Cognism $87.5M Series C

London-based Sales Intelligence vendor Cognism closed on an $87.5 million (£64m) Series C.  The round was led by Viking Global Investors and Blue Cloud Ventures, with follow-on investors AXA Venture Partners, Swisscom Ventures, and Volution.

Total funding is just shy of $130 million.

The funds will be deployed for European expansion and strengthening Cognism’s position in the United States.  Growth will be a “combination of organic growth and acquisitions.”

“The funding will help us empower many more businesses with international sales intelligence over the coming years, setting a new standard in data quality and compliance,” explained CEO James Isilay.  “It will accelerate our growth and global expansion plans as the leading provider of intelligent B2B sales data.”

“We will be organically expanding in the United States this year and have just hired new sales leadership (Mark Sparaco) to accelerate our growth,” Isilay told GZ Consulting.  “Europe remains our primary focus, but we see significant differentiation to other providers in our US and International data that we see significant growth opportunities.”

The firm will remain focused on improving its global data coverage and Sales Intelligence capabilities in 2022.  Roadmap features include marketing enhancements and localization in non-English speaking countries.

Cognism is coming off another strong year, with ARR growth hitting 100%.  They have over 1,000 customers, located in over forty countries.

Isilay is targeting another year of 100%+ growth and stated that Cognism is off to a good start in January with a “record revenue month.”

2021 data improvements include Diamond Data and the addition of Bombora’s intent data set as a premium offering.  Diamond data provides “the most accurate, GDPR & CCPA compliant phone-verified contacts for business development teams internationally, setting a new standard in data quality,” boasted the firm.

The Diamonds-on-Demand request feature supports on-demand phone verification from both the web application and the Cognism Chrome extension.  Users click on a Diamond Verify button to initiate the verification process, which is completed within 48 hours.  In addition, users can track the status on the platform.

“No other software company offers a truly global sales intelligence platform like Cognism. “By pairing our premium quality contact data with advanced contextual data points like technographics and buyer intent signals, we help modern revenue teams connect with confidence and exceed targets. We enable them to build a meaningful connection with their next best customer in the most predictable, efficient, and cost-effective way.”

Cognism CEO James Isilay

Cognism has grown to over 250 employees in seven countries: the United Kingdom, United States, Canada, South Africa, Croatia, Macedonia, and Germany.

Cognism did not state its market valuation.

Cognism also announced that it is SOC II Type 2 compliant.  The designation confirms that Cognism meets AICPA’s Trust Services Criteria for Security, Availability, Confidentiality, Processing Integrity, and Privacy with regards to data.

“We live and breathe security and compliance at Cognism as we handle large amounts of company data that help our customers reach new target audiences,” blogged Cognism CTO Stjepan Buljat. “Most companies, when they start their SOC 2 compliance journey, choose to select type 1 qualification, whereas we’ve selected the more complex type 2 route – often described as the difference between a balance sheet audit and a full audit of financial operations.  Type 2 looks at the information security controls we have in action and confirms that we’re organised to handle the data privacy concerns of the largest companies on the planet.”

Cognism Funding History (Source: Owler)

Cognism a Future Fifty Company in UK

UK Sales Intelligence vendor Cognism was named to Tech Nation’s Future Fifty 2021 list.  CEO James Isilay called the past year “a year of incredible transformation” for Cognism as it grew revenue by 90% and closed in on $20 million ARR. 2021 is the second consecutive year that Cognism made the exclusive Future Fifty list.

Cognism was also named one of the top 15 UK Startups by LinkedIn.  The firm continued hiring through the pandemic, with LinkedIn listing 277 employees in the UK, US, and Europe.  Cognism has been rapidly building out its sales team, growing it 165% over the past year to 90 headcount.  Its support team grew 58% over the past year to 40 CSMs.  Cognism also doubled its product management and IT teams.

London-based Cognism grew its headcount 63% over the past year and 115% over the past two. It’s ARR is nearing $20M.

Cognism plans to retain a flexible working environment and recruit talent outside of its primary office locations.  LinkedIn lists 23 positions in London, Boston, New York, Germany, Croatia, and South Africa.

On Monday, Cognism announced Diamond Data, “a new standard in B2B data quality.”  It emphasized that its contacts are accurate, compliant, and phone-verified.  Mobile numbers are phone-verified and checked against global do not call (DNC) lists. Cognism contacts are GDPR and CCPA compliant.

