European company research firm DueDil rolled out a set of enhancements spanning list building, list analytics, compliance validation, and their API. DueDil’s products are used for sales intelligence, company research, and onboarding Know Your Client (KYC) / Anti-Money Laundering (AML) compliance checks.
DueDil added four Ownership search filters to assist with targeting firms with concentrated shareholdings “ripe for takeover.” The new screens include Total Shareholding Count, Individuals Count, Companies Count, and Shareholder Name.
The firm rolled out interactive lists which build upon their list capabilities. “Interactive List Reports offer a unique way of mapping whitespace and identifying new prospects, based on high-performing segments identified in a List Report,” said Product Marketing Manager Sam Hockley. “By accessing a customer list in Report view, common traits and trends are visualised, and the characteristics of quality customers can be easily identified.”
Users can now view any List Report segment in Advanced Search, surfacing the companies and related criteria. Users can drill down on segments to research anomalies or focus on size brackets within the list. The functionality can also be used to display similar companies while suppressing the original list, providing a tool for expanding the pool of ABM candidates.
Both the browser and API now support compliance checks including Politically Exposed Persons (PEPs), sanctions, fraud warnings, and adverse media. These checks are part of standard KYC / AML onboarding steps. The Adverse Media Check includes Gazette Status (receivership, shuttering a business) and County Court Judgments. Politically Exposed Persons lists identify government officials and close family members to flag funds which could be related to bribes, kickbacks, and money laundering. Sanctions lists flag individuals associated with terrorism, trafficking, and money laundering.
“Conducting these checks with DueDil allows businesses to identify any and all linkages of corporate ownership and associated individuals. As a result, when a check is run against a specific entity, that check can be extended to all of these related parties, returning any flags or sanctions across the entire group. Advanced datasets reveal the ultimate beneficial owner of a business and enable checks for PEPs and any sanctions levied against a business,” said Hockley.
DueDil performs KYC/AML checks against both businesses and individuals. People checks are performed in conjunction with Callcredit.
DueDil also recently launched API support for webform auto-population and enrichment.
European private company information platform DueDil recently filed its 2016 financials with Companies House. Revenue increased from £1.21M to £2.25M. The startup continues to run in deficit (£6.17M), but that should be anticipated for an information services startup that is rapidly expanding its content and functionality. DueDil averaged 75 employees last year, up from 46 in 2015.
“In the last 12 months, our competitive landscape has changed dramatically, Bureau Van Dijk got sold for $3.3 billion to Moody’s, and Dun & Bradstreet divested its Benelux division. This, along with our much better unit economics, gave our board and management team a clear signal to grow the product and the team and start to compete directly with them. The higher costs are the result of growing our product coverage from the UK and Ireland to pan-European, soon to cover 100 million+ companies.”
CEO Damian Kimmelman
Because subscription services are ratable, growth in revenue lags billings. Although enterprise sales grew 100% last year, much of this growth won’t show up in the top line until 2017. DueDil had its best quarter in Q1 and then grew 60% in Q2.
“Over the last 6 months, we have grown sales 5% week over week and are continuing to do so,” said Kimmelman.
To fund growth until its next equity round, the firm recently issued a £900,000 convertible note and plans to issue a £1.1 million convertible note. “I think you can assume that we wouldn’t be so bullish on a convertible if there hadn’t been an immediate liquidity event in sight,” Kimmelman told Business Insider. “I am not trying to be coy but that is all I can say.”
In product news, DueDil added Credit Risk and Ownership filters to its list building module. Sales and Marketing can employ the credit risk filter to remove prospects that are unlikely to pass credit checks or to target higher risk companies. The filter can also be used by credit risk and procurement teams during the onboarding process allowing them to streamline the processing of low-risk companies.
Ownership search filters assist with targeting firms with concentrated shareholdings which are “ripe for takeover.” New Ownership screens include Total Shareholding Count, Individuals Count, Companies Count, and Shareholder Name.
Along with credit scores and ownership filters, DueDil supports a broad set of financial screening filters spanning 40 million companies in the UK, Ireland, France, Germany, Benelux, Norway, and Sweden with additional European countries in queue.
UK business information vendor DueDil partnered with CallCredit Information Group for an enhanced KYC (Know Your Customer) service. The new API service provides real-time access to company, director, and beneficial ownership data to expedite onboarding and financial compliance.
