Zoominfo Growth Acceleration Summit

Zoominfo held its third annual Growth Acceleration Summit in Boston last month.  The event projected increasing marketing confidence by the firm, with Earvin “Magic” Johnson keynoting and lectures by many of the top sales and marketing thought leaders including Jay Baer, Convince & Convert; Tiffani Bova, Salesforce; and Keenan, A Sales Guy, Inc.  Analyst sessions included Sirius Decisions, Heinz Marketing, and Forrester.

The event also provided a forum for announcing ZoomInfo’s latest Growth Acceleration Platform features.  New capabilities include a revamped ReachOut 2.0 Chrome Connector and a HubSpot Connector.

Magic, who has a long history of success in business and team ownership, provided personal anecdotes about his basketball and business career.  Key pointers includied hiring self-motivated staff that are smarter than you so as to continuously renew the organization; make sure you over deliver on customer expectations; and reward your staff, not just executives, as it is the staff that will ensure your ability to continuously over deliver;  Finally, he said that there are too many competitors out there to ever relax – both businesses and athletes need to continuously improve.

The new Hubspot connector allows users to upload Accounts and Contacts to Hubspot with a click of a button from either a browser or the ReachOut Chrome connector.  The HubSpot integration also supports ZoomInfo Complete which provides on demand enrichment at record creation.  ZoomInfo Complete for HubSpot is currently in beta.

ReachOut 2.0 identifies LinkedIn pages and URLs and maps them to ZoomInfo Intelligence. Profiles, which include firmographics, emails, and direct dials, may then be quickly uploaded to CRMs or sales engagement platforms..
ReachOut 2.0 identifies LinkedIn pages and URLs and maps them to ZoomInfo Intelligence. Profiles, which include firmographics, emails, and direct dials, may then be quickly uploaded to CRMs or sales engagement platforms.

 

ReachOut 2.0 streamlines account and contact research from within Chrome, providing instant access to ZoomInfo intelligence while browsing.  The service is context sensitive, providing company and contact profiles based upon the current LinkedIn record, URL, or CRM record being viewed.  The service also supports quick export to Salesforce, Hubspot, Microsoft Dynamics, Outreach, and SalesLoft.  When expanded into an 80% screen view, full company and contact intelligence is displayed.  Company insights include location, firmographics, people at company by job function, company locations with contacts and location counts per geography, technologies used (licensed from HG Data), and competitors (licensed from Owler).  Contact data includes company intelligence along with an expanded set of social links and contact details.

The 80% ReachOut expanded view supports full prospecting both across companies and within a single firm.  Users can quickly select records and share them to CRM (Salesforce, MS Dynamics, HubSpot) or Sales Engagement platforms (Outreach, SalesLoft).  Being able to enlarge to the 80% view allows Zoominfo to pack a full-featured offering into ReachOut, helping it expand from a tool to a full-service product.

ReachOut 2.0 supports full profiles and prospecting when expanded to 80% of the screen.
ReachOut 2.0 supports full profiles and prospecting when expanded to 80% of the screen.

ReachOut now supports user tagging allowing users to store campaigns, lead source, etc.

“If you combine your own intelligence with Big Data, you create for yourself a crystal ball that gives you the ability to focus your attention on the most important things that need to get done,” said CEO and Chief Scientist Yonatan Stern. “When you focus, it doesn’t cost you more money, but you can increase productivity and profitability.”

“Over the last year, we have doubled down on our strategy of making ZoomInfo’s contact and company data available on the platforms where our customers live,” said Phil Garlick, VP of corporate development.  “In keeping with that strategy, we have released two new products that integrate seamlessly with a host of platforms and systems our customers use.”

Also unveiled at the Summit was ZoomInfo’s new ZoomInfo University certification program, “a comprehensive, hands-on certification program that enables B2B professionals to fully leverage its B2B contact and account database for business results.”

The new training program teaches best practices around persona development, lead scoring and routing, market segmentation and territory management, campaign strategies, and data management.

“ZoomInfo University is designed to strengthen your knowledge of the industry and usage of the entire ZoomInfo Product Suite,” said Garlick.  “It’s both a deep dive of capabilities and the beginning of a lasting growth acceleration journey.”