Cognism promises to “minimise inefficiencies due to inaccurate job titles and incorrect / misdialed numbers and create a leaner, faster sales process.”  Cognism offers revenue teams “unrestricted access to prospect data” available through its platform and via CRM and SEP connectors.

A new Diamonds-on-Demand request feature supports on-demand phone verification.  Users simply click on a Diamond Verify button to initiation validation.  A diamond appears on headshots of verified contacts.

“As a company we are constantly researching and identifying new opportunities and partnerships to ensure our platform delivers the best possible results for the highly competitive B2B market landscape. Diamond Data is just that – the best you can get. It is always evolving, and we want to assure our clients that they can target their prospects in confidence, leaving the compliance and data accuracy to us.”

Cognism CEO James Isilay

Diamond Data is immediately available.

Cognism is also delivering Bombora’s intent dataset for identifying in-market buyers and related contact information.  Intent data is available as a screening select and displayed as a build-a-list Heat Map.

Cognism’s new Diamond Data offering.

Finally, Cognism announced that industry veteran Phil Garlick joined their board.  Garlick served as the VP of Corporate Development at DiscoverOrg and President of OneSource Information Services.

ZoomInfo Business Contact Preference Registry

ZoomInfo launched its Business Contact Preference Registry (BCPR), a centralized registry for recording B2B opt-out requests which will be shared across the industry.  The BCPR is ZoomInfo’s latest step in burnishing its data privacy positioning.

“The collection of data is central to businesses in the B2B data industry, but the responsibility of ethical data stewardship falls onto the shoulders of each individual company,” wrote the firm.  “As industry leaders in data privacy, ZoomInfo has made it easier for businesses in the B2B data marketplace to address the preferences of consumers by building, maintaining, and sharing access to the BCPR.”

“It’s critical for data-focused companies to prioritize privacy. The Business Contact Preference Registry offers businesses a convenient way to prioritize privacy by supplying the entire B2B data industry with a ready-made list of consumer opt-outs. We’re proactively sharing our opt-outs as an invitation to B2B companies to join us in putting privacy first.”

Bubba Nunnery, ZoomInfo’s Senior Director of Privacy and Public Policy

I had been flagging data privacy as a weakness in ZoomInfo’s model, which could slow their entry to the European market post-COVID, but they have been actively working to shore up their data privacy practices and demonstrate that they are respectful of the data they hold. 

ZoomInfo developed a proactive data compliance program based upon “notice and choice” that notifies business professionals about ZoomInfo’s data.  The program is global in scope, so not limited to countries that require notifications.  ZoomInfo also expanded its data privacy team earlier this year, naming Hannah Zimmerman, ZoomInfo’s Privacy Counsel and Bubba Nunnery, Senior Director, Privacy and Public Policy.

ZoomInfo data privacy certifications

“Our business is founded on the trust our customers have in our data,” said General Counsel Anthony Stark back in March. “Collecting data is central to all businesses, and it’s our job to be ethical stewards of the data we hold.  ZoomInfo adheres to its core privacy tenets of transparency and control, showcasing that we are respectful of the rights of consumers while providing critical service to our customers.”

In May, ZoomInfo announced that it received GDPR and CCPA Practices Validation from TrustArc, saying that its policies “are in line with the strictest privacy regulations in the world.”

“Organizations of all sizes must become privacy-forward to earn the trust of their customers,” said Chris Babel, CEO, TrustArc. “ZoomInfo understands that building trust requires an ongoing, scalable approach to data privacy. The organization has consistently prioritized privacy as the enabler of a better experience for its customers and their subscribers, and the TrustArc GDPR and CCPA Validations reinforce that standing.”

“ZoomInfo is leading the way in data privacy.  We are working to accept opt-outs from other vendors as part of our efforts to elevate privacy standards across the B2B data industry.”

CEO Henry Schuck

The BCPR is an excellent idea, but I’m not sure whether the registry should be hosted by one of the major vendors in the space.  ZoomInfo plans on accepting opt outs from other vendors, but It is unclear whether other vendors would promote ZoomInfo in the lead data collection role. Preferably, it would be hosted by a government agency such as the FTC, which manages the US Do Not Call Registry, or a neutral body similar to the ICANN domain registry.  DataGrail, a leader in data privacy compliance, could administer an independent database across businesses and consumers.

