SalesIntel Acquires TUDLA; Adds Marketo Enrichment

Sales Intelligence Platform vendor SalesIntel acquired Latin American technology contacts vendor TUDLA.  The acquisition provides SalesIntel with Latin American data and the TUDLA research team. The TUDLA research team, based in Tijuana, supports a research on-demand call center in English, Spanish, and Portuguese.

All TUDLA employees, including CEO Gary Gorton and contract research staff, are joining SalesIntel.

TUDLA has over sixty Fortune 500 customers that license human-verified contacts for the Latin American region.  TUDLA CEO, Gary Gorton will be assuming a strategic business development role, helping cross-sell the complementary contact databases and SalesIntel’s B2B DaaS offerings.

“This acquisition gives SalesIntel a fantastic opportunity to offer our customers high-quality B2B data and intelligence, which now includes the LATAM marketplace. We are especially pleased that Gary Gorton (CEO of TUDLA) and many members of the TUDLA team with decades of experience will join SalesIntel as we integrate TUDLA’s LATAM B2B data, customers, and research processes into the SalesIntel platform.”

SalesIntel CEO Manoj Ramnani

TUDLA covers 34 countries across Central and South America, the Caribbean, Mexico, and Puerto Rico.  The firm has one million verified Latin American contacts and another six million mined regional contacts.

SalesIntel also expanded its EMEA coverage with contacts for fourteen new countries, including France, Germany, Benelux, Italy, Ireland, Spain, New Zealand, Israel, and the UAE.  The TUDLA dataset will be available later this month in SalesIntel platforms.  The SalesIntel database has grown to over 6.5 million human-verified and over 80 million machine-processed contacts.

SalesIntel also announced that it supports Marketo data enrichment on both a batch and real-time basis.  Marketers may auto-enrich web forms and maintain contact and account records with current firmographic, biographic, and technographic intelligence.

Data enrichment may be performed as

  • Triggered webhooks that execute when new records are added to Marketo
  • Scheduled webhooks that regularly execute to prevent database decay
  • Filtered webhooks that run against a subset of records such as MQLs, event lists, and webinar registrations

SalesIntel supports dynamic forms that hide fields available from their reference database.  The auto-fill feature reduces the time spent entering data, lowering the likelihood of form abandonment, and improving the ROI of marketing campaigns.  Dynamic forms also enhance the user experience as prospects have fewer fields to enter and improve data accuracy and form completeness.

With dynamic forms, you can significantly reduce the number of fields by skipping those that could be automatically filled using third-party data,” blogged Creative Director and Marketing Coordinator, Ariana Shannon. “This smarter type of web form will allow you to capture more leads without having to sacrifice the data your sales and marketing teams require to convert them.  Leads who fill out a form will easily navigate through the form, be prompted with suggestions, and avoid the frustrations and reservations associated with filling out multiple fields.”

SalesIntel already supports lead prospecting for Marketo.

SalesIntel is on track to more than double its revenue in 2020.  Ramnani sees many opportunities for his firm as market consolidation has reduced the number of vendors.  Ramnani positions SalesIntel as a high-quality data competitor to Zoominfo.

ZoomInfo Acquires EverString (Part III)

Company counts will hit 100M once the Everstring Business Graph is incorporated into their coverage.

Last week, ZoomInfo announced that it was acquiring Business Graph vendor EverString to grow its company coverage five-fold.


ZoomInfo CEO Henry Schuck noted that large enterprises license and integrate a broad set of content from many vendors.  They struggle to “stitch” all these disparate content sets together via “a complicated system relying on data analysts, engineers, and product managers.”  Furthermore, different analysts manage datasets for other countries, further complicating the situation.  “Each one restarts a process of understanding the nuances and integrating, normalizing, matching, managing, and maintaining that unique data source.”

This data sourcing and loading process is “inefficient, costly, and introduces a complex web of operational challenges and compliance vulnerabilities.”  Data ends up being siloed and fragmented, reducing its value to the organization.  “It has to be integrated, unified, validated, cleansed, enriched, deduplicated, and delivered to the right people and systems, at the right time, in the right form for it to unlock the value it was intended to create.”