“This service provides a one-stop-shop for a business’s identification and verification needs,” said Alan Golob, CallCredit Data Solutions Director. “By combining Callcredit’s data, industry knowledge and first line support capabilities with DueDil’s data and development expertise, we’ve created a service that will fully integrate into a client’s system or work as a standalone tool. Advancements in regulatory requirements have caused many businesses to reassess their processes and checks, and this solution answers this need.”
“Compliance is not only a regulatory requirement, it is the heart of every resilient business,” said DueDil CEO Damian Kimmelman. “This can only be achieved by having a true and comprehensive profile of the customers that you are dealing with. Customers of our new service will have the comfort of knowing that they can make KYC checks in a simple, automated way through a platform which is underpinned by one of Europe’s largest company information sources. Enhanced due diligence checks should form part of a balanced risk-based approach and can help organisations assess customers and meet regulatory requirements.”
DueDil, which provides financial research and sales intelligence services for the UK and Europe, named Alan Millard as its Chairman. Millard is a consultant for the Table Group and has worked with CEOs and executives at IBM, JP Morgan, Deutsche Bank, Standard Chartered Bank, SABmiller, and GSK. Previously, Millard was the COO at Hiscox UK and CEO of its subsidiary Hiscox Underwriting.
“Alan is helping us transition from a founder led team to an executive led organization,” said DueDil founder and CEO Damian Kimmelman. “He brings with him the eye of the customer which is so critical as we scale. I am honoured to have him on board guiding our global ambitions.”
DueDil recently expanded its database beyond the UK and Ireland to provide company coverage of France, Germany, Benelux, and the Nordics. However, they are already talking about a true global dataset to rival Dun & Bradstreet and Bureau van Dijk. By the end of the year, they expect to offer pan-European coverage and begin to extend their reach to additional global markets. Thus, their database will grow from 11 million companies at the beginning of the year to 40 million companies in March and 100 million by the end of the year. Their goal is to be the “largest source of private company information in the world,” said COO Justin Fitzpatrick.
“A more open business world is essential to global growth and prosperity. DueDil is already the largest and richest source of private company information in the U.K., and one of the largest in Europe. We are on an incredible journey to cover over 200 million companies globally by the end of 2018. I am excited to be part of a company that genuinely improves the business landscape and encourages growth and trade,” said Millard.
“Our mission at DueDil is to create the largest source of private company information to help businesses to find opportunity and mitigate risk,” stated DueDil CRO Pierre Berlin at DueDil’s recent Spotlight user conference. “We help businesses in the digital transformation. Leveraging it by transforming the business relationship with the key stakeholder in the organization. Our value proposition at DueDil is to make your business more agile [and] resilient, by providing access to the richest information on the company that matters to you.”
According to Fitzpatrick, DueDil will accomplish their mission via superior data, new insight, and automation.
Along with expanded geographic coverage, DueDil is extending its Know Your Customer (KYC) checks to include beneficial ownership, UK Financial Conduct Authority (FCA) registration data, and adverse media coverage. According to the FCA, it “regulates and supervises the conduct of more than 50,000 firms in the UK that provide financial products and services to both UK and international customers.”
In March, DueDil also announced an upgraded API that supports a host of functions including opportunity identification, risk mitigation, auto-populating sign up forms, data enrichment, and verifying credentials during customer onboarding.
The API also supports a new partnership with consumer information vendor CallCredit. The partners “will offer an integrated solution for verifying a business and the people who run it,” said DueDil Product Marketing Manager Sam Hockley. Initially the consumer information will only be available via the DueDil API.
I am proud to announce that I released the second edition of my book, 2017 Field Guide to Sales Intelligence Vendors yesterday. It has been a long process of updating and expanding the original eleven profiles, adding three new profiles for the UK (Bureau van Dijk, Artesian Solutions, and DueDil), and adding four profiles for Account Based Sales Development (ABSD) vendors with ecosystems (KiteDesk, Outreach, Quota Factory, SalesLoft).
I have written blog articles on almost all of the seventeen profiled vendors in the past year. So if you’ve found my blog useful, the book will be invaluable for procurement decisions or staying abreast of the key vendors in the SI space.
As sales teams and procurement departments may have gone through vendor demos or trials back in 2015 or early 2016, I have added sections which detail product changes over the past year. These include new product launches, vendor changes, enhancements, and pricing changes.
I have also added or expanded discussions on Account Based Marketing (ABM), Account Based Sales Development (ABSD), Marketing Automation connectors, and the UK market.
