On its earnings call last week, ZoomInfo announced a pair of acquisitions that closed on April 1: Comparably (discussed yesterday) and Dogpatch Advisors.
Dogpatch Advisors is a “modern sales advisory consultancy that helps enterprises scale revenue operations, build sales playbooks, use data and insights to create and refine sales, and build outbound operations functions.” In addition, Dogpatch will “enable ZoomInfo to further drive Enterprise and Strategic revenue through expanded customer playbooks that utilize more data and product categories.”
Dogpatch was immediately rebranded as ZoomInfo Labs, providing a “new go-to-market thought leadership team” that “drives go-to-market data analysis, product enhancements, and strategy for our enterprise customers.”
Dogpatch CEO Ben Salzman will be heading up ZoomInfo Labs.
“This will immediately expand our capabilities for enterprises and drive enhancements across our suite of products,” stated Schuck. “Over time, we expect ZoomInfo Labs to put the modern go-to-market playbook within reach of every company.”
“Dogpatch Advisors is professional services and consultancy firm that helps enterprises build out their go-to-market efforts using data and insights and software to make those go-to-market efforts incredibly effective and efficient. And when we talk with our customers and our prospects…they want a world where their go-to-market motions are driven by data, where our software is interconnected seamlessly, where they have the ability to run innovative sales playbooks, but they don’t have a pathway to get there.
What we’re hoping to do with ZoomInfo Labs is to provide a mechanism to help our customers see a future that’s innovative, that’s data-driven, where systems are integrated and talk to each other, where our data cloud sits at the foundation of that, and our application layer drives the interconnectivity of that motion… [ZoomInfo Labs] is designed to help our customers not only see that vision but then also achieve that.”
ZoomInfo CFO Cameron Hyzer
Both acquisitions closed on April 1 but were announced on May 2. Individual deal terms were not disclosed, but the two firms were acquired for “approximately $145 million, inclusive of the purchase of a convertible promissory note and cash, net of cash acquired, subject to adjustments for working capital, transaction-related equity awards, and other customary adjustments.”
ZoomInfo also agreed to pay up to $28 million in equity awards “subject to continued employment and/or attainment of certain financial metrics.”
“We expect these acquisitions to contribute revenue in the low teens millions of dollars in 2022 and create a modest drag on margins of one to two points for the remaining quarters this year,” said Hyzer.
CEO Cameron Hyzer said that Dogpatch was more than an acquihire deal. While it has a small employee base, Dogpatch has “relationships and a history of really delivering great go-to-market consulting engagements for large clients.”
“It’s a handful of people, but I think that they very much box outside of [its weight] class in terms of the value they’re able to deliver,” continued Hyzer. “And we think that by bringing that on and being able to deliver those engagements that we’ll be able to further accelerate the solutions that we’re offering as well.”
Technology media company IDG Communications acquired Halifax-based intent data vendor LeadSift. LeadSift identifies a daily digest of in-market leads, “allowing B2B marketers to craft the appropriate messaging for outreach and sales follow-up resulting in robust new business opportunities.”
Over the past eighteen months, IDG has been assembling elements of a MarTech solution, having acquired
Triblio – Acquired in 2020, The Triblio ABM platform supports account-based advertising, website personalization, sales activation, orchestration, and intent-based audiences. Triblio is integrated with Marketo, Eloqua, HubSpot, LinkedIn, Salesforce, MS Dynamics, and Salesloft. In addition, Triblio recently added a Smart Score that employs AI for account prioritization. The Smart Score uses first and third-party intent, website activity, and CRM data “to identify what accounts should be prioritized for sales outreach.”
KickFire – Acquired in September, KickFire provides a cookieless, privacy-compliant visitor id service (first-party intent) that de-anonymizes website traffic at the account level and enriches it with firmographics.
LeadSift – LeadSift captures third-party, cookieless intent data at the account and contact level. Each week it captures 80 million intent signals. The LeadSift database spans 20 million companies and 30 million contacts. Customers can create custom triggers based on keywords, job postings, and competitor names.
KickFire and LeadSift are complementary intent services. KickFire identifies in-market buyers on a company website, and LeadSift determines which companies are in-market based on B2B media search activities.
IDG also recently launched a second-party intent data service called IDG Neon that leverages B2B Media interactions with “verified data from personal interactions with technology audiences across events, conversations, and surveys.” Intent data is gathered from the nearly 45 million global B2B technology purchasers and influencers registered across its proprietary network of digital tech publications.
Neon captures branded conversations, event attendance, roundtable participation, conversations with event sponsors, and individuals posing questions at event sessions. This level of “deeper engagement” indicates “stronger intent.”
IDG brands include CIO, Computerworld, CSO, InfoWorld, Macworld, NetworkWorld, PCWorld, and Tech Hive.
“Expectations of tech marketers have never been higher as the technology landscape continues to become more competitive. By positioning IDG at the intersection of media and MarTech, we help B2B marketers navigate the customer journey across a dynamic ecosystem by leveraging unmatched data sets. LeadSift’s technology is further enhancing our unique intent data that drives ROI for our customers.”
