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 Out-of-date or missing data negatively impacts both the sales process and operational functions such as analytics, automated recommendations, and pipeline forecasting.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.
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.
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 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.
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.
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.
Growth equity firm Great Hill Partners invested €180 million in Echobot and Leadfeeder, merging the firms into a Sales Intelligence and Go-to-market platform. Both firms are based in Europe (Germany and Finland) and will benefit from the roadmap set out by North American RevTech firms.
The merged firm will be based in Karlsruhe, Germany, with Echobot CEO Bastian Karweg continuing as CEO. Leadfeeder CEO Pekka Koskinen will become the CPO. The combined company has a headcount of 250 across six offices in Europe and the US. The new firm’s Annual Recurring Revenue (ARR) exceeds €20 million.
Leadfeeder serves around 7,000 customers and Echobot 1,500.
Echobot offers a Sales Intelligence and B2B DaaS platform for the D-A-CH region, UK, and France. Late last year, it added a broader European data pack. It supports a database of 20 million European companies and over 60 million GDPR-compliant contacts. Company and contact data is derived from both registered filings and open web sources and includes directors, shareholders, and financials.
Echobot takes a “True Compliance” approach which gathers data only from publicly accessible sources. Furthermore, it provides verification links to the source URLs that allow reps to answer the question, “where did my data come from?” All data is hosted in Germany.
Echobot’s products include TARGET (prospecting), CONNECT (Sales Intelligence), DATACARE (B2B DaaS), and an API. In addition, Echobot offers CRM integrations with HubSpot, Salesforce, Microsoft Dynamics, and SugarCRM.
“It is our goal to be the leading sales intelligence and go-to-market platform to our core European and North American markets,” said Karweg. “Thanks to Great Hill, we have now assembled the best data, AI / ML, talent, and operating experience to achieve just that. We are increasingly seeing organizations looking to take advantage of their own data and third-party data, and then to augment this intelligence with better, more personalized outreach. The combination of Echobot and Leadfeeder is uniquely positioned to capitalize on a massive market opportunity at the early stages of adoption.”
Leadfeeder offers website visitor intelligence that maps IP addresses to company intelligence. During the pandemic, it worked to identify remote workers and map them to their employers, helping refine which companies are in-market. It also supports connectors for Google Analytics, chatbots, audience retargeting, major CRMs, Zapier, and Slack.
“Integrating Leadfeeder’s web visitor identification system with Echobot’s data and prospecting solutions creates a unique platform upon which we can both enable organizations to identify and engage high-intent prospects as well as introduce incremental applications that enhance B2B sales and marketing operations,” said Koskinen.
Karweg envisions an ABM workflow that begins with an ICP analysis that identifies net-new accounts. The ICP is then mapped against Leadfeeder’s visitor intelligence and Echobot’s firmographics and event triggers to identify high-value, in-market accounts for programmatic marketing. While programmatic campaigns are not yet supported, they are in development.
Great Hill Partners has also committed an additional €50 million toward future acquisitions. In an interview with GZ Consulting, Echobot CEO Bastian Karweg indicated that the €50M in dry powder would be used towards acquiring talent, RevTech functionality, or expanded content.
The equity acquisition is a combination of primary and secondary funding, with Great Hill Partners buying out many of the original investors. It named Growth Partner Derek Schoettle Chairman of the Board and placed Great Hill Partners Managing Director Chris Gaffney and Vice President Greg Stewart on the board of the merged organization.
“Go-to-market is one of the fastest-growing areas of B2B software. Sales and marketing organizations need timely, accurate information and intelligent systems to identify and engage their prospects in an increasingly personalized, automated fashion. By bringing together Echobot and Leadfeeder, we can create the next-generation sales intelligence and go-to-market platform,” stated Derek Schoettle.
The transaction is a merger of equals bringing together two firms of roughly the same revenue and employee base. Both firms have over €10M in ARR and are growing rapidly. Echobot grew 70% last year, while Leadfeeder had a 50% growth figure. Echobot has long been profitable, and Leadfeeder is nearing profitability.
The firms will initially run as independent brands as they merge their operations and platforms. The deal closed a few weeks ago but was announced this morning. Thus, they have already begun combining finance and HR. The two brands will be maintained in the near term with rebranding under consideration for 2023 as Echobot is also the name of a Mirai malware variant.
Valuation figures were not disclosed, but the final price was determined before the recent valuation declines and did not change. The firms were both being advised by GP Bullhound, which suggested that packaging the two firms together would result in a more effective growth equity round. Furthermore, the two companies offered features on each other’s roadmap so were logical complements.