Dun & Bradstreet Launches D&B Email IQ

Dun & Bradstreet recently launched D&B Email IQ, which “allows clients to get some free data from us — a number of free data contacts per month,” said CEO Anthony Jabbour. The service is an automated data exchange with email signature blocks mined in exchange for access to Dun & Bradstreet’s company and contact intelligence.

D&B Email IQ is an Outlook plug-in that displays company and contact intelligence, contact and prospect recommendations, and related companies. Firmographics include address, phone, social links, sizing data, ultimate parent, and D-U-N-S Numbers.

D&B Email IQ users that share signature blocks receive 50 free leads (e.g. additional contacts at a company) per month.  Users that only share emails receive ten emails per month.  There is also a ten lead bonus for referrals.

D&B Email IQ appears to be a tool for collecting email signature blocks similar to Zoominfo’s Community edition.  According to their FAQ, “Business contact data collected via D&B Email IQ may be incorporated into the Dun & Bradstreet Data Cloud and be used to enhance and improve our products by enabling businesses to manage their financial risks, protect against fraud and dishonesty, know who they are doing business with, meet their compliance and regulatory obligations and better understand organizations, industries and markets.  Where permitted under applicable law, this information may also be used for sales and marketing purposes.”

Unlike the Zoominfo Community Edition, the Dun & Bradstreet contacts are integrated into the Outlook workflow.

Dun & Bradstreet states that collected data includes emails, meeting invitations, and signature blocks, including “name, job title and department, company name, email address, telephone number, fax number, company address, corporate URL, and social networking URL.”

Dun & Bradstreet is being careful to comply with data privacy rules including GDPR, CCPA, and CASL.  The plug-in is blocked in Europe and they are careful not to collect data about EU citizens.  To ensure GDPR compliance, records with European emails, phones, or addresses are filtered out of the database so not available for sharing.  As GDPR is extra-territorial, it is critical that private data concerning EU citizens not be collected and shared without opted-in permission, even if all of the parties sharing, collecting, and using the data are outside of the EU.

To comply with CCPA, no California mobile numbers are collected.  To comply with the Canadian CASL regulations, no Canadian emails are collected.

D&B Email IQ users are likely to be small businesses and job seekers.  Larger firms are less likely to permit sharing of emails and signature blocks.  Small firms with fewer resources would be more willing to trade signature block intelligence for fifty leads per month.  Assuming a value of $1 per record for detailed contact profiles at small firms, the potential market value of the leads is over $500 per user.

Rhetorik Expands European Coverage

Rhetorik expanded its technology sales intelligence coverage of Europe with the addition of ten Eastern and Central European countries to its NetFinder+ service.  The CEE expansion pack provides company profiles, technographics, and contacts for Bulgaria, Croatia, Czech Republic, Estonia, Hungary, Latvia, Poland, Romania, Slovenia, and Ukraine.

NetFinder+ also supports enhanced install data on cloud, system software, middleware, enterprise, and vertical industry applications.

Earlier this year, Rhetorik rolled out the Rhetorik Technology Map, “a comprehensive new taxonomy for classifying key enterprise technologies” that “structures business technology assets, services, and products” from over 7,000 vendors.  The Rhetorik Technology map contains over 150 tech categories.

Rhetorik contacts are fully-GDPR compliant with name, title, email, and phone numbers that are “compliant with all relevant data privacy and data protection regulations.”

Back in August, Rhetorik opened a US sales hub in California.  The office will be led by John South, who was named the VP North America.

California is a logical location for US market entry (the firm already has a Canadian development office).  Not only is a high percentage of US enterprise software and cloud companies headquartered in California, but the CCPA data privacy regulations are akin to EU GDPR requirements, making marketing departments more sensitive to data privacy and regulatory compliance.


I profiled NetFinder+ when it launched in June.

ZoomInfo Launches Streaming Intent Based on Clickagy Acquisition

Last week, ZoomInfo picked up its most recent tuck-in, Clickagy, to expand its intent data capabilities. The real-time intent vendor is the basis for ZoomInfo’s new Streaming Intent offering.

