Updates are also available.

“Our redesigned Mobile Account Page highlights key account details and unique LinkedIn insights about a lead, such as company news like financial milestones or key announcements, basic company info, or recommended prospects,” said Camplejohn.  “Ultimately, this will give salespeople access to the information they need, when they need it, wherever they are, so they can act quickly and be more productive.”

If the user hovers over a message in the Sales Navigator Inbox, she will be presented with Archive / Unarchive and Mark Read / Unread toggles. 

“By highlighting important information about a prospect such as their job title, contact information, common groups or interests, and CRM activity, salespeople can find natural icebreakers to start a conversation so they can personalize their messages, grow their pipelines, and, ultimately, close more deals,” said Camplejohn.

Sales Navigator users can flag the level of detail passed to Leads when the user views a profile.  The lead will see either see the full set of viewer details including name, headline, and location; title and company; or no details (anonymous).

New SNAP partners include Clari (Business Intelligence),  SAP Hybris and Pegasystems (CRM), Oracle Eloqua (Marketing Automation), and Groove (Sales Acceleration).

Beginning last quarter, Sales Navigator adoped a more formalized quarterly release process.  The Q2 release will be available to Sales Admins on May 21st with the enhancements being rolled out to users in the subsequent weeks.

SalesLoft $50M Series C

SalesLoft supports email templates and cadences for managing multi-channel communications.
SalesLoft supports email templates and cadences for managing multi-channel communications.

Atlanta sales engagement vendor SalesLoft received $50 million in Series C funding this week, bringing their total funding to $75 million. Insight Venture Partners led the round and was joined by Emergence Capital, which had participated in previous rounds, and LinkedIn. Funds will be deployed to add another 200 employees in Atlanta, San Francisco, New York, and Europe.

While the market value was not disclosed, the Atlanta Business Chronicle reported the valuation at more that $200 million.

“Things have gotten very noisy for buyers these days. They are bombarded with sales activity via phone, email, social, and many other channels,” said CEO Kyle Porter. “When buyers are able to peel away from those distractions, they still have problems to solve — and an overwhelming range of solutions to sift through. Now more than ever, buyers really need sellers who can rise above all this noise and provide them with a better sales experience — through our product innovation and our people, it’s our mission to help sellers do just that.”

SalesLoft will soon be releasing its SalesLoft Assist artificial intelligence module “which is informed by more than 500 million sales interactions, providing users with dynamic and real-time suggestions.” The firm is also looking to expand its development and partner network.  The recently launched app partner directory already supports thirty partner solutions.

“SalesLoft is one of the most innovative companies in the sales engagement category and a leading provider on the Sales Navigator Application Platform.  SalesLoft has integrated Sales Navigator into their application in a way that provides great user value while protecting LinkedIn member data. We look forward to working with SalesLoft to create even more value for our joint customers in the future.”

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

“We didn’t create the sales engagement category; our customers did,” noted Porter. “They weren’t satisfied with the tools their teams had to connect and engage buyers. They made their needs clear, and we listened. As a result, sales engagement has evolved from a point solution to the system of record for sales organizations. Users are spending more time within SalesLoft than any other technology, including their CRM. Our customers are leading the way in this exciting new category, which is really just a reflection of their efforts to serve their customers in new, authentic ways.