You will even find a new Glossary.
Feel free to contact me at 978-692-0170 or MLevy@GZConsulting.org. I am offering a 20% licensing discount during the month of January.
LinkedIn Sales Navigator: LinkedIn rolled out a series of enhancements to their service:
Sales Navigator introduced InMail 2.0 with support for signatures, attachments, and conversational insights.
Sales Navigator updated its prospecting user interface and added additional searching tools and screening variables. Sales Spotlights are LinkedIn specific variables that are displayed on top of screening results allowing for additional filtering:
Accounts with senior leadership changes in the last three months
Lead changed jobs in past 90 days
Leads with TeamLink Intro
Lead mentioned in the news the past 30 days
Lead posted on LinkedIn in past 30 days
Lead shares an experience with the sales rep
Leads that follow rep’s company on LinkedIn
New prospecting filters include
Department [Job Function] employee ranges
Department [Job Function] employee growth (plus or minus 100%)
Lead search results have been expanded to include a previously viewed flag, tenure at current company, and a quick drill down to TeamLink introductions.
The Sales Navigator app added a new Discover tab which acts as a “Tinder for leads.” The tab provides five daily new lead and account recommendations.
Sales reps may now add tags (e.g. Qualified) and notes to leads and accounts. Tags are searchable and synch with Salesforce.
The Sales Navigator Android and iOS apps now display up to ten daily account or lead recommendations based upon user preferences. Recommendations will expire after 24 hours and be replaced with fresh recommendations.
Artesian Solutions: Artesian rolled out V14 and V15 of its platform. New features include
Salesforce Opportunity rollup information in Artesian and Artesian intelligence within SFDC Opportunity records.
Improved Company Searching rolls up companies into a group
Improved de-duplication logic reduces news duplicates and rolls similar articles into a group.
Added North American prospecting filters for counties, business type, and the presence of specific job functions at a company.
A redesigned CRM connector for SFDC and MS Dynamics
Full sales trigger customization
Market sector alerts
An updated employees page which supports executive filtering by job role and seniority.
Artesian rolled out version 3.0 of the Artesian Ready mobile app which provides company and executive insights synched with the mobile calendar. Ready also supports collaborative note taking and a “360° comprehensive profile of customers and prospects.” New Ready features include company searching, company add to Watchlists, Twitter timelines and Twitter sharing, social links (LinkedIn, Twitter, Facebook, AngelList, Crunchbase), job information, and a data quality form for reporting incorrect information.
DueDil: Along with entering the US market, DueDil implemented a series of product enhancements.
Export Custom Company reports in PDF format.
DueDil Connect helps users identify and connect to decision makers, map and understand their network connections, and alert users on company news related to their contact network. Users can also filter by colleague connections within Advanced Search.
An ownership tab which makes it easier for users to perform due diligence (e.g. Know Your Customer compliance) and assess a firm’s governance structure. Ownership content includes directorship information, shareholders, and portfolio companies. The new tab also contains a Related Companies widget which identifies companies which are not formally linked but which have a high likelihood of sharing an economic interest. Related Companies may be registered at the same location, share several directors, have a set of similar investments, or have name similarities.
Dynamic company lists automatically update allowing firms to keep tabs on customers, prospects, partners, and competitors.
Alerts are provided on lists, with notifications displayed in a new DueDil dashboard which breaks events into news, opportunities, and risk sections. DueDil event alerts include changes in leadership or ownership, recent news, updates to budget windows, changes of address, changes in employee number, company blog posts and changes in credit score.
Upload a file into a list for matching, deduplication, and enrichment.
Custom list formats may be downloaded as CSV files.
Segment reporting on uploaded lists
Match and enrich functionality against uploaded files.
Avention: Avention had a series of enhancements including content, UI, new products, and new connectors. As each of these categories is being covered under a different blog, the number of strict functional enhancements is more limited. These included
New list management features including rename, pin to desktop, delete, modify criteria, and clone list.
When lists are uploaded for match and append, improved matching heuristics and a larger reference database result in significantly higher match rates. The system now also tracks unmatched records.
Expanded notification functionality which allows reps to manage new company and sales trigger alerts from a centralized location. This Watchlist supports filtering by read/unread notices, priority flag, trigger type, and list. A new flag allows users to mark notifications as important.