IDG Communications President Kumaran Ramanathan
“The buying journey for B2B technology purchases are extremely complex and involve multiple decision-makers,” said LeadSift co-founder Sreejata Chatterjee. “Having a view into those intent signals at the contact level provides a massive competitive advantage and directs your sales team to engage with the right buyers at the right time.”
LeadSift was founded in Halifax, Nova Scotia in 2012, focusing on “mining information from public web sources to help businesses identify and engage their customers in the buying journey.” They were an early proponent of intent data, recognizing its value before it became a core element of ABM programs.
“It is obvious the company that has the most depth and breadth of data wins the B2B demand generation space,” wrote Das and Chatterjee to their customers. “IDG.com being the #1 Tech Media company with troves of proprietary first-party intent-data across event attendance, engagement with editorial articles, branded conversations, and human-verified insights has a massive head start. Imagine how scalable and actionable our intent signals will be once we integrate our 3rd-party real-time web-based intent signals with this proprietary first-party intent data stream.”
IDG, based in Boston, provides LeadSift with global reach and access to enterprise customers. It also offers complementary intent data sets and the Triblio marketing platform for activating the intent datasets.
“3rd-party intent data is one piece (albeit a very important one) of the overall B2B marketing and demand generation puzzle,” continued Das and Chatterjee. “But what if you could know all the information about your first-party web visitors (IDG | KickFire), cross-reference and prioritize them with 3rd-party intent signals (LeadSift + IDG proprietary first-party data), activate them seamlessly across digital channels (IDG | Triblio), and run highly targeted lead generation programs, all from one single dashboard!”
IDG sees itself at the intersection of media and MarTech. However, it is not the only tech media vendor playing this angle. For example, TechTarget and Ziff Davis also combine B2B media assets, events (TechTarget’s are digital), multiple categories of intent data, and activation platforms.
“IDG’s goal of moving to the intersection of media and MarTech is to help B2B marketers navigate the customer journey across a dynamic ecosystem by leveraging unmatched data sets,” stated Ramanathan. “LeadSift’s technology is further enhancing our unique intent data that drives ROI for our customers.”
Account-level intent starts at $12,000 per year.
Last week, they launched LeadSift 360, a contact-level intent service that supports both keyword and research-based intent signals gathered from over five data sources. LeadSift360 starts at $30,000 per year. IDG did not disclose deal terms. LeadSift’s management and staff of fifteen will continue to operate in Halifax.
Informa, a UK-based intelligence and events company, acquired B2B content syndication vendor NetLine Corporation, adding audience development, buyer-level intent, and B2B digital demand generation capabilities. The firm also announced that it had taken a stake in Totem, its OEM partner for ConnectMe, a virtual and hybrid event solution.
NetLine will join Informa Tech, “one of the world’s largest providers of intelligence, industry forums, and marketing services to the tech industry.” Informa Tech supports over 250 global events, 40 media publications (e.g., Information Week, ITPro Today, Network Computing), newsletters, research (Ovum, IHS Markit | Technology, Heavy Reading, and Tractica), and training.
NetLine’s B2B content syndication lead generation network reaches more than 125 million unique visitors per month and processes more than 700,000 leads monthly.
Back in July, NetLine rolled out Lead Management Platform, a SaaS solution for capturing B2B leads and amplifying marketing content. The Lead Management Platform, initially developed for tier 1 B2B media companies, supports centralized lead capture, qualification, routing, and analytics tied to amplification campaign capabilities. The Lead Management Platform requires no coding, allowing marketers to quickly test and rollout white-labeled gated content.
“The platform is entirely focused on helping marketers more efficiently translate their gated content experiences into more efficient outcomes,” explained NetLine’s Chief Strategy Officer David Fortino to GZ Consulting in July. “If and/or when the Marketer has the need to increase lead volume beyond what their own channels can support, they can simply convert their inbound oriented campaign already built within the interface, add a budget, and tap into NetLine’s audience for on-demand scale. No IOs, no negotiations, no phone calls. Simple on-demand access to [the] largest B2B lead generation platform on the web.”
NetLine immediately matches visitors against its 52 million global B2B contact database (60% US) via cookies or email addresses. In addition, lead forms are both customizable and dynamic, allowing companies to specify which information is to be captured and dynamically removing fields in its form display.
NetLine claims that over 70% of its audiences are immediately recognized so that there is zero or limited typing required. Most users will be required to enter only five to seven fields, a significant reduction in data entry versus traditional and non-predictive forms. And because data entry is reduced, abandonment rates are lower, generating a higher return on marketing spend.
The lead forms are content-form agnostic. A common format can be deployed against all content, including webinars and virtual experiences, resulting in a standard data capture format for all content categories. Forms are also customizable, supporting both basic themes and white-labeled user experiences that match corporate templates.
