Clearbit Partners with G2

Clearbit leverages first and second-party intent data for building and activating audiences.

B2B data vendor Clearbit is the latest firm to announce a partnership with G2 to deliver G2’s second-party technology intent data.  The G2 feed will be available alongside Clearbit’s firmographics, contacts, and Reveal visitor intelligence.

“For any company that shows up in your defined Audiences, Capture automatically creates new accounts and key contacts (from our database of marketable and verified contacts) directly in Salesforce,” blogged Clearbit CMO Kevin Tate.  “This way, your marketing and sales teams can focus on engaging the right people, based on role and title, from the companies you care about.”

Clearbit offers B2B data enrichment, audience building, visitor intelligence, and web forms to over 1,500 customers, including Segment (Twilio), Intercom, HubSpot, Asana, and Atlassian.  Clearbit’s reference database gathers insights on 44 million companies and 350 million contacts.

“Marketers know that engaging the right companies at the right time is key, but with increased pressure to build high-quality pipeline, it’s never been more critical.  With G2 and Clearbit, teams can now leverage the powerful combination of company fit and buyer intent to focus their funnel – and even use Clearbit Capture to discover key buyers and contacts at their best-fit, high-intent prospects.”

Clearbit CTO Harlow Ward

G2 Buyer Intent Signals include

  • Companies viewing G2 Product Profiles and Sponsored Content
  • Companies viewing G2 Categories, Comparison Products, and Alternative & Competitor Pages
  • G2 Buyer Intent Scores for every visiting company

“Buyer intent data is a secret weapon for leading B2B marketers,” said Christine Li, VP of Growth & Enablement at G2.  “Clearbit’s integration with G2 helps marketers take that data even further — driving more streamlined actions for sales, intent-based revenue, and realizing the full potential of account-based marketing.”

The combined first and second-party intent datasets help identify the optimal time to reach out to customers and prospects.  By integrating intent data with a firm’s ICP, marketing can determine which ideal customers are in-market.

As G2 also identifies accounts that are viewing alternatives or running product comparisons, it assists with identifying competitive threats at current customers.  Risk flags allow Account Executives and Customer Success Managers to reach out proactively to wobbly renewals and reduce churn risk

Clearbit Audience and Capture leverages first and second-party attendance.

Clearbit Audience and Capture combine first and second-party intelligence for building and activating campaigns across Facebook, Instagram, YouTube, and Google.  Admins can also set up automated Slack alerts when intent scores are met, helping ensure that sales reps focus on target accounts while they are in-market.

“Our focus is on helping you put our Clearbit + G2 audiences to work across your existing stack and apps (with our flexible integrations & webhooks),” remarked Tate to GZ Consulting.  “It’ll be interesting to see how these changes in the economy continue to affect how companies spend on MarTech – but we’re seeing more companies currently looking for flexible solutions to ‘upgrade the stack they already have’ vs. ‘rip-and-replace with a walled-garden suite.’”

Winn.AI Launched

The Winn.AI Zoom app supports real-time playbooks and intelligence capture.

Conversational data capture has been a popular theme this month with announcements from People.AI and NektarWinn.AI, a Tel Aviv-based AI Assistant and playbook vendor, came out of stealth mode this month to offer AI-based playbook coaching during digital sales calls.  Winn.AI also captures real-time conversations and syncs account intelligence with Salesforce and HubSpot.

“Winn.AI relieves salespeople of…administrative busywork so that they can focus on their customers — not their keyboards.  Its magic lies in its unique ability to monitor, interpret, and document sales calls,” said CEO Eldad Postan-Koren.

Winn.AI also supports playbooks and tracks key topics during calls, helping salespeople stay focused on their prospects.  Winn.AI captures all relevant data during sales calls, such as pain points, timelines, competitors, and team size.  Product, competitive, and technical information are also displayed during calls, reducing the frequency of “I’ll get back to you” responses and presenting competitive parries.

“One of our core competencies is that we’re training our AI in real-life sales meetings.  This greatly helps us make it more accurate versus standard training resources,” said Postan-Koren. “Furthermore, the more a customer uses the product in their own sales meetings, our AI capabilities will improve to match their exact needs.”

To speed up playbook definition, Winn.AI includes a set of templates based on common sales methodologies.

Winn.AI joins conversational platforms, beginning with Zoom.  Teams, Google Meet, and additional conversational platforms (meetings and dialers) are on the roadmap for Q4.

