InsideView Marketing Suite for Microsoft 365

Sales and Marketing Intelligence vendor InsideView rolled out a Marketing Suite for Microsoft 365 which packages add-on prospecting and enrichment capabilities for the Microsoft 365 InsideView service. The new suite helps “modern marketers grow and improve the quality of their pipeline, prioritize leads, find and engage ideal prospects and customers, and support account-based marketing (ABM) programs.”

The Marketing Suite bundles InsideView Enrich (lead and webform enrichment), InsideView Target (list building), and InsideView Refresh (Batch Account updates). InsideView is offering special “Suite Deal” pricing.

InsideView has long provided a natively embedded free Insights service for North American sales reps within Dynamics.

InsideView Refresh Match Analytics.
InsideView Refresh Match Analytics.

InsideView Apex, their recently launched go-to-market decision engine, is a further option for the Marketing Suite.

“Today, as more B2B marketers use targeted strategies like account-based marketing to expand customer relationships and win new ones, they need a marketing automation solution that helps them identify and engage with the best opportunities,” said Joe Andrews, InsideView VP of product and solution marketing. “The InsideView Marketing Suite builds on the foundation of Microsoft Dynamics 365 for Marketing so marketers can tap into our Targeting Intelligence to get higher quality data, make better marketing decisions, and execute more successful targeted marketing programs. As a Microsoft OEM partner, InsideView is always looking for ways to extend the value we can offer their customers.”

D&B Hoovers Q1 Enhancements

Users can now filter by corporate employee counts or location employee counts. Both numbers appear in the results list.
Users can now filter by corporate employee counts or location employee counts. Both numbers appear in the results list.

Dun & Bradstreet continues to invest in their D&B Hoovers platform with a set of content and functionality enhancements. Since the beginning of the year, Dun & Bradstreet expanded its prospecting selects, added deeper technology and company coverage, tightened its Microsoft Dynamics integration, and increased the number of fields available for export to connectors.

Dun & Bradstreet added a series of new display and screening variables including Employees 1-Year Growth, Area Code Exclusions, and Employee Counts at the company or site level. D&B Hoovers now supports over 175 prospecting variables.

Three additional domestic location filters were also added. The Domestic Ultimate D-U-N-S Number identifies the top location within a country, helping with territory expansion and cross-selling. Related variables include Is Domestic Ultimate (Select for the top national offices) and Domestic Ultimate Company (all children of the Domestic Ultimate Company).

The new selects are generally not available in competitor products.

Avention (now D&B Hoovers) platforms have long supported variables for screening by ultimate parent country and ultimate parent. The new Domestic Ultimate D-U-N-S Number selects expand the options for sales and marketing to target accounts at the country level. Thus, if a company is looking to enter a new market, they can evaluate their ABM account presence within that market and focus sales and marketing campaigns around those prospects.

The Technologies premium offering was also enhanced with coverage expanded to 195 countries, 2.7 million companies, and over 20 million tracked technologies. Technologies are screenable at the vendor and product level and viewable as part of the Technologies in Use report. Dun & Bradstreet did not indicate whether they gathered the data or licensed it from a third-party.

Microsoft Dynamics admins can now set D&B Hoovers to automatically use D-U-N-S Numbers populated by the D&B Optimizer for Microsoft enrichment service.

“This feature eliminates the need for the manual match and selection step that is used to populate records in D&B Hoovers.  Once D-U-N-S Numbers are attached, the records become automatically eligible for de-duplication when sending to CRM.”

  • Phil McWade, Dun & Bradstreet Director of Product Management

D&B Hoovers added 15 additional CRM and MAP export fields including D&B Prescreen score, Franchise Status, Import/Export Status, Manufacturing Status, Owns/Rents, 8 Digit SIC and Description, Latitude and Longitude, Tradestyle, and Square Footage. Most of these variables were added to D&B Hoovers over the past year and are also available for display, screening, and download.

In March, D&B Hoovers added over seven million companies including 6.8 million from Brazil, 360,000 from Argentina, 210,000 from India, and 78,000 from Australia. The Russian Federation and Vietnam also added over 50,000 company profiles. D&B Hoovers now covers 21 million active companies in South America and nearly 129 million global entities.

Sales Navigator Q1: Revenue Growth and Expanded Partner Network

Sales Navigator Employee Insights
Sales Navigator Employee Insights, a new feature added in Q1.

