Priority Engine Enhancements

Priority Engine improved its Buying Team contacts and added contact card display.

TechTarget announced a set of enhancements to its Priority Engine sales intelligence service.  New features include improved Salesforce sync, refined Buying Team display, contact hygiene, and LinkedIn profile hyperlinks.  Improved Salesforce synchronization gives “sales reps easier access and dynamic visibility into active accounts in their territory, with even more accurate and actionable data on the buying teams within them,” said the firm.

Priority Engine now supports sales territories based on Salesforce account assignments, uploaded account lists, or firmographic rules (e.g. Industry, Geography, Size).  As accounts are added or reassigned within Salesforce, territories are automatically maintained, allowing Priority Engine to dynamically showcase activities within the territory.

Managers and directors can view individual rep account lists or multiple territories at once.

Priority Engine territories may be defined by SFDC, list uploads, or firmographic variables.

TechTarget acquired contact hygiene vendor Oceanos in 2018 and has begun to leverage it in Priority Engine for contact data enrichment and update to its 20 million opted-in contacts.

“Priority Engine helps sales and aligned marketing teams reach and engage more of the right prospects at in-market accounts to improve response and conversation rates,” stated TechTarget

TechTarget also adjusted its contact selection algorithm to improve its buying committee display, “vastly improving the fit of 3rd-party supplemental contacts in Priority Engine.”  A new contact card provides a detailed contact profile within the Buying Team list view.  Previous and Next buttons allow the sales rep to quickly view individual profiles.

Priority Engine also deployed improved persona logic to determine which DiscoverOrg contacts to display for accounts.

Within account views, Buying Teams now list emails, direct dials, and LinkedIn hyperlinks.

“Priority Engine has long provided essential intelligence to help sales teams fuel pipeline and close more deals.  These new enhancements are the first in a series of releases specifically designed to make it even easier for sales pros to access better data and powerful insights to maximize opportunities with active accounts in their territory.”

TechTarget VP of Products Andrew Briney

TechTarget collects second-party intent and opted-in contacts from readers of its 140 technology research sites.  TechTarget sites are available in English, French, German, Spanish, Chinese, Portuguese, Italian, and Japanese.  Priority Engine supports English, French, and German UIs.

Of the 20 million contacts, 18 million are technology decision-makers or influencers and 2 million work in other functions but are researching technology.  9 million of the contacts are North American, 5 million are located in EMEA, 5 million in APAC, and 600,000 in Latin America.

Priority Engine pricing is customized based on market access and customer feature/function requirements.  Typical individual subscriptions begin around $100K. Designed specifically for the needs of small companies, the Priority Engine Express (PEX) offering – currently in beta release – starts at $36K.

There are over 600 customers for TechTarget intent data products, with 51 added last quarter.  Priority Engine Express will be generally available in 2020.

InsideView Data Integrity

Data Integrity Leads Dashboard
Data Integrity Leads Dashboard

InsideView launched its new Data Integrity service for Salesforce.  Data Integrity is a customer data management solution that provides data visualizations, ongoing data hygiene maintenance, and data health analysis for CRMs.  According to the firm, the service is fully integrated with Salesforce and “offers an easy migration path for customers using Data.com.”

“Data is the world’s most valuable resource—it’s the new fuel.  Maintaining the quality of that resource should be paramount for every company. InsideView Data Integrity was created to help companies get the most out of their data by maintaining an accurate and rich customer database, and check on the health of that data at a glance.”

InsideView CEO Umberto Milletti

Salesforce admins control which records are managed, which fields updated, and the frequency of updates.  Along with historical match and update trend graphs, they can review a data hygiene dashboard that displays the number of family tree linkages, duplicates, past employments, lead-to-account mapping, etc.

Data Integrity features include

  • Account, Contact, and Lead “stare and compare” updates
  • Separate Match Score thresholds for accounts, contacts, and leads which allow for differing degrees of match accuracy based on the record type
  • An Update CRM button within the InsideView Sales product.  Updates are subject to rules set by the Data Integrity account administrator.
  • Validation of business emails associated with leads and contacts
  • Dashboards for Accounts, Contacts, and Leads which provide segmentation analysis, duplicate and match rates, email counts, segment/team distribution, etc.
  • A Processes Dashboard which tracks Data Integrity processing and action items

B2B DaaS and sales intelligence firms have been looking to take the lion’s share of Salesforce’s Data.com business which is now being decommissioned.  The opportunity is likely around $250 million (legacy clients business plus additional revenue from superior offerings).  The Prospector and Clean services are no longer sold, but final contracts are being fulfilled through the middle of next year.  InsideView offers both sales and data management solutions as does Dun & Bradstreet, Zoominfo, and Infogroup.

