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.”
Technology Intelligence vendor HG Insights acquired fellow data vendor Intricately. The acquisition provides HG Insights with global cloud product adoption, usage, and spend data, “adding to HG’s market-leading optimization of the world’s top technology brands’ Go-To-Market.”
The entire Intricately team has joined HG Insights, including CEO Michael Pollack and CTO Fima Leshinsky. Pollack assumed the role of EVP of Market Innovation, and Leshinsky was named an SVP of Product.
HG Insights’ NLP gathers technology installation and spend intelligence for eleven million global companies, capturing 96% of the world’s total IT spend and intelligence on over 15,600 installed products.
“We started Intricately to provide decision-makers with actionable data and insights they could use to plot a course through the ever-expanding Cloud universe. At the time, we saw a world with individuals relying on gut instincts, teams making ‘best guesses,’ and organizations making big bets on circumspect data. We started this business with the goal of making the unknown known. Our vision was, and has always been, to be the authoritative source of truth for digital product adoption, usage, and spend.”
Intricately Founders Fima Leshinsky and Michael Pollack
Intricately’s proprietary sensor network gathers cloud product adoption, usage, and spend data for seven million global businesses across 21,000 cloud offerings. Data are collected from over 150 global Internet points of presence, helping Intricately map digital infrastructure. Its insights are delivered via an API, integrations, data snapshots, and web applications.
“Intricately provides unique and actionable insights that enable cloud sellers to increase velocity by focusing on the highest potential opportunities,” said Pollack. “As the workforces of global companies become increasingly distributed, cloud spend and product adoption have become key indicators when assessing potential buyers’ likelihood of purchasing and deploying new products. Intricately’s intelligence, now part of HG Insights, is uniquely positioned to lead the market on this trend.”
Intricately Cloud Intelligence
Intricately’s customers include the top three cloud companies. In addition, the acquisition provides “real-time visibility into a company’s cloud footprint and application tech stack.”
“Now, with the addition of Intricately, we can provide real-time visibility into a company’s cloud footprint and application tech stack to provide richer insights for better decisions and faster results,” said HG Insights CEO Elizabeth Cholawsky. “Our customers have come to rely on HG Insights as an indispensable input into their most strategic decisions such as market sizing, whitespace analysis, and territory planning as well as for fundamental activities including opportunity prioritization and account-based marketing intelligence.”
HG Insights and Intricately offer complementary spend data. HG Insights focuses on projected spend for forecasting and go-to-market planning while Intricately measures actual spend for benchmarking and plan measurement. Combined, the companies offer “unmatched spend insights in the Cloud Market that support the full lifecycle of Plan, Optimize, and Execute to empower sales and marketing organizations.”
HG Insights listed a series of technical benefits:
Richer combined datasets to operationalize the planning, targeting, and messaging to prospects based on technology adoption and usage
Improved precision of workload volumes, estimated spends, and the related technologies running on cloud-based infrastructure
Expansion of insights into customer-built cloud and self-hosted applications
Detailed location insights providing a view into both the location of consumption and/or physical infrastructure to power hyper-focused Go-to-Market strategies
Real-time detection of changes to a company’s cloud application and technology strategy
Business professionals can leverage HG Insights expanded intelligence to evaluate their TAM/SAM/SOM, prioritize ABM campaigns, establish “equitable and efficient” sales territories, and determine which prospects have the highest propensity to buy. In addition, sales reps can identify prospects evaluating other vendors or shifting their usage patterns, signals that an account is at risk.
“With this new intelligence in its offering, HG will provide game-changing insights that transform our customers’ Go-To-Market initiatives and accelerate growth,” HG Insights Product Marketing Director Darcy Moss told GZ Consulting. “Strategy, marketing, sales, and operations teams can leverage this insight to answer critical business decisions with greater confidence.”
The addition of Intricately Cloud insights helps answer the question, “What is Coming?”
“By adding Intricately’s market-leading workload and usage data, we’ll give our customers the most detailed, unique picture available of an account’s technology strategy; not just what they have, but why they have it, how they’re using it, and ultimately, what they’re likely to do next. It’s a competitive advantage unmatched in the market,” stated Moss.
Intricately was founded in 2014 and is based in San Francisco. LinkedIn states that it has 54 employees, having grown its headcount by 35% in the past year and 93% over the past two. However, its employment plateaued last November.
“At this time, we will be business as usual until the transition is completed,” stated Moss. “This includes retaining current office locations.”
HG Insights did not disclose any size or growth details. It also did not disclose the acquisition price. Intricately is HG Insights’ second acquisition. In 2018, the firm acquired Pivotal IQ, a curator of IT contract and spend intelligence.