Shuck argues that other vendors overly complicate data projects and offer expensive consultations and complex solutions.  ZoomInfo’s vision is to be the “first unified, single source of truth for sales, marketing, and all other go-to-market functions.”

“With the data from EverString, ZoomInfo will provide data on virtually every high-level parent company, local parent company, franchise, and satellite office in America.  This broader data set enables better search, scoring, and account assignment, and provides greater access to buyers and buying centers.”

CEO Henry Schuck

“The combined ZoomInfo and EverString data asset will be unparalleled in the marketplace,” said EverString CEO J.J. Kardwell.  “We’re excited to join ZoomInfo and work together to bring sellers and marketers the most extensive company and professional data that will help make their go-to-market motions even more effective and efficient.”

Kardwell will serve as an advisor to ZoomInfo and will remain with ZoomInfo through the transition.

ZoomInfo is moving to combine the two databases quickly.  As it has a track record of acquiring and rapidly integrating datasets, the merged database should be available soon (ZoomInfo declined to provide a target date).  In the meantime, customers can already enrich data via a superset of the EverString and ZoomInfo databases. Financial terms were not disclosed, but ZoomInfo indicated the deal was not expected to have a material effect on the fourth quarter.

ZoomInfo Acquires EverString

ZoomInfo continues building up its data assets with the acquisition of EverString, expanding Zoominfo’s coverage of companies and contacts.  EverString employs machine learning, deep learning, artificial intelligence, and natural language processing to build profiles on 100 million companies, 120 million locations, and 70 million business professionals. Data are ingested from both online and offline content.  The expanded company universe is five-times larger than ZoomInfo’s current company universe, with roughly 30 million international profiles.

EverString also provides ZoomInfo with over one million linkages.  “This additional data gives sellers and marketers across all verticals better access and visibility to their total addressable markets, more complete enrichment results, and additional points of contact at their target accounts.”

ZoomInfo CEO Henry Schuck described the combined EverString and ZoomInfo data cloud as the “first-ever business identity graph of its size with a level of accuracy and completeness purpose-built to help go-to-market teams identify actual buying centers rather than legal entities with no purchasing power.”

Along with corporate hierarchies, EverString expands ZoomInfo’s intelligence concerning website redirects, legal entities, and aliases.  Firmographics include sizing data, URLs, social links, contact information, year founded, DBAs, FKAs, and long-tail industry keywords.

“The acquisition of EverString gives ZoomInfo a comprehensive business data graph, providing the foundation needed for enterprises to identify their total universe of customers and prospects, define their ideal profiles, leverage granular keywords and attributes to predict success, and focus their go-to-market motions.”

Director of Communications Steve Vittorioso.

Headquartered in San Mateo, EverString was founded in 2012 and has 50 employees.  It made the 2020 Inc. 5000 list with three-year revenue growth of 112%. Customers include Snowflake, FedEx, Nokia, Seagate, and Staples. 

EverString’s DaaS platform delivers firmographics, technographics, contacts, machine learning insights, and intent signals.  

EverString also offers predictive analytics which will be incorporated into the ZoomInfo platform.  Other functionality includes similar companies, ICP modeling, and TAM modeling.


Continue to Part II.

D&B Connect Data Management Platform

Dun & Bradstreet launched D&B Connect, a self-service data management platform that “intuitively connects, manages and visualizes critical data across an organization using the Dun & Bradstreet Data Cloud.”  D&B Connect helps users benchmark, access, clean, enrich, and monitor their customer and contact data.

D&B Connect provides an “easy-to-use portal for managing sales and marketing data.”  The service enriches and unifies data for a “complete view of the customer.”  Along with Dun & Bradstreet firmographics, linkages, and contacts, D&B Connect enriches customer files with over 2,500 insights and supports custom data layouts.

D&B Connect builds on Dun & Bradstreet’s data management solutions for sales and marketing platforms and leverages Dun & Bradstreet’s global WorldBase file, D-U-N-S Numbers, and DUNSMatch capabilities.  These assets support identity resolution, including corporate linkages, to tie together account hierarchies, providing a unified customer view that spans regions, product lines, multiple company names, and enterprise software platforms.