Other features include time warnings, attendee lists, and post-call meeting summaries.  Editable summaries are displayed as soon as the call ends, adding them to the standard call workflow but removing most data entry.  Salespeople can also send a personalized recap email to call participants.  This review and notification process is generally completed within four minutes of call conclusion.

The Winn-AI post-call meeting summary pops up on call completion and supports editing and matching against CRM records.

Winn.AI does not create new records at this point but updates and enriches current Account, Contact, Lead, and Opportunity records.  Winn.AI does not yet support inbound calls or SDR outbound prospecting performed on dialers.

Playbook coaching reduces onboarding time and gives reps confidence that they have proper messaging, competitive knowledge, and technical details at the ready.

Like most SalesTech companies in 2022, Winn.AI positions itself around productivity and effectiveness during lean times.

“The funding round timing made perfect sense.  During turbulent times, when salespeople’s productivity and effectiveness are more critical than ever, a tool like Winn.AI provides the additional edge sales leaders and individuals are seeking,” Postan-Koren said.  “The Winn.AI real-time assistant acts as an extra pair of hands during meetings, giving salespeople the freedom to focus their attention entirely on the customer.”

Winn.AI is backed by $17.25 million seed funding from Insight Partners and S-Capital.  The firm has 25 employees and plans to double its headcount by the end of 2023.  The funds will be invested in “improving our deep technology” and building a sales and marketing organization.  All employees are in Israel, but they will be hiring in the US over the next two quarters.

Near-term roadmap goals are expanding the set of supported conference platforms and dialers, broadening the set of supported customer-facing roles (e.g., customer success, support, SDRs), adding playbook measurement and optimization tools, and implementing multiple, dynamic playbook branching (e.g., competitive handling, verticalized playbooks, technical discussions).

Postan-Koren offered GZ Consulting a compelling vision of “automated knowledge and personalization” feedback loops with the sales enablement team.  Closing the loop helps the enablement team maintain playbook recommendations.  Winn.AI will collect common responses and discussion tracks and feedback this intelligence to sales enablement for review and adjustments.  This human-in-the-loop approach facilitates playbook and coaching refinement and filling in coaching gaps.  It also identifies potential training needs as markets evolve.

“Winn.AI’s innovative and intuitive technology has identified a solution that addresses the pain points of Busy work.  By allowing salespeople to focus on making the sale, Winn.AI enables organizations to Improve performance and increase the quota,” said Hagi Schwartz, Managing Director at Insight Partners.

Postan-Koren explained that Winn.AI employs NLU (Natural Language Understanding), which goes beyond NLP (Natural Language Processing).

“Understanding is not processing because I can ask you, ‘Michael, how many employees are you?’ And your answer will be 20 employees.  But I can also ask you, ‘Mike, do you have 20 employees?’ And your answer will be yes.  Or I can ask you ‘how many employees?’ and your answer will be 20.  So here are three different ways to ask the same question to get the same answer, and the computer won’t understand it.  Understanding context is the secret sauce here.”

What also differentiates Winn.AI is the combination of playbooks with real-time call coaching, data capture, and CRM syncing, allowing reps to be more present during calls.  These elements are supported across many products, but I have not seen a company combine them into a single offering.

“The system is a personal assistant for the salespeople and relieves the burdensome administrative work of taking notes, having a list of answers, and entering information into the CRM,” stated Postan-Koren.  “ It does so all at a level of detail that does not exist in other tools on the market, so much so that in real-time, it can exactly match a specific topic of conversation to the relevant field in the CRM.  Also, the system knows how to follow the topics of the conversation in real-time, check the full coverage of the conversation’s agenda, and give instructions that will help improve performance.  This is a new category in the SalesTech world, and Winn.AI aims to lead this category.”

Winn.AI is currently in beta with plans to formally launch in early 2023.  The firm is not targeting specific verticals as it believes it has a compelling cross-industry solution that supports digital sales, customer success, and service departments.

Winn.AI is SOC II, Type 2 compliant.

Pricing has not been disclosed.

Nektar.AI Exits Stealth Mode

Nektar.AI supports automated activity capture and CRM sync across the full customer lifecycle.

After two years in stealth mode, Revenue Operations solution provider Nektar.AI was unveiled earlier this month.  Nektar looks to solve the “CRM data leakage” problem whereby critical lead, contact, and opportunity data is omitted or decays.  For example, Nektar recognizes meeting attendees missing from the CRM and automatically creates contact records that include email, direct dial phone, title, and buying committee role.  Out-of-date or missing data negatively impacts both the sales process and operational functions such as analytics, automated recommendations, and pipeline forecasting.

