Global5000 Database Adds Contacts

Back before the development of ICP / TAM tools and predictive analytics platforms, B2B marketers would simply describe their target market as the Global 2000 or Global 5000.  The description was overly broad, but it generally meant global enterprises with revenue in excess of $1 billion.

Of course, you could easily refine the list with broad segmentation.  For the sales intelligence vendors of 2005, it was the intersection of G5000 and (Professional Services, Financial Services, Tech firms).

So while there are now tools to refine your target universe, there remain companies that continue to focus on the G5000 concept.  This includes startups and companies with expensive B2B solutions.  It also includes Enterprise Sales groups.

Harry Henry has built a business around the G5000 concept.  For a long time, the Global5000 database consisted of a hand-researched list of billion dollar revenue companies; but, a few weeks ago he released a companion dataset of top US execs for G5000 with plans to sell international contacts in the future.  Henry has partnered with Salutary Data to build his new offering.

Marketers can license the G5000 company set for $2,300.  The accompanying US dataset of 25,000 executives spanning 2,100 firms is available for $3900.  Fields include

  • First & Last name
  • Job Title
  • Address (street, city, state & zip)
  • Email address — 100% fill rates
  • Phone number – Two possible phone numbers with a 35-50% direct dial fill rate.

The contact dataset focuses on Executive Management, Finance, HR/Personnel, Technology/IT, and Marketing.

“To provide you a sense of our vetting process, the contact records are aggregated from some 8 supplier sources and then tested using separate vendors who verify and score the accuracy of emails, phones, and name/title/company.   The results of these tests are used to identify the most accurate data, which enables us to create a data stack.  In addition, external and internal corroboration sources and techniques are also applied to further help identify the most current and accurate records.”

  • Global5000 Website

The contacts file is available with quarterly refreshes.  Segmented versions by industry or job function are not available.

The G5000 database consists of over 5,000 active companies generating $60 trillion in annual revenue and employing 130 million employees.  Revenue per employee of the G5000 firms is $397,000.  The file includes five-year employee and revenue data along with recent events, business descriptions, year founded, industry, segment, market and ticker, and business contact details (e.g. address, phone, URL).

 

CreditSafe US Credit Reports

CreditSafe USA added payment and trade line intelligence to its US credit reports.  Expanded intelligence includes trade line information from business leases, commercial credit cards and term loans that will enable businesses to make better, more informed decisions.  Other information includes total credit utilization, past due amounts, at risk balances, and closed accounts.

“While business credit reports and scores are traditionally put together using a variety of public and private information covering business demographics and company-to-company trade payment data, the addition of payment data showing not just how a business pays its bills, but how it pays its term loans, commercial cards and other debts takes our reports to another level,” said Matthew Debbage, CEO of Creditsafe’s Americas and Asia-Pacific division. “Creditsafe has built its reputation and success on doing things differently. We are committed to changing the way business information is used and by adding in this payment data to our U.S. offering we are continuing to do just that and to provide American businesses with a compelling option. Our Analysis shows that a typical user will now have the added benefit of seeing financial payment data on over 40% of previously ‘thin credit file’ companies. We believe this increase in data availability is a complete game-changer.”

CreditSafe USA Closed Account Details
CreditSafe USA Closed Account Details

The new financial details span $220 billion in commercial transactions from 400 financial institutions.

A 2016 Manta survey of small businesses identified a “major knowledge gap” concerning business credit scores.  The survey of 3,000 businesses found that almost three in four did not now their own credit score and sixty percent did not know where to obtain such intelligence.

CreditSafe Expands South American Coverage

With the exception of a few countries (e.g. Argentina, Chile, Iran, Philippines, and South Africa), CreditSafe now offers coverage of all the major commercial markets.
With the exception of a few countries (e.g. Argentina, Chile, Iran, Philippines, and South Africa), CreditSafe now offers coverage of all the major commercial markets.

