Demandbase ABX

Demandbase, which pushed Account Based Marketing (ABM) as a business strategy a half-decade before other firms picked up the terminology, is now positioning Account-Based Experience (ABX) as the next generation ABM strategy.  ABX supports buyers across the full customer lifecycle and emphasizes messaging timing and an improved customer experience.

“Account-Based Experience takes the same principles as good CX — trust, empathy, and relevance at every stage of the journey — and applies them to the account-based world,” states Demandbase. “One of the fundamental principles of ABX is recognizing that our buyers live in a world of information abundance and attention scarcity, making any form of interruption marketing ineffective.  Instead, companies need to build trust with potential buyers, identify the ‘magic moments’ when customers are open to engaging, and then orchestrate the perfect interactions across Sales, Marketing, and Customer Success teams.”

By broadening the scope of ABM, “it keeps the customer where they should be, at the center of your go-to-market strategy, whether you are in marketing, sales, an SDR, or part of the customer success team,” said Demandbase VP and ABX Evangelist Beki Scarbrough. “In many ways, ABX simply takes the best practices that have emerged around ABM and applies them across your customer experience.”

According to a 2021 ABM Benchmark Study by Demandbase and RevOps Squared, “53% of businesses say that Marketing, Sales, and Customer Success are equally responsible for their account-based customer expansion strategy.”

Demandbase notes that ABM focused on account fit, defining the Ideal Customer Profile as the most valuable accounts for targeting, but failing to account for timing.  Thus, many ABM accounts had a “poor experience” due to mistimed engagement.  When account outreach is mistimed, prospects are unable to engage “on their own terms and on their own schedule.”

Demandbase also recognized that ABM focused on the marketing department and not the broader revenue team.  While ABM starts in the marketing department, it has long been understood that ABM encompasses marketing, sales, and customer success management.

“Our belief in ABX positions us to expand the ABM category within the industry,” said Demandbase CEO Gabe Rogol, calling it a “powerful go-to-market strategy.”

“ABX uses data and insights to orchestrate relevant, trusted marketing and sales actions throughout the B2B customer lifecycle. It’s all about engaging business buyers with relevant messages delivered in a trusted way on their own terms.”

Demandbase CEO Gabe Rogol

One of my criticisms of Demandbase is that they were focused on the marketing department with few tools for other departments.  While they acquired Sales Intelligence vendor Spiderbook five years ago, the service withered.  Their technology partner list is heavily weighted to marketing with few sales-oriented partnerships beyond SalesLoft and Outreach.  Likewise, the ABM Leadership Council that they founded was marketing-centric and lacked vendors that supported other departments.  Conversely, the parallel Flip My Funnel movement, championed by rival Terminus, has long had a broader set of vendors and departments served.

Thus, Demandbase’s shift to ABX is a welcome update to their ABM vision and hopefully involves a broader functional scope of their offerings.  Unfortunately, Demandbase did not reveal any new functionality in support of ABX, so we’ll have to see how they plan to implement this broadened definition.  On April 7th, Jon Miller, Demandbase’s Chief Marketing and Product Officer, will provide additional ABX details at a webinar.

“I’ve always described Account-Based Marketing as ‘fishing with spears’,” said Miller. “It’s a great analogy, but you’ve got to realize that it doesn’t feel very good to get poked by a spear!  Similarly, B2B buyers today want to research potential solutions anonymously, on their own schedule, until the time when they actually do want to engage with a vendor.  ABX lets us work with modern buyers on their own terms: anonymously when they want to be, helpful and relevant when they are ready, and always based on trust. It’s a much better customer experience and it delivers much better long-term results.”

Insent Seed Round

Chatbot vendor Insent.AI closed on a $2 million seed round “to help mid-market B2B companies improve how they identify and communicate with potential buyers.” The firm, which competes against Intercom, Terminus Chat, and Drift, calls itself a “human-first chatbot.”

Insent said that it isn’t “just building a chatbot that generates leads, but a collaborative platform that is going to help marketers create, nurture qualified opportunities, and shorten sales cycles.”