Nektar offers a no-code platform that applies natural-language processing against email, calendar, chat, and social touchpoints, capturing revenue activity data across the full customer lifecycle and syncing it with the CRM.  Automated activity capture improves rep productivity, allowing sales professionals to focus on selling instead of data entry and updating.

“Sales teams depend on their CRM data to gain insights into team productivity, pipeline insights, and revenue forecasting.  Despite a CRM being an important system of record for modern go-to-market teams, it still grapples with the problem of poor user adoption and missing data.  As per estimates, 40-50% of sales activity data remains missing from a CRM, while 27% of the data that’s available in a CRM decays every month.  This leads to major data and productivity leakage,” stated the firm.

Furthermore, deals are becoming increasingly complex, with larger buying committees and sales teams communicating across an expanding array of sales channels.  While most of these conversations are now digital, they take place across disparate platforms and channels, resulting in data fragmentation.  Nektar’s mission is to collect this fragmented intelligence and feed it into the CRM, making it available to the revenue team without requiring sales resources to key this intelligence.

“There are a lot of reporting and analytics solutions out there.  Other solutions have been investing primarily in the downstream problem with respect to visibility and analytics, an important problem to solve.  But the core problem actually starts upstream, which is where activities are taking place and where data is being generated.  A lot of that data doesn’t make its way into CRM, which actually results in downstream problems.  If there’s poor data in, you will have poor insights available,” explained CEO Abhijeet Vijayvergiya to GZ Consulting.

“We found our product-market fit when we found that more than 50% of critical revenue activity data is not going into CRM,” continued Vijayvergiya.  “This data leak results in productivity leaks, and that results in revenue leaks.”

Furthermore, as firms make staffing cuts, “they’re trying to do more with less” and losing implicit knowledge that never made its way into the CRM.  Nektar allows companies to recover much of this lost activity and contact intelligence, boosting a firm’s ability to manage revenue operations during a recession.

“There are tools like Gong and Clari and some other forecasting solutions which provide good insights,” expanded Vijayvergiya on Nektar’s value proposition.  But these systems are not resolving the data leakage problem. 

Nektar claims 95% accuracy in its data capture and syncing processes.  The service can go live in ninety minutes and begins providing time to value in three days as it gathers both historical data missing from the CRM and populates it with ongoing activity capture. 

Nektar operates in the background, collecting and syncing data.  Thus, there are no training sessions or additional UIs to learn.  Sales reps do not need to toggle to other platforms, and their data entry work is significantly reduced.

“Nektar plugs the CRM data leakage without a user lifting their finger.  We basically eliminate the need for user adoption and give all the time back to salespeople to go and sell while relieving their administrative burden,” said Vijayvergiya.

While there have been third-party solutions to populate and enrich account and contact data records for over a decade (e.g., Dun & Bradstreet, ZoomInfo), these vendors were blind to the demand unit unless a sales rep entered all members.  Nektar is complementary to third-party DaaS providers, Revenue Intelligence vendors (e.g., Clari, Revenue Grid), Conversational Sales (e.g., Gong, Chorus), and business intelligence vendors (e.g., Tableau).

“We are aware that some of these solutions have their own activity capture system, but most of their activity capture solutions work in silos for certain sets of users who adopt their solution,” continued Vijayvergiya.  “Users are not adopting the solution, or data loss happens anyway.   A solution which we replace, more often than not, is Salesforce Einstein Activity Capture.”

Nektar supports email and domain exclusion lists to prevent mining confidential information (e.g., legal, investor relations, partner development).

Nektar is generally available as a native Salesforce solution, with HubSpot and Microsoft Dynamics on the roadmap.  In addition, all of its system integrations are native, providing higher quality and performance.

Nektar.AI closed a $6 million seed round last summer, raising its total funding to $8.1 million.  The round was led by B Capital Group, with Nexus Venture Partners, 3One4 Capital, and angel investors also joining.

Nektar has not disclosed pricing, but it is per user per month with SaaS-based pricing billed quarterly or annually.

Nektar is a fully remote company with 32 employees across seven countries with plans to hit fifty employees by the end of this year.  Although emerging from stealth, it already supports over 1,500 users. 

Nektar’s goal through year-end is to focus on its go-to-market strategy and North American hiring.

