Nimble partnered with CircleBack to add two contact maintenance features into its social sales and marketing CRM for individuals and teams. Users can capture email signatures or take a photo of business cards to populate Nimble. Email signatures are gathered from Gmail, Google Apps, Outlook / Exchange, and Office 365. Furthermore, CircleBack appends missing fields such as social links, corporate addresses, and URLs which may not always be available. It then updates the records to ensure they remain accurate.
“CircleBack’s collaboration with Nimble brings tremendous opportunity to leverage and enhance our open API ecosystem, and to enable Nimble to enrich contact information from social data in new and increasingly effective ways.” said Manoj Ramnani, CEO, CircleBack. “What makes Nimble such an incredible Social CRM is its ability to provide instant context to its users, and now through the power of our APIs, we want to empower Nimble to do it with greater precision.”
Nimble browser extensions for Chrome, Firefox, Safari, and Edge allow sales reps to capture and enrich contacts while browsing the web. Thus, a sales rep could be on LinkedIn, Twitter, Facebook, or a corporate website and add the contact record with a single click. CircleBack then enriches the record with missing details. What’s more, the sales rep doesn’t need to key information into Nimble or guess at email structures.
Nimble plans include 25 free lookups per user per month. Additional contacts are priced in bundles between 20 cents (50 credits per month) and 10 cents (1,000 credits per month). While credits are shared across the team and reasonably priced, they do not rollover. Thus, the true per record cost is higher.
ZoomInfo unveiled the 2.0 version of its Growth Acceleration Platform to customers at its Growth Acceleration Summit in Boston this month. Amongst the new features are a refreshed user interface, email tools, and expanded prospecting variables including Product / Vendor technographic selects. The upgraded platform is currently in beta with general availability in Q4.
According to the firm, “ZoomInfo’s Growth Acceleration platform combines the most comprehensive and actionable B2B market intelligence with tools that help optimize sales and marketing effectiveness, jumpstart growth, and maximize proﬁtability.”
The new user interface is cleaner and supports dynamic display which adjusts by form factor. All of the pages, including company and contact profiles, employ a common look and feel. Prospecting was simplified with complex stacked queries being less prominent. However, they are still available to ZoomInfo’s data services team and power users.
Prospecting added product / vendor selects licensed from HG Data. Multiple products may be entered for screening with the system defaulting to a Boolean OR (AND is supported, but the user needs to enter a multi-product Boolean string with AND logic).
Prospect lists may be maintained as dynamic lists (saved searches) or as fixed saved lists. The system displays updated counts as each variable is selected. Zoominfo also allows users to suppress contacts purchased in lists in the past six months from search results and when building other lists.
Records may be uploaded from Outlook, Office 365, and Salesforce for enhancement and targeting. Enhanced list analytics include pre and post data quality scores along with segmentation analysis. The Enhance Preview provides an analysis of the input data quality file, as well as a detailed report on what information was added, corrected, or confirmed using ZoomInfo’s data. The Data Profile tool shows users a breakdown of information about the user’s list, including top industries, job titles, revenues, and employee count.
Users can also upload an ABM account list for key contact targeting.
Company profiles include an expanded set of social media links (e.g. LinkedIn, Facebook, Twitter, and YouTube), related companies (licensed from Owler), and technology data. Tech data is displayed as summary product counts by category. The rep clicks on the product category to expand it by product. Unfortunately, the service does not support customized filtering of products or categories by key competitors or complementary platforms. As HG Data supports thousands of products, it would be a nice enhancement to support pre-configured product categories and products. Otherwise, valuable account planning insights may be obscured.
Contact profiles now display more information about the company associated with the profile without the need to navigate to a separate profile.
The ReachOut Chrome connector, which provides on-demand company and executive intelligence from websites and LinkedIn, exports to Salesforce, Microsoft Dynamics, Outreach, and SalesLoft. Users can also send emails from within LinkedIn.