The goal is to remove “digital walls” between buyers and sellers by replacing web forms and follow-ups “with instant live conversations on websites” that schedule meetings and deliver “personalized content recommendations based on engagement history.”

Insent describes itself as an “integration first platform,” with MAPs, CRMs, and ABM Platforms “to help sales teams talk to engaged prospects while they’re on the website.”

According to Insent Digital Marketer Aatharsha Jey, “integrations should be planned and carried out in a way that does not ask people to change their behaviors in order to adopt a new tool.”

“By guiding their buyers at the right time and proactively alerting your salespeople, Insent generates new revenue opportunities and accelerates existing ones,” said CEO Arjun Pillai.

Emergent Ventures led the round with participation from BAM Ventures, TechStars, Arka Venture Labs, Arali Ventures, and Bizable founder Aaron Bird.  Funds will be deployed to expand its chatbot integrations and add engineering, sales, and marketing headcount.  Another area of development is improving its visitor data intelligence to improve personalization.

“We believe the B2B sales process currently has unnecessary friction for both buyers and sellers,” said Anupam Rastogi, Partner at Emergent Ventures.  “As an increasing proportion of sales is digitally intermediated and more leads are generated online, we believe Insent has a tremendous opportunity to help both buyers and sellers do their work more effectively and connect seamlessly.”

Initially, the pandemic slowed Instent’s growth as marketing teams reduced budgets and delayed decisions, but chatbots are high on the list of MarTech digital acquisition solutions.  Since May, revenue has quadrupled.

Aaron Bird, former VP at Adobe and CEO of Bizable, remarked that marketing had undergone two major paradigm shifts over the past few years, the rise of ABM and a focus on the buyer experience at the heart of the sales process; however, “companies are yet to start adapting to this paradigm. Insent is a key piece of the puzzle to help them do so.”

Insent stress-tested various platforms before settling on MongoDB and AWS.  Pillai contends that the platform gives them a five-year or six-year window before rearchitecting.  The platform was designed with an account-based, versus lead-based, architecture that ties leads to accounts for account-based orchestration.

“So, the architecture is obviously manually decided.  But as far as the scaling is concerned, it is all automated,” said Pillai. “There are enough database services that will enable us to run automated services of scaling up and scaling down … to make sure that when you are sleeping if a customer connects a 10 million [record] database, the system scales up.”

Insent is using 6Sense for visitor identification. “We go and task 6Sense through an API,” said Pillai. “We take that data, and we do further processing of that data.  All of this happens in microseconds.  Basically, the moment somebody lands on the website, boom, the API call comes back with the data based on that website, company visitor.”

Insent was founded in 2018 and has forty employees in the US, Canada, and India.

TechTarget Acquires BrightTALK

Technology purchase intent data vendor TechTarget added another arrow to its intent quiver with the acquisition of BrightTALK, a leader in the marketing and virtual events space.  BrightTALK said virtual event attendance has “high predictive value because IT buyers are making a material investment of their time to engage with vendor-produced content.”

The acquisition increases TechTarget’s universe of opted-in professionals.  TechTarget already has over twenty million opted-in business contact records (mostly in technology positions from its 140 enterprise technology sites), and BrightTALK has eight million registered attendees on its media platform.  There is likely to be some overlap in names, but having a second source of opted-in professionals increases the scope of measured intent across TechTarget, BrightTALK, and corporate websites (a KickFire OEM deal).

The acquisition offers substantial cross-selling opportunities in 2021 as vendors continue to focus on virtual events in lieu of face-to-face trade shows and conferences.  Furthermore, “BrightTALK generates a large volume of valuable content in webinar and video format that is incremental to TechTarget’s current offerings.  This content improves TechTarget’s potential ability to attract new users and diversifies the content available via TechTarget’s portfolio of web sites.”

