Orbis: Analysis of Global Financial Disclosure Rates

Orbis Coverage Table
Orbis Coverage Table

I came across an interesting analysis of financial disclosure rates by regions around the world.  The blog, written by Mark Bodnar, a librarian at Simon Fraser University (British Colombia), observed limited financial disclosure in North America and much of AsiaPac, but broader financial availability in Europe.

Of the 18 million North American companies covered, only about 35,000 have detailed financials.  That’s about 0.19%. Those would be from the relatively rare cohort of publicly traded companies we mentioned earlier.  The other 99.81% of the companies are privately held, and in North America that means that they are under almost no obligation to reveal their financials.

Compare that to Western Europe, where about 10 million of their 30 million companies in the database have detailed financials…

Oceania (incorporating AUS, NZ, and many wonderful island nations) is also down around 0.2%, largely because there are detailed financials for only about 0.15% of the companies based in the biggest country in the region, Australia.

While none of this would be a surprise to people in the business information sector, it was a good way to surface the information for students and non-experts.  European countries have a long history of requiring non-public (aka non-quoted or non-listed) companies to publicly file annual returns.  The depth of filing varies by country and size of company, but Europe has a deep set of financials available to assist with credit and supplier risk analysis, prospecting, company research, KYC/AML, and market analytics.

In the US, disclosure is limited to public companies, non-profits, and financial services companies.  Of these, only public company financials, which are filed via EDGAR (SEC), are fully transparent with few accessing state insurance filings, IRS 990 filings (non-profits), or the FDIC (banks).

I would take the author’s analysis of countries with deepest coverage of financials with a grain of salt.  It is likely that many of the countries with the highest disclosure rates have limited coverage of companies not subject to financial disclosure.  Furthermore, some of the filing regimes do not require financials for smaller companies.

 

 

 

2016 in Review: Sales Intelligence Functionality

InMail 2.0 provides full profile access, a signature block, attachment support, shared connections, icebreakers, and synch to CRM.
LinkedIn Sales Navigator InMail 2.0 provides full profile access, a signature block, attachment support, shared connections, icebreakers, and synch to CRM.

In yesterday’s blog, I discussed how expanded content is a common path for adding value to sales intelligence services.  Today, I am looking at how functionality, which usually leverages new or existing content, added significant value to product offerings in 2016.

Many of the vendors covered in my new 2017 Field Guide to Sales Intelligence Vendors added new feature functionality to their service:

  1. LinkedIn Sales Navigator: LinkedIn rolled out a series of enhancements to their service:
    1. Sales Navigator introduced InMail 2.0 with support for signatures, attachments, and conversational insights.
    2. Sales Navigator updated its prospecting user interface and added additional searching tools and screening variables. Sales Spotlights are LinkedIn specific variables that are displayed on top of screening results allowing for additional filtering:
      • Accounts with senior leadership changes in the last three months
      • Lead changed jobs in past 90 days
      • Leads with TeamLink Intro
      • Lead mentioned in the news the past 30 days
      • Lead posted on LinkedIn in past 30 days
      • Lead shares an experience with the sales rep
      • Leads that follow rep’s company on LinkedIn

       

    3. New prospecting filters include
      • Department [Job Function] employee ranges
      • Department [Job Function] employee growth (plus or minus 100%)
    4. Lead search results have been expanded to include a previously viewed flag, tenure at current company, and a quick drill down to TeamLink introductions.
    5. The Sales Navigator app added a new Discover tab which acts as a “Tinder for leads.” The tab provides five daily new lead and account recommendations.
    6. Sales reps may now add tags (e.g. Qualified) and notes to leads and accounts. Tags are searchable and synch with Salesforce.
    7. The Sales Navigator Android and iOS apps now display up to ten daily account or lead recommendations based upon user preferences. Recommendations will expire after 24 hours and be replaced with fresh recommendations.
  2. Artesian Solutions: Artesian rolled out V14 and V15 of its platform. New features include
    • Salesforce Opportunity rollup information in Artesian and Artesian intelligence within SFDC Opportunity records.
    • Improved Company Searching rolls up companies into a group
    • Improved de-duplication logic reduces news duplicates and rolls similar articles into a group.
    • Added North American prospecting filters for counties, business type, and the presence of specific job functions at a company.
    • A redesigned CRM connector for SFDC and MS Dynamics
    • Full sales trigger customization
    • Market sector alerts
    • An updated employees page which supports executive filtering by job role and seniority.

    Artesian rolled out version 3.0 of the Artesian Ready mobile app which provides company and executive insights synched with the mobile calendar. Ready also supports collaborative note taking and a “360° comprehensive profile of customers and prospects.”  New Ready features include company searching, company add to Watchlists, Twitter timelines and Twitter sharing, social links (LinkedIn, Twitter, Facebook, AngelList, Crunchbase), job information, and a data quality form for reporting incorrect information.