Intent-powered Sales Intelligence vendor Slintel closed on a $20 million round A led by GGV, with participation from Accel, Sequoia, and Stellaris. The Bengaluru-based company is looking to expand its presence in the US market and strengthen its product. Slintel, with 100 employees, plans to double its headcount by the end of the year.
The company still has cash from its $4.2 million November seed round but felt it prudent to proceed with an A round earlier than planned.
“We had enough cash in the bank, but investors came to us, and we got a pretty good valuation compared to the previous round, so we decided to take it and use that money to go faster,” said CEO Deepak Anchala.
Revenue grew 5X last year and was on pace to grow 3X before the Series A. Anchala contends that the growth rate will accelerate with the additional capital. “With the funding, we’re actually looking at much bigger numbers. We’re looking at 5x in our revenue this year and also trying for 4x revenue next year.”
“Slintel has one of the best go-to-market engines that we’ve seen in any startup, and the consistency with which the team has been able to deliver on their growth targets is commendable. We’re looking at a company that’s changing the marketing and sales intelligence sphere as we know it, and we couldn’t be happier to be a part of their board,” said Prayank Swaroop, Partner at Accel.
Anchala told TechCrunch that since the round closed six weeks ago, the firm increased its investment in product and marketing. The advertising budget was increased, with the firm looking to generate prospects via SEO, free tools on the company website, and events.
“The next big wave in the enterprise space is (the) use of AI to rethink processes, and all AI at its core requires data. I am, therefore, bullish on the entire data stack, including data which is either proprietary or inferred data that is not easy to replicate. Slintel is in the second category. Their ability to predict strong prospects is a relatively unique capability, and it is very easy to sell due to a direct correlation to (the) top line for their customers.”
Alok Goyal, Partner at Stellaris Venture Partners
The Slintel platform delivers technographic and company insights, buying propensity scores, contacts, and lead enrichment. Slintel identifies thematic intent signals (i.e., sales triggers) such as upcoming contract renewals, companies that show signs of buying their products online, or companies that use their competitors’ products. Slintel captures hard to detect signals from the web, combines this with other third-party intent signals from its partners, and surfaces these insights via integrations with Salesforce, Pipedrive, HubSpot, Slack and Chrome.
“Our customers no longer waste precious time and effort reaching out to and targeting the wrong prospects,” blogged Anchala. “They are able to accurately determine who their high-intent buyers are, whether a target account is already using their competitor’s product / service, when the renewal date for a prospect’s current solution is coming up, or the budget restrictions that they have. All this and more, even before scheduling a discovery call with them.”
Slintel “mines buyer insights,” said Anchala. “We understand where the buyers are in their journey, what their pain points are, what products they use, what they need, and when they need it. So we understand all of this to create a 360-degree view of the buyer that you provide these insights to sales and marketing teams to help them sell better.”
Technology intent is based upon digital footprint tracking that analyzes when new technologies have been adopted or dropped. Technographics span 25,000 technologies across fifteen million companies and are updated weekly. AI models project when contracts come up for renewal, which technologies are likely to be purchased next, and when they will move forward with the purchase.
Thematic intent is based on keyword analysis that suggests company pain points. Slintel “analyzes how many times companies have been talking about a certain keyword [and] how frequently and recently they have been emitting this pain point.”
Propensity-to-buy scores are derived from over twenty-five variables, including contract renewal dates, technology adoption/churn, keyword Intent, budgetary spending, and hiring trends.
“We have taken a contrarian approach by focusing on the buyer funnel, which is an inverse of the sales funnel,” said Anchala. “We analyze buyer journeys and buying patterns of companies to capture early signals of buyer intent.”
“While most other data intelligence platforms provide insights based on search patterns, Slintel’s proprietary algorithm provides prospect recommendations based on technographics-powered buying intent,” states the firm. “Using Slintel, you can predict who’s about to purchase your product and market or sell your product to prospects even before they move on to the research phase of their buying journey.”
Slintel has employees across ten cities in India and the US, with plans to remain a remote-first organization.
Slintel has been growing headcount rapidly over the past two years (Source: LinkedIn).
Slintel also announced that Hans Tung, Managing Partner at GGV Capital, joined their Board of Directors.
“With the global pandemic completely changing the way companies operate, B2B transactions have gone more digital than ever before,” stated Tung. “Inside sales teams are closing high-value, multi-million-dollar deals while working remotely, and products like Slintel are enabling companies to do this by helping them reimagine their entire sales process for today’s environment.”