And because both platforms are opted-in, the intent data does not need to be anonymized.  TechTarget can deliver person-level intent data that includes contact information, articles read, webinar sessions viewed, potential competitors, and their stage in the buyer’s journey.  What’s more, these rich intent datasets are GDPR-compliant across both platforms.

“TechTarget’s leadership position in the market is further strengthened by the acquisition of BrightTALK. This acquisition checks all the boxes. It allows us to increase our original content, grow our opt-in audience of registered members, and add a material amount of proprietary first-party purchase intent data. It’s a very powerful combination that will enhance our customers’ abilities to use our purchase intent data to grow their revenues and increase their market share.”

TechTarget CEO Michael Cotoia

“We are excited to join forces with TechTarget. They are the leading provider of original expert content and distributor of vendor decision-support content in the B2B tech market, which has allowed them to develop the preeminent first-party purchase intent offering,” said BrightTALK CEO Paul Heald. “Combining our leading platform for online IT events is a winning combination.”

BrightTALK has over 1,000 customers who created 25,000 webinars and videos over the past year.  The platform generates over 200,000 unique monthly viewers and six million annual content engagements.

BrightTALK also fits with TechTarget’s financial objectives.  It is on track for $50 million in 2020 revenue, with approximately half this revenue under long-term contracts.  TechTarget hit 35% in subscription revenue last quarter but has stated a 50% subscription revenue goal.  With Priority Engine on track for approximately $50 million in 2020 subscription revenue and BrightTALK posting roughly $25 million, the combined pro forma company would generate $75 million in subscription revenues on $195 million in 2020 revenue (Q3 YTD + mid-point Q4 guidance + $50M BrightTALK estimate), or approximately 38 – 39% in contract-based revenue.

BrightTALK has also done well during the pandemic, with revenue on track to grow 30% this year.  It added one million additional opted-in professionals over the past year.

The deal is priced at $150 million, a 3X multiple over projected 2020 earnings.  The cash transaction will close before the end of the year.

BrightTALK has four offices in the US, two in the UK, and two in APAC (Sydney and Singapore).  LinkedIn lists them with 275 employees, a headcount growth of 15% over the past year.

Intent data is the hottest category in B2B data. There have been a series of acquisitions in the space over the past month as vendors look to acquire and integrate data sources. Recent transactions include Zoominfo’s acquisition of Clickagy and Spiceworks Ziff Davis’ purchase of Aberdeen. We have also seen the launch of next generation intent solutions such as D&B Intent and Zoominfo Streaming Intent. Bombora has been working with its partners to launch integrated workflow solutions.

Dun & Bradstreet Acquires Bisnode

Dun & Bradstreet, which has long relied on global partnerships to address the sales, marketing, and risk evaluation needs of its multi-national customers, is expanding its presence in Europe with the acquisition of Bisnode Business Information Group.  Bisnode is 70% owned by private equity firm Ratos and 30% by Bonnier.

The $818 million acquisition, which is 75% cash and 25% common stock, expands Dun & Bradstreet’s presence in Scandinavia, Central Europe, and D-A-CH (Germany, Austria, and Switzerland).  The acquisition provides direct ownership in eighteen “strategic territories in Europe” and “provides opportunities for scale by leveraging existing Dun & Bradstreet product portfolio, data supply chain, and technology infrastructure.”

Upon close, Ratos will hold a 1% stake in Dun & Bradstreet.

Bisnode’s Belgian operations were not included in the deal.

The deal adds 110,000 Bisnode customers to Dun & Bradstreet’s customer base and provides direct access to an additional fifty Global 500 companies headquartered in the Bisnode countries.  The deal provides direct ownership of 33 million business records (around nine percent of the WorldBase file).  It also allows for the direct sale of Dun & Bradstreet products into major European markets.

Bisnode currently has an annual revenue of around $400 million, net income of $28 million, and adjusted EBITDA of $70 million.

Bisnode has been a Dun & Bradstreet reseller since 2003.  Dun & Bradstreet’s solutions account for 33% of Bisnode revenue, and revenue has been “growing in a solid manner for the past few years” in the Bisnode territories.  The remaining Bisnode revenue consists of proprietary in-market solutions.

