Rhetorik expanded its technology sales intelligence coverage of Europe with the addition of ten Eastern and Central European countries to its NetFinder+ service. The CEE expansion pack provides company profiles, technographics, and contacts for Bulgaria, Croatia, Czech Republic, Estonia, Hungary, Latvia, Poland, Romania, Slovenia, and Ukraine.
NetFinder+ also supports enhanced install data on cloud, system software, middleware, enterprise, and vertical industry applications.
Earlier this year, Rhetorik rolled out the Rhetorik Technology Map, “a comprehensive new taxonomy for classifying key enterprise technologies” that “structures business technology assets, services, and products” from over 7,000 vendors. The Rhetorik Technology map contains over 150 tech categories.
Rhetorik contacts are fully-GDPR compliant with name, title, email, and phone numbers that are “compliant with all relevant data privacy and data protection regulations.”
California is a logical location for US market entry (the firm already has a Canadian development office). Not only is a high percentage of US enterprise software and cloud companies headquartered in California, but the CCPA data privacy regulations are akin to EU GDPR requirements, making marketing departments more sensitive to data privacy and regulatory compliance.
Last week, Dun & Bradstreet acquired long-time partner Bisnode, greatly strengthening its position in Europe. Bisnode provides them with direct access to regional and multi-national customers in the Nordic region, Eastern Europe, and D-A-CH (Germany, Austria, Switzerland).
Dun & Bradstreet described the execution risk as low to medium as they know the company well, have established relationships with Bisnode, and Bisnode is “very familiar” with Dun & Bradstreet’s products and solutions. The deal was also structured as a mix of debt and equity so as not to increase Dun & Bradstreet’s financial leverage.
One the announcement call, Dun & Bradstreet did not discuss Bisnode products, but one asset that Dun & Bradstreet will likely operationalize quickly is Bisnode’s file of 40 million GDPR-compliant business contacts across 21 European countries.
Dun & Bradstreet anticipates the deal will close in January 2021 subject to standard regulatory reviews. The acquisition will add around 2,000 headcount to Dun & Bradstreet.
Bisnode revenue will be included in Dun & Bradstreet’s international division and will be broken out for the first year after acquisition.
Jabbour indicated that Dun & Bradstreet is strategically reviewing its World Wide Network of partners to “look for ways to improve the commercial arrangements that we have or make them more relevant.” Options include purchasing the partner, ending the partnership arrangement and picking a new partner, or renegotiating the relationship.
The market appeared pleased with the transaction as Dun & Bradstreet’s stock price increased 8.53% last Thursday following the announcement and analyst call.
[Part I] Last week, Dun & Bradstreet announced the acquisition of Bisnode Business Information Group for $818 million. The deal greatly strengthens their European presence across 18 countries, including the Nordics, D-A-CH, and Eastern Europe.
When the deal closes, Dun & Bradstreet will “rapidly introduce” its credit and supplier risk management solutions, along with its sales and marketing services, to clients across Europe, “providing vital business intelligence to help them compete, thrive and grow.”
Ratos AB CEO Jonas Wiström noted that Bisnode’s focus has “improved customer offering, stability, and profitability,” but that ongoing growth “requires that Bisnode participate in the consolidation that is taking place in the increasingly global market for data and analytics.”
Over the past four years, Bisnode has doubled its operating margin from 7% to 14%. In H1 2020, eleven to the twelve companies within the Bisnode group improved their earnings.
“We are convinced that Dun & Bradstreet is the best possible partner to lead this consolidation. The combined strengths of our assets and capabilities will greatly serve our respective clients, increase competitiveness and position Dun & Bradstreet/Bisnode for long-term growth. I look forward to joining the Dun & Bradstreet International Strategic Advisory Board.”
Ratos AB CEO Jonas Wiström
Ratos’ strategy is to hold companies that are or can become market leaders, but Bisnode, as a standalone organization, is not in a position to build a market-leading position in data and analytics.
Dun & Bradstreet offers a suite of advanced B2B sales and marketing solutions that can be cross-sold into the Bisnode customer base. Cross-sale opportunities include D&B Lattice (a customer data platform), D&B Analytics, D&B ABM Platform, D&B Audience Solutions (Visitor Intelligence, webforms, and programmatic advertising), D&B Optimizer (DaaS enrichment and validation), D&B Direct (API), and D&B Hoovers.