Data Integrity Processes Dashboard

Clean data is critical to a series of B2B data workflows including territory assignments, account hierarchies (corporate linkage), lead-to-account management, segmentation analysis, duplicate record prevention, and email validation.  Accurate and complete data is also critical for account planning and messaging, ICP / TAM analysis (supported via InsideView’s sister product Apex), and reducing the time spent by sales reps entering and maintaining company and contact data.

Data Integrity pricing is tiered based on the number of CRM seats.

InsideView covers 13.5 million global companies and 32 million contacts spanning eighty fields.  Account data includes standardized addresses, sizing variables, and parent/subsidiary linkages.  

The firm recently expanded its AsiaPac company coverage in four countries: New Zealand (25K total), Hong Kong (40K), India (150K), and Singapore (40K).  Total coverage for the region (Asia, Oceania, Middle East) is now at 840K companies. The expanded coverage is derived from existing and new vendors along with government registries.

Data Integrity is currently available for the AppExchange with Microsoft Dynamics 365 queued up next.  Other CRMs will follow.

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.

DealSignal CRM Data Health for Salesforce

B2B DaaS and contacts vendor DealSignal announced the availability of CRM Data Health, a Salesforce module that continuously refreshes, enriches, and reverifies lead, contact, and account records.  DealSignal data is GDPR-compliant and based upon AI validation and human verification.

“Rather than comparing dirty CRM data against other static data sources that may themselves be outdated, DealSignal CRM Data Health takes a dynamic, on-demand enrichment and verification approach that uses both AI and human intelligence to ensure near-perfect accuracy,” stated the firm.  “DealSignal CRM Data Health delivers a reliable alternative for companies looking to replace Data.com.”

Like other CRM hygiene apps, CRM Data Health includes a free data health audit.  The CRM data enrichment includes detailed contact profiles, Bombora buyer intent, and firmographics.  Along with CRM hygiene, customers can enrich inbound leads, events lists, and third-party lists.

“Bad CRM data is a pervasive issue that has a negative ripple effect on B2B marketing and sales performance: from inaccurate ABM targeting, to bounced emails that can damage sender reputation, to outdated or irrelevant contacts that clog marketing automation systems at a great cost,” said DealSignal founder & CEO, Rob Weedn. “Industry studies find that up to 50 percent of CRM data is incomplete, out-of-date, or inaccurate. Compounding the issue, data decays at a rate of over two percent per month, so maintaining data health is a constant challenge that requires an on-going solution—much like you can’t get in shape by going to the gym once.  We’ve introduced DealSignal CRM Data Health to help Salesforce customers continuously maintain rich, accurate and verified target audience data, and keep it fresh on a regular schedule.”

With the decommissioning of Data.com, vendors like Dun & Bradstreet, InsideView, Zoominfo, and DealSignal are jumping into the fray. If you are looking to make your sales reps more effective, your segmentation more accurate, or your Einstein predictions more precise, then you should be evaluating a Lightning Data or general data quality solution for your CRM.

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.”

InsideView Looking to Grab Data.com Licenses

InsideView Append for Salesforce is a Lightning Data Solution for ongoing data enrichment and maintenance.
InsideView Append for Salesforce is a Lightning Data Solution for ongoing data enrichment and maintenance.

InsideView went on the offensive to capture Data.com customers as Prospector and Clean are phased out over the next year.  InsideView is offering their free Data Health report “as many Data.com customers have seen a degradation of data quality since the announcement was first made over a year ago.”

Data.com Prospector and Clean contracts are no longer renewing beginning this month.

“Customers tell us that the switch from Data.com to InsideView was not only easy but gave them more confidence and made their data more useful than ever,” said Umberto Milletti, CEO of InsideView.  “Now we’re adding more data, more technology, and more analytics to make InsideView even better, because it’s not just about the data.  It’s about how it helps drive marketing, sales, and the bottom line.”