“We are pleased to bring Bisnode into the Dun & Bradstreet family following a nearly two-decade strategic alliance.  The powerful combination of our data, analytics, and innovative solutions, paired with Bisnode’s deep client relationships and expertise in European markets, will provide our existing and future clients with vital business intelligence to support their own growth ambitions. We look forward to welcoming the Bisnode team to Dun & Bradstreet and to working together to grow the global business.”

Dun & Bradstreet CEO Anthony Jabbour

When the deal closes, Dun & Bradstreet will create an International Strategic Advisory Board headed by Neeraj Sahai, President of Dun & Bradstreet International.  Ratos AB CEO Jonas Wiström will be joining the Advisory Board.

“Integrating our two leading organizations provides significant opportunity to deliver a broader product set to a substantially larger global client base. As the international business community becomes increasingly data-driven, we look forward to combining our teams to unlock further potential, drive innovation, and deliver solutions that are tuned to client and market needs,” said Sahai.


Continue to Part II.

Validity Launches Everest Email Deliverability Platform

Email deliverability vendor Validity announced the global availability of Everest, a new platform for email optimization, analytics, and delivery.  The platform combines the capabilities of 250ok, Return Path, and BriteVerify, businesses that they acquired over the past two years.

“Validity built Everest to give marketers everything they need to ensure email success,” promised the firm.  “Everest is a complete email analytics platform powered by Validity’s exclusive data feeds, the largest data network in the industry, and widespread integration and support within the email ecosystem.  It offers marketers a complete set of tools to prepare, test, optimize, and measure their email campaigns.  With fully configurable dashboards, a highly intuitive user interface, and seamless integration with many of the leading email service providers, Everest makes it fast and easy to optimize campaigns.

Other features include performance tracking reports, customizable alerts, list hygiene, and campaign benchmarking versus competitors and global senders.  Unique features include email certification for avoiding spam filters, View Time Optimization (VTO) for Verizon Media mailboxes, and enterprise-grade managed services.

Everest pre-send optimization features include form validation, bulk upload verification, and design and content tools.  Emails are checked against over seventy device-mail clients.  Email links and images are tested, and A/B testing is supported.

Competitive intelligence features include message samples, subject lines, sending volume, message patterns, and performance metrics.  Everest also flags competitor list hygiene issues, authentication gaps, and blocklist history.  “Beyond that, you’ll be able to compare brands side-by-side to identify low-hanging fruit and quick wins around sending volumes, accessibility, mobile compatibility, image animation, localization, and sending best practices.”

Verizon VTO delivers emails at the top of the inbox when the addressee is in her email client, quadrupling open rates and doubling click through rates for Yahoo, AOL, Verizon.net, and ATT.net mailboxes.

Everest “is, by a wide margin, the most comprehensive, insightful, value-add email platform ever offered in our industry,” said Validity CEO Mark Briggs.  “Any business that relies on digital marketing should consider Everest as the key to delivering email success.”

SalesIntel Launches VisitorIntel

B2B DaaS vendor SalesIntel added visitor intelligence (first-party intent data) to its marketing capabilities.  VisitorIntel matches website traffic to companies and enriches the subsequent event records with firmographics, technographics, and contacts.  Visitor intelligence provides an early warning system that a company is being researched before anybody registers for a white paper or requests a callback.

SalesIntel also has a partnership with Bombora for their B2B intent data derived from a co-op of media sites.  Thus, SalesIntel users have access to both first and third-party intent intelligence.  The firm licenses IP and cookie to domain data, but most of the VisitorIntel intellectual property was developed internally.

Marketers insert a few lines of JavaScript into their corporate website to enable VisitorIntel.   SalesIntel then matches visitor activity to company domains and associated account intelligence.  While the visitors are anonymous, sales or marketing can reach out to targeted personas at the company, leveraging SalesIntel’s universe of recently verified contacts with emails, mobile numbers, and direct dials.  If relevant contacts are not available for the account, users may avail themselves of SalesIntel’s Research on Demand service.