A new Outlook connector provides contact profiles from within Outlook along with one-click add to Salesforce, Microsoft Dynamics, Outreach, and SalesLoft. Salesforce duplicate checking is employed if it is turned on. Users can upload records from Zoominfo’s ReachOut Chrome connector or Outlook as either Leads or Contacts / Accounts (previously this was only available from the Growth Acceleration Platform). ZoomInfo will create Account records for Contacts if one does not exist in SFDC.
This feature helps with researching buying committee members and influencers.
While ZoomInfo partners with Account Based Sales Development (ABSD) vendors Outreach and SalesLoft, ZoomInfo has added light ABSD email features such as email templates and live email tracking. Templates include dynamic tags for information such as contact name and company name which fill in automatically with ZoomInfo data. Emails are sent from the user’s default email program.
The ZoomInfo global database has grown to 220 million professional profiles (both active and inactive) and 13 million companies. The dataset is updated continuously based upon web crawlers and a 300,000 user community that shares email signature data. Zoominfo offers one of the deepest sets of contacts with emails and direct dial numbers.
Account Based Sales Development (ABSD) vendor Outreach, rolled out its latest capability, Sales Intelligence Tiles, which displays account intelligence from Owler, Twitter, and MapBox alongside account information from Salesforce and Outreach.
Three tile formats are supported
Engagement insights: a combination of insightful information including company news, local time and historical interactions with prospect/account to ensure the communication is effective
Prospect overview: everything from historical Outreach & Salesforce activity to custom fields
Account overview: displays account firmographics and prospect information
Users can customize the layouts to better meet their informational needs. Tiles may be moved and resized. Additional enhancements will roll out in the next few months including “partner integrations, new tiles, design updates, and new suggested layouts.” Layouts may be shared with co-workers. Other partners include DiscoverOrg, Datanyze, DocSend, and Sendgrid.
Outreach’s internal research found that reps saved five hours a week by leveraging tile insights.
Outreach recently began a beta program for their Chrome Extension which they call Window Mode. “This new experience is unlike any other chrome extension,” said Product Marketing Manager Rachel Siegel. “It removes the extension from on top of your window and creates a separate window that snaps perfectly to the side of your browser. The experience is lightning fast and immediately responsive to what you’re doing in the moment. Many of you likely switch through a number of different browser tabs as your job. Window Mode keeps up with your pace. You’ll find that it’s faster and immediately responsive to what you’re doing in the moment.”
Selling is hard – we know it’s more difficult than ever to connect with prospects and keep them engaged throughout the sales cycle. Sales technology has failed to deliver for reps, largely because it focuses on logging data and reporting on pipeline rather than helping reps to execute more of the right selling activities. Ultimately sales reps spend hours laboring on menial tasks. This has to stop. We’re on a mission to empower sales teams to more efficiently and effectively engage with prospects so they can predictability achieve revenue goals.
Outreach CEO Manny Medina
Outreach received a $30 million Round C a few weeks ago and continues to invest in tools for sales reps that assist them across the customer lifecycle. This vision goes beyond outbound communication unification and includes sales intelligence, recommendations, and workflow simplification.
“Outreach continues to tirelessly deliver the capabilities that solve business challenges,” blogged Siegel yesterday. “No longer are we solely investing in making SDRs and hunters efficient, we’re turning our eyes deeper into the customer lifecycle. At Outreach we see a future where every sales organization has a platform that helps their reps build a pipeline and closes that pipeline faster and more efficiently than ever before. The future is a platform that acts like a sales assistant, suggesting meeting times, entering data, creating action items, suggesting which personas to engage at what points in the deal cycle, and more.”
Outreach is unveiling its roadmap at their Unleash conference in Sonoma, CA this week.
DiscoverOrg released its latest Account Based Sales Development (ABSD) connector with the rollout of a Tellwise integration. Joint customers will be able to pass DiscoverOrg intelligence to Tellwise. The Tellwise service supports a broad set of ABSD features along with Salesforce, MS Dynamics, Chrome, Outlook, and Gmail integrations. DiscoverOrg is their first content provider integration, but they plan to add others in the future.
