Datanzye Insider Dropping LinkedIn Feature

Technology sales intelligence vendor Datanyze has informed users of its Insider Chrome plug-in that they are phasing out their LinkedIn functionality.  Free users were turned off on April 14th and subscription users will lose access when their contract comes up for renewal.  The Chrome extension places a small Datanyze icon on LinkedIn executive profiles which allows users to import contact data to Insider.  They also offer a list feature which allowed users to select groups of individuals for import.

Datanyze Insider captures contacts from LinkedIn lists for import, with emails, into CRMs. Unfortunately, this feature is being phased out.
Datanyze Insider captures contacts from LinkedIn lists for import, with emails, into CRMs. Unfortunately, this feature is being phased out.

In lieu of LinkedIn prospect loading, Datanyze suggests two other methods for obtaining contact information:

  • Right clicking on any name in a Google search, Crunchbase profile, or executive page bio and select Datanyze Insider “to run our manual email finder.”  The finder provides email combinations tied to confidence scores.
  • Uploading lists of names for matching.  The “People to List” CSV file import contains five fields: First Name, Last Name, Title, Company, and Domain.  First Name, Last Name and either the Company or Domain are required for matching.

Interestingly, both SalesLoft and Datanyze switched from prospect discovery on LinkedIn to Account Based Sales Development (ABSD) after phasing out access to LinkedIn.  So long as LinkedIn was an easy method for acquiring names, the firms focused on LinkedIn mining.  Once they lost that valuable feature, they began to search for less parasitic, more value-oriented positioning and features.

Datanyze also offers web-mined company profiles alongside their tech platform intelligence.  Company information includes sizing data, CrunchBase and AngelList categories, Alexa rank, a business description, social media links, Google News, Google Map, and an integrated Twitter feed.

“The average sales pitch is no longer good enough. With the amount of messages buyers receive every day, sales has become less about volume and persistence, and more about context and timing,” said CEO Ilya Semin. “For technology companies, that means understanding your prospects’ tech stack and knowing who’s in the midst of evaluating providers in your space. This kind of intelligence — or what we call ‘technology data’ flows through every solution we provide and is at the core of what we do.”

Datanyze is backed by Google Ventures and Mark Cuban.  They currenly have 600 customers including Marketo and Hubspot.

Gartner Cool: Radius, Everstring, SalesLoft…

SalesLoft, DemandBase, Datanyze, and Leadspace made Gartner’s “Cool Vendors in Tech Go-to-Market, 2016” list.  According to the report, “Marketing and sales enablement leaders should consider these software-as-a-service applications to complement existing CRM tool investments.”  Gartner also recognized predictive analytics firms Everstring and Radius in the data-driven marketing category.

Providers are doing a better job in responding to the changing B2B technology buying cycle and the higher expectation that buyers (both prospects and customers alike) have when they look to make a purchase. Some of this involves process and training improvement, improved messaging and positioning. But there is also a technology element, particularly as it relates to things like data, analytics, content, targeting, personalization and engagement.  And clients are increasingly leveraging the latest tools that allow them to make better, smarter decisions.

  • Gartner Research Director Todd Berkowitz

Here is what Berkowitz said was cool about the firms:

  • Datanyze – The technology tracking firm helps identify “when a particular piece of SaaS or mobile software (say from a competitor) is added and fire off alerts.” This feature helps SDRs and sales reps see “which companies are in market and engaging with them.”  Datanyze also offers a “cool” Chrome browser extension called Insider which displays firmographics and technographics from a company website, performs on demand email detection, and uploads this information to Salesforce.
  • Demandbase – The firm supports Account Based Marketing (ABM) marketing with IP-based advertising and personalization tools.  The firm delivers “a unique ‘one-two punch’ of real-time IP identification and technology that makes it possible to deliver company advertising (targeting and retargeting) and website personalization to help marketers increase awareness, drive up conversions, generate net-new and upsell/cross-sell leads from named accounts, and measure program effectiveness across the funnel.”
  • LeadSpace – The predictive analytics vendor helps customers “generate demand, enrich and prioritize accounts/leads from companies with a higher propensity to buy.”  Berkowitz also commended their “virtual data management platform that drives their models and recommendations.”
  • SalesLoft – The Account Based Sales Development (ABSD) firm assists sales development reps (SDRs) with lead qualification and prospecting.  “Their suite of templates, an integrated dialer and real-time analytics are a lot cooler for SDRs than the old way of working. And they work much better.”  Their Cadence tool helps streamline prospect communications such that “some of their customers reported more than doubling the number of successful connections, appointments, demos and sales-qualified leads (SQLs), while reducing follow-up time from leads by more than 75%.” Their new Sales Development Cloud provides prospect intelligence to SDRs from DiscoverOrg, Crystal, Owler, InsideView, Datanyze, RingLead, Sigstr, and ExecVision.
  • Everstring – A more recent entrant to the predictive analytics space (founded in July 2014), Everstring offers predictive demand generation and scoring models at both the lead and account level.  Everstring covers eleven million B2B companies and 20,000 different attributes with “rapid deployment of models across many points in the funnel.”  The firm is also a strong proponent of ABM and helps marketers identify accounts.  “EverString’s predictive account models enable marketers to identify high-potential ABM candidates and then push them to third-party ABM platforms for use,” said Berkman.
  • Radius – The predictive company was lauded for its segmentation tools which help SMBs “determine total available market, create attractive segments and identify accounts to target.”  Radius was also praised for its  “clean interface,” “data and analytics tools,” and the ability to train and validate models within one business day.  Berkman warned that Radius has faced little competition in the SMB market to date but is likely to face stiffer competition as both Radius and the market for predictive analytics solutions grow.

