Tag: UCC

RelPro Adds CRE and Intent Data

RelPro has limited the topical scope of its intent data to banking use cases.

Sales Intelligence vendor RelPro, which focuses on the financial services sector, added banking services intent data and Commercial Real Estate (CRE) title and mortgage intelligence to its platform.  Both datasets are available as premium offerings.

The intent data, sourced from Zoominfo, contains 66 signals related to financial research and products.  RelPro has removed the noise from thousands of non-relevant topics by limiting the topics to standard commercial banking services.

Intent Data search results include signal score and spikes across a date range.

Users may screen against the intent topics, spike period (last week to past three months), audience strength, signal score, minimum spikes in the date range, and standard firmographics.  Audience strength and minimum spikes ensure that the research is broadly based and sustained, avoiding spurious spikes created by a single employee doing heavy research on a topic for a day or two.

Audience strength is an intent distribution score containing the volume of searches on a topic across a company’s IP addresses.  Other variables include the number of IPs at a company, the number of days investigating a topic of interest, how many times they viewed the page, and company size.

The minimum score lets banking professionals dial up or down the precision.  Intent data falls along a bell curve, with sixty being a twenty percent increase in topical activity.  Sixty, the lowest signal score for screening and presentation, is a relatively low threshold, particularly if the search is being performed across multiple weeks or months.

An intent tab lets Relationship Managers view an account’s spiking topics and each topic’s signal score, audience strength, and spikes in date range, helping them determine which financial products may be of interest to the account.  If there are multiple signal spikes over a date range, the signal score is the average of the spike scores.

The RelPro company Intent Tab details spiking topics, audience strength, frequency of spikes, and the last signal date.

A last signal date indicates the last time the topic spiked, while the spikes in date range indicate the frequency of spikes over the date range.  These fields help determine the recency and frequency of interest, particularly if low signal thresholds or a long search period have been selected.

RelPro added eight million CRE loans to its platform, helping financial services companies target companies and assess risk.  Mortgage fields include property type, lender, loan amount, assessed value, execution, and maturity dates.

CRE Title Records in a RelPro company profile.

Users can view mortgage data and screen against it in Build-a-List.  Along with CRE data, RelPro provides UCC (US liens), PPP and PPS loans (pandemic), and 7A and 504 (Small Business Administration) loans.

RelPro did not disclose the source of its CRE mortgage data.

RelPro claims that 50% of the top US banks license its service.

RelPro Loan and Lien Screening variables.

RelPro – Introhive Partnership

Sales Intelligence vendors RelPro and Introhive announced a partnership to deliver extended relationship insights and workflow integrations to joint customers in the Professional and Financial Services sectors.  The combined solution is immediately available to joint customers.

RelPro integrates content from seventeen data sources to deliver sales insights and contacts across 7 million companies.  Introhive adds relationship insights, data automation, and data cleansing tools.  The partnership helps “clients achieve greater sales efficiency and productivity” during the pandemic and recession.

“Our clients use RelPro to identify new prospects and ensure the contact information they have for those prospects is accurate and reliable.  Being able to map relationships that may already exist within their organization boosts the productivity of their business development professionals and increases referral traffic and collaboration.  With Introhive’s advanced relationship intelligence automation technology and data automation capabilities combined with our rich data coverage and quality, our clients can marry two best-in-class solutions to support and enrich their business development activities with little to no disruption of their day-to-day.”

RelPro CEO Martin Wise

Introhive boosts CRM adoption through automated contact data enrichment and uploads.  Introhive claims that it uncovers 350 additional contacts per user.  “The AI engine then maps these contacts to identify relationships across prospects and customer accounts.”  By reducing research and data maintenance overhead, sales and business professionals can focus their activities on prospects and clients, therefore driving customer satisfaction and the bottom line.

“With Introhive, users gain back roughly an average of 12 hours per week that would otherwise be spent on data entry or preparing for meetings.  Our Pre-Meeting Digest removes the burden of gathering information to ensure prospect or customer-facing professionals are equipped with everything they need before meetings, while Post-Meeting Reports allow for notes, tasks, and activities to be added to CRM directly from the user’s email inbox.  When we add RelPro’s database with our relationship mapping and productivity tools, customers can begin uncovering contacts and opportunities that were previously hidden.”

Introhive CEO Jody Glidden

Several months ago, RelPro released an integration with Vertical IQ to deliver industry intelligence to joint customers.  This partnership is bearing fruit as the companies have been providing referrals to each other in the financial services space.  Of course, integration partnerships also improve the stickiness of both solutions.

RelPro’s revenue is up a bit during the first half of 2020, and Wise is confident about H2.  Their business slowed less due to the pandemic than due to banks focusing on PPP processing for about eight weeks.  The banking business has since recovered as they look to provide “on the couch business development” to relationship managers and business development professionals across all segments of the banking industry.

Showing agility, the firm loaded the SBA PPP loan data into their platform and made it screenable.  Bankers and advisors can search the 660k companies who received loans in excess of $150,000.  The new dataset provides additional banking relationship data that complements UCC (liens) loan data already available through their service.

Introhive has over 240 employees with offices in the US, Canada, the UK, and India.  The firm supports over 100,000 global users.  Introhive was founded in 2012 with an initial focus on the accounting market.  It has taken an industry-by-industry approach and now supports global systems integrators, law firms, finance, commercial real estate, and, most recently, technology firms.

Introhive placed tenth on Deloitte’s Fast 50 with revenue growth of 1,700 percent over four years.