When a form is submitted, NetLine auto-generates confirmation emails and shares data with enterprise software platforms, including Salesforce, HubSpot, Eloqua, Marketo, and ON24. In addition, dynamic filtering removes leads that are poor candidates from being distributed to downstream systems. As a result, the content is fulfilled, but low-quality leads are not passed downstream.
The Lead Management Platform lets marketers amplify content to targeted audiences with an open auction CPL pricing. Marketers “simply convert native campaign, add budget, and gain immediate access to the largest volume of content-generated B2B buyer-level data on the web, where more than 700,000 first-party leads are generated across more than 300 industries each month.”
Amplification is targeted, with ads displayed based upon geography, company size, function, and level. Marketers may also upload company names or domains for targeted ABM campaigns.
CPL pricing begins around $4 per lead, subject to a monthly budget.
“Before today, B2B Marketers needed at least a handful of technologies to run their lead gen programs: software to capture, enrich, scrub, filter, fulfill, report within their own sites and an entirely different suite of vendors to amplify their content beyond the reach of their inbound forms,” said Fortino in July. “Now, B2B Marketers can do it all with one simple self-service interface. Whether they want to centralize lead capture or create a hub for qualification, routing, analytics, and companion content amplification campaigns, the platform does it all, allowing B2B Marketers to reduce their costs while simultaneously becoming more efficient in the process.”
A free version supports up to five campaigns and 100 leads per month with dynamic forms, integrations, and reporting. The Standard version, priced at $49 per month, supports 50 campaigns, 500 leads per month, and custom colors and styles. For enterprise marketers, the Pro edition, priced at $199 per month, supports unlimited campaigns and leads, fully customizable branding, and one custom domain with unlimited sub-domains.
Both monthly and annual pricing are available, with annual pricing discounted by 20%.
Dun & Bradstreet announced the acquisition of a pair of digital B2B data companies to support its Audience Solutions. (Part I). Today, I’m covering the Eyeota acquisition.
Eyeota supports a global methodology for onboarding offline and online data in a privacy-compliant and globally consistent way without the use of personally identifiable information (PII).
“In today’s market, brands need the ability to bridge real-world insights into the digital space in order to communicate more effectively with their customers and prospective customers,” states the firm’s About Us. “Yet the market has never been so difficult for brands to navigate. The challenge is finding the best ways to capture and activate audience data and to do so in a way that they can be confident is authentic, trustworthy and reliable.”
Eyeota builds audiences “based on what people are buying, watching, listening, reading, and interacting with in both the digital and offline world” that takes into account consumer demographics, behavior, and psychographics.”
Eyeota supports a broad set of global ad buying platforms, trading desks, DMPs, DSPs, and ad networks, including Adobe, Google Marketing Platform, Lotame, MediaMath, Neustar, Oracle Marketing Cloud, and Salesforce DMP. Eyeota also supports social targeting on Facebook, Instagram, and Twitter.
Account Engagement Platform 6sense, which acquired Fortella at the end of August, is also bringing Slintel into the fold. Slintel augments 6sense’s data with technographics, buyer and market insights, and contacts.
“The acquisition of Slintel reaffirms 6sense’s commitment to leading the RevTech Revolution by providing the foundational data sales and marketing teams need to achieve predictable revenue growth,” stated the firm.
Slintel expands 6sense’s marketing data for audience segmentation, AI-driven predictions, account prioritization, campaign outreach, and personalization. Slintel insights also highlight business and market trends for sales reps, assisting with activity prioritization, outreach, and personalization.
Slintel’s technographics and renewal predictions improve rep timing and targeting.
Slintel’s account insights are gathered from historical data, verified data sources, natural language processing, and human validation.
“Data has always been an essential component of the 6sense platform, and we continually look for ways to bring more actionable and accurate data into the platform,” said 6sense CTO Viral Bajaria. “After evaluating many data providers over the past year, we selected Slintel because of the way they capture data as well as the uniqueness and accuracy of the data provided in their platform, all of which will help 6sense customers outperform their competitors.”
Slintel gathers data for 100 million contacts and 15 million companies. Half the contacts have business emails, and 15% include direct-dial numbers.
“Slintel amplifies 6sense across four critical dimensions adding: modern business contact data from verified sources; enhanced technographics, including AI-powered confidence scores and predictions; robust buyer insights powered by account and contact-level psychographic data; and deep market insights on account events, expansions, and other noteworthy changes. Collectively, these data-driven features deliver a unique intelligence layer that helps fuel 6sense’s powerful ability to uncover buyers both before and during their purchase journey.”
Slintel Press Release (October 5, 2021)
Slintel was enjoying rapid growth at the time of acquisition, with revenue up 500% year-over-year.
Slintel CEO Deepak Anchala noted he had been approached in the past about acquisition but passed on the opportunities as they wanted to continue developing the Slintel vision. However, he viewed 6sense differently due to the alignment of the firms’ world views.