Last month, HG Insights launched its Market Intelligence service that supports technographic market research. The analytics service supports sales, marketing, and strategy teams at B2B vendors, letting them develop account plans, segment markets, evaluate market entry, and size opportunities.
Product and strategy teams can analyze market trends, size market opportunities, and assess competitors’ strengths and weaknesses. They can also use it to identify the Service Obtainable Market (SOM), which is the market segment size a firm can capture with its solution. As HG Insights notes in the following graphic, the SOM is a narrower definition of market potential than TAM (Total Addressable Market) and SAM (Serviceable Addressable Market).
For example, many entrenched vendors in the North American Sales Intelligence space have robust solutions and established market share. Looking to displace LinkedIn Sales Navigator, Zoominfo, D&B Hoovers, and InsideView in the most mature Sales Intelligence segment would be difficult. However, a SOM analysis would indicate that the UK is the second most mature market and that continental Europe is beginning to take off. Thus, a product manager might focus on European content and multi-lingual capabilities (e.g., UX, event tagging, free form text translation). Likewise, they might select niche markets such as financial services with strong compliance requirements or choose to develop functionally differentiated services (e.g., GrowFlare focused on psychographics and ICPs before being acquired by Terminus late last year).
“Without a SOM containing detailed information about competitor product installations, you’d have no way of knowing this and might decide to go to market in a region saturated by competition you have very little likelihood of displacing. Alternatively, what if you were looking at different regions or countries and wanted to identify which situations represented the best growth opportunities for your business. Again, knowing the estimated market size in revenue isn’t going to help you much. But what if you knew what companies had budgeted to spend on your category of product by region, entity, or industry?”
HG Insights VP of Global Sales Scott Smyth
“Business leaders need more than high-level market reports to make successful go-to-market decisions,” said HG Insights EVP of Product Rana Kanaan. “With our actionable market intelligence offering, we are giving our customers the ability to customize their market views by the attributes they care about most and operationalize intelligence for their revenue teams. This allows them to allocate resources more effectively, prioritize the right product initiatives, and give their sales and marketing teams the account details they need to pursue the best opportunities.”
Scott Smyth is offering a master class on TAM/SAM/SOM on February 24th. Here is the information:
While many companies offer keyword searching, it is usually against a mined business description. Only a few products, such as D&B Hoover’s Conceptual Searching, provide broader topical searching to build company lists.
GrowFlare includes a free Chrome extension that “overlays the power of prospector right over the website,” HubSpot, or Salesforce. “This is invaluable for anyone from an SDR
to an executive that wants a quick ten-second snapshot of a company before engaging,” said Belkin. The Chrome connector detects the account, displays firmographics, trending topics, psychographics, and Next Best Prospect.
Prospector Bulk and GoldMiner support HubSpot append and enrichment, including Fit Scores. Salesforce support is a roadmap item. Belkin said that HubSpot support was a “strategic decision because HubSpot is more readily accessible, cheaper to develop for, more startup-focused, and we can build adoption faster.”
The user interface is clean and well laid out, with the ability to quickly sort prospecting tables and view additional details. The company universe is limited to 130,000 US companies with ten or more employees “that have meaningful purchasing power.” Thus, GrowFlare is best suited for US account based marketers and strategic teams. However, the service is still in its early stages of development. It does not offer any contacts, and the firmographic intelligence, beyond the psychographics and trends, is limited. There are some novel ideas and tools in this service, many of which are not found in more mature ICP offerings from the established players (e.g. DiscoverOrg AccountView, InsideView Apex, D&B DataVision). These ICP / TAM tools were built for the marketing department, while GrowFlare is looking to serve both the sales and marketing departments with some competitive intelligence functionality as well.
GrowFlare is a freemium offering, with three free prospects provided with each search. The Basic offering is priced at $2,950 per annum and includes ten prospects per list. Growth offers 25 prospects per list for $4,950, and Unlimited offers the maximum number of relevant prospects per list for $9,950. The paid offerings all include all of the features discussed in this profile along with 24/7 support.
The 2.0 release has helped the firm gain traction in the marketplace with revenue up 600% monthly (on a small base). The average deal size is greater than $10,000. Upcoming GrowFlare development is focused on expanded partnerships. GrowFlare is looking to add contacts from vendors such as InsideView and deepen its integrations with HubSpot and Salesforce.
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.
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 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.
Sales Acceleration Platform Cognism closed on a $10 million Series B from PeakSpan, bringing total funding to $16.5 million. Previous investors included Oliver Wyman, South Central Ventures, LCIF, and Newable Ventures Limited. The firm, founded in 2016, grew ARR over 4x last year.