Europe has been tracking behind the US in the Sales Intelligence space, with several national champions now looking to offer European datasets and local UIs. European sales intelligence and B2B DaaS solutions must meet higher data compliance and privacy standards, incorporate registered data from national registers, support multiple currencies, and many languages.
Echobot covers the D-A-CH region (Germany, Austria, and Switzerland), the UK, and France, with a general European data package added late last year. A Nordic data package has been accelerated due to the merger, which would increase its competitiveness against Dun & Bradstreet and Vainu.
“One of the most requested developments for 2021 was to access data from the entire European market. That was not only requested from German customers with a strong export to European countries, but also from new, international users that want to expand into Europe,” explained Karweg last November when Echobot added coverage of over twenty European countries.
“Europe is not one country but many, and there are differences between them, whether it’s to do with culture or data compliance,” remarked Schoettle. “Having a platform that is unique and linguistic-specific, and serving its markets with high-quality data, is a differentiator.”
“It’s a dream match,” argued Koskinen. While previously the firm purchased contact data from multiple sources, “it has been difficult to get sufficiently up-to-date and accurate data.” With the merger, Leadfeeder will offer better data quality and “have all the expertise in-house” to expand its coverage.
Along with higher quality data, Leedfeeder will benefit from a broader set of firmographics, financials, and sales triggers for data enrichment and lead scoring. Leadfeeder will also be able to cross-sell Echobot’s sales intelligence, prospecting, and data enrichment services to its 7,000 customers.
“We want to be the biggest in Europe,” stated Koskinen. “It’s going to take a few years, but I think we’re succeeding…We have long had customers all over the world. After the merger, we will be able to offer something that no one else can.”
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.
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 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.”
“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.”
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
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.
ZoomInfo announced the immediate availability of its new MarketingOS ABM Platform. The service is part of a broader RevOS offering that supports marketing, sales, operations, and recruitment. MarketingOS consolidates ZoomInfo’s legacy marketing capabilities, bringing together two recent acquisitions, Insent and RingLead, with new programmatic and audience management functionality.
ZoomInfo also refined its positioning statement from Revenue Acceleration to Revenue Operating System. It stated that RevOS is “the World’s only revenue operating system of its kind.”
“Our comprehensive B2B database is the key differentiator that sets MarketingOS apart from other ABM solutions,” said ZoomInfo CEO Henry Schuck. “ZoomInfo’s unique data science algorithms allow marketers to connect with the right prospects at precisely the right time. No other solution on the market combines the power of data-driven insights and marketing-optimized workflows like ZoomInfo’s MarketingOS.”
“Marketers typically fail because the data in most ABM platforms is both inaccurate and incomplete. Current ABM solutions are designed to leverage companies’ own first-party data, which exists in their customer relationship management or marketing automation systems. Without quality data, marketers pour advertising dollars at the wrong prospects and companies, and, as a result, deliver fruitless leads to sales and waste time and resources. With ZoomInfo’s best-in-class data and intelligence at its foundation, MarketingOS enables marketers to effectively reach target accounts and drive qualified leads for sales.”
New functionality includes social and display advertising, abandoned from tracking, and audience targeting. Marketing can build audiences and track campaigns on Facebook, Instagram, and Twitter. Marketing can also build campaigns and manage them programmatically through Clickagy DSP (ZoomInfo) or TradeDesk.
Marketing OS looks to address the “Funnel Famine” suffered by traditional marketing teams. Several issues cause Funnel Famine: crowded B2B advertising channels, dirty data, leaky black-box marketing campaigns, siloed data, and sales’ longtime distrust of Marketing Qualified Leads (MQLs).
“Most marketing programs begin with data, whether it’s for tailoring your communications, whether it’s for sending an email, whether it’s for sending a direct mail. It’s all about those accounts that you’re targeting and the professionals at those accounts,” explained ZoomInfo SVP of Product Strategy and Product Marketing Justin Withers to GZ Consulting. “And the reality is that a lot of data, especially if it’s pulled from the CRM or other systems, is outdated. It’s inaccurate. It’s incomplete, and that can actually pollute or even inhibit the lead flow at the top of the funnel, and [it] ultimately leads to poor conversion. It leads to leaks in the funnel, and all this hard work that marketers put in at every stage of the funnel ultimately spills out before it can even reach sales.”
The reality is that the sales and marketing funnels operate in parallel, not sequentially, as represented in traditional funnel diagrams. MarketingOS lets marketers run account-based programs in parallel with sales running account-based sales programs “so that everyone’s aligned at every step of the funnel.”