ZoomInfo continues to be confident in their data quality due to their Community product which provides them with access to email signature blocks.  According to a sales rep, records updated within the past year have a 90% deliverability rate.  He noted, however, that deliverability will vary by industry and function due to the underlying contact decay rates of various segments.  For high decay functions (e.g. sales) and industries (e.g. high tech), he suggested using the six-month update select to ensure receiving the highest quality leads.

PersistIQ Sales Engagement Platform

The PersistIQ Activity Feed provides a real-time stream of prospect actions from within PersistIQ, Salesforce, Gmail, and Chrome.
The PersistIQ Activity Feed provides a real-time stream of prospect actions from within PersistIQ, Salesforce, Gmail, and Chrome.

Sales engagement service PersistIQ recently partnered with Lead411 to provide integrated contact prospecting. Unlike other sales engagement platforms, prospecting is built directly into PersistIQ. Content includes name, company, title, city/state, address, email, LinkedIn profile, URL, and phone. A maximum daily records feature pulls records into PersistIQ without overloading sales reps with too many prospects.

“Our powerful technology gives sales teams the perfect balance between sales automation and the human touch.  Providing our customers access to high-quality data inside their workflow is a natural next step as we further align tools with strategies that have been winning sales for decades.”

  • Pouyan Salehi, founder of PersistIQ

PersistIQ provides salespeople with communication campaigns that include emails, calls, and tasks (i.e. Cadences or Sequences). PersistIQ also executes a set of safety checks to eliminate mistakes commonly made by salespeople. Soft checks, such as whether a contact is already in another campaign, may be overridden while hard checks block email transmission. Hard checks include do not contact domains, bounced emails, and opted out emails. When sending emails, the system also provides smart variable checks to ensure emails aren’t sent with missing fields (e.g. {{first_name}} ) or misformatted HTML.

PersistIQ supports Gmail, Office 365, and Exchange email accounts. A throttle feature sends emails over a period of time instead of via large batches. Throttling helps maintain their customers’ email sender reputation scores.

Both outgoing and incoming emails are logged. The system also supports out of office management, recipient activity detection (e.g. read, click through, bounce), and time zone detection.

Sales reps can use the built-in dialer or their own phones while recording call notes.

An Activity Feed provides real-time access to prospect actions such as email opens and link clicks. The feed is available from within PersistIQ, Salesforce, Gmail, and Chrome. Activities that happen in quick succession are grouped together. A badge number in the system banner indicates new activity and number of events. Users can click from a feed item directly to the underlying campaign or prospect profile and activity.

PersistIQ provides bi-synchronous connectivity with Salesforce.com leads, contacts, accounts, and campaigns. PersistIQ content passed to Salesforce includes emails, call activity with notes, dispositions, and tasks.

Marketers and sales ops can upload Excel or CSV files with up to 2,000 contacts. A copy/paste feature may be used in lieu of file imports. PersistIQ employs fuzzy matching logic to prevent duplicates from being created.

A Chrome connector provide email detection, user notes, add to Salesforce or PersistIQ, and searching across PersistIQ and Salesforce.

The Chrome Connector provides lead intelligence and quick transfer to PersistIQ and SFDC.
The Chrome Connector provides lead intelligence and quick transfer to PersistIQ and SFDC.

Analytics include daily actions, best time to send, response time, team reports, and campaign reports.

Pricing begins at $40 per month for the Lite service (billed annually). Features include multi-touch campaigns with email, phone, and task steps; reply to previous email threads; response detection; call scripts and outlines; master and step email templates; rolling campaigns; the live activity feed; email open alerts; and individual campaign reporting. A Starter Edition is priced at $60 per month (billed annually) and adds sending windows; A/B testing; email CRM logging; prospect activity history; campaign summery reporting; custom fields; shared email templates; and API access.

The Pro edition is priced at $450 per month for five seats. Features include Salesforce synchronization; send emails on behalf of others; VOIP or Bridge sales dialer; team reporting; best time to send analytics; time zone detection; custom statuses and call dispositions; shared campaigns; roles and dispositions; and custom onboarding.

