Tag: Data Hygiene

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.

Quora: How Accurate are Zoominfo Direct Dials?

My answer to the question: How Accurate are Zoominfo Direct Dials?

This post has been updated and can be found here. I removed the outdated content from this post.

Zoominfo provides a deep set of sales and marketing tools including ICP/TAM, visitor intelligence, intent-based alerts, enterprise software connectors, and trigger-based workflows.

I have not conducted a recent study of Tier 2 data vs. other contact data sources, so cannot speak to its quality.

Two other vendors directly collect and verify contact direct phones and emails. If direct-dial accuracy is a key concern, also evaluate DealSignal and SalesIntel.io. DealSignal performs overnight reverification so is better for marketing than sales. SalesIntel performs 90-day reverification cycles and claims to be significantly less expensive than Zoominfo. Both companies offer contact enrichment, contact prospecting, and enterprise software connectors (CRM, MAP, Sales Engagement, Chrome).

Continue to updated post.

ReachOut 2.0 identifies LinkedIn pages and URLs and maps them to ZoomInfo Intelligence. Profiles, which include firmographics, emails, and direct dials, may then be quickly uploaded to CRMs or sales engagement platforms..
ReachOut 2.0 identifies LinkedIn pages and URLs and maps them to ZoomInfo Intelligence. Profiles, which include firmographics, emails, and direct dials, may then be quickly uploaded to CRMs or sales engagement platforms.

LeadSpace Fall Release

LeadSpace rolled out its Customer Data Platform (CPD) fall release with improved processing of first-party data, enhancements to their Salesforce app, and refinements to their Ideal Customer Profile (ICP) modeling.  Automated ingestion of first-party data and custom data sources deliver unified customer profiles “for use across systems.”  Automated data onboarding assists with AI modeling, scoring and analytics, and enterprise software activation.

“Customers can use data on engagement, product use, relationship, and other information unique to their business to power real-time orchestration of activities and processes,” stated the firm.  “Decisions about how to route leads, assign nurture programs, segment for campaigns, and personalize interactions can now be made with all the intelligence of the CDP and a complete customer view.”

The fall release also supports data hygiene with the sunsetting of Data.com Clean in mid-2020.  Both real-time and on-demand matching and enrichment are supported.  Triggers automatically identify new or updated records and automatically look to match them against the LeadSpace CDP.  At the end of the year, a sync button will be displayed within individual records.

“Getting a complete view of the customer is critical to improving the customer experience for B2B.  Buyers no longer tolerate generic and impersonal content and interactions.  Our Customer Data Platform gives B2B marketers a real path to being able to orchestrate the ideal customer experience at scale.  Improving the ability to ingest 1st party data makes that even more powerful because it is unique to each of our client’s journey with their customers.”

LeadSpace CEO Doug Bewsher

Enhanced ICP Analytics help select the right accounts and personas for ABM targeting.  Interactive, filterable reports display account, contact, and intent data matched against conversion and revenue data to “uncover which categories and segments have performed well historically.”  

LeadSpace On-Demand look-a-like segment building now supports company suppression.

LeadSpace customers include Microsoft, HPE, SAP, Iron Mountain, IBM, and Symantec.

Hybrid Engagement Platforms

Cognism Intelligence within Salesforce. Hybrid Engagement Platforms Continuously update CRMs and MAPs.

The market is beginning to evolve a set of hybrid engagement vendors that deliver a broad set of sales and marketing services.  The boundary between sales and marketing is quickly crumbling.  Hybrid engagement services manage both data and workflows.  Features include

Future functionality will include Next Best Actions, Embedded 1:1 Video, SNAP (Sales Navigator) Integrations, and Programmatic Advertising.

No vendor provides all of these services and some provide them as separate offerings, but firms such as Dun & Bradstreet, Zoominfo, Infogroup (Salesgenie), Lead411, LinkedIn Sales Navigator, and Cognism have all taken steps over the past two years to meet the emerging requirements of the CRO.

For the moment, I’m calling these emerging offerings Hybrid Engage Platforms, but that is a placeholder name as the market evolves.

Zoominfo: New Branding & Packaging

Zoominfo offers pricing and packaging similar to its legacy offerings, helping ensure a smooth transition to their new platform.

Yesterday, DiscoverOrg announced that it is rebranding with the Zoominfo name. The firm determined that it was easier to build brand perception than brand presence. They also rolled out a new combined platform and packaging.

While the firm officially launched their new platform yesterday, the two legacy platforms will continue to be available to clients under current contracts and pricing structures.  The 100 customers who have licensed both products since acquisition will be moved to the joint platform.

The second issue the firm confronted was their pricing structure.  Zoominfo pricing was based on the number of records purchased or maintained under a subscription license with a significantly lower initial price point.  DiscoverOrg provided broad access to their database with an average contract value of around $30,000.  The new product line offers pricing and functionality similar to legacy Zoominfo offerings at the lower end and pricing and packaging similar to DiscoverOrg at the upper end.  Thus, as contracts expire and customers migrate to the new platform, there should not be significant sticker shock.

The Starter package for a single user supports basic company and contact information, direct dials and verified emails, quick search, and prospect list building.  The service is designed to help users “find their next customer.”

The Professional package is akin to the broader Zoominfo service.  Professional helps three users “prospect with ease.”  Additional features include a Contact Accuracy Score, recent and saved searches, list management, customizable tags, and list matching.  Professional also supports CRM, MAP, and Sales Automation solutions.