“Both teams strongly believe that the market is becoming more buyer-driven and that to succeed, revenue teams need to be smarter, more data-driven, and empathetic to the buyer’s interests,” blogged Anchala. “Our offerings perfectly complement each other. One is a market-leading GTM Intelligence product, while the other is a best-in-class GTM Orchestration product. One has an inbound-heavy, product-led motion while the other is great at closing enterprise deals.”
“When thinking about extending the capabilities of the 6sense Platform, our philosophy is to seek companies that add competitive differentiation, maintain high customer satisfaction, and deliver superior customer value,” blogged 6sense CEO Jason Zintak. “Slintel checks all of these boxes. What makes Slintel’s approach unique is how it captures and delivers data to customers, resulting in superior levels of data coverage, accuracy, and diversity. The combination of Slintel’s data intelligence with 6sense’s industry-leading insights and orchestration capabilities will deliver better outcomes, faster time to value, and a greater return on investment.”
Due to this alignment of vision, product, and GTM expertise, Anchala felt that both companies would be stronger together and “can power better experiences for our customers.”
Anchala was also impressed with 6sense as a “clear market leader” that is outpacing its competition and has “a near-perfect Glassdoor employee rating.”
“Together, we will enable organizations to:
1.Plan, uncover, prioritize, engage, measure, and forecast progress against revenue opportunities
2. Get technographic, firmographic, and business insights at the account level as well as modern contact data to drive more relevant, personalized, and timely campaigns
3. Receive market alerts about relevant changes captured from hundreds of attributes across millions of companies every week
4. Capture more intent signals to uncover revenue opportunities more accurately”
Slintel CEO Deepak Anchala
Anchala advised Slintel’s customers that the sale “isn’t an exit,” but “the beginning of bigger, better things together, and an opportunity for two phenomenal companies to join hands to realize our vision faster.”
6sense is on a roll with 114% revenue growth year-over-year. Along with acquiring Fortella, it opened offices in London and Australia, expanding its footprint. In March, it closed on a $125 million Series D.
Continuing from yesterday’s post that discussed revenue innovation and the Sales Execution Gap. Today I am discussing their new Outreach Commit and Outreach Success Plans.
Outreach Commit, based on their Canopy acquisition, offers sales analytics and forecasting capabilities that augment Outreach’s AI-based buyer sentiment and Success Plans, providing Outreach customers with “true visibility across the entire revenue cycle.”
“The use of deep learning and big data has the potential to transform B2B forecasting in the same way it has transformed B2C forecasting. Such changes are shifting the emphasis on forecasting from predicting the number to beating the number…Reliable activity data allows sales leaders, for example, to drive more rigorous pipeline reviews and estimate forecasts with greater confidence. It allows companies to discover and capture data about prospects and customers that previously lived in the realm of the ‘shadow pipeline’ — that murky world of secret selling that organizations have traditionally been blind to.”
Forrester Research Principal Analyst Anthony McPartlin, “Enabling B2B Interaction Visibility In A Converging Sales Tech Landscape” (June 2021)
Commit provides a flexible forecasting model with multi-level views, allowing managers to view a probabilistic model of outcomes for multiple periods and teams based upon prior win-loss histories, current pipeline, and adjustable assumptions. Revenue forecasts are broken into Booked, Weighted Pipeline, and Intra-period high-velocity deals (i.e., projected new opportunities that are not in the pipeline but will close before the end of the period). In addition, models can be adjusted to account for events external to the model (e.g., new product launches, tradeshow held earlier or late in the quarter, economic shocks). The underlying KPIs that drive the models are selectable when setting them up, with the model updating every fifteen minutes.
Commit provides individualized rep scorecards based on company KPIs. Managers can set targets, coach to outcomes, and level up their team. Managerial note-taking helps them track 1:1’s, assign tasks, and track completion.
Commit supports active deal monitoring that flags deal risks and delivers insights. “Signals notify leaders of the things they need to know today. From opportunity risk identification to shifts in top of funnel metrics, Signals act as your eyes and ears–ensuring your frontline leaders are focused on what matters most to your business.” Deal risk is significantly reduced when issues are flagged early to reps, and managers can provide on-demand coaching to address nascent problems.
Commit also supports Custom Signals. Revenue Operations sets custom thresholds and unique parameters.
At a recent analyst briefing, Outreach management emphasized that they offer a tripartite value proposition: Engage (Sales Engagement), Guide (Kaia Conversation Intelligence), and Commit (Outreach Commit).
“To achieve predictable, efficient growth, every organization needs to engage with their buyers, guide their sellers through strong sales cycles, and then commit the number with confidence.”
Canopy deal terms were not disclosed. All nine employees have joined Outreach. The startup, founded in 2019, had raised $2.1 million.
Outreach also provided updates on Outreach Kaia and Success Plans at its Unleash event. Kaia, its Conversation Intelligence platform that was developed in-house, is adding real-time talk analytics, Comprehensive Search, Saved Search, and Outreach Voice Import. The new capabilities will be available by the end of the month.
Call analytics provide real-time talk-time visibility, letting reps self-correct if they are speaking too much.