Nektar activity tracking at the account level

Data capture as an AI tool is becoming increasingly important. It probably isn’t a standalone offering but an underlying capability for populating the CRM with harvested digital intelligence, monitoring buyer engagement, and building out the buying committee. As such, it is core to both CRM data enrichment and revenue intelligence.

I have seen a series of data capture announcements from vendors of all sizes: big (Microsoft Viva Sales), medium (People.AI, Introhive), and small (e.g., Nektar, Winn.AI). I also covered People.AI and Winn.AI this week.

Vainu for HubSpot

Vainu for HubSpot Data Mapping rules.

Yesterday, I posted about Vainu’s new Global Database. The firm also announced its Vainu for HubSpot connector for matching and enriching company data against its global reference database.

“Most sales and marketing teams want to be data-driven.  They want to run ABM campaigns, apply modern lead scoring models, and automate many parts of the sales process.  SalesOps and Marketing Ops professionals are there to facilitate all that, but there’s one common challenge they’re facing: CRM data is messy and outdated,” observed Vainu co-founder Mikko Honkanen.  “With that struggle in mind, we thought it would be a good time to launch a new HubSpot connector at the same time that we’re launching Vainu Global…so that it’s easy for companies using HubSpot to get their CRM data cleaned, updated, and enriched.”

As companies are being matched against Vainu’s new global database, not registered Nordic filings, the match field is URLs, not business IDs or VATs.  With forms, contacts are matched against email domains.  If a company is not already in HubSpot, new Accounts are created, and the Contacts are associated with the new record.

“This means it works very well with HubSpot CRM, because domain is often the company property that a business will have for almost all of the company records they have in their CRM, which means that it’ll be easier to match the companies in HubSpot to our database,” contended Honkanen.

During beta testing, match rates were as high as 99%.  For non-matched records, the firm offers on-demand matching against missing domains.  If they are valid domains, Vainu adds profiles to its company directory.

Along with standard firmographics, account enrichment includes Vainu’s Custom Industry segments, global web traffic ranking, and Vainu segments (e.g., website keywords or phrases).  Profiles generally have four to eight industry labels, helping with targeting.

Other fields include technographics and domain redirect information.  Redirects are often implemented after acquisitions or rebrands and are useful for assigning contacts.

Vainu for HubSpot Send to CRM

Vainu offers a field mapper for assigning Vainu data to HubSpot and setting update rules.  For example, admins can set field update logic to always update, update if null, or never update.  Vainu custom fields that are not in HubSpot are automatically created.  Along with companies, admins can map contacts, tasks, notes, and deals. 

Thus, admins can build a campaign and upload it to HubSpot with task assignments.  The inclusion of tasks and notes helps specify campaign details, such as recommended collateral and case studies, with the Vainu Custom Industry and Technology Intelligence assisting with messaging.

If companies do not exist in HubSpot, Account records are created.  If they exist, then the existing records are enriched. 

By default, HubSpot does not overwrite current account owners.

Updates can be performed on a scheduled basis or executed as a one-time batch operation. 

Vainu intelligence with tasks and notes displayed in HubSpot.

Matchbook AI Funding

Matchbook AI, which offers External Data and Data Hygiene solutions to enterprise clients, has announced a $3 million seed extension.  It previously received $1.7 million in seed and friends and family funding.

Matchbook was founded in 2018 but operated as a garage project for a couple of years before being incorporated.  CEO Rushabh Mehta had the idea for the Matchbook Data Hub while an industry evangelist and initially built the solution with Dun & Bradstreet data.  The Data Hub provides a configurable, hierarchical matching service that matches and enriches records with a single API call.  Both batch and real-time matching are supported, with cascading and waterfall matching processes.  In addition, a rules engine allows customers to construct bespoke data cleansing and filtering rules specific to various business units and use cases.  The Data Hub will be powered by Snowflake.

The system can use other identifiers such as domains or emails if the account cannot be matched by name and address.  In addition, the system manages deduplication and prevents creating duplicate records when onboarding accounts. The solution can also support more complex matching scenarios to allow for verification checks and multi-attribute matching.

“I can immediately see if I already have an existing relationship with that account,” Mehta explained to GZ Consulting.  “Just because I keyed in the name incorrectly or a previous account had a different address for that same company, I should still be able to identify and say, ‘Hey, no, it’s the same company to the same account.’”

The Data Hub also manages information for enterprise clients with multiple CRMs, helping “provide that visibility across CRMs, across ERPs, or CRM and ERP.”  Thus, Matchbook can identify whether “there is already an existing relationship within the organization with that particular entity” through third-party identification.  Furthermore, matching identifies parent-sub relationships tied together by D-U-N-S numbers.