The funds
will be deployed for opening local offices in Singapore and New York City as
well as growing its machine learning team. According to CEO James Isilay,
the firm has already “won significant business remotely” in both regions.
Isilay called Asian expansion “particularly interesting” due to SaaS being relatively young in the market. Cognism has already leveraged its partnership with investor Oliver Wyman to acquire two “blue-chip financial clients” in Asia. “Investment here looks to be a promising tonic to the barriers to trade growth that are disrupting business in Europe and America.”
“Having been
granted our first machine learning patent in December 2018, Cognism is now
building a portfolio of IP which will drive the next evolution of sales and
marketing technology,” said Isilay.
“Sales and marketing technology has been a core focus of ours for many years, arming us with a long-term perspective on the segment and a nuanced understanding of market trends and buyer dynamics that drive strategic value. With such a proliferation of tools and technologies emerging across the marketing and sales landscape over the last decade, it’s no secret that go-to-market leaders today aren’t asking for more software tools – they’re demanding better outcomes. Cognism’s pragmatic application of AI, which underpins the whole solution suite, is paving the way for a new category focused on turning disparate data points into coordinated insights to drive predictive and prescriptive lead generation and improve conversion across all engagements.”
▪ Matt Melymuka, Co-Founder and Partner at PeakSpan
The Cognism
database spans 400 million contacts and 10 million businesses. Cognism’s
products support Prospecting, Sales Triggers, and CRM Enrichments.
CRM Connectors are available for Salesforce, Microsoft Dynamics,
HubSpot, and PipeDrive. A cadence tool sends templated emails through
Gmail and Outlook.
Marketing Features include A/B testing, Personas, ICP and TAM Analyses, and webform enrichment.
Cognism for Salesforce supports lead prospecting, contact enrichment, and ongoing data maintenance.
I am pleased to announce that the first in a series of sales and marketing intelligence profiles is available through this website and my partners at Tenbound. These reports are written to assist with the purchasing decision. InsideView is the first purchasing profile to be completed, but additional reports for D&B Hoovers, LinkedIn Sales Navigator, and DiscoverOrg are planned for release.
InsideView Buyer’s Guide
Buyer's Profile of InsideView Sales and Marketing Intelligence (Single License)
$349.00
InsideView, based in San Francisco, provides a set of sales and marketing tools for browsers, CRMs, Marketing Automation Platforms (MAPs), and mobile devices. Key tools support sales research and account monitoring, list building, sales connections (“six degrees”), CRM viewing and hygiene, company and contact enrichment, web form enrichment, Ideal Customer Profiling (ICP), Total Addressable Market (TAM) sizing, and marketing automation hygiene.
InsideView targets technology, finance, corporate/consulting services, manufacturing, commercial real estate, etc.
Firms of all sizes license InsideView solutions.
Report Coverage
This 22-page report covers the following topics:
Company Overview
Content
Content Coverage Numbers
Product Screenshots
Functionality
Sales Products
InsideView for Sales
InsideView for CRM
InsideView Append (Lightning Data)
InsideView Mobile
Marketing Products
InsideView Enrich
InsideView Refresh
InsideView Target
Analytics Products
InsideView Apex
Other Products
InsideView Open API
Expert and Data Services
Recent Enhancements
Futures
Unique Features
Strengths
Weaknesses
Competitors by Category
Pricing
Resources
GZ Consulting / Tenbound reports are independently written and not sponsored by any of the profiled vendors.
DealSignal, which offers an on-demand platform for Total Audience and Contact Data Management for B2B marketing and sales, recently rolled out its Total Audience Metrics (TAM) module. The new platform helps sales and marketing professionals improve Go-to-Market and Demand Planning processes by allowing them to measure and visualize their total audience and determine coverage gaps in their CRM and MAP. The new platform analyzes TAM by persona, account segment, and buying committees (what SiriusDecisions calls Demand Units).
“We’ve run hundreds of TAM analyses for B2B marketing teams in various industries and customers are consistently surprised to find that they’re missing more than 80 percent of their target audience—the contacts that fit their target personas and ideal customer profile. TAM coverage is currently averaging 18 percent in existing CRM and MAP systems. It’s a big ‘aha moment’ to learn that you’re missing out on marketing or selling to a large majority of your potential buyers. Often, the best potential buyers – those most likely to convert – are among the missing contacts found in the gap analysis,”
DealSignal CEO Rob Weedn
The firm is seeing rapid uptake on its TAM service which is available as either a freemium (TAM Estimates) or paid option (TAM Actuals). “Early feedback is that this is a great way to verify the counts and size up the Outbound and/or ABM marketing programs over the upcoming year,” said Weedn.