Comprehensive Search provides managers with access to notes, content cards, action items, and transcripts across the sales organization. Additionally, both meeting platform intelligence and Outreach Voice cold calls are included. Thus, “leaders can identify trends and risks across teams and at various stages of the sales cycle.”
Saved Search Alerts provide scheduled intelligence on key topics, allowing managers to track competitors, pricing, functional requests, etc.
Outreach Voice Import supports post-call analysis of Outreach Voice and Microsoft Teams. Fully integrated support for Teams is scheduled for 2022.
Outreach warns RevOps not to trust the algorithm blindly. Instead, revenue teams should understand “the math behind every forecast to see what’s actually driving the number.” Accordingly, Outreach maintains the fidelity of data signals such as engagement and sentiment through transparency that displays “every opportunity and signals where sellers should take action.”
“Canopy’s Augmented Revenue Analysis engine combines advanced statistical modeling with machine learning and artificial intelligence,” states the Canopy website. “Simply put, we show our math. Instead of black box predictions, we show you every trend and variable driving our predictions, ensuring you have access to every data point necessary to confidently call your business.”
Users can also review “where you started and where you finished,” providing a post-mortem period review that “pinpoints slippage, forecasting variance, and conversion rates across any data point from any time window.” They can also generate “what if” scenarios with multiple assumptions.
Outreach Success Plans, which were announced back in May, will be generally available on October 27. Success Plans align buyers and sellers to improve action and predictability in a shared deal room. They act as a buying hub that allows buyers and sellers to agree on shared success criteria, objectives, and timelines. Success Plans also support shared access to project resources, allowing new demand unit members to quickly access project documents. Only invited individuals can participate in the Success Plans.
Success Plans provide an additional set of engagement intelligence for tracking deal risks and momentum. The Opportunity View includes Success Plan views, comments, resource downloads, and shares, providing engagement insights specific to deal planning and document sharing.
Outreach Success Plans deliver “unparalleled visibility into pipeline opportunities and risks,” blogged VP of Product Marketing Victoria Grady.
Outreach claims that two-thirds of buyers have “stopped working with a company mid-deal, simply because the competitor provided a better buying experience.” Thus, streamlining the document sharing process, framing the timeline, and agreeing on success criteria not only facilitates the process and improves deal visibility but improves the likelihood of winning each deal. Outreach supports 5,000 customers, including 19 of the 25 fastest-growing public companies and more than 60% of the Cloud 100.
Zylotech CTO Abhi Yadav will be Terminus’ Head of Platform Development. Yadav is also a Guest Lecturer at MIT Sloan School of Management.
The deal is Terminus’ fifth acquisition, backing up Gartner’s SalesTech Mayhem thesis that a handful of companies are quickly grabbing market share through strategic acquisitions and high levels of internal investment that fill missing capabilities.
Terminus’ acquisitions have focused on expanding the core capabilities of the company, not taking out competitors. The other acquisitions were
While CDPs are generally deployed to create a single view of the customer, David Raab, Founder of CDP Institute, commented that the Terminus CDP “will tie together the data silos that would otherwise result” from the acquisitions.
“CDP is becoming more widely adopted in B2B, as companies recognize their marketing automation and CRM systems are not enough to provide true data unification and sharing,” said Raab. “By acquiring Zylotech, Terminus positions itself – and its clients – to take full advantage of the capabilities that a CDP provides.”
While data usage and spending are rapidly increasing, few marketers trust their data. A 2017 Forrester survey found that only 12% of B2B marketers have high confidence in their data accuracy, and 84% identified data management as a top-five weakness.
“The key to a successful CDP is trust,” blogged Zylotech Director of Revenue Marketing Alex Bistran in August. “Sales, marketing, and customer experience teams need to trust the data stored in their CDP to drive decisions, whether it’s deciding which accounts require immediate attention or which campaign messaging is most likely to resonate with a particular customer. By constantly refreshing data from your own customer interactions and combining it with validated, third-party B2B data to accurately reflect your contacts and accounts, a CDP provides a clean stream of actionable data that can be operationalized to flow through your marketing, sales, and customer service channels. And, importantly, that can lead to a healthier revenue stream too.”
“B2B CRM data is painfully inaccurate and incomplete, and manual efforts to clean, deduplicate, and activate are slow and expensive. This leads to poor conversion rates, an incomplete view of buying committees, and misleading ROI,” stated the firm.
“Bad data in equals bad data out. Period. We’re entering a marketing revolution – data really is the new oil, and Terminus is sitting on a gold mine. Under Matt’s leadership, Terminus CDP is poised to change the game for our customers. This level of data accuracy is critical for B2B GTM teams looking for a unified view into their customers. I’ve never been more excited about the future of marketing.”
Terminus CEO Tim Kopp
The Terminus CDP addresses the issues of bad data with auditing, cleansing, enrichment, and data management capabilities “backed by the industry’s largest global network of decision-makers and Buying Committees.” Furthermore, Terminus CDP “dramatically” improves data accuracy, campaign effectiveness, and “wasted sales cycles.”
