Outreach Sales Intelligence Tiles

Outreach Sales Tiles Account Overviews
Outreach Sales Tiles Account Overviews

Account Based Sales Development (ABSD) vendor Outreach, rolled out its latest capability, Sales Intelligence Tiles, which displays account intelligence from Owler, Twitter, and MapBox alongside account information from Salesforce and Outreach.

Three tile formats are supported

  • Engagement insights: a combination of insightful information including company news, local time and historical interactions with prospect/account to ensure the communication is effective
  • Prospect overview: everything from historical Outreach & Salesforce activity to custom fields
  • Account overview: displays account firmographics and prospect information

Users can customize the layouts to better meet their informational needs.  Tiles may be moved and resized.  Additional enhancements will roll out in the next few months including “partner integrations, new tiles, design updates, and new suggested layouts.”  Layouts may be shared with co-workers.  Other partners include DiscoverOrg, Datanyze, DocSend, and Sendgrid.

Outreach’s internal research found that reps saved five hours a week by leveraging tile insights.

Outreach recently began a beta program for their Chrome Extension which they call Window Mode. “This new experience is unlike any other chrome extension,” said Product Marketing Manager Rachel Siegel.  “It removes the extension from on top of your window and creates a separate window that snaps perfectly to the side of your browser. The experience is lightning fast and immediately responsive to what you’re doing in the moment.  Many of you likely switch through a number of different browser tabs as your job. Window Mode keeps up with your pace. You’ll find that it’s faster and immediately responsive to what you’re doing in the moment.”

Selling is hard – we know it’s more difficult than ever to connect with prospects and keep them engaged throughout the sales cycle.  Sales technology has failed to deliver for reps, largely because it focuses on logging data and reporting on pipeline rather than helping reps to execute more of the right selling activities. Ultimately sales reps spend hours laboring on menial tasks. This has to stop. We’re on a mission to empower sales teams to more efficiently and effectively engage with prospects so they can predictability achieve revenue goals.

  • Outreach CEO Manny Medina

Outreach received a $30 million Round C a few weeks ago and continues to invest in tools for sales reps that assist them across the customer lifecycle.  This vision goes beyond outbound communication unification and includes sales intelligence, recommendations, and workflow simplification.

“Outreach continues to tirelessly deliver the capabilities that solve business challenges,” blogged Siegel yesterday.  “No longer are we solely investing in making SDRs and hunters efficient, we’re turning our eyes deeper into the customer lifecycle.  At Outreach we see a future where every sales organization has a platform that helps their reps build a pipeline and closes that pipeline faster and more efficiently than ever before. The future is a platform that acts like a sales assistant, suggesting meeting times, entering data, creating action items, suggesting which personas to engage at what points in the deal cycle, and more.”

Outreach is unveiling its roadmap at their Unleash conference in Sonoma, CA this week.

Aberdeen Expands its Installed Tech Coverage

Aberdeen Group, which invested significantly in reviving the technology content of the former Harte-Hanks Market Intelligence database (aka AccessCI), announced the addition of twenty million technology installs across five million companies to their coverage.  Data is available at both the enterprise and site level.

“We’re very excited to provide our customers with a whole new level of targeting information based on the combination of our proprietary analytics, and our new technology installation information,” said Aberdeen CEO Gary Skidmore. “Originating and curating this data, along with our already vast data set, gives us the kind of precision to be able to provide our customers insights that nobody else can.”

Lead Essentials Account Prospecting
Lead Essentials Account Prospecting

Aberdeen offers over one hundred analytic models which benefit from the improved data.  The content is available through its Lead Essentials service which combines account data and content in a single platform.  Thus, sales and marketing professionals can target active buyers and “engage them with relevant content trending within their category.”

The enhanced data is also available via a free Google Chrome browser extension Lead Essentials Lite.  The extension provides technology and footprint intelligence for the current website.  Other content includes contacts, buying centers, and purchasing plans.

“Our enhanced data set creates a whole ecosystem of data and content,” said Chief Data Officer Charlie Allieri. “For example, if our data analysts see a surge in installations of a particular type of technology at a certain company or category, they can create content about the best practices surrounding that technology. This represents a strategic change that lets us leverage all data points and business knowledge to provide more powerful marketing.”

HG Data Chrome Extension

HG

HG Data released a Chrome browser extension for their Technology Install dataset.  The new HG Focus service provides tech sales reps with immediate visibility into key technologies used by prospects and customers.  The freemium service assists with lead qualification, account based marketing, and technology related messaging.

While browsing the web, users are shown which technologies are employed by the website owner and how recently the data was verified.  Technology stack information is available for both cloud-based and behind-the-firewall platforms.  A release later this quarter will expand this intelligence to Salesforce.com, Gmail, LinkedIn, and Office 365.

Freemium users have access to one technology category.  Users can also identify favorite technologies with the icon indicating the number of favorite technologies used by the company.  Favorites can be setup for either complementary or competitive companies.

HG Data provides technology intelligence for over 5,000 products spanning 1,700 vendors.  They began collecting North American intelligence in 2012 and currently provide insights into 1.2 million US and 85,000 Canadian locations.  Last year they started international data collection and now deliver tech installation intelligence for 260,000 European and 120,000 AsiaPac locations.

“HG Focus is the first of some very exciting products that HG Data will be releasing to help companies of every size and shape that have not yet discovered the power of installed technology intelligence,” said Chief Revenue Officer Mark Godley. “Our clients have seen how targeting by installed technologies can transform their entire go-to-market strategy. From defining addressable market, to micro-messaging at scale, to better analytics and predictive modeling, to relevant targeting throughout the sales funnel, every step of the sales and marketing process is better with HG Data. Technology installs at scale comprise a whole new firmographic that is making traditional means of defining prospects obsolete. HG Focus is aimed at companies interested in starting down the path of targeting by installed technologies and can now do so in a risk free, yet powerful way.”

A number of firms have recently deployed Chrome extensions to provide a taste of their database.  Other technology vendors with Chrome extensions include DiscoverOrg and Datanyze.