Streaming Intent improves the timing and messaging around sales and marketing workflows such as

  • Prioritizing sales outreach to companies that are ready to buy
  • Interacting with prospects earlier in the buyer’s journey to build trust that won’t be present with later stage vendors
  • Triggering automated campaigns that warm-up prospects for your Sales team to call

Streaming Intent delivers real-time behavioral intent data that is “expansive and customizable.”  The Clickagy platform employs an NLP engine that identifies behavioral context in real-time.  Intent data is gathered from over 300,000 publisher domains and includes six trillion-plus new keyword-to-device pairings each month.  Intent data is sourced from over 91 percent of accessible devices in the United States.

Clickagy supports thousands of B2B topics and sub-topics spanning marketing, natural resources, entertainment, business services, government, healthcare, retail goods, and science and technology.

“Innovation in the B2B intent landscape has lagged behind the business-to-consumer landscape for much of the past decade.  Most B2B intent solutions today rely on the same set of underlying data generated by limited media cooperators and third-party cookie tracking.  Existing offerings only provide weekly batches of buyer intent on a finite number of topics because of heavy data processing that takes days to complete, negating opportunities to reach buyers at the opportune moment.  Other solutions offer late-stage intent, where vendors have already been identified, and it is too late for the addition of competing solutions.”

“ZoomInfo: Acquires Clickagy to Deliver Streaming Intent Data,” ZoomInfo Press Release, October 15, 2020.

Clickagy was founded in 2013 and based in Atlanta.  Clickagy CEO Harry Maugans has been named a VP of Product Management.

“Robust business data has always been the biggest hurdle keeping us from offering a transformative B2B product,” said Maugans.  “But now with ZoomInfo, we’re giving sellers and marketers the ability to further propel their go-to-market motions more effectively and efficiently.”

Actionability and usability have been significant issues that slowed the adoption and hampered the ROI of intent data.  Shuck laid out his vision of how Clickagy intent, tied to ZoomInfo company and contact data, will create significant customer value:

“The B2B world has been largely behind the B2C world with respect to using intent to activate go-to-market motions.  The primary reason for this lag is that B2B Intent offerings were never connected to the companies and the professionals at those companies in a way that would allow seamless activation.  By combining Clickagy’s powerful Intent with ZoomInfo’s robust database of companies and professionals, we unlock the power of intent for every B2B Go-to-Market organization…

Soon, go-to-market organizations will be able to build workflows that tell them instantly when Fintech companies in California, who have Snowflake in their tech stack, at least 100 employees, and $50M in funding, begin spiking on research for “cloud data platforms”.  That signal can simultaneously kick-off a workflow that captures the Vice Presidents, Directors, Managers, and other key stakeholders at those Fintech companies, check for open opportunities in CRM, and begin marketing automation, sales automation, and CRM campaigns against those decision makers…

Said another way, our customers will be able to create behavioral filters and overlay them across live web traffic, capture highly-refined intent signals in real time, and make them actionable within seconds.  This lets them engage prospects while they’re still in the research mode with a buying mentality—not weeks later when they’ve moved on to something else, or worse, after they’ve already made their decision.

ZoomInfo CEO Henry Shuck, “Why ZoomInfo is Acquiring Clickagy”

Intent data becomes more valuable when it can cast a wide net, gather and interpret signals with a high level of precision, and promptly deliver these signals.  It is in these dimensions that ZoomInfo has confidence in the breadth and heuristics of its acquisition.

Clickagy opens up the “black box” of intent data rules, offering a “robust and configurable technology that unlocks those algorithms and enables administrators to adjust the logical rules, keywords, inclusions, exclusions, and thresholds used to determine when a company is indeed exhibiting intent for a particular keyword or topic in order to reduce false positives.”  Transparency and configurability provide “unprecedented control” over the quality of intent signals.

Compliance

ZoomInfo Intent complies with privacy rules.  Clickagy does not collect any personally identifiable information.  Information is collected in the aggregate at the account level.  Instead of revealing who is conducting the research, Zoominfo identifies “functional decision-makers” at the account who are likely involved in purchasing decisions related to the intent signal.

Clickagy does not use cookies but instead relies on “privacy clusters” that are “persistent micro-groupings” of approximately 3 to 8 individuals who are “mathematically bound together to act as a single, trackable and targetable entity.”  As no PII is gathered, privacy clusters are consistent with GDPR, CCPA, HIPAA, and COPPA.  According to Clickagy, “As they’re not privacy invasive on a 1-to-1 level, Privacy Clusters do not require notice or opt-in consent for tracking.  Privacy Clusters allow brands to maintain the advertising efficacy they are used to while maintaining compliance with constantly changing worldwide privacy legislation.”