Dun & Bradstreet anticipates operational efficiencies from migrating Bisnode customers off legacy platforms onto Dun & Bradstreet solutions, more efficient data sourcing and curation, and leveraging global resources to make all functions more efficient.
Owning the full revenue stream of Dun & Bradstreet products increases the profitability of localizing services due to the removal of revenue shares and the availability of local sales and support teams. The D-A-CH region would likely be the initial target for localization. For example, D&B Hoovers has Nordic, German, and Austrian financials and corporate linkages, but the UI and event triggers are only in English.
“When you get into some of those 18 countries within the Bisnode territory, there wasn’t that level of localization” as compared to the UK, said Jabbour. “So there is a fantastic opportunity to bring our modern platforms [and] modern APIs and make small tweaks from a localization perspective.”
“The products that we have rolled out have been very successful,” continued Jabbour. Dun & Bradstreet expects continued success and greater market focus on the Bisnode markets. During the pandemic, Dun & Bradstreet’s product sales by Bisnode grew “nicely.”
“The closer we can get to the headquarters of any business and really share our value proposition [and] ways [that] we can help that business grow their revenues, improve their margins, and remain compliant,” the greater the opportunity. “We have a lot of confidence in our go-to-market approach, and this simplifies it because now there is one instead of two companies involved in serving that large enterprise on a global basis,” observed Jabbour.
Another advantage of direct ownership is Dun & Bradstreet is no longer looking to influence the sales team but will have direct control over incentive and compensation plans.
Dun & Bradstreet, which has long relied on global partnerships to address the sales, marketing, and risk evaluation needs of its multi-national customers, is expanding its presence in Europe with the acquisition of Bisnode Business Information Group. Bisnode is 70% owned by private equity firm Ratos and 30% by Bonnier.
The $818 million acquisition, which is 75% cash and 25% common stock, expands Dun & Bradstreet’s presence in Scandinavia, Central Europe, and D-A-CH (Germany, Austria, and Switzerland). The acquisition provides direct ownership in eighteen “strategic territories in Europe” and “provides opportunities for scale by leveraging existing Dun & Bradstreet product portfolio, data supply chain, and technology infrastructure.”
Upon close, Ratos will hold a 1% stake in Dun & Bradstreet.
Bisnode’s Belgian operations were not included in the deal.
The deal adds 110,000 Bisnode customers to Dun & Bradstreet’s customer base and provides direct access to an additional fifty Global 500 companies headquartered in the Bisnode countries. The deal provides direct ownership of 33 million business records (around nine percent of the WorldBase file). It also allows for the direct sale of Dun & Bradstreet products into major European markets.
Bisnode currently has an annual revenue of around $400 million, net income of $28 million, and adjusted EBITDA of $70 million.
Bisnode has been a Dun & Bradstreet reseller since 2003. Dun & Bradstreet’s solutions account for 33% of Bisnode revenue, and revenue has been “growing in a solid manner for the past few years” in the Bisnode territories. The remaining Bisnode revenue consists of proprietary in-market solutions.
“We are pleased to bring Bisnode into the Dun & Bradstreet family following a nearly two-decade strategic alliance. The powerful combination of our data, analytics, and innovative solutions, paired with Bisnode’s deep client relationships and expertise in European markets, will provide our existing and future clients with vital business intelligence to support their own growth ambitions. We look forward to welcoming the Bisnode team to Dun & Bradstreet and to working together to grow the global business.”
Dun & Bradstreet CEO Anthony Jabbour
When the deal closes, Dun & Bradstreet will create an International Strategic Advisory Board headed by Neeraj Sahai, President of Dun & Bradstreet International. Ratos AB CEO Jonas Wiström will be joining the Advisory Board.
“Integrating our two leading organizations provides significant opportunity to deliver a broader product set to a substantially larger global client base. As the international business community becomes increasingly data-driven, we look forward to combining our teams to unlock further potential, drive innovation, and deliver solutions that are tuned to client and market needs,” said Sahai.
German Sales Intelligence vendor Echobot announced that it is expanding beyond the D-A-CH (Germany / Austria / Switzerland) region and building a European solution. The first step in this expansion is an English-language UI with five million British companies and 23 million decision-makers.