D&B Connect acts as a centralized hub to manage and report on data quality in enterprise platforms, including CRMs, MAPs, ERPs, data lakes, and CDPs.  A machine learning engine normalizes input records, removing manual file preparation steps.

Users can set match quality rules and thresholds based on D&B Confidence Code, Match Grade String, and the number of match candidates to be returned.

Other features include embedded intelligence, “simplified workflows,” and “team-based controls and dashboards to improve collaboration across departments.”

D&B Connect can process millions of records “in a SOC 2 certified, CCPA, and GDPR-ready environment.”

“With D&B Connect, we put the power to manage data quality in the user’s hands, enabling our clients to reduce time spent on data management from weeks to hours,” said Michael Bird, President of Sales and Marketing Solutions at Dun & Bradstreet.  “We will continue to innovate across our sales and marketing portfolio to reduce MarTech complexity by integrating directly into the workflows of our clients so they can focus on growing their businesses.”

D&B Connect is supported by a team of 28 data advisors, each with at least ten years of experience.

In 2021, D&B Connect will be extended into finance and risk use cases.

Dun & Bradstreet has had a strong 2020 that included an IPO, the acquisitions of European partner Bisnode and firmographics vendor Orb Intelligence, and the launch of several products and services (COVID-19 Risk Data, Pipeline Risk Analysis, D&B ABM Platform, and D&B Analytics Studio).

Validity Launches Everest Email Deliverability Platform

Email deliverability vendor Validity announced the global availability of Everest, a new platform for email optimization, analytics, and delivery.  The platform combines the capabilities of 250ok, Return Path, and BriteVerify, businesses that they acquired over the past two years.

“Validity built Everest to give marketers everything they need to ensure email success,” promised the firm.  “Everest is a complete email analytics platform powered by Validity’s exclusive data feeds, the largest data network in the industry, and widespread integration and support within the email ecosystem.  It offers marketers a complete set of tools to prepare, test, optimize, and measure their email campaigns.  With fully configurable dashboards, a highly intuitive user interface, and seamless integration with many of the leading email service providers, Everest makes it fast and easy to optimize campaigns.

Other features include performance tracking reports, customizable alerts, list hygiene, and campaign benchmarking versus competitors and global senders.  Unique features include email certification for avoiding spam filters, View Time Optimization (VTO) for Verizon Media mailboxes, and enterprise-grade managed services.

Everest pre-send optimization features include form validation, bulk upload verification, and design and content tools.  Emails are checked against over seventy device-mail clients.  Email links and images are tested, and A/B testing is supported.

Competitive intelligence features include message samples, subject lines, sending volume, message patterns, and performance metrics.  Everest also flags competitor list hygiene issues, authentication gaps, and blocklist history.  “Beyond that, you’ll be able to compare brands side-by-side to identify low-hanging fruit and quick wins around sending volumes, accessibility, mobile compatibility, image animation, localization, and sending best practices.”

Verizon VTO delivers emails at the top of the inbox when the addressee is in her email client, quadrupling open rates and doubling click through rates for Yahoo, AOL, Verizon.net, and ATT.net mailboxes.

Everest “is, by a wide margin, the most comprehensive, insightful, value-add email platform ever offered in our industry,” said Validity CEO Mark Briggs.  “Any business that relies on digital marketing should consider Everest as the key to delivering email success.”

SalesIntel Launches VisitorIntel

B2B DaaS vendor SalesIntel added visitor intelligence (first-party intent data) to its marketing capabilities.  VisitorIntel matches website traffic to companies and enriches the subsequent event records with firmographics, technographics, and contacts.  Visitor intelligence provides an early warning system that a company is being researched before anybody registers for a white paper or requests a callback.

SalesIntel also has a partnership with Bombora for their B2B intent data derived from a co-op of media sites.  Thus, SalesIntel users have access to both first and third-party intent intelligence.  The firm licenses IP and cookie to domain data, but most of the VisitorIntel intellectual property was developed internally.