Marketers may filter the visitor window (e.g. today, yesterday, this week, this month) to view recent site activity.  Site activity may be downloaded as a CSV or uploaded to Salesforce, HubSpot, Marketo, Outreach, or SalesLoft.  When sent to SalesLoft or Outreach, a cadence / sequence can be initiated.

VisitorIntel should be viewed as a V1 release.  Activity is processed daily, with plans for real-time updates.  Its reporting is also fairly simple.

“It always helps our sales and marketing teams shorten sales cycles when we are able to target companies that have expressed interest in our products and services, and website visits are a terrific indicator of that interest.  If we can find the people who are checking us out on the web, and easily find the other people in that organization who we might want to reach out to, we are ahead of the game.  We believe our clients can similarly benefit, so we conceived and launched VisitorIntel within our SaaS product.”

SalesIntel CEO Manoj Ramnani

VisitorIntel is available as part of SalesIntel’s Pro premium package that also includes data enrichment and Bombora intent.  Pro pricing begins in the $5,000 to $10,000 range.

SalesIntel also added keyword searching to its list building.  SalesIntel filtered two million terms down to 70,000 searchable keywords.  Keywords let marketers identify prospects based on ideal buyer persona or targeted messaging.

“Good, clean, and insightful data is the true enabler for sales and marketing teams, and it is core to our mission to provide our clients with as much detail as we can so that they can truly know their target buyer,” said CEO Manoj Ramnani.  “Keywords will greatly benefit our user base by providing that extra level of detail.”

SalesIntel has trebled its customer base over the past year, benefiting from market consolidation and its high-quality data positioning.  Sales slowed during the first two months of the pandemic, but have picked up with a strong pipeline.

SalesIntel continues to build out its database of quarterly re-verified contacts, reaching 6.2 million this month.  They have begun to internationalize this dataset.

Terminus Engagement Hub

ABM Platform vendor Terminus announced the immediate availability of the Terminus Engagement Hub, which applies data and attribution for advertising, email, web, and chat.  The hub includes integration of RambleChat, its newly acquired account-based chat service.  Other new capabilities include Trended ABM Scorecards and new target account list building rules.

Terminus’ Chat from Anywhere functionality allows sales and marketing to embed chat links in email, LinkedIn, Twitter, digital ads, QR codes, proposals, and other outbound communications and media.  Chat from Anywhere moves beyond the company website and enables it contextually through a broad set of communications channels.  Thus, chats are attached to the proper account, routed to the account owner, and attributed to the campaigns and actions which drove the engagement.

Chat from Anywhere is also integrated into SalesLoft and Salesforce, with employees responding via web browsers or mobile apps.  Chat-based Leads are mapped to Salesforce.  If the lead is not in Salesforce, then a new contact or lead is created by Terminus Chat.

The enhanced ABM Scorecards “help identify success across market segments over time, prove value, track win rates, and compare performance to prior periods.”

Terminus expanded its ABM Dashboards and custom views, including views of Engaged Accounts, ABM Win Rate, Opportunities Created, Revenue by Industry, and Pipeline by Program.

New Data Studio features include account filters ”based on advertising performance and engagement metrics for next best actions.”   

New list building functionality “enables users to import and connect Salesforce Account IDs and push lists across engagement channels while also connecting those audiences to powerful measurement and attribution analytics.”

“We’ve taken our powerful data and attribution capabilities in Terminus and separated it into two parts – Data Studio and Measurement Studio. We’ve also integrated new marketing channels to help marketers create experiences for their prospects and customers.  Advertising Experiences, Email Experiences, Web Experiences, and Chat Experiences are all now available in one place; all in the Terminus Engagement Hub. It’s never been easier to run coordinated, multi-channel marketing campaigns.”