Clickagy also offers audience targeting and activation across 300 DMPs and DSPs.  ZoomInfo already supports website visitor intelligence.

Deal terms were not disclosed.  ZoomInfo said the deal would have a non-material impact on their fourth-quarter financial results.  

No company size data was provided, but LinkedIn lists 26 employees at Clickagy.

CJEU Invalidates EU-US Privacy Shield Data Transfers

The Court of Justice of the European Union (CJEU) struck down the EU-US Privacy Shield that allows firms to transfer EU citizen’s private data to the United States for data processing.  The EU maintains higher consumer data privacy laws that conflict with US security and legal policies.

“Today’s decision effectively blocks legal transfers of personal data from the EU to the US.  It will undoubtedly leave tens of thousands of US companies scrambling and without a legal means to conduct transatlantic business, worth trillions of dollars annually,” said Caitlin Fennessy, research director at the International Association of Privacy Professionals (IAPP).

The CJEU held that “the requirements of US national security, public interest and law enforcement have primacy, thus condoning interference with the fundamental rights of persons whose data are transferred to that third country.”

“In the absence of an adequacy decision, such transfer may take place only if the personal data exporter established in the EU has provided appropriate safeguards, which may arise, in particular, from standard data protection clauses adopted by the Commission, and if data subjects have enforceable rights and effective legal remedies…

The Court considers, first of all, that EU law, and in particular the GDPR, applies to the transfer of personal data for commercial purposes by an economic operator established in a Member State to another economic operator established in a third country, even if, at the time of that transfer or thereafter, that data may be processed by the authorities of the third country in question for the purposes of public security, defence and State security. The Court adds that this type of data processing by the authorities of a third country cannot preclude such a transfer from the scope of the GDPR.

Regarding the level of protection required in respect of such a transfer, the Court holds that the requirements laid down for such purposes by the GDPR concerning appropriate safeguards, enforceable rights and effective legal remedies must be interpreted as meaning that data subjects whose personal data are transferred to a third country pursuant to standard data protection clauses must be afforded a level of protection essentially equivalent to that guaranteed within the EU by the GDPR, read in the light of the Charter. In those circumstances, the Court specifies that the assessment of that level of protection must take into consideration both the contractual clauses agreed between the data exporter established in the EU and the recipient of the transfer established in the third country concerned and, as regards any access by the public authorities of that third country to the data transferred, the relevant aspects of the legal system of that third country.

Regarding the supervisory authorities’ obligations in connection with such a transfer, the Court holds that, unless there is a valid Commission adequacy decision, those competent supervisory authorities are required to suspend or prohibit a transfer of personal data to a third country where they take the view, in the light of all the circumstances of that transfer, that the standard data protection clauses are not or cannot be complied with in that country and that the protection of the data transferred that is required by EU law cannot be ensured by other means, where the data exporter established in the EU has not itself suspended or put an end to such a transfer.”

“Data Protection Commissioner Ireland v Facebook Ireland Limited, Maximillian Schrems,” 16 July 2020

The EU-US Privacy Shield was implemented several years ago after the CJEU held that the prior US Safe Harbor regime was insufficient.

Privacy advocate Max Schrems brought the cases that invalidated Safe Harbor and EU-US Privacy Shield.  Following the ruling, he stated:

“It is clear that the US will have to seriously change their surveillance laws, if US companies want to continue to play a role on the EU market…The Court clarified for a second time now that there is a clash of EU privacy law and US surveillance law.  As the EU will not change its fundamental rights to please the NSA, the only way to overcome this clash is for the US to introduce solid privacy rights for all people — including foreigners.  Surveillance reform thereby becomes crucial for the business interests of Silicon Valley…

This judgment is not the cause of a limit to data transfers, but the consequence of US surveillance laws.  You can’t blame the Court to say the unavoidable — when shit hits the fan, you can’t blame the fan.”

Privacy Advocate and Plaintiff Max Schrems

“This leaves a huge question mark over data transfers to the US, said Tanguy Van Overstraeten, partner and global head of privacy and data protection law at the law firm Linklaters.  “The Court has struck down the EU-U.S. Privacy Shield because it considers the US state surveillance powers are excessive.  For the thousands of businesses registered with the US Privacy Shield, this will be groundhog day; this is the second time the FTC operated scheme has been struck down after the Shields predecessor — the Safe Harbor — was struck down in 2015.  Businesses will now look to EU regulators to propose some form of transition to allow them to move away from Privacy Shield without the threat of significant sanctions and civil compensation claims.”