Data.com: Salesforce began offering a two-part account record data assessment report. The new Lightning report analyzes both data quality and segmentation. The data quality section begins with a Data Health overview score which assesses account data quality across three factors: Matchability vs. Dun & Bradstreet WorldBase data in Data.com, Accuracy vs. WorldBase, and Uniqueness (lack of duplicates). In Data.com Clean, Lead records are now enriched with the Dun & Bradstreet WorldBase file. Finally, Data.com announced a new Data Exchange with three partners: HG Data, Bombora, and MCH. Bombora released their integrated intent file service just before the end of the year.
DiscoverOrg: In September, DiscoverOrg launched Deal Predict which ranks prospects on a one to five-star scale based upon a set of firmographic, technographic, and biographic variables defined by marketing or sales operations. Deal Predict scores are displayed in both DiscoverOrg and CRMs.
Dun & Bradstreet: Hoover’s doubled the Build a List download size to 10,000 records. Meanwhile, the NetProspex Workbench data hygiene platform added company record enrichment. The service also added profile discovery and TAM analysis to its set of marketing capabilities.
Infofree: Infofree added support for text-only email templates to its CRM101 platform. Users may send up to 25 emails in a single blast and up to 250 emails per day from Infofree’s SMTP server. Infofree also now lets users integrate their Outlook or Google calendar accounts with CRM101.
Zoominfo: Zoominfo released a set of enhancements to its service in March 2016 including a country select field in its List Builder. Other new features include contact Send to Salesforce and email an electronic business card to the user’s inbox.
Owler: Owler implemented a set of advanced heuristics that help personalize the service. Stories are displayed according to interest in a topic and frequency of stories for tracked companies (i.e. rarely covered companies are given higher priority).
Salesgenie: Salesgenie launched a Custom Fields service which provides scoring and custom analytics models. Infogroup builds custom models for cross-sell, upsell, acquisition, and at risk accounts. Scores are based on deciles and available for screening within Build a List.
So it was a busy year on the functionality front. As I have broken out integration connectors and the user interface as separate topics, you should view this as a sub-list of product enhancements. Thus, even though Bureau van Dijk did not make this list, they introduced a new user interface for Orbis (Global) and Fame (UK) this spring. Likewise, InsideView rolled out additional connectors and refreshed their CRM connector user interfaces.
One of the most straightforward ways to increase the value-add of a Sales Intelligence Service is to expand the content it delivers to its users. Generally, a vendor can license additional content within the same general category (e.g. more contacts) or expand coverage into new content categories not previously supported by the product. The first approach is usually faster and less expensive as there is limited development involved in adding additional coverage within a currently supported category (assuming the vendor is not hitting up against platform limits), but there are still costs involved with licensing, de-duping, and merging content sets. As such, it is much more common for firms to increase the scope of current data sets than to add entirely new content categories to their services.
So which of the fourteen sales intelligence vendors discussed in my new Sales Intelligence book invested in increasing their depth of coverage? Basically, all of them. Of course, the scope of content investment varied greatly:
Avention roughly doubled their global company, contact, and email coverage. Their product now spans sixty million companies, eighty million contacts, and twenty million emails (US and UK). I previously discussed their AsiaPac expansion, but the coverage expansion was global with most of the new content outside of the US, UK, and Canada where they already had significant depth.
DiscoverOrg also greatly increased its coverage as it grew to 60,000 editorially researched company profiles and one million researched contacts. Over the past twelve months, DiscoverOrg had a 91% increase in company coverage, 134% increase in contact coverage, and a 371% increase in non-IT contact coverage (numbers supplied by DiscoverOrg). The non-IT increase was due to an expansion of their job functions datasets to include Product Management (TEDD), Sales, CxO, and HR. The firm also continued to invest in their marketing dataset. CMO Katie Bullard noted that “the Marketing budget has begun to meet or exceed the IT department budget in many companies and vendors” while “service providers selling into marketing continue to proliferate.”
RainKing continues to build out its company and contact coverage and expects to hit one million executives by the end of 2016. The firm roughly doubled the number of decision makers in its database while extending its international coverage. They also have increased the number of marketing, finance, and HR decision makers.
InsideView’s executive coverage grew to 17 million US contacts and 8 million European contacts. Total global contacts more than doubled to 31 million and global emails grew by 10 million to 17 million.