InsideView covers twice as many contacts (35 million) as Data.com including global contacts and emails.  InsideView also emphasized its improved match logic:

  • Comprehensive analysis of customers’ data quality (i.e. malformed company names, transposed data fields, incomplete addresses, etc.)
  • Flexibility in match logic based on business needs and data availability (i.e. company name, website/email domains, street address, city, state, country, etc.)
  • Higher match rates and accuracy using probabilistic intent (e.g. inferring a match result based on geographic or industry clustering, etc.,) within the input file.
  • Clear explanations of why records match and suggestions for those that don’t match. 

Other enhancements include expanded location data with site counts and “fine-grain control for selecting CRM records under management and field level update rules.”

Dun & Bradstreet has an inside track on acquiring Data.com licenses. D&B Optimizer is the most popular Lightning Data solution followed by InsideView, Bombora (intent data), Zoominfo, and HG Insights (Technographics). As a long-standing Data.com partner (account records are sourced from the D&B WorldBase file), Salesforce is working with Dun & Bradstreet to migrate Data.com customers to D&B Optimizer and D&B Hoovers.

The Top Five Lightning Data vendors (August 8, 2019)

In the Sales Intelligence category, the top four B2B sales intelligence AppExchange offerings come from Zoominfo, DiscoverOrg, D&B Hoovers, and InsideView.


InsideView also announced that its Microsoft Dynamics Insights service will be available at no charge through the end of current MS Dynamics 365 contracts.  Current Insights customers simply need to opt-in.  Companies that do not qualify can license Insights directly from InsideView.

“Microsoft is committed to delivering stellar customer experiences and it became clear to them, after announcing changes to their data augmentation strategy in January, that many customers love and value InsideView Insights,” said InsideView Senior Product Marketing Manager Janice Bowen.  “In response to their needs, Microsoft decided to continue providing InsideView’s data and intelligence solution for an extended period of time.”

DealSignal Enrich

DealSignal CRM Lead Enrichment
DealSignal CRM Lead Enrichment

Human-verified contacts vendor DealSignal released an Enrichment module for maintaining data quality.  Along with company and contact enrichment, DealSignal appends Bombora third-party intent data, helping identify which prospects are actively researching key topics.  The service supports inbound lead enrichment and scheduled data maintenance.

Because inbound leads are enriched, they can be quickly segmented, scored, routed, and prioritized.  ABM companies can immediately determine whether a lead matches a target persona and ideal customer profile, ensuring such leads are immediately sent to sales for action.

Contacts are matched against DealSignal’s universe of human-verified contacts and enriched with direct dials, firmographics, and intent scores.

A wizard helps map DealSignal fields to Salesforce or HubSpot.  Admins set sync and refresh schedules.

“We’re always excited when our partners develop innovative new ways of using intent data to help marketing and sales teams drive revenue.  By extending lead enrichment automation to include Bombora’s Company Surge data, DealSignal will provide revenue teams valuable insight into whether a buying committee is forming or one curious person just happened to download some content.  That added insight will help marketing and sales teams work together more effectively to drive the most value from their inbound leads.”

Charles Crnoevich, Head of Partnerships at Bombora

Inbound Lead Enrichment service is the first B2B DaaS platform to combine human-verified contacts and firmographics with third-party Bombora intent.  The platform takes skinny inbound leads and enriches them with accurate, actionable insights and contact details, helping determine which leads should be immediately routed to sales and which should be retained.  Reps can then prioritize prospects that are currently in-market for products or services like theirs and craft highly personalized messaging, thereby improving their odds of exceeding quota.

Breaking News: Leadspace Acquires ReachForce

Customer Data Platform vendor Leadspace acquired B2B Hygiene vendor ReachForce.  The two firms offer complementary functionality with ReachForce adding webforms (SmartForms) and a continuous data quality platform (SmartSuite) to Leadspace’s CDP.

Leadspace plans to merge SmartSuite into their CDP over the next six months. SmartForms will become an “activation product” for Leadspace.

“ReachForce is a well-respected brand with an experienced team in the B2B marketing tech space,” stated Leadspace CEO Doug Bewsher.  “We’ve known them, and competed against them, over the years, so we’re excited to be joining forces now to move the B2B CDP space even further.”

ReachForce will maintain its Austin office and staff while LeadSpace will continue to operate in Hod Hasharon, Israel, and San Francisco.

Reachforce SmartSuite Customer Data Management processes.

The Reachforce SmartSuite provides real-time and continuous data quality management.  Features include B2B data match and enrich; data standardization; de-duplication; email, phone, and address verification; data health reports; CRM and MAP connectors; and contact prospecting at target accounts.