“The market expansion into the English-speaking area is an important step into the future for us. It has never been more important for companies to set up their sales and marketing processes digitally. We are very pleased about the strong growth and the fact that from now on, we can support our customers beyond national borders,” said Echobot Media Technologies CEO Bastian Karweg.
Echobot users can add the “UK Data Pack” to their D-A-CH coverage with the data available for their TARGET (prospecting) and CONNECT (sales intelligence) services. They may also license the UK offering as a standalone service.
Company profiles include firmographics, contact information, registration numbers, web technologies, social media links, current and former directors, executives, company news, Registration and LEI Numbers, and UK SIC or German WZ (NACE variant) industry codes.
An interlinks graph ties together company and director relationships.
Company news and signals are collected from online publications, Facebook, Twitter, Instagram, and YouTube. Signals (event triggers) may be filtered by signal type or keyword, and news may be filtered by keyword, source, and whether the article is by or about the company.
There is still some tuning around company news tagging, but the product is just being launched. Echobot has a long history of German-language signal monitoring and tagging, so it will likely address this problem fairly swiftly.
Contact data is GDPR compliant, with 68% of contacts having emails and 5% displaying direct dials. “We strictly comply with GDPR, only using dials that have been made public on the web,” said Karweg. “We do not use privacy-infringing tactics like signature block scanning.” Contact data sourcing is provided so that if a rep is asked about the origination of a prospect’s personal data, the sales rep can provide the source. As part of their compliance, the firm has a data privacy officer (a GDPR requirement) and a privacy page that allows individuals to remove themselves from the database.
Echobot provides LinkedIn and XING (a popular LinkedIn rival in the D-A-CH region) contact hyperlinks, but chose not to provide Twitter or Facebook contact links “since those networks usually are used for private networking.” Directors are cross-referenced with LinkedIn and company websites to enrich their profiles further.
Contact news is gathered, though it is usually only available for top execs.
Up to twenty contacts may be viewed or downloaded from the company profile. Contact data includes email, direct dial phone, title, and source (e.g. LinkedIn, XING, Companies House, company website). Information sources are displayed as icons with hyperlinks.
Users may filter the contacts by department and level. They may also search the list by name or title.
Echobot collects most of its information from Companies House and online crawling. They have a third-party vendor relationship for email verification and social media cross-referencing but do not disclose the partner’s name.
Company data are updated daily and consolidated as soon as there have been relevant changes. Contact data are updated every 30 days or so; however, “due to GDPR, we update all contacts at least once every six months,” said Karweg. “If they aren’t publicly available anymore, they will be deleted from our database.”
Financial data is only available for the D-A-CH region, but it is on the 2021 UK roadmap.
The CONNECT sales intelligence service has a responsive design for mobile and tablet display. The TARGET prospecting tool is currently optimized for desktop use, but a mobile-ready version is on the 2021 roadmap.
CONNECT supports browser extensions for Firefox, Chrome, and Explorer. The extensions take the user from a company URL to the CONNECT company profile.
Echobot CONNECT for Salesforce supports I-Frame viewing within Company, Contact, and Lead records. When new records are created, they are matched against the Echobot reference database for enrichment. Stare-and-compare record updates are also supported.
The Court of Justice of the European Union (CJEU) struck down the EU-US Privacy Shield that allows firms to transfer EU citizen’s private data to the United States for data processing. The EU maintains higher consumer data privacy laws that conflict with US security and legal policies.
“Today’s decision effectively blocks legal transfers of personal data from the EU to the US. It will undoubtedly leave tens of thousands of US companies scrambling and without a legal means to conduct transatlantic business, worth trillions of dollars annually,” said Caitlin Fennessy, research director at the International Association of Privacy Professionals (IAPP).
The CJEU held that “the requirements of US national security, public interest and law enforcement have primacy, thus condoning interference with the fundamental rights of persons whose data are transferred to that third country.”