According to Mehta, customers want controlled updates to their CRM or ERP, not real-time updates.  They also want to control which fields are updated with the data hub keeping “everything mastered in one place” with the intelligence accessible to the organization.

Matchbook AI’s data partners and supported platforms

Along with Dun & Bradstreet’s data sets (e.g., companies, contacts, hierarchies, beneficial ownership, D-U-N-S identifiers, technographics, competitors, company news, and credit and supplier risk profiles), Matchbook AI provides third-party reference data from ZoomInfo, Demandbase, Moody’s, Experian, Melissa, and Google.  The service also includes sanctions and terrorist watchlist data for compliance use cases.

The Data Hub operates as a centralized external data repository for maintaining data quality and standardizing data across platforms, including Salesforce, Snowflake, SAP, Informatica, Microsoft, Oracle, Certa, and Reltio.  The Data Hub supports a broad set of processes and departments, with sales, marketing, finance, IT, logistics, compliance, legal, and supplier management use cases. It also plays a critical role in MDM use cases through integrations with Reltio and others.

Matchbook claims implementations between two days and two months, significantly faster than its competitors.  Furthermore, as a DaaS solution, it is 90% less expensive than in-house solutions.  It also claims a 75% savings on expenses related to maintaining a data stewardship team due to “improved data quality and automated management.”

VP of Sales & Marketing Wesley Billingslea described a recent dinner with a Fortune 500 CIO who described Matchbook AI as “quite strategic and pervasive because we go across departments,” whereas “most MDM projects sit in the IT organization.”  This approach “empowers” teams across the organization with superior data and a plug-and-play solution.

Matchbook focuses on enterprise clients, with 59% of its customers in the Fortune 500.  It takes a land-and-expand approach that proves itself in one department or on one platform and then extends to others.  Contracts are usually written for a single year and then converted to multi-year contracts a year later.  The strategy has resulted in a 118% net retention rate and a projected ARR increase of 220% this year.

“As we gear up our sales and marketing efforts, we are confident that we will soon achieve $3.5 million in annual recurring revenue (ARR) with Current ARR of $1.85 million,” said Mehta.  “Data should be trusted, enriched, and always ready.  I feel very confident in our approach as we take these next steps and help companies understand their data DNA in this age of intelligent business.”

Matchbook claims an impressive LTV/CAC ratio greater than 12, an important indicator of stickiness, value, and an efficient go-to-market approach.

Mehta noted that it is just entering a large market with a rapidly expanding TAM.  According to MarketsandMarkets, data cleansing and global master data management were an $11.3 billion market in 2020, growing to $27.9 billion by 2025 (19.8% CAGR).

“Our value proposition to an MDM implementation can mean the difference between success and failure,” said Mehta.

Pricing is based on a records-under-management model, providing a predictable budget line to companies.  Implementations range from 50,000 to 100 million records. Matchbook has grown to 51 employees in the Americas and Asia.  The bulk of its R&D is conducted in Asia.

Lusha Salesforce Data Exchange

Lusha Enrichment Editor

Contacts database Lusha announced the general availability of its Salesforce Data Enrichment (SFDE) service.  The new service provides on-demand, periodic, or continuous data enrichment, ensuring that company and contact data remain accurate. 

An Enrichment Editor helps operations managers understand how many records need enrichment and the number of leads, contacts, and accounts recently added to Salesforce and available for enrichment.  The Salesforce admin can run an initial enrichment against the full database or target a subset of records for enrichment, with the Enrichment Editor supporting custom audiences for updates based upon multiple Salesforce field criteria.

The Salesforce admin performs the initial field mapping during the integration setup.  Custom fields are supported, and the admin can choose whether to override existing values during enrichment.  Lusha recommends that admins create special fields, such as Lusha Email, to avoid overwriting current field values.

SFDE is an Enterprise add-on and is subject to an access fee.  Analyst Relations Manager Alina Sharon-Green warned GZ Consulting that “extensive usage may require the purchase of additional data credits.”  As a launch promotion, enterprise customers will receive SFDE for free through the end of the year.

Lusha already supports Send to Salesforce functionality but does not provide I-frame support or “stare and compare” updates within AppExchange records.