Berkowitz noted that these tools are all focused on making it easier for marketers and down-the line sales to make better decisions” noting that they all rely on the “heavy use” of data and analytics.

Radius provides easy to interpret segmentation, success analytics, and net-new lead prospect acquisition tools from within SFDC.
Radius provides easy to interpret segmentation, success analytics, and net-new prospect acquisition tools from within SFDC.

While many of these firms provide predictive analytics, Berkman contends that vendors will soon be offering “prescriptive analytics” that help firms decide what should be done.  Thus, analytics will shift from predictions based upon historical analysis to recommendations concerning which actions to take.  Prescriptive analytics utilizes graph analysis, simulation, complex event processing, neural networks, recommendation engines, heuristics, and machine learning.

“We have seen it [prescriptive] used a little bit on the sales analytics side already,” said Berkman. “It is likely that we will get to that stage with marketing so the marketer will know not only who is most likely to buy and what they will buy.”

For marketing, prescriptive analytics will assist with prospect identification, optimizing customer communications, and improving prospect offers.

Another trend you will find amongst the cool vendors is the heavy citation of ABM and ABSD tools amongst these vendors.  Everstring, SalesLoft, and DemandBase are all strong proponents of ABM while Leadspace recently partnered with ABM vendor Engagio.

DiscoverOrg: Closing Out Another Year of Growth

DO Chrome

Technology Sales Intelligence vendor DiscoverOrg closed out another year of significant growth in customers, product, content, and revenue.  “DiscoverOrg saw significant advancements in its workforce, physical locations, data insight, product development, and market share,” blogged the company.  “In the process, we are creating jobs, establishing a stronger presence, and delivering more product value to customers.  As DiscoverOrg succeeds, we are primed to level the playing field in business-to-business sales and marketing … to help small companies grow into big companies … to create a global revolution in B2B sales.”

Amongst the growth metrics they published on their blog:

  • Customer accounts increased 36 percent.
  • Platform users increased by 17 percent.
  • Search queries increased from 721,862 in 2014 to 733,277 in 2015.

The firm discussed three of their 2015 objectives: strategic hires, physical presence, and greater data insight.

In 2015, the firm added 93 employees, nearly doubling their staff to 203.  Hiring centered around their research team as “data accuracy is a top focus”.  Some of this growth was from the mid-summer acquisition of iProfile, but the majority was organic hiring.

2015 hires included a new SVP of Customer Success and CFO.  The firm also added three new Board Members including the former COO of Forrester Research and the former CEO of Capital IQ.

Along with moving into larger facilities in Vancouver, Washington (20 miles from Portland), they opened satellite facilities in Gaithersburg, Maryland and Philadelphia.

2015 also saw significant database growth and new product offerings.  The iProfile acquisition helped accelerate their global build out.  The database grew by more than 50% with the marketing dataset growing by 85%.  During 2015 they added datasets for finance and Europe along with the OppAlerts intent data service.

”More platform perks, datasets, and integrations are in development for release in 2016, including: a new, responsive platform design; a new product development dataset; an updated Google Chrome Extension; and an updated, ‘Lightening Ready’ Salesforce Native App.”

Their “new and improved platform” is currently in final stage beta rollout. The enhanced platform “offers a complete redesign of the user interface and numerous ‘under the hood’ speed and functionality enhancements.”

Chrome Extension Update

The Google Chrome extension enhancements, which were released just as the year closed, provide context based intelligence from all of their datasets including IT, marketing, and finance.  The Chrome extension will support additional databases in 2016.

The Chrome extension works as a side panel that automatically displays company intelligence, including contacts and company overviews, based upon the current website.  The system stores account credentials so that company overviews are immediately displayed.  From the browser, a user can quickly select a contact or company name and look it up within the Chrome extension.  Thus, the service is bi-directional with users switching between the extension and browser without additional logins and without having to reenter information to conduct company searches.

DiscoverOrg provided the following Chrome Connector data workflow scenario on their blog:

Assume you’re an information security vendor and you are researching Fannie Mae, the Chrome Extension will return the CISO’s full group and contacts to you right in the browser – no need to login to DiscoverOrg and run another search. From there you can easily add contacts to your CRM tool, research the company further in DiscoverOrg, or lookup a similar company or contact.

Because DiscoverOrg also supports CRM platforms including SFDC,  MS Dynamics, NetSuite, Talent Rover, and SugarCRM, users can begin with a company, contact name, or URL for research then upload the company or contact information to their CRM from DiscoverOrg.  Company and contact data is not mined from the web but collected by its team of researchers, ensuring higher quality information.

Other Chrome Extension features include executive lists with filtering; executive headshots with responsibilities, contact information and social media (Twitter and LinkedIn) links; technology details; similar companies; and sales triggers.

The Chrome extension is free to current subscribers.

Chrome Extensions

While Google Chrome has only garnered limited support from sales intelligence vendors, it has seen significant development from vendors providing technology overviews.  Along with DiscoverOrg, there are Google Chrome extensions from HG Data, Datanyze, BuiltWith, SimilarTech, W3Techs, and HIveMind.  Most of these services are limited to an analysis of online technology associated with the corporate website, but DiscoverOrg utilizes researchers and HG Data employs semantic mining of news and websites to obtain behind the firewall platforms and vendors.