“In the absence of an adequacy decision, such transfer may take place only if the personal data exporter established in the EU has provided appropriate safeguards, which may arise, in particular, from standard data protection clauses adopted by the Commission, and if data subjects have enforceable rights and effective legal remedies…
The Court considers, first of all, that EU law, and in particular the GDPR, applies to the transfer of personal data for commercial purposes by an economic operator established in a Member State to another economic operator established in a third country, even if, at the time of that transfer or thereafter, that data may be processed by the authorities of the third country in question for the purposes of public security, defence and State security. The Court adds that this type of data processing by the authorities of a third country cannot preclude such a transfer from the scope of the GDPR.
Regarding the level of protection required in respect of such a transfer, the Court holds that the requirements laid down for such purposes by the GDPR concerning appropriate safeguards, enforceable rights and effective legal remedies must be interpreted as meaning that data subjects whose personal data are transferred to a third country pursuant to standard data protection clauses must be afforded a level of protection essentially equivalent to that guaranteed within the EU by the GDPR, read in the light of the Charter. In those circumstances, the Court specifies that the assessment of that level of protection must take into consideration both the contractual clauses agreed between the data exporter established in the EU and the recipient of the transfer established in the third country concerned and, as regards any access by the public authorities of that third country to the data transferred, the relevant aspects of the legal system of that third country.
Regarding the supervisory authorities’ obligations in connection with such a transfer, the Court holds that, unless there is a valid Commission adequacy decision, those competent supervisory authorities are required to suspend or prohibit a transfer of personal data to a third country where they take the view, in the light of all the circumstances of that transfer, that the standard data protection clauses are not or cannot be complied with in that country and that the protection of the data transferred that is required by EU law cannot be ensured by other means, where the data exporter established in the EU has not itself suspended or put an end to such a transfer.”
“Data Protection Commissioner Ireland v Facebook Ireland Limited, Maximillian Schrems,” 16 July 2020
The EU-US Privacy Shield was implemented several years ago after the CJEU held that the prior US Safe Harbor regime was insufficient.
Privacy advocate Max Schrems brought the cases that invalidated Safe Harbor and EU-US Privacy Shield. Following the ruling, he stated:
“It is clear that the US will have to seriously change their surveillance laws, if US companies want to continue to play a role on the EU market…The Court clarified for a second time now that there is a clash of EU privacy law and US surveillance law. As the EU will not change its fundamental rights to please the NSA, the only way to overcome this clash is for the US to introduce solid privacy rights for all people — including foreigners. Surveillance reform thereby becomes crucial for the business interests of Silicon Valley…
This judgment is not the cause of a limit to data transfers, but the consequence of US surveillance laws. You can’t blame the Court to say the unavoidable — when shit hits the fan, you can’t blame the fan.”
Privacy Advocate and Plaintiff Max Schrems
“This leaves a huge question mark over data transfers to the US, said Tanguy Van Overstraeten, partner and global head of privacy and data protection law at the law firm Linklaters. “The Court has struck down the EU-U.S. Privacy Shield because it considers the US state surveillance powers are excessive. For the thousands of businesses registered with the US Privacy Shield, this will be groundhog day; this is the second time the FTC operated scheme has been struck down after the Shields predecessor — the Safe Harbor — was struck down in 2015. Businesses will now look to EU regulators to propose some form of transition to allow them to move away from Privacy Shield without the threat of significant sanctions and civil compensation claims.”
The ruling also puts in question data transfers to Russia, China, and potentially the UK post-Brexit.
“The CJEU’s judgment could have implications for the UK’s prospects of gaining adequacy at the end of the Brexit transition period,” said Peter Church, counsel at Linklaters. “This will necessarily involve an assessment of the UK’s surveillance powers under the Investigatory Powers Act 2016. However, there are a number of differences between the UK and US regimes. For example, the UK regime has already been reviewed by the European courts and a number of amendments have been made to bring it into line with European law. In addition, the UK regime does not have the same distinction between UK and foreign nationals, unlike US law which does not grant the same rights to non-US citizens.”
“This is a bold move by Europe,” said Jonathan Kewley, co-head of technology at law firm Clifford Chance. “What we are seeing here looks suspiciously like a privacy trade war, where Europe is saying their data standards can be trusted but those in the US cannot.”
Standard Contract Clauses (SCCs) may also be insufficient. “If the law in the relevant country – let’s say the USA – could override what the contract says, they don’t work,” said Kewley. “I don’t know how much appetite they have to do this, but it’s hard to imagine that any European regulator would say that SCCs work for the US, and the pressure will pile on for them to make the assessment. I don’t think SCCs escaped the court’s judgement – for some key countries, it’s probably just a stay of execution.”