Marketers insert a few lines of JavaScript into their corporate website to enable VisitorIntel.   SalesIntel then matches visitor activity to company domains and associated account intelligence.  While the visitors are anonymous, sales or marketing can reach out to targeted personas at the company, leveraging SalesIntel’s universe of recently verified contacts with emails, mobile numbers, and direct dials.  If relevant contacts are not available for the account, users may avail themselves of SalesIntel’s Research on Demand service.

Marketers may filter the visitor window (e.g. today, yesterday, this week, this month) to view recent site activity.  Site activity may be downloaded as a CSV or uploaded to Salesforce, HubSpot, Marketo, Outreach, or SalesLoft.  When sent to SalesLoft or Outreach, a cadence / sequence can be initiated.

VisitorIntel should be viewed as a V1 release.  Activity is processed daily, with plans for real-time updates.  Its reporting is also fairly simple.

“It always helps our sales and marketing teams shorten sales cycles when we are able to target companies that have expressed interest in our products and services, and website visits are a terrific indicator of that interest.  If we can find the people who are checking us out on the web, and easily find the other people in that organization who we might want to reach out to, we are ahead of the game.  We believe our clients can similarly benefit, so we conceived and launched VisitorIntel within our SaaS product.”

SalesIntel CEO Manoj Ramnani

VisitorIntel is available as part of SalesIntel’s Pro premium package that also includes data enrichment and Bombora intent.  Pro pricing begins in the $5,000 to $10,000 range.

SalesIntel also added keyword searching to its list building.  SalesIntel filtered two million terms down to 70,000 searchable keywords.  Keywords let marketers identify prospects based on ideal buyer persona or targeted messaging.

“Good, clean, and insightful data is the true enabler for sales and marketing teams, and it is core to our mission to provide our clients with as much detail as we can so that they can truly know their target buyer,” said CEO Manoj Ramnani.  “Keywords will greatly benefit our user base by providing that extra level of detail.”

SalesIntel has trebled its customer base over the past year, benefiting from market consolidation and its high-quality data positioning.  Sales slowed during the first two months of the pandemic, but have picked up with a strong pipeline.

SalesIntel continues to build out its database of quarterly re-verified contacts, reaching 6.2 million this month.  They have begun to internationalize this dataset.

ClickDimensions Partners with InsideView

Sales and marketing intelligence vendor InsideView partnered with ClickDimensions to improve customer pipelines and content delivery within Microsoft Dynamics.  The partnership will support enhanced Dynamics data cleansing and enrichment tools for Account, Contact, and Lead records.

ClickDimensions is creating a Data Management services offering and will resell InsideView products and DaaS solutions for Dynamics.  ClickDimensions plans to exclusively sell these services as an add-on to their current product line and as part of a premium offering.  ClickDimensions will also provide data advisory services.

ClickDimensions will be rolling out a product suite of native MS Dynamics hygiene and prospecting tools in the coming months.  The new suite will be built upon InsideView data management capabilities, including lead enrichment, data cleansing, email validation, lead-to-account mapping, family tree, and account assignment.  The suite will also support analytics and visualization tools for monitoring data health.

Admins can set the timing, frequency, and scope (i.e. fields and records) of updates.  Both batch and real-time hygiene will be supported.  There will also be a one-time enrichment as part of the ClickDimensions offering. 

The new service will deliver “the insights they need to find and engage prospects more effectively, the tools they need for targeting intelligently, and the ability to automatically clean, enrich, and manage Microsoft Dynamics 365 company and contact data.”

ClickDimensions will be deploying a private preview in August for the InsideView’s Diagnose, Data Integrity, and Target offerings.  A September GA is scheduled for these services.

“Given the state of the world today, finding new customers is now more than just a growth driver, it is a matter of survival as businesses seek to replace revenue from customers that have pulled back or gone out of business,” explained ClickDimensions CEO Mike Dickerson.  “In addition to finding new prospects, businesses need to be even more relevant.  Buyers expect the same level of personalization and relevance from B2B interactions as B2C, and that requires complete and accurate data.  Our partnership with InsideView will enable our customers to ensure their data is always fresh and always current.”