The ruling also puts in question data transfers to Russia, China, and potentially the UK post-Brexit.

“The CJEU’s judgment could have implications for the UK’s prospects of gaining adequacy at the end of the Brexit transition period,” said Peter Church, counsel at Linklaters.  “This will necessarily involve an assessment of the UK’s surveillance powers under the Investigatory Powers Act 2016.  However, there are a number of differences between the UK and US regimes.  For example, the UK regime has already been reviewed by the European courts and a number of amendments have been made to bring it into line with European law.  In addition, the UK regime does not have the same distinction between UK and foreign nationals, unlike US law which does not grant the same rights to non-US citizens.”

“This is a bold move by Europe,” said Jonathan Kewley, co-head of technology at law firm Clifford Chance.  “What we are seeing here looks suspiciously like a privacy trade war, where Europe is saying their data standards can be trusted but those in the US cannot.”

Standard Contract Clauses (SCCs) may also be insufficient.  “If the law in the relevant country – let’s say the USA – could override what the contract says, they don’t work,” said Kewley.  “I don’t know how much appetite they have to do this, but it’s hard to imagine that any European regulator would say that SCCs work for the US, and the pressure will pile on for them to make the assessment.  I don’t think SCCs escaped the court’s judgement – for some key countries, it’s probably just a stay of execution.”

One likely impact will be the localized processing of EU consumer data within EU data centers.  Over 5,300 companies rely upon the EU-US Privacy Shield as part of their GDPR and broader EU compliance.  Companies that rely upon the Privacy Shield span a broad set of B2B data, DaaS, social networking, CDPs, and cloud companies [searchable list].  These include Zoominfo, Dun & Bradstreet (including Lattice Engines), Experian, Infogroup, TechTarget, Microsoft (including LinkedIn), Facebook, Twitter, Google, Amazon (including AWS), Oracle, Salesforce, HubSpot, Adobe (including Marketo), LiveRamp, Melissa, TowerData, 6Sense, Leadspace, SalesLoft, Outreach, Groove, VanillaSoft, Yesware, and ConnectLeader.

Firms are also likely to ramp up their GDPR and CCPA compliance messaging, but that does not address the weaker data privacy structures of US law.

CCPA Now in Effect

The California Consumer Privacy Act (CCPA) went into force this week, but enforcement will be delayed for six months.  “We’re going to help folks understand our interpretation of the law,” said California Attorney General Xavier Becerra.  “And once we’ve done those things, our job is to make sure there’s compliance, so we’ll enforce.”

Microsoft indicated that CCPA will be used as a national standard. Microsoft has already extended EU GDPR compliance globally and called privacy “a fundamental human right.”

“CCPA marks an important step toward providing people with more robust control over their data in the United States,” wrote Microsoft’s Chief Privacy Officer Julie Brill.  “It also shows that we can make progress to strengthen privacy protections in this country at the state level even when Congress can’t or won’t act.”

CCPA requires firms to be transparent in how they collect and use consumer data.  Individuals also have the option to block sales of personal data.  However, “Exactly what will be required under CCPA to accomplish these goals is still developing,” wrote Brill.

Microsoft supports a national privacy law which cover “more robust accountability requirements” including minimizing data collection, transparency around how data is being used, and “making them more responsible for analyzing and improving data systems to ensure that they use personal data appropriately.”

Facebook is hedging, saying “we do not sell people’s data” without acknowledging that its business is based on monetizing member data and that it has a poor history of controlling partner data collection on its platform.

Salesforce CEO Marc Benioff called Facebook the “new cigarettes for our society,” which undermines societal trust.  On CNN’s Reliable Sources, Benioff called for Facebook to be regulated or split up.  “They’re certainly not exactly about truth in advertising.  Even they have said that.  That’s why we’re really in squarely a crisis of trust, when the core vendor themselves cannot say that trust is our most important value.  Look, we’re at a moment in time where each one of us in every company has to ask a question: What is our highest value?”

“I expect a fundamental reconceptualization of what Facebook’s role is in the world,” continued Benioff.  “When you have an entity that large with that much potential impact, and not fundamentally doing good things to improve the state of the world, well, then I think everyone is going to have it in its crosshairs.”