One likely impact will be the localized processing of EU consumer data within EU data centers. Over 5,300 companies rely upon the EU-US Privacy Shield as part of their GDPR and broader EU compliance. Companies that rely upon the Privacy Shield span a broad set of B2B data, DaaS, social networking, CDPs, and cloud companies [searchable list]. These include Zoominfo, Dun & Bradstreet (including Lattice Engines), Experian, Infogroup, TechTarget, Microsoft (including LinkedIn), Facebook, Twitter, Google, Amazon (including AWS), Oracle, Salesforce, HubSpot, Adobe (including Marketo), LiveRamp, Melissa, TowerData, 6Sense, Leadspace, SalesLoft, Outreach, Groove, VanillaSoft, Yesware, and ConnectLeader.
Firms are also likely to ramp up their GDPR and CCPA compliance messaging, but that does not address the weaker data privacy structures of US law.
Echobot, the German sales and marketing intelligence vendor, continues to do well during the pandemic. It has over 1,000 clients and a growing ACV. They added 15 employees this year, bringing their staff count to 65. The firm was founded in 2011 and has posted a consistent 40% compound average growth rate. It is internally funded.
Echobot offers multiple products: The Target prospect database of European B2B firms (UK, Germany, Switzerland, and Austria) and the Connect intelligence database with 11 million companies. Content includes registered data, technographics, contacts, and news. The firm also provides online and social print monitoring and DataCare DaaS Hygiene for CRMs and ERPs.
The Karlsruhe-headquartered firm is readying a new 18,000 square foot office, which it plans to move into in 2021.
“COVID-19 did not slow us down,” said CEO Bastiaan Karweg. “In some cases it actually helped to put our agenda of digital sales intelligence front and center – mostly to compensate for missed trade shows and grounded field sales operations.”
I’ve followed the sales and marketing intelligence space for nearly two decades. The market developed in the United States with few European vendors (Bureau van Dijk being the exception). Often, it was US vendors such as OneSource, Factiva, and InsideView covering Europe as part of their global coverage . But over the past half decade, there has been a blossoming of European based sales and marketing intelligence solutions from
Not only are these vendors based in Europe, but they have a better understanding of the local datasets, regulatory requirements, and market nuances. Several are multi-lingual and carry local filings to serve financial services and compliance use cases.
Global Database supports a proprietary industry taxonomy along with country-specific SIC codes. European NACE codes are on the roadmap.
Screening is straightforward with a broad set of selection criteria:
Companies: Employees, Trading Activity (Import/Export Flags), Activity Type (Distributor, Producer, Service Provider), Active Status, Incorporation Date Range, Legal Form
Executives: Seniority (7 levels), Department (29), Job Title
Industry: The Global Database industry taxonomy and 11 European industry codes, but no US SIC, NAICS, or NACE
Location: Country, Region, City or State, ZIP
Financials: Turnover, Net Profit, Total Liabilities, Directors Remuneration, Profit per Employee, Exports, Currency
Digital Insights: Website Monthly Visits, Used Technologies (web-mined), Alexa Ranking
Advanced: Have Email Address, Have Telephone, Have Fax, Have URL, Have VAT, Have a Company Registration Number, Have Business Address, Have Lat/Long, Have Direct Email Address, Have Direct Dial, Contacts Recently Updated (this month, three months, six months)
The report list shows 50 companies at a time. Users may download the list as a custom CSV file. They also can quickly add, remove, or sort displayed columns.
As each variable is selected, Global Database automatically updates the company and contact counts. Users may save both companies and search criteria.
Company lookups may be performed by company name, registration number, VAT Number, URL, and Phone Number. Unfortunately, Tickers are not available, and companies are not sorted by size, making it challenging to locate the headquarters of large multi-nationals or global publics (quoted companies).
Contacts may be looked up by name.
As a V1 UI release, there are some bugs. For example, the Company Structure for multi-nationals with many subsidiaries appears without any viewable details unless the user realizes she can pinch and expand the display for a partial view of the tree. The user can click on a node to view the name and ownership type, but other details are only visible by clicking through to the profile. This display makes the ownership research process cumbersome and random. Likewise, the officers’ view displays both active and resigned directors and corporate secretaries but does not display all active directors at the top of the report.