Lead411 contacts are available in four plans ranging between 50 and 80 cents per record:

  • 250 monthly contacts for $200 per month
  • 750 monthly contacts for $500 per month
  • 1,250 monthly contacts for $800 per month
  • 3,000 monthly contacts for $1,500 per month

Annual subscriptions allow users to roll over unused credits.

“Combining prospecting data and sales communication into one system that is easy to use is a big win for sales reps and teams,” said Salehi. This is the first step in what we view as the next evolution in sales technology; where data and workflow become more closely connected.”

Pitchbook Expands European Coverage

Pitchbook CRM tabs cover companies, people, deals, investors, advisors, and news.
Pitchbook CRM tabs cover companies, people, deals, investors, advisors, and news.

Company profile vendor Pitchbook added 171,000 European company profiles along with financial data and M&A transaction details to their public and private company dataset.  The new profiles cover France, UK, Germany, Benelux, Ireland, Sweden and Norway.  Pitchbook also backfilled 35,000 European companies with financial data.

“Our customers require a holistic view into global financial market activity to make informed business decisions, which is the key driver behind PitchBook’s aggressive push to increase coverage of Europe’s financial ecosystem,” said Doug Trafelet, Managing Director at PitchBook. “The new companies and financials included in this dataset expansion provides unmatched visibility into company health and industry fluctuations, which simply cannot be found elsewhere. Continuing to add and refine our coverage of the European market will remain a key priority in 2018 and beyond, especially as PitchBook asserts its presence in region, both in terms of data collection and corporate footprint.”

The Pitchbook Platform is approaching one million global companies with profiles of nearly 900,000 private companies, 80,000 public companies and 800,000 transactions. Pitchbook data is delivered via browsers, mobile, data feeds, Excel, and CRM.  The Excel plug-in supports custom charting and twenty pre-built models for comps, tear sheets, and valuation.

Pitchbook has over 2,000 clients who “use PitchBook regularly to follow and analyze the flow of capital across the entire private and public markets.”  The firm is a subsidiary of Morningstar and has over 600 employees.

The firm did not disclose whether they directly gathered the European private company data or licensed it from a third party.  However, as the expanded country coverage matches CreditSafe’s recent expansion, it is likely that CreditSafe is providing the company financials.

Pitchbook also recently added a Chrome Browser extension which allows subscribers to right-click on a company to view a company profile.

The Pitchbook Chrome Connector provides immediate access to Pitchbook company intelligence.
The Pitchbook Chrome Connector provides immediate access to Pitchbook company intelligence.

 

RelPro People Concordance, Connectors, and Relationship Intelligence

New features include DotAlign integration, favorite role filtering, and saved articles.
New features include DotAlign integration, favorite role filtering, and saved articles.

Sales intelligence vendor RelPro continues to gain market traction in its second year with 2017 revenues projected at $1.5 million. The firm has grown to fifteen headcount. Growth has been assisted by a mid-90% renewal rate.

According to CEO Martin Wise, the firm launched RelPro in early 2016 but needed some time to round out rough edges and determine positioning and vertical fit. They are on track, however, to grow revenue 3-4X in 2017 and now support 75 corporate clients distributed across financial services (30%), Technology (30%), B2B and Professional Services (30%), and nonprofit (10%). RelPro focuses on “helping people across the business development value chain” including sales, marketing, and account management. They are one of the few to include the analyst function amongst their user personas.

“Time is the scarcest resource for anyone involved in Business Development, whether you’re in Marketing, Sales, Account Management or Research.  RelPro has always been about helping you to quickly find business decision-makers (at companies of any shape or size around the world), learn more about them and keep in touch with them. With our latest enhancements, we have taken another step forward in our mission to save clients’ time through Integrated Relationship Intelligence solutions that leverage the highest quality data available.”

  • RelPro CEO Martin Wise

Over the past year, the firm focused on their people concordance (150 million global business professionals), “integrated relationship intelligence,” alerts, and workflow. 2018 will shift to improved firmographics and company concordance (7M). New features include a people concordance engine, relationship mapping with BoardEx supporting top tier relationships, mobile web support, and a series of integrations.