“Companies spend huge amounts of resources building CRMs of both current and prospective leads but suffer from the speed the data becomes outdated and irrelevant,” said CEO Yoni Tserruya. “B2B sales organizations rely on their CRM to identify the right prospects – so when this data is incomplete or inaccurate, their time is wasted, and opportunities are lost.  With our new SFDE solution, sales teams are given direct access to Lusha’s extensive database of accurate contact and company information to automatically enrich their existing data and gain new insights on their prospects to scale business results.”

Lusha has grown its database to 100 global million contacts, which includes 60 million emails and 50 million direct-dial phones.  All contact records are processed through a seven-step verification process.  Lusha also profiles 15 million global companies. Lusha continued its rapid pace of growth, doubling its paid user base in H1, “with significant growth in Enterprise users,” stated Sharon-Green.

D&B Connect for Salesforce

Dun & Bradstreet announced its spring releases and enhancements at Forrester’s B2B Data conference in Austin.  Dun & Bradstreet launched D&B Connect for Salesforce, its new data management service, and expanded D&B Rev.Up ABX functionality.

“With more accurate, actionable CRM data, businesses can make more confident decisions, identify more cross-sell and upsell opportunities, and target with greater precision,” blogged North American Sales & Marketing GM Stacy Greiner.  “That’s the foundation for strong account-based strategies and digitalization.  It’s the foundation for a stronger business, period.”

D&B Connect for Salesforce is the next generation of Salesforce hygiene products, superseding D&B Optimizer for Salesforce.  Users have broader control over matching logic.  They can employ easy matching based on Dun & Bradstreet Confidence Codes or customize the match logic by leveraging Confidence Codes alongside country/region selects and match quality. 

The operations manager can set the importance of individual match grades by field (e.g., street number, name, etc.).  Admins can also set match inclusion criteria, defining which fields should be excluded from matching (e.g., Non-Headquarter locations, Out-of-Business locations, Non-Marketable locations, or Undeliverable/Unreachable locations).

Connect for Salesforce has dramatically expanded the data sets available for enrichment, providing access to over 1,600 data elements based upon subscribed data blocks. Admins also have control over refresh frequency and rematch rules.  Data may be refreshed every 14 days with the option of rematching unmatched records.  Transactional matching is also supported, allowing real-time match and append for newly created records.

D&B Connect match logic administration

Other features include data health reports, field-level mapping, out-of-business flags, and duplicate management.  In addition, Dun & Bradstreet offers 37 million subsidiary and branch linkages, ensuring proper territory management and lead assignment.

“What is preventing our marketing campaigns and sales plays from firing on all cylinders? asked Dun & Bradstreet Greiner.  “Quite simply, bad data that is outdated, incorrect, duplicate, improperly formatted, or just outright missing.  Let’s face it — we’re all to blame.  We’re just not good about keeping our data up to date and refreshed.  We don’t even do a good job entering the right data in the first place.  This may be due in part to subjectivity, in part to laziness, and in part because there’s just not enough time in our day to be thorough enough.”

D&B Connect for Salesforce starts at $5,000 per company per year.

Clearbit Data Activation Platform

Clearbit Audience Manager

Clearbit announced the general availability of its Data Activation Platform.  The new service helps B2B marketing teams “focus on creating demand, capturing intent, and optimizing their pipeline.”

The Data Activation Platform addresses the “business imperative for companies to have real-time intelligence about their target market, ideal customers, and engaged prospects.”  It then applies this intelligence across all stages of the customer’s journey.

The Data Activation Platform offers Clearbit customers a user interface for many of the features that were previously only supported as APIs.

“Data activation is specifically around the next step of how we’re helping companies put data to work,” explained CRO Kevin Tate to GZ Consulting.  “We started with the data.  How do you collect data and make it available so that companies can be smart as they engage your customers in the market?  And then, over the last three years, four years, what we’ve gotten to see is how these very fast-growing companies and their growth engineering teams and go-to-market teams have put our data to work in all these different customer touchpoints.  Until this Data Activation Platform, the way they put that data to work was through APIs and integrations that they stitch together.”

Clearbit observed how its data was used for website personalization, advertising campaigns (Google, Facebook, Instagram, and YouTube), webforms, lead scoring, routing, etc.  Clearbit then identified several customer needs: a user interface for “putting the data to work,” audience segmentation and activation, audience expansion (similar accounts or contacts by persona), data enrichment, and Reveal visitor intelligence.

“We’ve been fortunate to work with many of the most innovative B2B growth teams in the world, and they’ve taught us that it’s not just about having good data.  It’s about activating that data to improve your funnel from top to bottom,” said Ross Moser, CEO of Clearbit.  “The ability to apply real-time intelligence to each step of the customer journey – and optimize experiences in real-time – is what’s driving success for Clearbit’s customers.”