LinkedIn Sales Navigator had another strong year of growth in-line with its historical Compound Average Growth Rate (CAGR).  Extrapolating from data published prior to its Microsoft acquisition, LinkedIn Sales Navigator has global revenues between $300 and $350 million.  This would make LinkedIn the largest vendor of sales intelligence solutions with revenue roughly double that of Dun & Bradstreet (Hoovers, D&B Hoovers, Data.com, D&B360) and triple that of DiscoverOrg.

Doug Camplejohn, Head of Product at LinkedIn Sales Solutions, described the service as “one of the fastest growing SaaS B2B products in history.”

LinkedIn Sales Navigator rolled out its first quarterly release on February 7th.  Quarterly releases help LinkedIn manage its communications and ensure that admins and trainers are prepared for the changes.  Enhancements will roll out first to this group before becoming available to general users in subsequent weeks.

“In the early days of Sales Navigator, we chose to act like a startup and launch products as soon as they were ready, without much warning or pre-release training for our customers. We also acted independently, only integrating with a couple of systems, instead of opening up the platform to the dozens of types of sales applications a rep uses throughout their work week.  Starting today, we will release Sales Navigator product updates on a quarterly cycle to provide advanced communications and training for administrators and users so they have adequate time to familiarize themselves with new features and take advantage of them properly.”

  • Doug Camplejohn, Head of Product at LinkedIn Sales Solutions

The product is maturing as it develops connectors with other services and formalizes its releases and communications. “Sales Navigator is growing up and learning how to play with others,” said Camplejohn.

As part of this development, LinkedIn announced four new members of its Sales Navigator Application Platform (SNAP) partners. SNAP is a broad partner program that spans business intelligence, CRM, eSignature, MAP, Sales Acceleration, and Web Conferencing. A year ago, LinkedIn only supported Salesforce and MS Dynamics.

The new Oracle Sales Cloud integration displays LinkedIn prospect and contact data within the Oracle CRM.

A SugarCRM integration displays a LinkedIn dashboard within Sugar Opportunities, Accounts, Contacts, and Leads.

Implemented partnerships were also announced with Demandbase and InsideSales’ Predictive Playbooks. LinkedIn lists 11 future partners including Tableau, Adobe Sign, BlueJeans, Microsoft BI, Eloqua (Oracle Marketing), and SAP Hybris.

The SNAP announcements were part of the Q1 release which included a redesigned Account page, new alerts, seat transfers to enterprise accounts, and Seniority Level preferences.

Data Quality in 2018

NetProspex WorkBench Value Proposition
D&B Optimizer (FKA Workbench) Value Proposition

 

As we are one month away from the new year, it is a good time to think about budgeting for data quality in 2018.

I know it isn’t glamorous, but that doesn’t mean it is unnecessary.

Data Quality software is markedly improved over the past few years.  No longer is it necessary to download and forward a file to a vendor and wait for them to process your marketing file.  Sales and Marketing Operations can now setup automated cloud cleansing that works within Marketo, Eloqua, Salesforce, Microsoft Dynamics, and other enterprise applications.  B2B vendors to consider include Dun & Bradstreet, InsideView, Zoominfo, and ReachForce.

These platforms perform both initial batch match & append and ongoing enrichment, ensuring that your sales and marketing files have both accurate and complete data.  These services also support company and contact prospecting, data health reports, suppression lists, and segmentation reporting.  A few even offer free data quality reports, deduplication, technographic enrichment, nixie files (defunct companies and departed exec files), web form support, sales intelligence services, and contact verification and standardization (e.g. address, phone, and email) for non-matched records.

As these services reside in the cloud and offer cloud connectors for the major MAPs and CRMs, the operational overhead is minimal allowing operations to focus on ABM look-a-likes, segmentation, and improved targeting instead of file management.

What’s more, data quality improvements benefit sales, marketing, and downstream systems.  A record cleansed and verified as it is created costs much less than a bad record passed down to other enterprise platforms.  Beyond direct cost reduction (storing bad data, marketing to departed execs, sales calls to abandoned voicemails, reduced time keying and updating records manually), there are improvements to segmentation, targeting, lead scoring, lead routing, and messaging.

So budget for data quality in 2018.  It isn’t glamorous, but it is effective.

The ReachForce Contact Enrichment Summary Report.
The ReachForce Contact Enrichment Summary Report.