“We are in the golden age of marketing. The breadth of technologies helping us create great experiences has never been so impressive. But, what are all those customer experiences predicated on? Data,” blogged Kopp. “With Terminus CDP, our customers will have their most important account and contact data continuously cleansed and enriched. The result: our customers will be able to put their trust in their data, unleashing their go-to-market teams to accurately engage buying committees every time.”
Continued Kopp, “We’re entering a marketing revolution. A time when sales and marketing teams don’t have to worry about data and can dedicate their energy to create phenomenal experiences that turn into pipeline. I have never been more excited about the future of marketing.”
“Since our early days as an MIT spinout, Zylotech has been focused on delivering the data and intelligence go-to-market teams can trust and take action on,” said Yadav. “Upon meeting Terminus, it was obvious that we shared a common vision. We are proud to join Terminus and this incredible team to jointly improve the accuracy of B2B data.”
Terms of the deal were not disclosed, but Kopp described it as a “big deal” that is a “really, really important acquisition.” The Indianapolis Business Journal said that Zylotech was its largest deal to date. The transaction was financed with funds from a $90 February venture round.
Enterprise clients include Google, Palo Alto Networks, Cisco, Dell, and Rimini Street.
Revenue Intelligence platform Clari announced the acquisition of DealPoint. DealPoint supports deal management and collaboration by enabling “new visibility for sales teams into the connections and agreements between buyers and sellers.” In addition, DealPoint supports deal rooms and Mutual Action Plans (MAPs), helping reduce friction between buyers and sellers and fostering deal alignment.
“With mutual action plans, sales teams can improve alignment with buyers, drive scalable process and rigor, and improve win rates,” said Clari CEO Andy Byrne. “Our acquisition of DealPoint gives Clari customers a new insight they have never had — a view into what buyers are thinking. Combined with our new execution insights, managers and reps will have comprehensive visibility and new inspection capabilities in one unified workspace.”
At the front end of the collaboration, workflow is deal qualification, including defining the pains, processes, and priorities. Next, the teams develop a joint interactive timeline, team maps, and shared team resources (e.g., case studies, requirements, proposals). Finally, engagement metrics help reps quickly determine “which buyers are engaged, and who’s just kicking the tires.”
DealPoint monitors milestone completion and warns reps when milestones have been missed, helping keep deals on schedule.
“With a MAP, sellers get instant validation on value prop, buyer team, and timeline. Because both sides are operating from an actual plan, frontline managers can see not only what has been done on a deal, but also what hasn’t been done.
In other words, we know which buyers are serious, which deals are going to stall, and what needs to happen to keep everything running smoothly.
Incorporating those buyer signals gives Clari new insight into deal health that will revolutionize deal inspections, resource allocation, and forecast accuracy for frontline managers.”
Tom Williams, Head of DealPoint
Having a joint plan assists with buy-in, providing a psychological edge for the sales team. “By providing a clear plan to value, you guide the customer journey and keep the conversation focused on fixing their problem with your product,” states DealPoint. “Buyers adopt your plan as their own, edging out competitors and reducing surprises.”
Sales Managers also benefit from instituting a repeatable process. According to DealPoint, 50% of reps quickly abandon new methodologies. Thus, streamlining the methodology helps ensure buy-in and compliance.
Once integrated with Clari, managers will have even more confidence in forecasts based upon milestone tracking. Additionally, managers can ask reps what needs to be done to bring the deal back on plan, and sales reps can ask similar questions to buyers, helping foster shared accountability.
Customer Success teams benefit from smooth handoffs and pre-defined expectations.
DealPoint argues that taking a set of small steps helps foster trust that reduces perceived buyer risk as milestones are met. Likewise, collaborating on a joint plan helps build relationships between the revenue team and the buying committee.
DealPoint comes with the MEDDIC methodology out of the box, but users can implement others.
DealPoint is priced at $59 per rep per month on an annual contract. Seats include an unlimited number of customers and Mutual Action Plans. In addition, DealPoint is integrated with Salesforce and HubSpot.
Deal Rooms are a logical extension of Revenue Intelligence as they facilitate communications between sales reps, customer success, and buyers. Collaboration also aligns buyers and sellers, fosters collaboration, reduces the probability of surprises, improves forecast confidence, and gooses close rates.
The integrated Deal Room GA is scheduled for Q4. Acquisition terms were not announced.
This morning, Artesian Solutions and DueDil announced the merger of their two firms. Both vendors serve the B2B FinTech/RegTech/SalesTech spaces with products that assist their 700 customers in onboarding clients, performing KYC/AML checks, prospecting, and monitoring customers.
The merger took place six weeks ago and was described as a partnership at the time. However, they held off on the formal announcement until “everything was aligned.”
Artesian/DueDil is currently working on a combined brand identity that reflects the offerings of both companies. For this blog, I am, therefore, referring to them as “the merged company.”