Company and Credit profiler CreditSafe continues to expand its global coverage with the addition of coverage for Colombia, Ecuador, and Venezuela. The additional 230,000 profiles are available across all CreditSafe offerings. The three countries represent more than $38 billion in US exports. CreditSafe already provided coverage for Brazil, but still lacks deep coverage for Argentina, Chile, and Peru. Globally, CreditSafe provides deep coverage for AsiaPac, North America, and Europe, spanning 240 million entities.

“While these countries are too often popularly portrayed as difficult, worrying or even downright scary, they all represent great export markets for American companies” said Matthew Debbage. President of Creditsafe’s American and Asia-Pacific operations. “For far too long businesses have been denied access to key information on possible business partners in this region leaving them unprepared when it comes to assessing both risk and opportunity.”

CreditSafe supports over 200,000 global subscription customers including 10,000 in the United States. The firm maintains 14 global offices.

CrunchBase Launches Marketplace Partner Ecosystem

SimilarWeb Web Traffic Analysis within Crunchbase Pro.
SimilarWeb Web Traffic Analysis within Crunchbase Pro.

Crunchbase unveiled their long-planned Crunchbase Marketplace partner ecosystem.  Crunchbase signaled plans for the ecosystem a year ago when it announced an $18 million funding round.  Partner datasets are available via an “app store” connected to their subscription Crunchbase Pro data service.

“We see this as the next step in building the master database for companies online. We don’t feel like a single company can go out and get all the information that there is to get, which is why we have decided to partner.”

  • Crunchbase CEO Jager McConnell

Crunchbase has signed 13 data partners: SimilarWeb, Apptopia, BuiltWith, Siftery, IPqwery, Bombora, Owler, Financial Content, TradingView, Enigma, Wayback Machine, Aberdeen, and Wikipedia.  The span of partners is fairly broad and includes technographics, intent data, web traffic, app installs, government filings, and stock quotes.

The following datasets are live:

  • Crunchbase Pro – Funding data available for $29 / user / month
  • SimilarWeb – Web traffic and engagement (free)
  • Siftery – Tech Stack data for $49 / user / month
  • BuiltWith – Tech Stack data for $49 / user / month
  • Apptopia – Mobile app analytics for $49 / user / month

“We’re super excited about these partnerships because they are bringing up a ton of new data that we’ve never seen before,” McConnell added. “We think this is the first time that someone has taken all this data and put it all into one place. Looking further out we think that all enterprise software will be built on large data sets, and we think that we can be the trusted source for all that company information on the internet.”

Crunchbase is looking to increase the number of registered and Pro users on its site, so only registered users will have access to the marketplace.  Last year, Crunchbase had 40 million unique users, many of whom were anonymous.

Current licensors of third-party datasets do not have free access to the content via the Marketplace.  However, Crunchbase is evaluating a voucher system for dual licensors.

Crunchbase said it is unsure whether the current $49 per month fee will be modified.  For example, they are open to building solution bundles by function which support multiple datasets.  However, such a model has yet to be explored.  They are also considering a freemium model with in-app purchases of additional data beyond a limited number of free records.

Crunchbase will continue to focus on its strength: – the collection of funding data.  “Logo, name, address, funding, founding and investor data: we’ll always own that node,” McConnell told TechCrunch. “This is the reason why most come to us today and we don’t want to jeopardize this.”

Crunchbase would like to build out to one hundred partners over the next year.

Sales Navigator Q1 18: Revised Account Profiles

LinkedIn redesigned its Account Page display as part of their Q1 2018 release.
LinkedIn redesigned its Account Profile display as part of their Q1 2018 release.

LinkedIn Sales Navigator formally announced their Q1 release last week. The new functionality, which is rolling out to admins and trainers first, will be unveiled to sales reps over the next few weeks. The release focuses on a redesigned Account page, but also includes self-service seat transfers, new sales email alerts, seniority preferences, and additional SNAP partners.

LinkedIn describes the refreshed Account page as “the most efficient way to get the information you need about your accounts.”