  3. DueDil: Along with entering the US market, DueDil implemented a series of product enhancements.
    • Export Custom Company reports in PDF format.
    • DueDil Connect helps users identify and connect to decision makers, map and understand their network connections, and alert users on company news related to their contact network. Users can also filter by colleague connections within Advanced Search.
    • An ownership tab which makes it easier for users to perform due diligence (e.g. Know Your Customer compliance) and assess a firm’s governance structure. Ownership content includes directorship information, shareholders, and portfolio companies. The new tab also contains a Related Companies widget which identifies companies which are not formally linked but which have a high likelihood of sharing an economic interest. Related Companies may be registered at the same location, share several directors, have a set of similar investments, or have name similarities.
    • Dynamic company lists automatically update allowing firms to keep tabs on customers, prospects, partners, and competitors.
    • Alerts are provided on lists, with notifications displayed in a new DueDil dashboard which breaks events into news, opportunities, and risk sections. DueDil event alerts include changes in leadership or ownership, recent news, updates to budget windows, changes of address, changes in employee number, company blog posts and changes in credit score.
    • Upload a file into a list for matching, deduplication, and enrichment.
    • Custom list formats may be downloaded as CSV files.
    • Segment reporting on uploaded lists
    • Match and enrich functionality against uploaded files.
  4. Avention: Avention had a series of enhancements including content, UI, new products, and new connectors.  As each of these categories is being covered under a different blog, the number of strict functional enhancements is more limited.  These included
    1. New list management features including rename, pin to desktop, delete, modify criteria, and clone list.
    2. When lists are uploaded for match and append, improved matching heuristics and a larger reference database result in significantly higher match rates. The system now also tracks unmatched records.
    3. Expanded notification functionality which allows reps to manage new company and sales trigger alerts from a centralized location. This Watchlist supports filtering by read/unread notices, priority flag, trigger type, and list. A new flag allows users to mark notifications as important.
  5. Data.com: Salesforce began offering a two-part account record data assessment report. The new Lightning report analyzes both data quality and segmentation. The data quality section begins with a Data Health overview score which assesses account data quality across three factors: Matchability vs. Dun & Bradstreet WorldBase data in Data.com, Accuracy vs. WorldBase, and Uniqueness (lack of duplicates).  In Data.com Clean, Lead records are now enriched with the Dun & Bradstreet WorldBase file.  Finally, Data.com announced a new Data Exchange with three partners: HG Data, Bombora, and MCH.  Bombora released their integrated intent file service just before the end of the year.
  6. DiscoverOrg: In September, DiscoverOrg launched Deal Predict which ranks prospects on a one to five-star scale based upon a set of firmographic, technographic, and biographic variables defined by marketing or sales operations. Deal Predict scores are displayed in both DiscoverOrg and CRMs.
  7. Dun & Bradstreet: Hoover’s doubled the Build a List download size to 10,000 records.  Meanwhile, the NetProspex Workbench data hygiene platform added company record enrichment. The service also added profile discovery and TAM analysis to its set of marketing capabilities.
  8. Infofree:  Infofree added support for text-only email templates to its CRM101 platform. Users may send up to 25 emails in a single blast and up to 250 emails per day from Infofree’s SMTP server.  Infofree also now lets users integrate their Outlook or Google calendar accounts with CRM101.
  9. Zoominfo: Zoominfo released a set of enhancements to its service in March 2016 including a country select field in its List Builder. Other new features include contact Send to Salesforce and email an electronic business card to the user’s inbox.
  10. Owler: Owler implemented a set of advanced heuristics that help personalize the service. Stories are displayed according to interest in a topic and frequency of stories for tracked companies (i.e. rarely covered companies are given higher priority).
  11. Salesgenie: Salesgenie launched a Custom Fields service which provides scoring and custom analytics models. Infogroup builds custom models for cross-sell, upsell, acquisition, and at risk accounts. Scores are based on deciles and available for screening within Build a List.

So it was a busy year on the functionality front.  As I have broken out integration connectors and the user interface as separate topics, you should view this as a sub-list of product enhancements.  Thus, even though Bureau van Dijk did not make this list, they introduced a new user interface for Orbis (Global) and Fame (UK) this spring.  Likewise, InsideView rolled out additional connectors and refreshed their CRM connector user interfaces.

BvD: New UI for ORBIS

Bureau van Dijk (BvD) is releasing a new user interface for their ORBIS financial analysis product.  The ORBIS product line provides global company financial analysis tools with very deep financial coverage of European privates.  This platform is also employed for regional products such as Amadeus (Europe), Oriana (AsiaPac), and country specific products within Europe such as Fame (UK), Markus (Germany, Austria, Luxembourg), and Ruslana (Russia, Ukraine, Kazakhstan).

The modernized UI is fast to use and supports tablets.  New features include an icon-based navigation panel along the left edge and improved multi-step searches.  Users can also group their favorite search steps together and adjust list layouts.

The new ORBIS UI provides streamlined searching and list building.
The new ORBIS UI provides streamlined searching and list building.

New report types include a visual profile and “Excel-friendly financial worksheets.”  Users can also quickly share searches, results, and reports with colleagues.

A new Tools Zone provides a set of analytical tools for peer analysis, pivot-table building, ownership research, and Excel plug-ins.

The new ORBIS Toolbox
The new ORBIS Toolbox

Both the old and new UI will be available while users migrate their saved searches and reports to the new ORBIS.

The firm did not indicate whether similar enhancements were planned for the MINT sales product line.

ORBIS is the leading financial analysis tool for European and AsiaPac companies.  They have been rapidly expanding their global company coverage and now span 200 million companies (roughly 3/4 of which are active) with market leading company linkage (ownership) intelligence.  This dataset is available in ORBIS, their regional financial analysis editions, MINT sales intelligence editions, and their line of Catalyst workflow tools (e.g. credit risk analysis, transfer pricing, valuation).