Over eighty percent of their revenue comes from the financial services sector (Banking and Insurance), with products covering the UK, Ireland, US, and Canada. While Artesian and DueDil serve the same market, they have only eight joint customers, providing significant upsell and cross-sell opportunities for their primary offerings:
Engage – Artesian’s Sales Intelligence offering supports prospecting, customer research, financials, Companies House images, industry research, and high precision news tagging and alerting. Other tools include the Ready mobile app (meeting prep and meeting chat) and CRM connectors for Salesforce and MS Dynamics.
Connect – Artesian’s compliance and onboarding platform supports company screening, customer due diligence, and a configurable decision engine that ingests third-party data. As a compliance and decisioning platform, Connect displays early warning indicators, supports KYC and AML checks, and delivers adverse media alerts.
Artesian Connect includes a bespoke rules-processing engine that captures client know-how, including business rules, sales preferences, prospecting criteria, and onboarding checks. Connect supports Artesian’s Premium Data feeds, the B.I.G., and customer-licensed third-party data integrations.
B.I.G. – DueDil’s Business Information Graph spans 270 million relationships, including companies, directors, shareholders, and subsidiaries. Roughly thirty percent of the relationships are curated. The graph is updated three or four times a day.
DueDil APIs – DueDil’s premium API also provides the capability to access B.I.G. data and plug it into existing systems “quickly and seamlessly” to power automated KYC / KYB and onboarding journeys.
The companies have complementary capabilities. Artesian Solutions offers mobile tools, CRM connectors, business events, a rules engine, and web applications. Conversely, DueDil has focused on a set of APIs and relationship data.
“Our new company will be able to make strategic investments for sustainable and profitable growth, remaining agile to new opportunities whilst keeping focused on leveraging our newly combined strength to drive greater value for our customers.”
Artesian+DueDil CEO Andrew Yates
“If you can imagine the Big Information Graph, the APIs with their published endpoints that make them really quick and effective to integrate, a rules engine, and then a host of really powerful frontline applications, and middle-office applications, that’s what we mean by end-to-end,” explained Yates to GZ Consulting. “There’s a market in the FinTech space, which is ‘just give me the data as it is’ as a service prepackaged with rules to do things like digital onboarding, straight-through processing, and automated underwriting. And then at the other end of the spectrum, we’ve got people-centric relationship management. People not only want to get access to the insight and the data, but they need the applications that link all of that together and link that back to the customer.”
“We’ve been very effective at helping our customers find the right customers, and more laterally, using things like screening technology and forensic analysis with the rules engine,” continued Yates. “DueDil has been focused on the onboarding journey and the remediation journey, so onboard them faster and keep them for life.”
There are two ways that Artesian adds value to commodity data, said the merged company’s COO Justin Fitzpatrick, who formerly led DueDil. The first is by creating “proprietary, derived data” such as relationship connections. The second is to embed “business logic around those data points” to answer “business-critical questions.”
“We can provide data that helps them check that they can onboard the customer. But at the end of the day, ideally, our clients want to be able to shortcut that process and know whether they can safely onboard that customer,” continued Fitzpatrick. “And so that’s where we started developing things like our integrated KYB endpoint, which pulls together the different bits of data, runs logic and rules over it, and spits out a sort of Pass/Fail/More type answer so that people can kind of have direct responses to the business questions that they’re asking. Being able to layer Artesian Connect’s programmable rules engine on the API was a really attractive proposition for us.”
The firms have competed against each other for around a decade but saw less of each other over the past three or four years as they focused on meeting complementary market requirements. While DueDil focused on its API strategy and B.I.G., Artesian focused on event triggers, Artesian Connect’s rules engine, and workflow tools.
“Over the past decade, DueDil and Artesian have delivered some of the most innovative and successful technology solutions, tackling the financial service market’s biggest client lifecycle challenges. We will continue to draw on this experience together to push the boundaries even further.”
Artesian+DueDil COO Justin Fitzpatrick
Fitzpatrick argued that official registries such as the UK’s Companies House “do a great job” as “electronic filing cabinets to make sure that people file their accounts on time.” Still, they were never designed to connect the dots between “company information, director information, and shareholders.”
Fitzpatrick argues that registry data is, therefore, a commodity, with the company adding value through disambiguating the filings, matching data, identifying relationships, facilitating onboarding, client monitoring, and delivering client and prospect intelligence via an API. For example, they disambiguate about two million director profiles in the UK, ensuring that all John Smith listings are correctly matched, and that name variants are properly managed.
The merged company will continue to focus on Directors and relationships but will not become a contacts database with emails and phone numbers akin to ZoomInfo or Cognism.
“We absolutely will cover that from a regulatory standpoint,” said Yates. “Directors, officers, non-exec directors, how those people link together, entities linked together. These are absolutely critical questions that regulated industries that are trying to engage with customers need answers to.”
CEO Andrew Yates will head the merged company with Justin Fitzpatrick assuming the role of COO. The broader leadership team contains individuals from both companies. The new firm has between seventy and eighty employees, “and that number will be growing.” The combined turnover is in “double-digit millions” of pounds.