Tellwise was founded four years ago by former Microsoft engineers. According to their CEO Conrad Bayer, their goal is to unify sales communications across channels with respect to user experience, flow, data synchronization, and analytics. The long term mission is to create an omni-channel platform designed for the seller that makes them more effective through higher volume and better insights.
Much of the activity within Tellwise is managed through a Google Chrome extension. This allows users to operate within other platforms for most of the service’s functionality. Features include a phone dialer, email templates, prospect chat, presentation tools, and an activity feed. The system creates personal landing pages for each linked document, allowing Tellwise to track attachments. These links also provide a mechanism for sending an on-demand chat message to a prospect or for presenting materials. The system notifies sales reps when documents are being read, providing an opportunity to chat with the prospect or share a presentation.
“Productivity for outbound sales reps is driven by their ability to get accurate contact data and an effective way to communicate and measure activity with those contacts. That is what is so exciting about this partnership between DiscoverOrg and Tellwise. We are solving two of the most challenging sales problems at the same time. DO provides world class data and Tellwise provides a world class communication platform right from within DiscoverOrg. So far, we have seen this new integration double the effectiveness of our mutual customers,” said Bayer.
Tellwise has a novel mechanism for transferring data from DiscoverOrg to its platform and CRMs. Instead of downloading a file or running a batch synch, Tellwise users open up the Chrome Browser extension and the current prospecting list is automatically populated as a list within the Chrome extension. Users can then act on individual leads or take group actions. It is only when one or multiple records have an action taken (e.g. Place call, Send batch email) that records are synched between DiscoverOrg, Tellwise, and the CRM.
The combination of Tellwise and DiscoverOrg’s technologies enables SDRs to have access to highly accurate contact information and intelligence on their prospects at exactly the right moment they need to engage with them – allowing for more meaningful connections to occur, in the most appropriate forums, and before competitors can get their foot in the door
DiscoverOrg CEO Henry Schuck
Unlike other ABSD vendors, Tellwise does not have a full service cadence/sequence tool, but it has a Tasks tool in beta which provides multi-platform scheduled activities. The service also lacks a transcription service for calls, but they are working on transcription and sentiment analysis for later this year.
Tellwise pricing ranges between $29 and $79 per month.
DiscoverOrg also offers ABSD partnerships with SalesLoft and Outreach. According to DiscoverOrg, Sales Development Reps can “build highly-segmented prospect lists based on their list of target accounts and buyer personas and push those contacts into streamlined and automated sequences of interactions with their prospects.”
“We’re very excited to provide our customers with a whole new level of targeting information based on the combination of our proprietary analytics, and our new technology installation information,” said Aberdeen CEO Gary Skidmore. “Originating and curating this data, along with our already vast data set, gives us the kind of precision to be able to provide our customers insights that nobody else can.”
Aberdeen offers over one hundred analytic models which benefit from the improved data. The content is available through its Lead Essentials service which combines account data and content in a single platform. Thus, sales and marketing professionals can target active buyers and “engage them with relevant content trending within their category.”
The enhanced data is also available via a free Google Chrome browser extension Lead Essentials Lite. The extension provides technology and footprint intelligence for the current website. Other content includes contacts, buying centers, and purchasing plans.
“Our enhanced data set creates a whole ecosystem of data and content,” said Chief Data Officer Charlie Allieri. “For example, if our data analysts see a surge in installations of a particular type of technology at a certain company or category, they can create content about the best practices surrounding that technology. This represents a strategic change that lets us leverage all data points and business knowledge to provide more powerful marketing.”
Continuing on my discussion of Sales Intelligence enhancements in 2016, my next area of coverage is connectors which extend functionality into CRMs, MAPs, Google Chrome, etc.
Almost all Sales Intelligence vendors offer Salesforce.com connectivity as a baseline offering. Some have limited functionality while others provide a fully integrated offering encompassing virtually all of their website features along with update features (e.g. Batch, continuous, “stare and compare”).
