Sparklane Predict 2.0

Predict builds Ideal Customer Profiles based upon Fit (Firmographics), Need (Sales Triggers), and Behavior (Marketing Automation behavioral data) allowing customers to identify both current best-fit accounts and net-new prospects.
Predict builds Ideal Customer Profiles based upon Fit (Firmographics), Need (Sales Triggers), and Behavior (Marketing Automation behavioral data) allowing customers to identify both current best-fit accounts and net-new prospects.

French predictive analytics firm Sparklane unveiled their version 2.0 Predict platform which employs artificial intelligence (AI) and active learning to score millions of companies and determine which prospects are most likely to become net-new customers.  The Predict platform is available for the UK and French markets with localized language and datasets.  A German edition is in development.

Sparklane ingests and enriches company data, matching it against firmographics and trigger events to score millions of companies.  The system then models the Ideal Customer Profile (ICP) and Total Addressable Market (TAM).  Sparklane also identifies “sparks” (hot prospects) based upon sales triggers and delivers real-time alerts, messaging, and contacts.

Models can be deployed for both new and existing business.  New business models can be constructed from historical data (e.g. CRM win / loss flags) or estimated and refined for new market entry.  Existing business data can also be deployed for churn models to help identify companies that are more likely to drop as well as upsell and cross-sell models.

CEO Frédéric Pichard said that employing artificial intelligence to identify your next best customers “is probably the most amazing promise B2B marketing and sales tools can fulfill” as it provides “a new way of working to help our customers be more efficient and successful.”

Sparklane users begin by importing datasets from CRMs or CSV files.  Logic is employed to determine both positive and negative sample records.  For example, a CRM Win / Loss flag could serve as such an indicator.  The file is then enriched and an ICP model is constructed.  The ICP contains three types of variables: Fit (firmographic), Need (Triggers), and Behavior (Marketing Automation prospect activity).  Marketers or Sales Operations are able to view the model and adjust weights.  This model is then employed for constructing a TAM with net-new accounts which can be saved as a fixed account list or dynamic model.

Sparklane onboarded file mapping.
Sparklane onboarded file mapping.

An accuracy score helps define how well the model distinguishes between good and bad prospects.  Thus, an 80% accuracy score indicates that 8 out of 10 companies in the seed file are properly predicted by the model.

An accelerated learning option is available for new market entry.  Thus, if a seed list of good and bad prospects is not available for a new product line or market, an initial set can be manually selected from Sparklane company lists and deployed as a first generation seed list.

An active learning option allows users to perform a qualification pass on a list to help expedite model construction.  While engaged in active learning, the user is shown company profiles which include account overviews, triggers, and family trees.   The marketer can then give a thumbs up or down to each proposed account.

During active learning, sparks can be added, dismissed, or decision postponed, allowing the platform to adjust the model.
During active learning, sparks can be added, dismissed, or decision postponed, allowing the platform to adjust the model.

As output, the platform provides a set of “sparks” which are high probability accounts or contacts.  The user sets the number of sparks displayed in a spark list.  Qualified prospects can be sent to a CRM as accounts or leads.

The French dataset covers three million firms and two million contacts.  The UK universe provides 200,000 companies and 300,000 contacts.  The UK dataset focuses on large companies with sales triggers.

The French file includes 600,000 emails while the UK file supports 100,000 emails.

The firm claims that Predict increases the opportunity conversion rate by 70% and shortens the sales cycle by 30%.

Sparklane employs sixty headcount in Paris, London, and Nantes.  It invests over 20% of its turnover in R&D and has nearly 200 customers in Europe.

Sparklane €4m Funding Round

Sparklane Lead Scoring
Sparklane Lead Scoring

Sparklane, which describes itself as “a publisher of sales intelligence SAAS solutions,” announced that it received a €4m funding round from XAnge and Entrepreneur Venture Investment Fund.  The round raised its total funding to €7m.  XAnge also participated in Sparklane’s previous funding round.

“We were won over by Sparklane’s disruptive positioning and the impressive performance of its management team, prompting us to offer them our renewed support as we participate in this fundraising initiative alongside Entrepreneur Venture,” stated Guilhem de Vregille, Deputy Director of XAnge.

The round allows Sparklane to continue its European expansion.  The French company established itself in the UK in 2016 and is currently eyeing the German market.  The funding will also be directed towards expanding its artificial intelligence capabilities, and growth in their sales and R&D teams.

According to Chairman Frédéric Pichard, the funding round is a “real vote of confidence,” in the company.  “Our goal remains the same: to help marketing and sales people identify their future customers more quickly using Artificial Intelligence.”

Sparklane offers predictive lead scoring and prospecting tools for sales and marketing teams in the UK and France.  Their Predict platform processes client CRM data to define an Ideal Customer Profile (ICP), apply predictive lead scores, and identify look-a-like prospects.

Sparklane supports nearly 350 clients across banking, insurance, technology and business services.  The firm was listed in Deloitte’s 2016 EMEA Fast 500 list of technology companies with 265% revenue growth between 2012 and 2015 (three-year CAGR of 54%).

Sparklane: Sales Triggers and Hidden Opportunities

The Sparklane Watchlist
The Sparklane Watchlist

I posted a blog yesterday on the Sparklane website discussing sales triggers as a tool for identifying new opportunities.  Triggers provide a mechanism for warming up cold calls with of-the-moment talking points.  Current triggers signal to prospects that you have conducted some research on the company and aren’t calling blindly into the firm.  They also help account reps stay abreast of what is happening at their key customers and prospects.  Sales Triggers are a key component of social selling and Account Based Marketing strategies.

Sparklane is a French Sales Intelligence solution which provides elements of predictive lead scoring around target companies.  They are readying to enter the UK market with an English language service in the coming weeks.  Their goal is to revisit the Battle of Hastings (1066) and “conquer the UK” (OK, I’m overstating their marketing claim, but there is nothing wrong with bold objectives).

Sparklane has had significant success in the French market with fifty percent annual growth since launching seven years ago.  Last year they posted five million euros  in revenue with a goal of eight million euros this year ($9 million).  Clients include Samsung, Oracle, Jaguar, Capgemini, and SAS.

We have entered into a new era. The era of smart data. Basic data has less and less value. Sparklane is the first player on this market to propose a true predictive lead scoring solution. Sparklane’s main benefit is to improve quickly the sales performance of its clients.

  • Sparklane CEO Frédéric PICHARD

Just last week, I blogged about Contify, an Indian social selling vendor, which is focusing on news + social awareness.  I have also recently written about Artesian Solutions which opened a Boston office and is rolling out a North American social selling offering.  Their Artesian Ready app is the most advanced sales intelligence mobile offering I’ve seen on the market.

It is wonderful to see the market continue to heat up with new competitors and approaches.  Competition catalyzes product development and helps goose innovation.  It focuses the mind of competitors and helps keep complacency at bay.  I look forward to seeing what ideas the French have around social selling when they launch their UK service in a few weeks.

Sparklane Lead Scoring
Sparklane Lead Scoring