Under current processes, sales and marketing operate in parallel to each other with little coordination and a single point of handoff for MQLs, a situation that “really doesn’t set marketing up for success…and it leaves sales in a bind,” continued Withers. Thus, marketing complains that sales teams ignore its leads, and sales reps complain about the quality and quantity of marketing-sourced leads. As a result, there is an “acute misalignment between sales and marketing.”
With MarketingOS, handoffs can occur at different points along the marketing funnel, based on the channel and prospect response.
Sales and Marketing are aligned around a set of target accounts both within and beyond the ICP. Thus, an ICP account with spiking intent will be passed to sales, even if marketing has had limited conversations. Furthermore, the rep will know that multiple individuals from the firm have visited the website or that individuals have clicked through on ads or email campaigns.
Likewise, chatbot conversations with target companies can immediately route a chat to the sales rep or schedule a call.
New functionality for managing abandoned forms can revive a prospect. ZoomInfo claims a 60% increase in lead flow with its abandoned form tracking.
MarketingOS functionality includes
Expanded targeting that leverages the full set of ZoomInfo’s first and third-party intelligence for building and activating audiences. ZoomInfo selects include firmographics, technographics, biographics (e.g., Title, 192 Job Functions, Job Levels), web forms, and uploaded lists (e.g., tradeshow lists). Other selects include business events (e.g., funding data, executive changes, projects) and over 300 company attributes (advanced data-mined firmographics such as fleet size and company benefits). Targeting also ingests account, contact, and lead attributes from Salesforce, HubSpot, and Marketo.
First and third-party intent data time outreach while buyers are in-market, helping to improve marketing and sales efficacy. Marketers can track up to 500 intent topics, with up to 50 available at a time. In addition, chat-based targeting is coming soon.
An “in-market predictive score” that identifies each prospect’s buying stage, “informing how and when marketers should engage with prospects based on their ranking and helping them to prioritize their outbound efforts on prospects who are most likely to convert.”
Campaign Management and Analytics. Marketers upload their creative, build an audience, set the budget, and select their channels.
Webforms, infused with automated enrichment, support shorter forms with reduced abandonment rates
Abandoned form tracking, with Workflows passing the lead to sales or additional nurture steps
ZoomInfo Chat (FKA Insent), a conversational marketing chatbot that leverages ZoomInfo data to score and route leads. Chat immediately passes high-scoring, live leads to sales reps. The chatbot also automates meeting scheduling.
Visitor Intelligence, with pages scored differently (e.g., Product Pages are scored higher than Career or Investor Pages)
Automated workflows triggered by intent, custom intent, WebSights visitor intelligence, Scoops (e.g., business events, projects), Funding, Technologies, and FormComplete. Workflows can also be built to expand reach across the potential buying committee by persona.
RingLead data orchestration to dedupe, cleanse, enrich, and route leads
ZoomInfo Enrich, a set of DaaS enterprise platform integrations for data enrichment and hygiene.
MarketingOS is powered by ZoomInfo’s database spanning 100 million companies, 150 million executives, technographics, intent and engagement data, and event data.
“Marketing and sales funnels work in parallel, so everyone is aligned at every step of the funnel,” explained Justin Withers, SVP of Product Strategy and Product Marketing. With MarketingOS, “sales and marketing are working in lockstep at every stage of the journey.”
Tying together intent and engagement data and processing them through ZoomInfo Workflows is the future of ABM. Intent data is employed at the top of the funnel when buyers are in the initial research phase. Once prospects have begun interacting with a vendor, most buyer behavior research falls under the engagement category (e.g., web forms, email responses, chatbots, conversational intelligence, etc.). Finally, intent data helps identify upsell and cross-sell opportunities at the tail end of the customer lifecycle.
Engagement and intent data are also valuable churn risk indicators, helping customer success and account managers detect potential cancelations or defections well before decisions have been made. In addition, intent data can show a spike in research related to product-associated topics and competitors. Engagement monitoring widens to include customer success interactions, training participation, platform usage, and general account health indicators.
“We can support your new customer acquisition with these signals,” stated Withers. “We can support your opportunity acceleration with these signals. We can also support your renewal, upsell, cross-sell motions based on different types of signals that are happening at those accounts. So, it really is a full customer lifecycle marketing solution.”
MarketingOS will be available as a pair of SKUs:
ABM Elite+: The full ABM Platform package, including RingLead Cleanse, Enrich, and Route
ABM Advanced+: Package includes everything except RingLead
“The purpose behind the two distinct offerings is to simplify our primary offering for those focused on ABM engagement and marketing programs, as opposed to the more operationally focused data orchestration capabilities,” explained ZoomInfo Analyst Relations Director Michael Basilio to GZ Consulting.