While it is easy to quibble with V1 UI issues, there are also some well-designed features. The design has a mobile-ready layout with icons along the left-sidebar. It also retains the most recent search criteria when the user clicks on the magnifying glass, search icon. This feature allows the user to drill down to research specific companies without losing the search criteria or being forced to open multiple browser tabs. Below the selection criteria are the most recently viewed companies.
A tenders database search is a feature not generally available in sales intelligence services.
The option to request editorial research for accounts by function and role, with rapid turnaround, is a differentiator.
The new UI does not yet support Salesforce, but it is available on its legacy platform. Salesforce integration is planned for Q3. Other planned enhancements include credit reports for 40 countries and a News and Activity tab scheduled for Q4.
The service begins at £5,000 for a single-country, single-user license with the global edition priced at £30,000 for five users. Additional seats are priced at £500.
Clients include Amazon, Uber, Getty Images, Leadfeeder, Telepass Italia, and The Economist. Buldumac indicated that business has increased during the pandemic as firms look for more clients, require tools for assessing business risk, and source digital sales and marketing solutions in the absence of event marketing.
Global Database refreshed its sales and marketing intelligence platform with a new user interface, list upload enrichment, and financial-change triggers. The mobile-ready design supports list building and export, peer lists, group structure (linkage) display, European registry data, and Companies House filings.
Other new features include the ability to
Export only certain data types
Pay directly online for users that have reached their download limits
Add multiple applications, such as sales and marketing, credit risk, and funding modules.
Global Database supports sales, marketing, credit risk, and onboarding use cases. Data is gathered through licensing, mining, and editorial research. An enrichment feature lets firms identify companies for which they require additional contacts by role and level. The twenty-person research team then identifies the contacts. Global Database has a one-hour turnaround on individual contact requests and a 24-hour turnaround for larger volume requests.
Global Database covers 70 million companies, 47 million of which are active. Inactive companies are supported for compliance and data hygiene use cases. 44 million contacts are available, of which 10 million have emails, and 25 million have switchboard phones. In the UK, both trading and registered addresses are provided.
All contacts are GDPR compliant based upon a “Legitimate Interest” basis for data collection. Emails are verified every six months. Global Database did not disclose their company data sources for publication, but the core European vendors are long-standing, well-respected sources of registry and credit data.
“Unlike other data providers, Global Database is focused on listing only official government data, that have a registration number and a company status (active or inactive). This will give a complete overview of the addressable market that a company can target. Very often, companies rely on LinkedIn and other data providers and, in return, they missed many opportunities.”
Global Database CEO Nicolae Buldumac
The database is weighted towards Europe, with 39 million active companies and 34 million employees. Regional coverage is as follows:
North America (US/CAN)
Asia (includes ANZ)
Global Database Counts by Region
Company profile depth varies by country, with European firms enjoying the most detail. The overview page contains firmographics, contact information, a Google Map for the Registered Address, a multi-paragraph, mined business description, Turnover and Net Asset graphs (up to 20 years), five employees, summary web traffic and technologies, and the most recent company updates.
The Financials tab displays key values and ratios values, including mini-five year bar graphs for quickly assessing the data. Reports include the P&L, Balance Sheet, Cashflow, Capital & Reserves, Miscellaneous Indicators, and KPIs and Ratios. UK Registered filings are available as PDFs for the UK with image data for forty other countries in development.
The Credit tab provides risk analysts with overall credit risk, a recommended credit limit, mortgages, and county court judgments.
The Employees tab displays executives lists and directors’ profiles. Users may export the executives list as a CSV file and perform social searches for LinkedIn, Twitter, and Facebook.
The Ownership tab provides shareholders, a graphical group structure, and the latest ownership activity.
The Location tab displays registered and trading addresses with Google maps.
The Competitors tab provides a peer list based upon the largest three peers by SIC code. The list is exportable to CSV, and users may change the competitors.
The Digital Insights tab helps users research the company’s web presence and deployed web technologies. Up to five years of website traffic are graphed. Other content includes a six-month visitor count, Alexa Rank, SimilarWeb score, traffic sources (direct, organic, referral), top organic keywords, top referral partners, traffic by countries, web technologies in use, WHOIS website owner, and WHOIS server details.