The Advanced package supports unlimited page-level exports and provides “deep insights” for five users.  The package is similar to DiscoverOrg with technographics, org charts, Scoops (sales triggers), web references, similar companies, personal contact details, investors, funding data, and rich bios with education and work histories.  Other features include data enhancements and alerts.

Finally, the Elite package provides “actionable intelligence” including intent data and alerts (OppAlerts), ideal customer profiling and scoring (AccountView), Company Attributes, NeverBounce email verification, and department-level employee counts.  Elite also begins with five users and supports unlimited page-level exports.

Additional products include

  • FormComplete: a web form enrichment service
  • WebSights: a newly launched visitor id service.  The service is still in beta and based upon their extensive IP addresses tied to company intelligence.
  • Enrich: CRM and MAP data maintenance

DiscoverOrg emphasizes that it has “solutions for businesses of every size” on its pricing page.  While this is generally true and they have done an excellent job of combining two companies with much different pricing models, they do not have a single-seat sales intelligence solution priced to compete against LinkedIn Sales Navigator, InsideView, or D&B Hoovers. However, DiscoverOrg has never offered such a product and it has had high growth rates from the beginning. With the Zoominfo acquisition, they are much more competitive at the lower end of the market save the single-seat sales intelligence scenario.

Zoominfo has historically focused on the sales and marketing function, but Schuck sees a broader user base.  “The thing that ends up happening is they invest in CRM, marketing automation and open the door to any information to go into those systems,” he said.  

New use cases include website visitors, trade show and webinar attendees, and ongoing data hygiene.  

“There’s no mechanism to update that data.  Meanwhile, companies are growing, they’re shrinking, they’re doing a merger or acquisition, an IPO.  They’re hiring a new CEO, a new CMO, a new CIO.”

Zoominfo CEO Henry Schuck

Zoominfo plans on sending their executives to communicate the new brand and capabilities at conferences and tradeshows this fall.  The firm also plans digital advertising and offline advertising (e.g. billboards) in key markets.

Leadspace Closes on Reachforce Acquisition

Reachforce Smartforms support thin forms that are less likely to be abandoned, enrich leads with firmographics, and allow the user to select the proper location. Data entry and enrichment is performed in real-time allowing for immediate scoring and routing decisions.
Reachforce Smartforms support thin forms that are less likely to be abandoned, enrich leads with firmographics, and allow the user to select the proper location. Data entry and enrichment is performed in real-time allowing for immediate scoring and routing decisions.

Leadspace formally closed its ReachForce acquisition on July 1st.  Coincidentally, that was the same day that Dun & Bradstreet closed on its Lattice Engines acquisition.  Thus, Forester’s top two B2B CDPs (Q2 2019 Forrester Wave), were strengthened on the same day.

According to Forrester, “Leadspace offers comprehensive data that includes a proprietary second-party data asset with numerous sources of intent data and access to third-party data sources.  It also has strong segmentation capabilities (e.g., ideal customer profile and total addressable market modeling for ABM) and can help sellers decide who to call next and what to offer.”

ReachForce adds two core products to Leadspace: The well-regarded Smartforms web form service and the SmartSuite data hygiene platform.

SmartSuite provides “a one-stop-shop for data management, cleansing, and enriching, with an easy-to-use interface which shows quickly the ‘state of the union on data within CRM and MAP systems,” blogged Leadspace CEO Doug Bewsher.

Reachforce and Leadspace share over 200 joint customers, so integrating the services and standardizing their content sets will provide direct benefits to those clients.  The firms share seven of the top ten enterprise software companies as clients.

Leadspace provides an additional set of data partners which can be combined with Reachforce data sources.  Leadspace data partners include DiscoverOrg, Dun & Bradstreet, Bombora, KickFire, and others.

“Customers will now be able to leverage all of these data sources seamlessly in real-time, through a single API and interface, offering a genuine single source of truth,” wrote Bewsher.

The Leadspace CDP supports a broad set of CRM, MAP, and digital advertising platforms including Salesforce, Marketo, Eloqua, Pardot, Microsoft Dynamics, HubSpot, and LiveRamp.  Smartforms will be an additional “activation product,” which “seamlessly and simply onboards new customers and customer intelligence into Sales and Marketing engagement platforms.”

Smartforms performs real-time data enrichment to lead records, allowing them to be properly scored and routed.  One of the long-standing benefits of Smartforms is the opportunity to shorten forms and perform real-time firmographic enrichment.  Not only is the enriched data more accurate, but form abandonment rates are significantly lower, resulting in a higher return on digital marketing campaigns.

“What’s more, combining Smartforms with existing Leadspace capabilities like reverse IP information, detailed account- and person-level data, and AI modeling, means we can offer highly-accurate site and ad personalization on both the account (ABM) and persona level.  For our customers, this means even more precise and personalized engagement and targeting, particularly those currently using our ABM solutions.  (We will be announcing more on this offering in Q3 as we integrate the Reachforce and Leadspace platforms.)”

Leadspace CEO Doug Bewsher

The merger also allows Leadspace to incorporate its proprietary AI-driven intelligence, automated scoring, and models within Reachforce products.  Leadspace is beginning to move partner platforms from systems of record or systems of engagement to systems of intelligence.  “CDPs combine vast data and data management capabilities with advanced AI to create a system of intelligence that guides Marketing and Sales to their best customers, and delivers razor-sharp insights and recommendations on how and when to effectively engage them,” said Bewsher.  “The CDP is being rapidly adopted by B2B businesses now — including many enterprise companies at the forefront of marketing and sales strategy and innovation — and it’s proving equally as effective for them.”