ReachForce has its best-in-class SmartForms product, which is a key way that customers build an understanding of their customers, as well as SmartSuite, which provides a real-time data cleansing and management service. Combined with Leadspace’s best-in-class B2B customer data platform, there is a definite complementary and additive effect. SmartForms will become one of the activation products for Leadspace, and we will work over the next [several] months to combine the best of both data management platforms to provide a single end-to-end solution for B2B CDP. 

Leadspace CEO Doug Bewsher

The Reachforce acquisition follows shortly after Dun & Bradstreet acquired Lattice Engines.  Both Dun & Bradstreet and Leadspace now offer a CDP alongside a data quality hub, digital advertising, visitor intelligence, and CRM/MAP connectors:

Dun & Bradstreet / Leadspace Product Line Comparison (© GZ Consulting 2019)

Forrester’s Q2 2019 Wave report on B2B Customer Data Platforms placed Lattice Engines and Leadspace in the leader category with both holding the highest scores in strategy and Lattice Engines being ranked slightly higher for their current offering.

Prior to the acquisition, the Dun & Bradstreet CDP (D&B DataVision) was ranked a strong performer. The dual acquisitions help the vendors extend their leadership in the CDP space and increase the likelihood of additional consolidation within the B2B Customer Data Platform segment.

Leadspace did not disclose the acquisition price. Acquisition discussions began earlier this year.

Ringlead B2B DaaS

Ringlead was a pioneer in the B2B DaaS space and continues to support batch and on-demand company and contact intelligence.  They began building matching algorithms for duplicate cleansing and prevention in 2004 and joined Salesforce’s AppExchange as an early partner.  RingLead’s algorithms are used to connect third-party databases for data appends.  The firm now provides a broad set of B2B DaaS hygiene and enrichment services including data cleansing, standardization, normalization, de-duping, segmentation, routing, and appending services.  Users can upload lists to their cloud service or perform ongoing updates to enterprise software platforms.

Prior to enriching records, RingLead performs a set of validation and standardization steps which both enhance the data and improve match rates.  Names and addresses are standardized, emails are validated, and customer-specific mapping logic such as revenue bands and industry sectors are applied.

Sales Ops and Marketing also have control over duplicate matching logic and data consolidation rules.  Field-level rules help determine which fields are retained when records are merged or whether fields should be concatenated.  When records are enriched, admins can set fields to always be overlaid or enriched only when null.  Over 100 company and contact fields are supported.

RingLead provides enterprise software connectors for Salesforce, Eloqua, and Marketo.  Several others are in development.  For marketing automation platforms, they provide JavaScript which is dropped into lead forms and which provides company suggest logic for immediate matching.  Records are validated upon submission and immediately enriched.  Duplicate checking is also performed.

In Salesforce, duplicate logic is employed during record creation and as a batch process.  RingLead supports Account, Contact, Lead, and Custom record data enrichment and I-frame display.

When routing leads, sales operations can distribute by name, industry, geographic territory, size, or other field-based logic.  Leads are assigned to current account owners.  If a lead is new and does not match any pre-defined assignment rules, round-robin assignment is employed.

Ringlead Capture
Ringlead Capture

RingLead offers both its own master database of companies and contacts and API access to data from other B2B and B2C vendors with admin-defined waterfall rules.  Cascade selection provides a broader set of fields as well as secondary and tertiary vendors which can be called if the primary is unable to enrich a record.  Third-party records are standardized so that data is normalized and displayed consistently across all record sources.  Custom segmentation rules are also employed and duplicate prevention logic is applied across all of the vendors.  Marketing can even prospect against multiple vendors in RingLead with records de-duped and standardized.

RingLead is shifting its focus from being a data vendor to facilitating a data ecosystem.  “There is no company that should use a single data provider,” said RingLead Chief Product Officer John Kosturos.  “We are giving customers the ability to get the best data all the time.”

Data partners include

  • Company – Owler, DatabaseUSA, LexisNexis, NetWise, KickFire, and Dun & Bradstreet resellers
  • Contact – Google, Bing, FullContact, NetWise, PIPL, StatSocial, Informatica, Oceanos (TechTarget), and Clearbit
  • Technographics – HG Insights and Clearbit

A customer may have a license with a data vendor, but choose to pull the data through RingLead enrichment or prospecting.  Customers pay the data vendor for the data license and are charged only for API calls by RingLead.  Cleanse and Enrich have volume-based pricing based on the number of supported records.