The new company profile page is laid out in a series of sections:

  • Company Summary – a company overview with employee count, industry, revenue, short description, URL, location, and contact information. The section also supports Add Tags, Add Notes, and Save Account functionality.
  • People Tab – three categories of people intelligence: saved leads, recommended leads, and connections into the account. The saved leads section is displayed in a list format with headshot, title, connections, geography, and recent activity. Recommended leads may be filtered by spotlights such as job changes, mentioned in the news, recent LinkedIn posts, shared experiences, and company followers. Recommended leads highlights job changes, news mentions, recent LinkedIn posts, shared experiences, and company followers. Connections are broken into three strata: first degree connections, TeamLink (co-workers) connections, and alumni connections based on the user’s college or university.
  • News & Insights Tab – company insights related to news mentions, LinkedIn posts, and executive hires. The section also includes recent headcount growth by department.
  • Head Count Growth – the headcount growth data has been available to premium users in core LinkedIn for over a year, but finally made it into Sales Navigator (see image on right). Employee estimates found in sales intelligence vendors are often difficult to obtain or out of date. LinkedIn has access to probably the most reliable employee analytics on the market. Not only can they provide current headcount data, but they also include this data by eight job functions (Art & Design, Business Development, Engineering, HR, IT, Operations, Program & Project Management, an Sales) and the change at the departmental and corporate level over the past six months, year, and two years. This data is invaluable to sales reps as they can determine the mix of employees by function at the firm, whether hiring has accelerated or decelerated over the past few months, and even which departments are hiring. Not only does this data provide talking points, but an acceleration or deceleration in hiring is a valuable signal in assessing whether a pipeline deal is likely to move forward or stall.Sales reps should be careful about taking LinkedIn employee counts as gospel. While the data is more accurate than other sources, it is likely to lag M&A activity and layoffs as members update their profiles. Thus, hiring (except for embargoed executive changes awaiting press release) will be more quickly reflected than layoffs. Employees of acquired firms may be slow to update their profiles, particularly if their subsidiary retains its brand. As such, the trend data is probably more important than the displayed employee count.For private investors and competitive intelligence professionals, the head count data can be invaluable for comparing peers and evaluating growth and hiring patterns across a segment.

    Unfortunately, Sales Navigator does not yet display all of the employment analytics found in the LinkedIn service so sales reps may still wish to toggle between the core LinkedIn service and Sales Navigator to review New Hires data, Notable Company Alumni, and the Total Job Openings analysis.

  • Recent Senior Management Hires – The Recent Hires section lists Directors and higher that recently joined the firm. Both current and previous roles are displayed along with tenure in the current position. New hires may be saved as Leads without leaving the page.
  • People Also Viewed – This section lists similar companies which were viewed after the current account. While the firms may be in the same industry, this section could include partners, companies from which the firm has hired key execs, vendors, etc. Each company includes a logo, employee range, industry, and location. The companies may be saved as Accounts without leaving the page.

New content includes an expanded set of revenue estimates, headcount growth data, the Saved Leads module, Spotlights and Insights in the Recommended Leads module, alumni in the Connections module, and recent senior management hires. Previously, only public companies had revenue data, but LinkedIn is beginning to build out revenue estimates for private companies with at least $1 billion in revenue. LinkedIn plans on building down these estimates to smaller companies.

“Our redesigned account page experience streamlines the process of landing new accounts or building relationships within existing accounts, by giving you the information you need, when you need it.  Now you can better understand whether the account is a good match, who you should be targeting, and how you can get a warm introduction.”

  • Doug Camplejohn, Head of Product at LinkedIn Sales Solutions

This is the first in a series of blogs discussing the Q1 2018 Sales Navigator release.  Part two discusses additional enhancements.

Boardroom Insiders Adds List Building

Boardroom Insiders can now build lists of C-level Executives.
Boardroom Insiders can now build lists of C-level Executives.