Clearbit company and visitor intelligence

The Data Activation Platform leverages Clearbit’s heritage as a data company.  Its database spans 44 million companies with over 100 firmographic and demographic attributes.  Clearbit also maintains data on 350 million contacts.  Marketers can target audiences, enrich their CRMs and MAPs, and personalize their website and customer experience apps.  Capabilities include

  • Clearbit Reveal visitor intelligence for tying anonymous users to firms and detecting website visitor intent
  • Ideal Customer Profiling and best-fit prospect recommendations
  • Audience management and segmentation based on data ingested from a company’s CRM, MAP, or CDP.  Alerts may be triggered to activate audiences across systems.
  • Real-time enrichment for short webforms.
  • Real-time integrations and APIs

Audiences can be targeted in multiple ways.  For example, marketers can deploy audiences on Facebook and Google:

  • Prospect Audiences target employees across the complete ICP, including account expansion to new prospects outside the CRM.  Targeting may be filtered by role and seniority, providing persona-level targeting across the ICP.
  • Contact Audiences that sync all matches to a contacts audience for retargeting on Facebook and Google
  • Site Visitor Audiences that retarget web visitors when they match on Facebook and Google.

Data syncing includes “Audience inclusion attributes” or “smart attributes” that are calculated, such as a Boolean ICP or current customer flags that can be pushed downstream to Salesforce and other platforms.  The refreshed value is automatically pushed to downstream systems if the calculation is modified.  Smart attributes are updated every fifteen minutes.

Clearbit partners include Salesforce, HubSpot, Marketo, Pardot, Segment, Drift, Intercom, Chili Piper, Slack, Zapier, Qualified, and Clari.  Personalization partners that leverage Clearbit Reveal include Uberflip, Optimizely, and Mutiny.

Clearbit is coming off a “big, big growth year” but does not disclose any sizing or growth details.  LinkedIn lists it with 177 employees, up 90% over the past year.  Business Development and Sales grew at a 150% pace. While Clearbit originally targeted B2B Internet service companies, it is gaining traction in financial services, retail services, and investments, businesses that are “looking for data, to power their intelligence, their go-to-market motions,” said Tate.

Lusha Series B

Crowdsourced contact vendor Lusha closed on a $205 million Series B that valued the company at $1.5 billion.  Growth equity firm PSG led both the Series A and B rounds.  ION Crossover Partners also joined the B round, which brought total Lusha investment to $245 million.

Following its February Series A, Lusha invested in its go-to-market strategy and trebled its growth rate.

“We were still bootstrapped one year ago when we understood that we have a big opportunity to surge forward.  We have since tripled our revenue growth rate, and that is why we required another funding round faster than we thought,” explained CEO Yoni Tserruya.  “The next stage will be to go public.  I’m not sure when that will be, but it will take at least two more years.  We are seeing many companies that are going public too early and are facing difficulties in making projections and meeting expectations.”

The additional funds will be deployed towards building out its community of 800,000 B2B sales professionals “into the industry’s largest,” expanding its global presence, and continuing to focus on data quality, compliance, features, and ease of use.

“We have been following Lusha’s progress over the last two years and found the team’s vision and execution highly impressive. As sales teams continue to leverage data to drive their go-to-market strategies, Lusha is becoming an integral product for teams to optimize their outreach to improve overall win rates. With Lusha’s data significantly increasing the value and ROI realized by sales teams, we are excited to be a part of this next chapter in Lusha’s remarkable journey.”

Gili Iohan, General Partner at ION Crossover Partners

“Our primary goal is to give every salesperson, regardless of size or budget, access to the highest quality data at the most affordable price while championing world-class standards of privacy and compliance,” said President Assaf Eisenstein.  “With this funding round, we will continue to invest highly in our data infrastructure and privacy standards to provide optimal levels of compliance and security for Lusha’s 800,000+ community members,” said Assaf Eisenstein, Co-founder and President of Lusha.

Contact data is gathered from a Community service that ingests email headers and signature blocks to maintain business card and email signature data.  Data is also collected from publicly available sources, third-party licensing, and algorithmic data appending (e.g., email templates).  Lusha claims that its community members help Lusha deliver “the most accurate data through constant validation and enrichment of its database.” 