Pricing begins at $2,000 per month, “far less than it would cost to hire a person to try to manage these processes manually,” said Kosturos.

While the core functionality is designed for marketing and sales operations, the DMS Capture Chrome extension (see image on right) allows sales reps to conduct real-time company and contact research from LinkedIn, LinkedIn Sales Navigator, Google, or company pages.  Capture sends records to over twenty platforms including CRM and Sales Engagement vendors.  Standardized records can be sent to Salesforce as Accounts, Contacts, or Leads.  Duplicate records are flagged.  Over 75 standardized fields are available including emails, direct dials, LinkedIn hyperlinks, Twitter handles, firmographics, and technographics.  When performed against Google search results, LinkedIn lists, or Executive Pages, a list of matched contact profiles is displayed and may be uploaded selectively or in bulk.

Customers include CA Technologies, HP, Uber, Capital One, BNY Mellon, and the New York Stock Exchange.

DataFox Oracle Integration

DataFox Logo

Since being acquired by Oracle last fall, DataFox has grown its company coverage by nearly 30% and is now being integrated into Oracle platforms including Oracle ERP, Oracle CX Cloud, and Oracle Marketing Cloud (Eloqua).  

The CX Cloud provides Ideal Customer Profile (ICP) and Total Addressable Market (TAM) modeling based on DataFox firmographics and signals spanning 3.5 million companies.  DataFox is adding 7,000 companies each day.

“We see B2B sales shifting from a field-first model to what we call a digital selling model.  By that we mean that increasingly organizations are moving to inside sales teams that are aided by digital selling tools like Eloqua or like Slack,” says Des Cahill, head CX evangelist at Oracle.  “We believe that a combination of data enrichment from DataFox and then AI and ML systems to guide employees is the future of sales.”

Eloqua integration with the Oracle Data Cloud and DataFox provides marketing with improved intent and account behavior insights.

The ERP integration supports supplier risk assessment with supplier scoring, risk signals, and categorization.

“As more organizations apply machine learning to core business processes, the quality of data being fed to algorithms is the single-most important factor that determines the value of AI results,” said VP of Product Management for Adaptive Intelligence Bastiaan Janmaat.  “We built our smart data platform for the AI era and will continue to extend the capabilities beyond sales and marketing to include company-level data for use cases in finance, HR and supply chain.”

DataFox Account Scoring
DataFox Account Scoring

DataFox began as a dataset for investment banking, but “we just found a huge gaping hole, in terms of the quality of B2B datasets that were available in the market,” said Janmaat.  

Whereas 15 years ago it was difficult to find company information, there are now filings, press releases, corporate websites, tweets, blogs, and other content which make it difficult to collect and assess company intelligence.

“There’s gold to be mined, but it’s a small percentage of what’s out there in the public domain.  And that is a perfect problem to apply artificial intelligence to.”


Former DataFox CEO Bastiaan Janmaat (Oracle VP of Product for Adaptive Intelligence)

“Stagnant data sitting unchanged in sales and marketing systems and low-quality public data sources threaten ROI and reduce the effectiveness of AI deployments,” said Clive Swan, SVP of Applications Development.  “DataFox is a key element in Oracle’s AI strategy and will help customers gain more value from the AI embedded in Oracle Cloud Applications.  We plan to include more integrations across the entire suite of cloud applications to further enhance AI capabilities across finance, human resources and supply chain.”

DataFox is now available as an Oracle data cleansing and enrichment service, but will support three additional functions by mid-year:

  • Similar company identification based on the ICP
  • Account prioritization
  • Providing “embedded dynamic signals” (talking points) to sales reps

Additional Eloqua enhancements are planned.

DataFox is also touting its dynamic territory planning service which was launched prior to the acquisition.  Territory planning combines DataFox intelligence with internal company data such as win rates to dynamically assign and maintain balanced territories.

“What’s most interesting though, is that when Oracle DataFox detects a new account, that for whatever reason newly satisfies certain criteria and to make it a great target, it will dynamically enter that territory,” said Janmaat.  “Either sales ops or the account executive gets pinged for that opportunity.  So instead of a once a year exercise, it dynamically updates territories.  They’ve seen tremendous results in terms of conversion rates and in deal size.