The strategy is to focus on the “multiple 1000s” of FinTech, financial services, insurance, and insurance broking institutions” that require “access to our combined capabilities.” Not only are there significant upsell and cross-sell opportunities, but “the actual number of institutions relative to the total addressable market…is still very large,” said Yates.
“When you bring the data smarts in at the next level, you start to be able to really give people a laser-guided focus in not only who the right company is, but exactly how they should engage,” expanded Yates. “If we can forensically analyze the data and combine it with rules, we can provide an engagement signal, which is essentially a next best action or recommendation as to what the individual should do – it goes way beyond giving them a piece of killer insight or a set of financials or some short animation around the structure and the way they’re organized and the ultimate beneficiary.”
Customers will also benefit from the “much more integrated experience” that unites the frontline teams and back office with a shared set of data, insights, and APIs. The goal is to “find the right customers, onboard them faster, and keep them for life.”
Yates is promising that Artesian Customers will have access to the B.I.G. and DueDil’s APIs “in a matter of weeks.”
“What’s emerging is a new company that allows more functionality, more value, and more freedom for our clients,” stated Yates. Artesian Customers will “have one of the most extensive and accurate views of every UK and Irish company at their fingertips, in real-time, and available instantly.”
Venture Capital investors Notion Capital and Octopus Ventures backed the merger, stating that “the UK is one of the leading financial centres in the world, supported by a technology ecosystem built around trust, security, and innovation. The combination of Artesian and DueDil creates an exciting growth company chasing an enormous opportunity in the FinTech market. We are thrilled to play our part in supporting them on that journey.”
Artesian is coming off of a “strong” H1 marked by profitable, double-digit growth. It added three significant customers, including two banks. Its gross retention rate was 94%, and its net retention was over 100%. Artesian has a track record of efficient revenue operations. Its LTV/CAC ratio (Lifetime Value to Customer Acquisition Cost) was 9X last year, indicating an efficient sales engine with low churn.
I interviewed Andrew Yates back in 2018. He discussed technological disruption, AI, and data insights.
ZoomInfo has been talking about its LTV/CAC (Lifetime Value to Customer Acquisition Cost) ratio for a few years and is now boasting about its sales efficiency ratio. For every dollar the firm invests in Sales and Marketing, it is growing $1.50 to $2.00 in revenue with even better results on the retention business side. These values are well above the SaaS industry average and indicate that the firm should increase its revenue operations investment.
“On the new business side, we aim for somewhere between one and a half to two X return for every dollar that we spend on a customer. And then on the retention and growth or account management side, we look for a six to eight X return for every dollar that we spend there. It’s a super-efficient go-to-market motion. Most software businesses, you put a dollar in, you get like 70 cents out in the first year. We’re putting a dollar in and getting one and a half to two X out.”
ZoomInfo CEO Henry Schuck
Schuck described their go-to-market efficiency as one of their “big strategic levers” when acquiring firms with less mature go-to-market motions. ”So when we find companies that don’t have a very sophisticated go-to-market motion, that aren’t truly optimized in the way that they get clients, they’re not doing one and a half to two X efficiency or a 15 X LTV to CAC. Those are great fits for us.”
ZoomInfo has a track record of improving sales efficiency, helping unlock value in acquired assets where the go-to-market motions are aligned. “In our big acquisitions – RainKing, ZoomInfo, and, most recently, Chorus.AI — we really felt like we could leverage the go-to-market motion to accelerate growth within those companies. That’s a key piece.”
When DiscoverOrg acquired RainKing, which had a $40 million ARR, he was convinced that DiscoverOrg could treble their EBITDA to $30 million and accelerate their top-line growth within six months. Within one year of acquiring RainKing, DiscoverOrg’s market valuation grew from roughly $600 million to $2 billion.
One of the inherent advantages of SalesTech is you don’t have to teach sales reps the value and use cases of your product. This shortens ZoomInfo’s ramp time for new reps from several quarters to four months. “it makes it way easier for you to be able to sell to your counterpart on the other end of the line. It’s a big difference for us,” said Schuck.
ZoomInfo heavily hires sales reps directly out of college or soon after and trains them as SDRs, responding to inbound leads and performing outbound prospecting. “In nine months, we start promoting them into the account executive role. So we got value out of them in that ramp time. Then four months after they’ve gone into the account executive role, they’re fully ramped. Thirteen months from when you’ve never sold something until you’re an account executive at one of the fastest-growing technology companies in the country, that’s a really fun promotion to see.”
And because ZoomInfo is hiring sales reps to sell sales and marketing solutions, Schuck does not consider complicated or technical product categories for acquisition. Instead, he looks for solutions that broadly meet the needs of his 20,000 customers and which are easy to understand. Chorus.AI, the Conversation Intelligence vendor that ZoomInfo acquired last month, fits the bill: “We use it, all of our sellers use it. It’s really simple to understand, ‘Hey, we’re going to record and transcribe all your calls, and then you can go do instant coaching on the key moments in those calls’,” remarked Schuck.