As part of its GDPR and CCPA compliance program, individuals are notified when they’ve been added to the database.  Only business data is gathered, with no Personally Identifiable Information collected.

Lusha provides 100 million business profiles, 60 million email addresses, and 50 million direct dials across 15 million companies.

The Lusha browser extension for Chrome, Firefox, and Edge sends contacts from Gmail, social media, and B2B sites directly to Salesforce, HubSpot, Pipedrive, Zoho, SalesLoft, and Outreach.  Users license credits individually or for a team, with the admin allocating credits.  Lusha also supports Salesforce bulk enrichment and a contacts API.

Lusha employs a freemium model for limited contact information lookup, but users must pay to export data, build prospect lists, enrich files, and integrate with CRMs and SEPs. Annual pricing is shown.

Lusha helps sales professionals identify their ideal buyers and tailor their message to potential customers.

“Similar to the shift that marketing underwent a decade ago, sales professionals are abandoning spray and pray outreach, in favor of super-targeted selling based on data,” said Tserruya.  “Lusha enables all salespeople to utilize data to recognize their most relevant opportunities and maximize revenue in a simple, easy-to-use solution.  We look forward to using this funding to be at the forefront of this industry shift and grow Lusha into the largest B2B sales community”.

Lusha is rapidly growing, adding 29 staffers last month.  It grew 45% over the past six months and 103% over the past year to 229 employees.  Engineering grew 170% over the past year to 55 employees.  Their other top departments are Sales (34 headcount, up 106%), Support (22 headcount, up 175%), and IT (21 headcount, up 91%).

The Israeli firm expects to end the year with 240 employees, twenty in its Boston office.

Lusha, founded in 2016, lists 32 open positions: five sales and support openings in Boston and twenty-seven openings in Tel Aviv across engineering, data, R&D, product, marketing, sales, HR, compliance, finance, and customer success.

Lusha’s customers include Facebook, Google, Dropbox, and Uber.  Most of its customers are B2B SaaS companies, but it’s also used by VCs, investors, and recruiting agencies.

SalesIntel Launches Two Products

Sales Intelligence and B2B DaaS vendor SalesIntel announced two products at its inaugural SAS2021 user conference last month.  CEO Manoj Ramnani founded SalesIntel a decade ago as Circleback, a contact enrichment and syncing service for inboxes, but pivoted the firm to focus on high-quality B2B data three years ago and rebranded the company SalesIntel. 

SalesIntel was born “with a mission to provide quality data, timely intelligence, and streamlined workflow to help businesses achieve their growth objectives.”  Its guiding principle, and unique value proposition, is keeping humans in the loop.  Human-verified data is re-verified every 90 days, providing them with a 95% contact accuracy claim.

At launch, the company had 50,000 human-verified companies and one million contacts.  Three years later, the company has

  • 87 million machine-verified contacts
  • 10 million human-verified contacts, 90% of which are North American.
  • 14 million machine-verified company profiles
  • 3 million human-verified company profiles

They have also partnered with Bombora for intent data and an undisclosed vendor for technographics.

The first new service, Data Enrichment, provides company, contact, and technographic data enrichment for Marketo, Salesforce, and uploaded CSV files.  Data matching is performed against email, phone, domain, company name, and contact name.  Fuzzy logic is employed for company and contact name matching.

SalesIntel Enrichment Report in Salesforce.

The service includes a PDF downloadable enrichment report that details data quality and fill rates.  If the admin is concerned about the enrichment, she may roll back the process.

SalesIntel also supports webform enrichment.

InboxIntel supports contact data syncing and enrichment from Gmail, Office 365, Exchange, and IMAP.  New contacts are ingested from signature blocks, matched against the SalesIntel database, and uploaded to Salesforce.   It is important to note that SalesIntel is not uploading and storing the data in their servers to build out its dataset but simply using it to populate and enrich its customers’ CRM.

InboxIntel also checks to see whether other new contacts at the company match a pre-defined buyer persona.  The service then asks whether these additional contacts should be added to the service.

InboxIntel identifies additional contacts in target personas.

If both the company and contact are new to the CRM, records may be added to Salesforce as leads or accounts and contacts.

Both products are available as beta services through the end of the year. After that, they will be packaged as separate offerings.  Ramnani described them as “new modules of our Modern Go-to-Market platform that will help with the firm’s continued growth.”

SalesIntel has grown to 400 employees and 2,000 global researchers.  The company supports over 1,000 companies and nearly 10,000 users.

SalesIntel posted 200% revenue growth over the past year.