Users may set up alerts for financial data changes (i.e. when a company reports a threshold percentage increase or decrease in revenue, number of employees, or EBITDA) as well as new filings and address, director, ownership, and group structure change.
The database supports a broad set of prospecting variables spanning firmographics, biographics, technographics, and financials. Selects are displayed on the left, and results are dynamically updated as each variable is submitted. Users can quickly update the results list layout by adding and removing, sorting, and filtering columns. Results may be downloaded as a CSV file. Salesforce uploads are targeted for the Q3 release.
Global Database supports a proprietary industry taxonomy along with country-specific SIC codes. European NACE codes are on the roadmap.
Rhetorik launched NetFinder+, its expanded, multi-national platform for technology sales and marketing intelligence. The new portal provides company, contact, and technographic details for 18 EMEA countries spanning Benelux, Nordics, Iberia, France, Germany, Israel, Italy, Poland, and Switzerland. The U.K. and Ireland were already supported, with Greece in development.
CEO Meredith Amdur emphasized the value of having a local, specialist vendor that understands the nuances of European regulations and markets. “One of the challenges for these vendors is that the country called ‘Europe’ doesn’t exist. They need a partner like Rhetorik that understands the complexities of Europe, market by market, and language by language, to help them navigate and exploit a region with enormous growth potential. And they need a service like NetFinder+ that provides current, accurate, and compliant data related to individual IT buyers and influencers across the region to target better prospects, expand into new markets, fill the marketing funnel, and capture the attention of their next best customers.”
In short, said Amdur, Rhetorik offers “accuracy, completeness, and compliance across Europe.”
NetFinder+ sports a new taxonomy with a five-fold expansion in the number of technology categories spanning cloud, enterprise and vertical industry applications, system software, and middleware applications. The new Rhetorik Technology Classification (RTC) system “refreshes and structures the categorization of business technology assets, services, and products.”
Rhetorik captures up to 164 data fields per site spanning contacts, firmographics, and technographics. Contact data, which is “compliant with all relevant data privacy and security regulations,” includes name, title, email, and phone number. When screening, titles are mapped to a broad set of functions and sub-functions, allowing for prospecting by keyword, business role, or technology role.
Coverage spans 277,000 contacts, 275,000 emails, 98,000 sites, and 77,000 companies. Technographic data covers nearly 2.3 million installations.
Rhetorik emphasizes that contact data is collected subject to the location-level data privacy rules of each jurisdiction and subject to the “Robinson lists” of various jurisdictions (e.g. The CTPS phone opt-out list in the U.K., DNC in Ireland).
“As the total addressable market gets bigger – as illustrated spectacularly by Zoominfo’s IPO declarations – we’re seeing a growing demand for specialized solutions that the biggest U.S.-based players can’t distract themselves to address. A typical pain point for our customers is they need a multi-territory solution that isn’t easily addressed by “one-size-fits-all” products. A customer might want a parallel opt-in and opt-out campaign in Europe, plus data discovery in South America, plus cleansing and enriching for an outdated house list encrusted with proprietary taxonomy, and a single point of contact for all of it.”
Rhetorik CEO Meredith Amdur
The service includes a Compliance Centre that contains details on GDPR compliance processes supported by Rhetorik along with customer compliance process recommendations.
Technographic coverage details installed IT assets such as telecoms equipment, networking devices, and server and desktop hardware; software products from traditional enterprise applications; operating systems; cloud platforms; vertical industry applications; services; and consumables suppliers.
As a V1 service, there are a few limitations. The service is English only and does not yet support any CRMs or MAPs. Enterprise software connectors are in the works.
The layout follows a traditional sales intelligence user experience; however, the service is mobile adaptive.
NetFinder+ includes a market analytics module that helps product management and competitive intelligence groups evaluate their market position by category and country. It can also be used to assess complementary partner market share (by installation).
As Rhetorik has historically served the marketing department, the price is determined primarily by the volume of licensed data with “a modest increase” based upon the number of seats. Firms may license the full Rhetorik+ database or a subset segmented by technology, country, industry, etc. Full database access begins at £80,000 and includes five seats. There are no downloading limits.