The following vendors launched or enhanced their CRM connectors:
Zoominfo released a new version of Zoominfo for Salesforce in February 2016. Features include on-demand updating, new contact matching, segmentation analysis, and new targeted contacts. Zoominfo stresses that all enrichment, analysis, and targeting are done via “one easy-to-use interface” without the need to export files to Excel. Zoominfo for Salesforce also added integrated prospecting. Data may be shared bi-directionally between the services so users can check for duplicates before uploading prospects to SFDC. Zoominfo also added custom mappings for all fields into its Salesforce connector and improved the company and contact lookup workflows.
Avention released OneSource for MS Dynamics and OneSource for Oracle Sales Cloud connectors which integrate Avention functionality into the Microsoft and Oracle CRMs. Features include I-frame display, “stare and compare” updates, custom variables, prospecting, and the Avention Journal. Avention also rolled a series of enhancements into its CRM connectors. These include:
The automatic population of matched records, bypassing the “stare and compare” step for new accounts
Avention Journal filtering
Avention Journal list views (the default view is calendared)
Modify the Avention Journal viewing period
Contact filtering by job function, level, title, keyword, etc.
DataVision tab (if licensed)
Salesforce Lightning support providing improved tablet usability and dynamic resizing.
Batch duplicate management on bulk uploads (ignore, create, update)
Data.com added a Prospect Insights view which can be accessed from Opportunity and Account Detail pages. A “See More Insights” button takes the user to additional business and financial details from Dun & Bradstreet. Company intelligence includes D&B WorldBase firmographics and linkage, Hoover’s top company descriptions and competitors, and First Research industry overviews including call prep questions and industry summaries. Data.com also upgraded the Dun & Bradstreet company family view to the Lightning platform.
DiscoverOrg released CRM connectors for Talent Rover, Zoho, and Bullhorn. They also enhanced their Salesforce connector.
To improve the Salesforce experience, LinkedIn Sales Navigator is no longer requiring sales reps to manually identify which contacts should be downloaded from SFDC to Sales Navigator. Synchronization can be managed at the administrator level. While SFDC describes this as improved synchronization, it basically downloads leads and accounts to Sales Navigator. No LinkedIn member account or lead intelligence is uploaded or available for updating SFDC records. However, the system does flag which records are in SFDC so that reps can manually key information from LinkedIn to SFDC. For example, sales reps may add tags (e.g. Qualified) and notes to leads and accounts with this information then synched with Salesforce.
One of the major trends in 2016 was the continued expansion of sales intelligence vendors into the marketing department. Most commonly, this involved Marketing Automation Platform (MAP) connectors with Marketo and Eloqua (Oracle Marketing Cloud), though some vendors support other MAPs as well.
InsideView released an ABM solution in partnership with Marketo. The ABM solution is a bundle that includes products and data services to enable targeted account and contact selection, campaign execution, and measurement.
RainKing released connectors for Pardot and NetSuite
Avention released connectors for Oracle Marketing (Eloqua) and Marketo which support data enrichment, account insights, and predictive analytics. The new MAP connectors support three marketing use cases: web form enrichment, uploaded list matching via the OneSource platform, and prospect list building within OneSource. Lists built and enriched within OneSource are then fed to Eloqua or Marketo.
Several vendors built Chrome connectors in late 2015 or early 2016. Chrome connectors build additional feature functionality into the Chrome browser, usually centering around the contextual display of company and contact information related to corporate websites and LinkedIn profiles. Firms with Chrome Connectors include DataFox, Mattermark, Zoominfo, DiscoverOrg, and HG Data.
To assist with messaging, LinkedIn now offers a Chrome extension for Gmail. The extension provides integrated access to public LinkedIn profiles and social contact information as a right-handed information bar. If a contact is not in Sales Navigator, users can quickly add him or her as a lead without exiting the Inbox. Icebreakers such as shared connections, experiences, and interests help shape account or prospect messaging. TeamLink colleague connections are also displayed.
Finally, several Sales Intelligence vendors began supporting Account Based Sales Development (ABSD) vendors (there are also non-SI vendors participating in ABSD ecosystems providing coaching, transcription, analytics, and other services):
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.
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.