“The velocity of change in customer data is unprecedented in today’s business environment, and many companies can’t keep up.  InsideView helps companies keep data accurate, refreshed, and actionable so they can focus on customers and revenue.  Combined with their marketing automation solutions, ClickDimensions customers will have the tools and intelligence they need to manage their customer data and target and engage the right buyers.  The partnership is a great match for B2B companies using Microsoft Dynamics.”

InsideView CEO Umberto Milletti

ClickDimensions describes itself as “The Marketing Cloud for Microsoft Dynamics.”  ClickDimensions embeds multi-channel marketing automation and analytics natively within MS Dynamics, supporting full customer journey engagement.  Marketing automation services include web forms, landing pages, visitor intelligence, lead scoring, social marketing, event management, surveys, SMS messaging, email marketing, and campaign automation.  The firm also provides marketing consulting services, including campaign execution, marketing advisory, and user training.  

Because ClickDimensions is native to Dynamics, there are no integration costs or data synchronization issues.  

ClickDimensions is based in Atlanta and has 3,700 customers.  Regional offices are located in the Netherlands, Ireland, Israel, and Australia.

RelPro – Introhive Partnership

Sales Intelligence vendors RelPro and Introhive announced a partnership to deliver extended relationship insights and workflow integrations to joint customers in the Professional and Financial Services sectors.  The combined solution is immediately available to joint customers.

RelPro integrates content from seventeen data sources to deliver sales insights and contacts across 7 million companies.  Introhive adds relationship insights, data automation, and data cleansing tools.  The partnership helps “clients achieve greater sales efficiency and productivity” during the pandemic and recession.

“Our clients use RelPro to identify new prospects and ensure the contact information they have for those prospects is accurate and reliable.  Being able to map relationships that may already exist within their organization boosts the productivity of their business development professionals and increases referral traffic and collaboration.  With Introhive’s advanced relationship intelligence automation technology and data automation capabilities combined with our rich data coverage and quality, our clients can marry two best-in-class solutions to support and enrich their business development activities with little to no disruption of their day-to-day.”

RelPro CEO Martin Wise

Introhive boosts CRM adoption through automated contact data enrichment and uploads.  Introhive claims that it uncovers 350 additional contacts per user.  “The AI engine then maps these contacts to identify relationships across prospects and customer accounts.”  By reducing research and data maintenance overhead, sales and business professionals can focus their activities on prospects and clients, therefore driving customer satisfaction and the bottom line.

“With Introhive, users gain back roughly an average of 12 hours per week that would otherwise be spent on data entry or preparing for meetings.  Our Pre-Meeting Digest removes the burden of gathering information to ensure prospect or customer-facing professionals are equipped with everything they need before meetings, while Post-Meeting Reports allow for notes, tasks, and activities to be added to CRM directly from the user’s email inbox.  When we add RelPro’s database with our relationship mapping and productivity tools, customers can begin uncovering contacts and opportunities that were previously hidden.”

Introhive CEO Jody Glidden

Several months ago, RelPro released an integration with Vertical IQ to deliver industry intelligence to joint customers.  This partnership is bearing fruit as the companies have been providing referrals to each other in the financial services space.  Of course, integration partnerships also improve the stickiness of both solutions.

RelPro’s revenue is up a bit during the first half of 2020, and Wise is confident about H2.  Their business slowed less due to the pandemic than due to banks focusing on PPP processing for about eight weeks.  The banking business has since recovered as they look to provide “on the couch business development” to relationship managers and business development professionals across all segments of the banking industry.

Showing agility, the firm loaded the SBA PPP loan data into their platform and made it screenable.  Bankers and advisors can search the 660k companies who received loans in excess of $150,000.  The new dataset provides additional banking relationship data that complements UCC (liens) loan data already available through their service.

Introhive has over 240 employees with offices in the US, Canada, the UK, and India.  The firm supports over 100,000 global users.  Introhive was founded in 2012 with an initial focus on the accounting market.  It has taken an industry-by-industry approach and now supports global systems integrators, law firms, finance, commercial real estate, and, most recently, technology firms.

Introhive placed tenth on Deloitte’s Fast 50 with revenue growth of 1,700 percent over four years.