Bureau van Dijk added RepRisk environmental, social, and governance (ESG) risk reports to their service while continuing to build out their company database. At the end of the year, Bureau van Dijk provided close to 210 million active and inactive company profiles
DueDil rolled out enhanced financials for UK and Irish registered companies. Along with performance and growth metrics such as EBITDA and multiple CAGRs (compounded annual growth rates), DueDil is providing historical graphs for key metrics. In total, six new metrics and 12 key performance indicators (KPIs) have been added.
Data.com expanded the Dun & Bradstreet content displayed in a new Prospect Insights view. Extended company intelligence includes D&B WorldBase firmographics and linkage, Hoover’s top company descriptions and competitors, and First Research industry overviews with call prep questions and industry summaries.
Infofree grew its executive email file to 26 million.
Salesgenie raised its business email count to 58 million US contacts.
Owler’s primary focus in 2016 was to expand their Competitive Graph and gather additional company intelligence. The Competitive Graph improved as the user base has grown and the firm has implemented a set of data cards (simple user queries such as is company X a competitor of company Y) which help refine sizing data, competitors, and a few other firmographic topics. Revenue and employee figures have grown to 2.7 million companies.
Zoominfo expanded its set of company enrichment variables with the addition of 200 new Company Attributes in October 2016.
LinkedIn continues to add two members per second. At the end of the year, they delivered 467 million global profiles across ten million companies.
Dun & Bradstreet grew its WorldBase file of global companies to 265 million active and inactive firms. Over the past few years, they have also focused on improving the depth and accuracy of their international file.
So who did I omit? Technically Artesian Solutions did not make the content list, but that is simply because their new US edition will be discussed in the new product category. Likewise, InsideView’s Tech Profiler Premium is also being discussed as a new product.
For some reason, sales intelligence vendors have never properly understood social selling and how to integrate social media into their products. This has long amazed me. Instead of building an integrated social media viewing tool with sharing and feedback, they all seem to nibble around the edges. You’ll find social hyperlinks directly from company or contact profiles, but these simply window out to the social media site. Also fairly common is the inclusion of corporate blogs into their news and sales trigger feeds, but fully integrated social media tools have yet to be offered by vendors.
The closest any of them have come is InsideView which added a Buzz Tab about five years ago to its InsideView for Sales product. The Buzz Tab provides a consolidated view of blogs, Facebook, and Twitter feeds. However, the social content remains segregated from their other discovery tools and the population of Facebook and Twitter feeds is limited. Other social tools include a Who Knows Who “Six Degrees” tool and the inclusion of Personal Tweets from business executives in their alerts.
There are also a set of social selling tools that focus on social media, blogs, and news but which are light on company and contact information. As these tools improve, one of the sales intelligence vendors is going to make a build vs. buy decision and either OEM the upcoming service or buy a social selling service outright.
What tools such as Artesian Software, Owler, Contify, and Trapit do isn’t revolutionary. They basically provide a unified view of news and social content. Users can filter the feeds and interact with the posts. If a free service such as Owler can build such functionality, why can’t the sales intelligence vendors? Core functionality could provide the following features:
A deep set of direct links for companies and executives to LinkedIn, Twitter, Facebook, YouTube, G+, etc.
A unified view of the corporate social media content across Twitter, Facebook, SlideShare, YouTube, Vimeo, corporate blogs, business blogs, etc. This view would be easily filterable by source, date, keyword, etc.
Social Media Metrics for a company charted over time. If the company is also selling into the marketing department, then comparative metrics should be available.
When filtering Twitter, allow the user to see both the Tweets from a company and mentions (these are separate options).
Support basic widgets from the major social media vendors. These are small applets that display key statistics along with a brief description and logo/headshot.
Allow any news article, sales trigger, or social media post to be shared via social media, enterprise social (e.g. Chatter, Yammer), and email.
Support expanded alerts that include targeted social media alongside sales triggers. Thus, an alert could consist of the half dozen most important sales trigger topics, Twitter posts from the company, Blog headlines, and YouTube / Vimeo uploads.
Executive alerts based upon social media posts and news mentions.
Who Know Who Six degree tools are also worth considering, but this functionality is so well locked up by LinkedIn that relationship discovery tools have remained a standalone category. Amongst Sales Intelligence vendors, only InsideView and DueDil Connect have built relationship finder tools in competition with LinkedIn.