Terminus Chief Product Officer Bryan Wade

“ABM is more than a marketing strategy, it’s a business strategy.  And it’s more important than ever,” continued Wade.  “Marketers are challenged to nurture an existing customer base while still driving quality top-of-funnel activity, all in a digital world.  Now with the Terminus Engagement Hub, our customers can own every point of engagement with target audiences and track all activity at the account-level in a single platform.  Full-funnel ABM is now easier than ever.”

Drift Prospector

One of the new elements of Drift’s Revenue Acceleration Platform (discussed yesterday) is the just-launched Drift Prospector, which “helps your sales team accelerate revenue by knowing which accounts to focus on and what to say. ” Sales reps can home in on engaged accounts, determine members of the buying committee at those accounts, and reach out to prospects.

“Gathering all the touchpoints a prospect has with a company, Drift Prospector helps sellers see which of their accounts have the highest intent so they can connect with more of their buyers faster, helping to accelerate revenue for the business,” wrote the firm.

Drift Prospector analyzes customer touchpoints from Drift, 6Sense, Demandbase, Marketo, Pardot, Outreach, and Salesforce.  The service prioritizes target accounts, unifies behavioral insights across the buying committee, and supports outbound communications.  Buying signals are converted into engagement scores, which help prioritize accounts for outbound messaging.

Buyer intelligence includes contact name, title, number of activities, and when the contact was last active.   Deeper insights include “what the person was doing – including what pages they were on and which emails they opened, so [that] the seller can respond to each person on the buying committee in a personalized way.”

Prospector identifies additional contacts within the buying committee and tracks their engagement.  When buyers land on a customer’s website, the revenue organization can “capitalize” on buyer’s intent and notify the team that somebody is ready to “engage them in a real-time conversation.”  If there is nobody available to chat, the revenue organization can “easily send them an email, enroll them in an Outreach sequence, record them a Drift Video, or connect with them on LinkedIn.”

“There are a lot of tools out there that are focused on solving a single problem.  For example, there’s Salesforce to manage accounts and log activities, Outreach to orchestrate outbound prospecting, and LinkedIn Sales Navigator to research key contacts at target accounts, and so on. Don’t get me wrong, I think these tools are a step in the right direction.  But the reality is that your sellers still have to jump between them.  And none of these tools tell your team where they should be spending their time in order to deliver the best result – whether they’re goaled on meetings or bookings.”

Drift CRO Todd Barnett

Drift is offering a broad vision of digital marketing which includes intent monitoring, buying committee identification, chatbots, live chat, video, and meeting scheduling.  While they do not support all of the top of the funnel channels, partners 6Sense, Demandbase, and Marketo LaunchPoint can fill that gap; they are staking out a full customer lifecycle approach to marketing that moves beyond lead generation.  The vision includes tools for unifying sales and marketing activities, analyzing engagement, prioritizing accounts, and buying committee discovery.

Drift is based in Boston, with offices in San Francisco, Seattle, and Tampa.  They were founded in 2015 and claim over 50,000 customers.  The firm continues to grow with 35 open positions across sales, marketing, product, engineering, customer support, and customer success.

Drift Revenue Acceleration Platform

Drift announced its new Revenue Acceleration Platform, which it described as a new category that expands its original positioning of Conversational Marketing to a broader company vision.  

Revenue Acceleration “combines conversation, marketing, and conversational sales to help companies grow revenue and increase customer lifetime value,” said Drift CEO David Cancel.

Drift still backs Conversational Marketing and Sales “100%,” but is expanding its vision of marketing to impacting the entire customer lifecycle “from acquisition to renewal to expansion.”

“We weren’t thinking big enough,” posted Cancel.

Cancel described marketing as evolving across a series of eras.  In the 20th century, “the madmen era,” marketing focused on the brand and didn’t have a seat in the C-Suite.  Marketing was “in service to the CEO.”  The Internet brought us the second era, “the demand generation era,” when “we became reliant on do-it-yourself in human ops,” and the CMO role was created.  Marketing focused on lead creation and was “in service to the CRO.”