Openprise Agile CDP

B2B data hygiene vendor Openprise announced the availability of Openprise Agile CDP, the “first and only B2B Customer Data Platform (CDP) built on a data orchestration platform.”  As a data orchestration platform, Openprise offers a single customer view combined with no-code business rules, third-party data, and business process automation.

Openprise emphasizes the advantage of being a data orchestration platform with a B2B CDP.  “Because it’s built on the Openprise Data Orchestration Platform, Openprise Agile CDP includes all the capabilities Openprise has developed over the years to improve data quality in tools like Salesforce and Marketo—including lead routing, account scoring, and attribution—advanced features not typically found in traditional CDPs.”

Openprise supports data unification, data enrichment, normalization, deduplication, lead-to-account matching, and lead-to-contact conversion.  Analytical tools include advanced segmentation, lead and account scoring, ABM activity analysis, campaign attribution, lead routing, and account assignment.

“One of the biggest challenges marketers face is making sure their systems of record deliver accurate, high-quality data to drive marketing initiatives.   A CDP solution that automates all the critical business processes required to make the data work gives marketers high confidence in the accuracy and quality of the data they manage.”

Julian Archer, VP, Principal Analyst in the Marketing Operations Research Service at SiriusDecisions

Openprise claims it can be up and running within ninety-days, much faster than its competitors.  Firms can build custom apps with automated business processes, package them as an API, and create web-based UIs and Chrome extensions for end-users.  Openprise no-code app use cases include advanced segmentation, attribution, upsell, and cross-sell.

The Openprise data marketplace supports data enrichment from leading B2B and B2C vendors, including Zoominfo, Dun & Bradstreet, InsideView, Sales Genie (Infogroup), Cognism, Bombora, KickFire, Synthio, Oceanos (TechTarget), Acxiom, Bing, and Google Places.  Once enriched, data is normalized based upon customer-defined and Openprise taxonomic rules.  Normalization ensures that key values such as addresses, industry codes, job functions, and job levels follow a standard set of rules and taxonomic codes.

InsideView: Enhanced Corporate Family Tree Display

InsideView enhanced its corporate family tree UX.  Along with an improved display, users may search and filter the tree, allowing them to home in on key subsidiaries for sales targeting.  

Search and filtering help reps identify best prospect locations for establishing a beachhead, expand to similar locations, extend into new markets, or leverage an MSA to identify locations within a sales territory.

The tree is now keyword searchable and filterable by location, size (both employees and revenue), industry, site status (e.g. operating, inactive/closed), and site type (e.g. Retail, Manufacturing, Distribution Center, etc.).  Filtering allows reps to focus on locations in their territory or locations in targeted verticals.  If a parent node is de-selected by a filter, but a subsidiary is selected, the parent location is grayed out but still displayed, providing operational context to the sales rep.

Users may also expand or collapse tree nodes and individually select locations of interest.  Branch locations may be added to the tree via a “site locations data available” slider.

The number of locations is displayed in the company overview.

Sales and marketing professionals can also download the tree for campaigns and analysis.  Filtered trees may be downloaded in Excel or CSV formats.  A map feature displays location density for the United States by state, for Canada by province, or globally by country.

The new family tree view is available in both the CRM and web views.  1.2 million locations are flagged as subsidiaries or acquired firms.

InsideView also recently released a set of small enhancements to InsideView Sales.  Admins can now sync a broader set of Account, Contact, and Lead fields with Salesforce.  New Account fields include Twitter handle, Facebook page, and blog page.  New Contact and Lead fields include city, state, country, job level, and job function.

Other Upgrades

InsideView released a number of additional enhancements to its product lines.  

InsideView for Sales users can unlink and rematch improperly linked Account and Contact records.

InsideView Refresh for Salesforce now offers real-time email verification for unmatched records.  Admins can also manage Salesforce contacts, enrich fields, and flag duplicates.

New InsideView Data Integrity dashboards display how many Account, Contact, or Lead records are updated over time.  The dashboards indicate the number of records processed, new records processed, duplicate records, match data, field fill rates, and segments.

InsideView Target added a filter for contacts with direct dial phones.

InsideView also added cross-product navigation.

The InsideView universe has grown to 15 million companies and 44 million contacts.