To be fair, the sales intelligence vendors all understood early on that they needed to work with LinkedIn. Most of them adopted the LinkedIn widget or the LinkedIn API to provide relationship and executive intelligence into their service. But then LinkedIn decided it was going to offer its own sales intelligence service called Sales Navigator and began blocking sales intelligence vendor access to LinkedIn. Since then, with the exception of InsideView, the sales intelligence firms have done little to integrate social content into their services. Hopefully, the vendors begin to see this gap in their offerings and begin to address it.
The Sales Intelligence (SI) space has been undergoing some rapid change over the past year. This evolution in functional scope and content sets has resulted in an expansion in the number of companies I cover as well as the categories (ABSD services, PE/VC funding databases). There is also a movement of sales intelligence vendors into marketing intelligence as the traditional SIs look for additional revenue opportunities and a broader value proposition.
A year ago, Account Based Marketing (ABM) was discussed mostly by DemandBase, a top of the funnel programmatic marketing vendor, but the predictive analytics vendors and Zoominfo began discussing the methodology. Thus, a year ago, ABM meant anti-ballistic missile or activity based management to all but the most well-versed marketers. Now the term is commonly found in corporate blogs and collateral and has spawned ABSD (Account Based Software Development) which follows ABM down to the middle of the funnel in the sales development function. There are now several ABSD vendors which I have begun to include in my newsletter including SalesLoft and QuotaFactory. ABSD shifts the sales development focus away from “smile and dial” calling towards targeted messaging into a set of top prospects. Since the prospecting activities are targeting higher value opportunities, there is a benefit to personalizing calls and emails. SalesLoft refers to this activity as “sincerity at scale.”
What is even more impressive about SalesLoft and QuotaFactory is that they are both less than two years old and yet they have already grown in commercial stature to the point where they are building out partner ecosystems with traditional SIs and other vendors. SalesLoft rolled out their Sales Development Cloud at their customer conference last month with nine partners including DiscoverOrg, InsideView, Datanyze, and Owler. At the same time, QuotaFactory announced partnerships with Bedrock Data, Ambition, HG Data, and InsideView.
A second area of rapid growth is the technology sales intelligence vendors. DiscoverOrg and RainKing have grown revenue and capabilities, transforming what was historically a sleepy niche into a significant sub-category. Both vendors have posted high multi-year growth rates, internationalized their datasets, expanded their technology trigger events, and developed CRM and marketing automation connectors. While they continue to gather rich profiles of IT execs, they are broadening their functional coverage to include non-IT functions that are significantly investing in IT cloud solutions such as marketing and finance. DiscoverOrg is continuing this functional expansion with product management (the recently released TEDD dataset), HR, and Sales. Furthermore, their databases, which once focused on the Fortune 1000, now cover nearly 50,000 top global companies and 700,000 executives. Both firms announced significant funding events in the past six months.
Aberdeen Group, which was spun off of Harte-Hanks last year, has begun to invest in the AccessCI database. Once the leading source of technology profiles and leads, the AccessCI (aka CiTDB and CITDS) dataset had received little investment from Harte-Hanks over the prior decade. Under new ownership, the product is once again receiving management attention.
The SIs have also increased their coverage of technographics. Avention acquired SalesQuest two years ago and integrated their Crush profiles into their products while other vendors have licensed vendor/product data from HG Data or mined technographic intelligence. HG Data has become so adept at collecting vendor/product data that DiscoverOrg and Aberdeen Group have begun licensing content from them.
Several firms that began as fundings databases found that Business Development was a logical extension of their value proposition and have since repositioned themselves as sales intelligence solutions. Firms such as DataFox and Mattermark are focusing more on sales intelligence functionality while CB Insights has launched a sales intelligence solution (with technographics) while retaining its focus on the PE/VC space.
For the most part, the SIs have avoided the predictive analytics space. The exceptions are Avention, which supports business signals and ideal profiles, and Radius which morphed from an SMB SI into a predictive analytics company. Meanwhile, the predictive analytics companies are beginning to offer a subset of SI features such as net-new leads.
Instead, the SIs have focused more on marketing analytics, data enrichment, and data hygiene which allows them to leverage their databases without investing in data scientists. Dun & Bradstreet acquired NetProspex last year for its contact database and the Workbench cloud data hygiene platform. They have also begun to offer Hoover’s concierge services including enrichment, segmentation reporting, and email delivery. Avention launched its DataVision customer data platform earlier this year while Zoominfo, Data.com, and InsideView have placed equal weight upon marketing services and sales intelligence services.