The people concordance ties together contact profiles from multiple vendors to provide a unified informational view across web news, BoardEx, Dun & Bradstreet, Zoominfo, and DotAlign. Users can also link out to LinkedIn profiles and BoardEx organizational charts. DotAlign performs Outlook mining to identify internal connections to companies along with the number of connections to company contacts. BoardEx and DotAlign functionality require joint subscriptions.

The RelPro Chrome extension provides on demand company intelligence from websites and people intelligence from LinkedIn.
The RelPro Chrome extension provides on demand company intelligence from websites and people intelligence from LinkedIn.

The new Chrome extension displays company information based upon a URL and executive profiles tied to LinkedIn pages. Thus, users can research LinkedIn profiles and lookup emails and direct dial phones. They can also follow contacts in RelPro from the Chrome connector and link from a LinkedIn bio to their RelPro profile. Other features include the quick identification of contacts from a pre-saved list of companies, Favorite Role filters for quickly customizing searches and company executive lists, and saved articles.

The mobile site supports responsive design, providing a form-factor specific user interface. Features include company and people searching, company and people profiles, and executive lists at companies.

Favorite Roles are keyword-based and available for list building and executive list filtering in company profiles.
Favorite Roles are keyword-based and available for list building and executive list filtering in company profiles.

Amongst the new screening filters are searching against company lists and favorite roles. The favorite roles feature is a set of stored expressions that help define specific functional categories. For example, a user can focus on demand generation marketers or individuals in specific research roles and then deploy these roles for standard prospecting or executive filtering from within a company profile. Unfortunately, RelPro does not yet offer standard taxonomic job functions and levels.

RelPro’s most sophisticated integration is with NetSuite where users can synch companies and contacts, enrich records, and review duplicates. For Salesforce, users can export leads individually or as lists. Contact and Account exports are on their roadmap along with duplicate checking logic. RelPro is also working on a Microsoft Dynamics connector.

Contact Insights exported to PDF.
Contact Insights exported to PDF.

Other new features include web news for company and people, saved articles, and exporting profiles as vCards or PDFs.

The 2018 roadmap focuses on additional solutions for enterprise clients including company concordance improvements and company analytics. RelPro is also looking to add corporate family trees, linkage analytics, and ABM look-a-likes.

RelPro is priced at $1,200 per user for 10 users (includes 1,000 profile views and weekly alerts on up to 30 people / companies for each user). The price per user is volume based. It is higher for smaller teams and discounts apply to larger enterprise deployments. If companies are looking for additional email alerts, they are available in packages of 50 profiles for $125 per month. A Tech Search add-on, based on HG Data tech stack intelligence, is extra. The firm also offers Data Services.

Nimble Prospector

The Nimble Smart Contacts App captures the Name, Email, Mobile Phone, Work Phone, Job Title, Company, Website URL, Physical Address, Facebook URL, Twitter URL, and LinkedIn URL contained within an email signature.
The Nimble Smart Contacts App captures the Name, Email, Mobile Phone, Work Phone, Job Title, Company, Website URL, Physical Address, Facebook URL, Twitter URL, and LinkedIn URL contained within an email signature.

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.

Nimble Prospector Pricing
Nimble Prospector Pricing

Zoominfo Growth Acceleration Platform 2.0 Unveiled

Zoominfo prospecting now includes technographic screening and dynamic counts which update as variables are selected.
Zoominfo prospecting now includes technographic screening and dynamic counts which update as variables are selected.

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.

The Zoominfo Enhance module provides before and after data quality statistics along with segmentation analysis on the Data Profile tab.
The Zoominfo Enhance module provides before and after data quality statistics along with segmentation analysis on the Data Profile tab.

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.

The new Zoominfo Connector for Outlook displays inline company and contact intelligence for each of the parties on an email. This feature helps with researching buying committee members and influencers.
The new Zoominfo Connector for Outlook displays inline company and contact intelligence for each of the parties on an email. This feature helps with researching buying committee members and influencers.

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.

Outreach Sales Intelligence Tiles

Outreach Sales Tiles Account Overviews
Outreach Sales Tiles Account Overviews

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.