Boardroom Insiders, an editorially driven executive profile company, added build a list prospecting to its subscription service. The new feature supports firmographic and biographic selections against their 15,000 executive profiles. Users can download one or multiple executives from the list as a PDF.

“After a decade of researching C-Level executives, we have built an extremely robust repository of executive insight—both personal and business-related.  Our new search tool unlocks the power of that insight in a very significant way.  Subscribers can now easily execute these very specific searches in seconds. You simply will not find this capability anywhere else—and to replicate this type of research from scratch on your own would be both cost- and time-prohibitive.”

  • Boardroom Insiders CEO Sharon Gillenwater

Boardroom Insiders provides very rich executive profiles that go beyond those found in other executive sources such as LinkedIn. “Our forte is in providing deep insight on a relatively small group of C-level executives to support very important opportunities, CXO meetings, events, and large account ABM efforts,” said Gillenwater. Profiles may run a few thousand words and include an Executive Summary, Personal Attributes and Interests, Current Focus, Biographical Highlights, Other Boards and Organizations. Users also have access to a headshot, social media links, and contact information.

All of the bios are maintained by editors with a minimum of ten years of business journalism or management consulting experience. If a bio has not been updated in the past six months, a user can request a refresh. Boardroom Insiders also maintains bios for executives in transition and then updates them when executives land at new organizations.

While LinkedIn is often seen as the go to source of biographies, a DiscoverOrg survey found that 25% of top-level executives do not maintain LinkedIn bios. “LinkedIn is an essential tool, but the profiles are unpredictable, limited in strategic insight, and biased,” said Gillenwater. “Boardroom Insiders is rich with strategic insight, unbiased, and provides the full professional story of the key decision maker you are calling on.”

DueDil: Interactive Lists, Ownership Selects, Webforms, & Compliance Checks

DueDil Interactive List Segmentation Analysis
DueDil Interactive List Segmentation Analysis

European company research firm DueDil rolled out a set of enhancements spanning list building, list analytics, compliance validation, and their API. DueDil’s products are used for sales intelligence, company research, and onboarding Know Your Client (KYC) / Anti-Money Laundering (AML) compliance checks.

DueDil added four Ownership search filters to assist with targeting firms with concentrated shareholdings “ripe for takeover.”  The new screens include Total Shareholding Count, Individuals Count, Companies Count, and Shareholder Name.

The firm rolled out interactive lists which build upon their list capabilities.  “Interactive List Reports offer a unique way of mapping whitespace and identifying new prospects, based on high-performing segments identified in a List Report,” said Product Marketing Manager Sam Hockley.  “By accessing a customer list in Report view, common traits and trends are visualised, and the characteristics of quality customers can be easily identified.”

Users can now view any List Report segment in Advanced Search, surfacing the companies and related criteria.  Users can drill down on segments to research anomalies or focus on size brackets within the list. The functionality can also be used to display similar companies while suppressing the original list, providing a tool for expanding the pool of ABM candidates.

Both the browser and API now support compliance checks including Politically Exposed Persons (PEPs), sanctions, fraud warnings, and adverse media.  These checks are part of standard KYC / AML onboarding steps.  The Adverse Media Check includes Gazette Status (receivership, shuttering a business) and County Court Judgments.  Politically Exposed Persons lists identify government officials and close family members to flag funds which could be related to bribes, kickbacks, and money laundering.  Sanctions lists flag individuals associated with terrorism, trafficking, and money laundering.

“Conducting these checks with DueDil allows businesses to identify any and all linkages of corporate ownership and associated individuals. As a result, when a check is run against a specific entity, that check can be extended to all of these related parties, returning any flags or sanctions across the entire group. Advanced datasets reveal the ultimate beneficial owner of a business and enable checks for PEPs and any sanctions levied against a business,” said Hockley.

DueDil performs KYC/AML checks against both businesses and individuals.  People checks are performed in conjunction with Callcredit.

DueDil also recently launched API support for webform auto-population and enrichment.