MarketingOS includes ten marketing seats and three administrative seats for RingLead routing and ZoomInfo Chat.
The broader RevOS branding consists of MarketingOS, SalesOS, OperationsOS, and RecruitingOS. ZoomInfo calls RevOS the “world’s first integrated go-to-market platform.” All four RevOS services are generally available.
ZoomInfo’s data cloud, orchestration tools (e.g., RingLead, B2B DaaS, Workflows), and engagement tools (advertising, sales engagement, web forms, chat, and conversational intelligence) are at the heart of RevOS.
“There’s nothing more important in business than successfully executing your go-to-market strategy,” states ZoomInfo in its product collateral. “Get it right, and your business flourishes. Get it wrong, and you’re toast. That’s why having one integrated go-to-market platform is so crucial. You can think of it as your revenue operating system.”
SalesOS bundles together a set of new and legacy sales tools:
Chorus, the conversational sales platform the firm acquired in July
Sales and Marketing Alignment has been a stated goal of the two functions for at least a decade, but they have operated with different datasets, metrics, objectives, and platforms. Thus, alignment was more vision than reality. By aligning ABM on a common platform and reference database, alignment is no longer impaired by an organization’s tech stack and data foundation.
“Crucially, MarketingOS lets marketing teams work from a common data foundation. Only 39% of sales and marketing teams share buyer signals, and half say it’s because their sales and marketing systems don’t integrate. The shared data foundation of SalesOS and MarketingOS tightens key handoffs and unlocks true marketing and sales alignment, eliminating conflicting records, wasted effort, and missed opportunities.”
ZoomInfo CEO Henry Schuck, “Introducing RevOS: The future of modern go-to-market software,” (Feb 8, 2022)
OperationsOS contains RingLead data orchestration (i.e., match, unify, dedupe, normalize, cleanse, enrich, score, and route data) and B2B DaaS services (e.g., APIs, webhooks, cloud data warehouse integrations).
Finally, RecruitingOS contains ZoomInfo Recruit, its recently launched prospecting and engagement service for HR departments and recruiters. RecruitingOS also includes a set of Applicant Tracking Service connectors.
“Recruiters can filter and reach more good-fit candidates, use pipeline management tools to collaborate and organize the hiring process, and automate the candidate outreach process,” explains Zoominfo. “This helps you source and connect with candidates faster, reducing the time to find and hire talent.”
Along with new product positioning, RevOS sports new logos, color palettes, styles, and a “unified in-app experience to create a singular, cohesive go-to-market solution that spans the entire suite of ZoomInfo products.” There are also redesigned data dashboards and reports that “offer a faster, more responsive experience that allows your sales, marketing, and recruitment teams to visually demonstrate ROI and how their work aligns with broader organizational objectives.”
In short, RevOS unifies sales, marketing, revenue operations, and recruitment on the same set of data, providing “the same source of truth” and “one integrated platform for every stage of the marketing and sales funnel.” “If data is the lifeblood of the modern sales organization, then go-to-market teams must have the technology to act upon that data. RevOS’ unified data tech stack gives sales, marketing, operations, and recruiting teams a single source of truth from which to launch their campaigns and go-to-market motions, simplifying internal workflows, reducing costs, and maximizing interoperability between teams,” blogged Schuck. “RevOS is the next chapter in ZoomInfo’s journey as the world’s leading go-to-market platform.”
London-based Sales Intelligence vendor Cognism closed on an $87.5 million (£64m) Series C. The round was led by Viking Global Investors and Blue Cloud Ventures, with follow-on investors AXA Venture Partners, Swisscom Ventures, and Volution.
Total funding is just shy of $130 million.
The funds will be deployed for European expansion and strengthening Cognism’s position in the United States. Growth will be a “combination of organic growth and acquisitions.”
“The funding will help us empower many more businesses with international sales intelligence over the coming years, setting a new standard in data quality and compliance,” explained CEO James Isilay. “It will accelerate our growth and global expansion plans as the leading provider of intelligent B2B sales data.”
“We will be organically expanding in the United States this year and have just hired new sales leadership (Mark Sparaco) to accelerate our growth,” Isilay told GZ Consulting. “Europe remains our primary focus, but we see significant differentiation to other providers in our US and International data that we see significant growth opportunities.”
The firm will remain focused on improving its global data coverage and Sales Intelligence capabilities in 2022. Roadmap features include marketing enhancements and localization in non-English speaking countries.