According to DealSignal, TAM Estimates are accurate to ± 20% of Accounts and Contacts. “We’ve been offering this for a few months and it is very popular” with customers and prospects “leveraging this analysis for initial demand planning and budgeting,” said Weedn. “TAM Actuals is a Paid Offering, charged based on credits on our platform, which provides perfectly accurate Total Audience metrics based on Accounts and Contacts.”
The DealSignal platform dynamically discovers, refreshes, and verifies records based on the TAM criteria.
DealSignal has adopted the term TAM, but calls it Total Audience Metrics instead of Total Addressable Market. Weedn explained the difference between the DealSignal and Classic TAM approach:
Total Addressable market is classic and static top down analysis, based on sample/partial market data, typically performed by market research and analyst firms like IDC, Gartner, etc. “Classic TAM” is not necessarily an accurate sizing of the market, it is not frequently updated, and, most importantly, there is no real way for marketing and sales teams to plan marketing and sales programs with a classic and static top-down TAM, and definitely no way to execute against the Accounts and Contacts in that TAM.
DealSignal, is here to help marketers market and sellers sell, so we perform an accurate, bottoms-up, dynamic analysis, based on complete market data, of the actual counts of the Total Audience – which we define as the Accounts that meet Target Market criteria (Industry, Employee, Revenue, Technologies Used, etc.) and Contacts that meet Ideal Buyer Persona criteria. Further, our Total Audience Metrics/Measurements include a process to dynamically discover and verify the underlying Accounts and Contacts, so TAM Analysis is dynamic, based on actuals, and can be updated on demand. The Accounts and Contacts can then be converted, with one click, to fully enriched and verified with full Account/Contact Profiles and Contact Information to be used in marketing and selling initiatives.
Using the DealSignal platform, users can define target personas and Ideal Customer Profiles (ICPs) to build out their TAMs, using micro-targeting criteria such as Titles, Profile Keywords, and Locations that yield results as ranked lists of relevant accounts and contacts. The module compares the TAM against the CRM and identifies gaps by account, industry, geography, etc. DealSignal provides the TAM based not only on CRM data and large third-party sources, but through dynamic sourcing and verification, so the TAM results are “comprehensive and accurate” with net-new accounts and contacts.
DealSignal combines APIs, algorithms, and human intelligence to achieve a much higher level of contact accuracy (95 – 100% according to the firm) than most vendors. The company provides a 100% guarantee on all Account and Contact data. The system enriches and verifies existing leads, contacts and accounts. As it conducts dynamic data sourcing, DealSignal claims account enrichment match rates between 95 and 100% and lead enrichment match rates between 85 and 100%.
DealSignal TAM Analysis Module
DealSignal dynamically discovers, enriches and verifies account and contact lists through a combination of AI robots and researchers combined with CRM and MAP feedback loops. The firm claims a deliverability rate between 94 and 97% and reverifies data on demand for every customer request, with a two week window for contact aging. Records that fall outside of the two-week window are reverified overnight.
“Since static data-at-rest quickly becomes dated, we do not trust it, you should not trust it, and you should certainly not rely on it to define or optimize your vital marketing or sales programs. It must be renewed and refined at runtime,” said Weedn. “We believe in dynamically refreshing and re-verifying data on-demand, when it needs to become active and put into a marketing or sales process—and we’ve uniquely designed the DealSignal platform to do just that.”
DealSignal has automated and editorial processes that place its data quality at a level claimed only by DiscoverOrg. Both firms utilize editorial teams for staying ahead of the 25 to 30% contact decay rate suffered by static databases. DiscoverOrg performs a full data verification every 90 days while DealSignal performs a just-in-time data quality review overnight.
“Marketers and sales teams currently rely on solutions that provide 50 to 80% quality. That is a B- or F on a test, and we need to change the expectation to impeccable quality, at 95-100% (A or A+) to greatly improve marketing and sales performance,” said Weedn.
Last month, DealSignal released a GDPR risk assessment module which enriches CRM data with contact locations and flags EU-based leads. Users can also choose to exclude EU-based leads.
“B2B marketers are faced with many challenges today: identify and engage their total audience, try to keep their audience data fresh and accurate, and comply with new regulations like GDPR. Given the negative consequences associated with GDPR, most marketers are scrambling to review and re-verify the location and status of their contacts,” said Weedn.
Leads are pre-purchased on a volume basis with 1,000 credits running $895. Volume discounts kick in at 5, 10, 25, 50 and 100 thousand credits.