Social Selling continues to be a core element of positioning for InsideView and LinkedIn Sales Navigator. Artesian Solutions, a UK vendor that is launching a US product later this year, also focuses on social selling. A significant product gap across the SIs is the lack of social tools built into their offering. I can understand why SIs have shied away from Who Knows Who tools (the exceptions are InsideView and DueDil), but it is perplexing why most SI vendors have only limited sets of social media links and little social media content displayed in their services. Only InsideView, Artesian, and Owler have put much emphasis upon social media content.
Europe is also becoming a home of new services. DueDil has evolved into a UK challenger to Avention and BvD Mint while IKO System and Sparklane (formerly Zebaz) have an established presence in France.
When I started my newsletter four years ago, many of the companies and products either had not been launched or weren’t on my radar. I mostly focused on Avention, Hoover’s, InsideView, DiscoverOrg, BvD, Sales Genie, Data.com, and RainKing. While these companies continue to innovate, much of the energy is coming from new entrants. The rapid growth and diversity of sales intelligence functionality has been exciting to observe.
Credit: Darwin’s Finches are in the public domain. Charles Darwin, 1845.
British sales intelligence service DueDil is looking to challenge LinkedIn in the connected executives prospecting game. With the exception of InsideView, which offers its own Relationship Capital Management (RCM) tool, sales intelligence vendors have shied away from building “who knows who” tools. Instead, they have followed a coopetition strategy which encourages free LinkedIn alongside their service. This strategy provides hyperlinks to company and executive profiles on LinkedIn, but does not compete directly with LinkedIn’s RCM features.
DueDil Connect helps users identify and connect to decision makers, map and understand their network connections, and alert users on company news related to their contact network. Users can also filter by colleague connections within Advanced Search.
“DueDil Connect allows teams to use the power of their social networks to work together – enabling them to find the ideal contact at any company and the best way to reach them” – DueDil CEO Damian Kimmelman
Privacy is an important issue with respect to RCM as rainmakers wish to control their relationships and are wary of sales reps leveraging their network without discussing it with them first. Users may also wish to restrict which contacts they share. This is particularly true at firms managing confidential relationships. CEO Damian Kimmelman noted that enterprise access can be partitioned by teams at the request of a client. Furthermore, “If your profile is on DueDil Connect, it’s because we could find a publicly available social profile and only in that scenario. In compliance with EU privacy laws, we’ll remove any information you don’t want displayed as soon as possible after you’ve requested it to our support team. You’re also free to unlink your account at any time.”
Contact networks are imported from Google Gmail or Microsoft Exchange. The system shares emails but not direct dials. Users may remove an association by navigating to the executive’s profile page, but DueDil does not appear to offer direct group management of relationships.
DueDil, which is built on UK and Irish filings data, benefits from the deep set of Directors and Shareholders (DASH) filings in the European market. These DASH filings allow prospectors to view current and previous directorships along with disqualifications. One limitation to these datasets is they often list the positions as Director or Corporate Secretary, not the job function or role within the organization.
“A lot of people use LinkedIn to do their prospecting [and] lead generation. LinkedIn is built off user generated content, and as such it’s really not comprehensive,” said Kimmelman. “On LinkedIn you have to know the businesses that you are prospecting – most businesses that you prospect you actually don’t know the name of, you only know their characteristics. To take that further, when you look at something like LinkedIn, you are utilising only one form of ability to get in contact with those businesses, which is InMail. Most marketers or salespeople want to either use social avenues, or they want to be able to cold call, they want to be able to direct mail, or they want to be able to utilise the biggest business network, which is email.”
InMail is a significant LinkedIn vulnerability. LinkedIn is looking at how it can be a sales tool without allowing its members to be inundated with sales messages. This is attempting to square the circle. Either you provide sales connectivity or you don’t. Their compromise was restricting access to emails and direct dial information while preventing users from downloading prospecting lists or uploading them to CRMs. They don’t even allow CRM synching for individual records. Instead, LinkedIn provides limited access to their InMail text only messaging service. InMail is not tied into corporate emails, lacks templates and corporate branding, and bars attachments. In short, it oftentimes feels like spam.
Along with DASH intelligence, DueDil provides much deeper company intelligence than LinkedIn which is generally limited to repurposed marketing content from corporate websites and Facebook. DueDil company content includes UK corporate financials, credit scores, family trees, and original filings.
DueDil Connect is available to enterprise clients with plans to make the service available to premium and free users in the future.