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.
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
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).
Update: Avention was acquired by Dun & Bradstreet and Business Browser was renamed D&B Business Browser. The blog is no longer available online.
Avention recently published an excellent blog by Jay Webb, President of the J. David Group, concerning preparing for sales interviews. His firm specializes in placing sales reps at technology companies. Webb marveled at the frequent lack of preparation by job candidates who fail to understand the company, its industry, and the individuals conducting the interviews. They often make silly mistakes like saying they are looking to work for a smaller company when they are interviewing for positions at larger organizations.
Webb emphasized the value of preparing technology sales candidates for interviews and noted six areas of focus beginning with the product. He observed that candidates often fail to sign up for software trials. Not only are they not researching the products they are looking to sell, but they are failing to show interest to the sales and marketing departments at the company where they are interviewing. Of course, not all technology companies have software trials, but there are still webinars, white papers, and other tools for researching the product and demonstrating interest to the firm.
Other preparation steps include
Researching both the organizational structure of the company (who reports to whom) and corporate family tree structures (how big is the company? What other industries is it involved in? Does it have additional offices in other cities or countries?);
Reviewing corporate SWOTs (strengths, weaknesses, opportunities, and threats).
Researching the firm’s competition
Understanding the firm’s industry
“In [staffing] sales we use tools such as Avention (OneSource for those who remember that name) to do account research. Turning that idea on its head, I am able to provide candidates with a report containing the relevant information they need, gain a little more control over the process, and save time so I can work more deals,” blogged Webb
Avention OneSource Business Browser provides a broad set of company and industry intelligence including family trees, executive profiles, competitors, financials and filings, company news, SWOTs, analyst reports, earnings call transcripts, and industry research.
“If I can deliver better prepared candidates, I stand a better chance of winning,” wrote Webb. “Additionally, if my candidate is that prepared, they draw from the higher end of the salary range, which means more commission for me. What’s more, when a candidate is that attractive, hiring managers move very quickly for fear of losing them to their competitors. More sales, higher value, and faster close. That’s pretty easy math.”
In short, every sales rep should view the job interview as if they are a strategic sales rep preparing for their top client. Why would any sales director hire you if you are unprepared for a critical meeting?
Of course, not every candidate has access to Avention products, but there are company resources available for job preparation through academic and public libraries. On college campuses, look for OneSource Business Browser, Bureau van Dijk Orbis, Capital IQ Academic, LexisNexis Academic, Factiva, or Mergent products.
At public libraries, you should check out ReferenceUSA, Mergent, or AtoZ Databases for company research.
I would also look at Owler and CrunchBase for free online research. Both provide company overviews, funding data, and news alerts. Of course, company websites, LinkedIn, and social media should also be reviewed.
For industry research, check out Plunkett Almanacs, First Research, IBIS World, MarketLine, Freedonia, Euromonitor, Mergent Intellect, or Business Browser’s industry module.