Cognism is coming off another strong year, with ARR growth hitting 100%. They have over 1,000 customers, located in over forty countries.
Isilay is targeting another year of 100%+ growth and stated that Cognism is off to a good start in January with a “record revenue month.”
2021 data improvements include Diamond Data and the addition of Bombora’s intent data set as a premium offering. Diamond data provides “the most accurate, GDPR & CCPA compliant phone-verified contacts for business development teams internationally, setting a new standard in data quality,” boasted the firm.
The Diamonds-on-Demand request feature supports on-demand phone verification from both the web application and the Cognism Chrome extension. Users click on a Diamond Verify button to initiate the verification process, which is completed within 48 hours. In addition, users can track the status on the platform.
“No other software company offers a truly global sales intelligence platform like Cognism. “By pairing our premium quality contact data with advanced contextual data points like technographics and buyer intent signals, we help modern revenue teams connect with confidence and exceed targets. We enable them to build a meaningful connection with their next best customer in the most predictable, efficient, and cost-effective way.”
Cognism CEO James Isilay
Cognism has grown to over 250 employees in seven countries: the United Kingdom, United States, Canada, South Africa, Croatia, Macedonia, and Germany.
Cognism did not state its market valuation.
Cognism also announced that it is SOC II Type 2 compliant. The designation confirms that Cognism meets AICPA’s Trust Services Criteria for Security, Availability, Confidentiality, Processing Integrity, and Privacy with regards to data.
“We live and breathe security and compliance at Cognism as we handle large amounts of company data that help our customers reach new target audiences,” blogged Cognism CTO Stjepan Buljat. “Most companies, when they start their SOC 2 compliance journey, choose to select type 1 qualification, whereas we’ve selected the more complex type 2 route – often described as the difference between a balance sheet audit and a full audit of financial operations. Type 2 looks at the information security controls we have in action and confirms that we’re organised to handle the data privacy concerns of the largest companies on the planet.”
German Sales Intelligence vendor Echobot closed another successful year of product enhancements and revenue growth. Echobot offers deep sales intelligence and data hygiene services for Germany, Austria, Switzerland (D-A-CH), and the UK.
In late 2020, Echobot launched its UK database and English language UI, providing a secondary market beyond the DACH region. The firm grew MRR over 70% this year and hit 1,500 clients. New business rose 80%, and the firm hired its 100th employee (up 44% this year). Echobot continues to be EBITDA and Cash Flow positive. Echobot is self-financed, not having taken any funding since 2013.
The firm also moved into a larger headquarters office in Karlsruhe with 16,000 square feet.
Along with fit-and-finish work on their UK services, the firm rolled out version 2.0 of their TARGET prospecting database. TARGET offers a refreshed UI, improved data quality, and AI tools for ICP and segmentation analysis.
Users no longer need to build company and contact lists separately. Instead, build-a-list results are displayed as tabs, allowing users to analyze both company and contact results without requiring them to rekey their query.
Echobot’s product vision is based on its “first principles of data” delivered through its service. “For data to be useful, it has to be high quality, connected, and fully compliant,” said CEO Bastiaan Karweg.
Data improvements include an Email Validation Engine (EVA) and a “True Compliance” process for GDPR. EVA “eliminates stale records” and implements mail server and pattern checking to improve data quality. The EVA reduces bounce rates by up to thirty percent.
“For your outreach to be truly GDPR compliant, you not only need a Legitimate Interest but also be mindful of the preferences of the people you are trying to contact,” stated Karweg. “Using Echobot, each contact record comes with a public source URL so you can be 100% confident when a prospect asks you, ‘Hey, where did you get my data from?’” Also new is a subject taxonomy that covers over 100,000 topics and industry keywords.
Echobot is launching an EU Data pack that “covers the most important companies from all of Europe,” Karweg informed GZ Consulting. “It’s not as deep data as with DACH, UK, or France, but it will give clients access to essential brands and contacts in each market.”
All four regions (DACH, UK, France, and EU) will be available in all three products (TARGET prospecting, CONNECT Sales Intelligence, and DATACARE hygiene) and the API in any combination. However, the EU Data Pack omits company and contact data for the DACH countries, France, and the UK.
A French dataset, spanning six million companies, will be launched in Q1 with a French UI and localization. French sales will be managed from the Karlsruhe office as it is only three miles from the French border.
Finally, Echobot expanded its sales triggers to 33 English-language event categories spanning the full UK universe. French triggers are in development.
“We are excited to start 2022 with our new product and data assets,” said Karweg. “Our goal is to continue on our strong growth trajectory and gain more market share in other EU countries.”
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 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.