However, the world of marketing is continuing to evolve.  Demand generation is “not enough anymore.”  We are now entering the third era, “the revenue era,” which is broader than Drift’s original vision of Conversation Intelligence.  

“We had a vision of the world where people are free to have a conversation with any business, at any time, on their terms.  We thought what we were doing was helping marketers drive more leads.  But what we found is that when companies adopted Conversational Marketing, it wasn’t just about marketing.  In fact, what we were doing was unifying sales and marketing and directly impacting revenue.  And not just revenue from new business, but revenue across the entire customer lifecycle.  We have already seen this transition with some companies.”

Drift CEO David Cancel

COVID-19 has accelerated the transition to this new era where the buyer is in control, “digital is everywhere, and the best experience, story, and service wins.” The new Revenue Acceleration Platform brings together Drift Chat, AI [chatbot] Automation, email, video, and a new Drift Prospector service.  


Tomorrow’s blog covers the new Drift Prospector Service. Here is a graphical preview:

ClickDimensions Partners with InsideView

Sales and marketing intelligence vendor InsideView partnered with ClickDimensions to improve customer pipelines and content delivery within Microsoft Dynamics.  The partnership will support enhanced Dynamics data cleansing and enrichment tools for Account, Contact, and Lead records.

ClickDimensions is creating a Data Management services offering and will resell InsideView products and DaaS solutions for Dynamics.  ClickDimensions plans to exclusively sell these services as an add-on to their current product line and as part of a premium offering.  ClickDimensions will also provide data advisory services.

ClickDimensions will be rolling out a product suite of native MS Dynamics hygiene and prospecting tools in the coming months.  The new suite will be built upon InsideView data management capabilities, including lead enrichment, data cleansing, email validation, lead-to-account mapping, family tree, and account assignment.  The suite will also support analytics and visualization tools for monitoring data health.

Admins can set the timing, frequency, and scope (i.e. fields and records) of updates.  Both batch and real-time hygiene will be supported.  There will also be a one-time enrichment as part of the ClickDimensions offering. 

The new service will deliver “the insights they need to find and engage prospects more effectively, the tools they need for targeting intelligently, and the ability to automatically clean, enrich, and manage Microsoft Dynamics 365 company and contact data.”

ClickDimensions will be deploying a private preview in August for the InsideView’s Diagnose, Data Integrity, and Target offerings.  A September GA is scheduled for these services.

“Given the state of the world today, finding new customers is now more than just a growth driver, it is a matter of survival as businesses seek to replace revenue from customers that have pulled back or gone out of business,” explained ClickDimensions CEO Mike Dickerson.  “In addition to finding new prospects, businesses need to be even more relevant.  Buyers expect the same level of personalization and relevance from B2B interactions as B2C, and that requires complete and accurate data.  Our partnership with InsideView will enable our customers to ensure their data is always fresh and always current.”

“The velocity of change in customer data is unprecedented in today’s business environment, and many companies can’t keep up.  InsideView helps companies keep data accurate, refreshed, and actionable so they can focus on customers and revenue.  Combined with their marketing automation solutions, ClickDimensions customers will have the tools and intelligence they need to manage their customer data and target and engage the right buyers.  The partnership is a great match for B2B companies using Microsoft Dynamics.”

InsideView CEO Umberto Milletti

ClickDimensions describes itself as “The Marketing Cloud for Microsoft Dynamics.”  ClickDimensions embeds multi-channel marketing automation and analytics natively within MS Dynamics, supporting full customer journey engagement.  Marketing automation services include web forms, landing pages, visitor intelligence, lead scoring, social marketing, event management, surveys, SMS messaging, email marketing, and campaign automation.  The firm also provides marketing consulting services, including campaign execution, marketing advisory, and user training.  

Because ClickDimensions is native to Dynamics, there are no integration costs or data synchronization issues.  

ClickDimensions is based in Atlanta and has 3,700 customers.  Regional offices are located in the Netherlands, Ireland, Israel, and Australia.