LinkedIn Sales Navigator in Hubspot CRM

Sales Navigator contact intelligence and functions within Hubspot CRM
Sales Navigator contact intelligence and functions within Hubspot CRM

LinkedIn Sales Navigator is now delivering company and contact intelligence within Hubspot CRM. Along with firmographic and biographic information, Sales Navigator for Hubspot CRM displays related leads, mutual connections, and common interests.

LinkedIn intelligence is displayed within left-hand sidebar squares. By clicking on the contact square, users have access to a richer profile along with three tabs (see image above):

  • Icebreakers: shared connections, experiences, and interests, plus a link to the lead’s recent activity stream.
  • Get Introduced: quickly ask a mutual connection for an introduction.
  • Related Leads: find other leads at the same company, and quickly save them to your Sales Navigator leads list.

Company profile tabs also support three functions:

  • Recommended Leads: Identifies those in the organization that share connections or interests
  • Connections: Current and potential connections
  • News: Recent news and posts

Hubspot customers must separately license Sales Navigator to receive LinkedIn intelligence. LinkedIn content is view only within Hubspot. Users cannot upload content to Hubspot CRM.

LinkedIn rolled out an extended version of Sales Navigator for Microsoft Dynamics called the Microsoft Relationship Sales Solution on July 1st.

Microsoft Relationship Sales Solution

Microsoft Dynamics - LinkedIn Sales Navigator Team Lead and Contact widget display.
Microsoft Dynamics – LinkedIn Sales Navigator Team Lead and Contact widget display.

Microsoft announced Relationship Sales, a bundled version of MS Dynamics for Sales Enterprise Edition and LinkedIn Sales Navigator Team.  The new bundle will be available for sale on July 1st.  The service is priced at $135, which is “about one-half the cost of competitive solutions in the market,” according to Microsoft EVP, cloud and enterprise group Scott Guthrie.

LinkedIn also announced a set of insight enhancements for its MS Dynamics connector. Insights help sales reps by

  • Leveraging signals across email, CRM and LinkedIn to get contextual recommendations for the next best action within Dynamics 365 for Sales, facilitating introductions directly through the company’s network and sending InMail, messages and customized connection requests.

  • Engaging buyers with tailored content throughout the account lifecycle and getting account and lead updates, including news mentions and job changes.

  • Building strong relationships with existing contacts through access to LinkedIn profile details including photos, current roles and work history.

The new service displays company and contact intelligence across Account, Contact, Lead, and Opportunity records.  Insight features include icebreakers, TeamLink introductions, Lead Recommendations, and LinkedIn intelligence.  Daily synchronization ensures that active accounts and contacts are shared between the services and that Sales Navigator activities (e.g. InMails, messages, notes, tags, and call logs) are uploaded to Dynamics 365.

“Sales Navigator with Dynamics 365 will dramatically increase the effectiveness of salespeople by tapping into their professional networks and relationships, giving them the ability to improve their pipeline,” said Guthrie.

“Microsoft has been focused on integrating its acquisitions and the LinkedIn to Dynamics 365 [to] Office 365 is the latest [iteration],” said Constellation Research Principal Analyst Ray Wang.  “Customers already use these three products in disparate fashion spending time doing arm chair integration. What they’ve been looking for is the ability to take the data and insights in these three products and put them to work.”

Wang believes that cross-platform functionality can be quite useful.  For example, “How do you find out who knows whom inside a company? Traverse your Office 365 data, your [Dynamics 365] CRM database and your LinkedIn Sales Navigator, and you realize Joe and Abdul have known each other since university days. Let’s put Abdul on the sales call.”

As LinkedIn member content is view only, Relationship Sales does not provide any member content enrichment or data maintenance.  Thus, Relationship Sales would need to be used in conjunction with other services such as Insights Enterprise (InsideView OEM with MS Dynamics) or D&B Hoovers for CRM to obtain a full sales intelligence and data maintenance solution.

Microsoft Dynamics - LinkedIn Sales Navigator Team Account widget display.
Microsoft Dynamics – LinkedIn Sales Navigator Team Account widget display.

InsideView: Insights Enterprise for MS Dynamics

Microsoft Dynamics Insights Company Prospecting
Microsoft Dynamics Insights Company Prospecting

InsideView is now offering an Insights Enterprise edition for Microsoft Dynamics which adds prospecting and several other enhanced features to Insights, their Dynamics OEM partnership.  Insights Enterprise is available for Dynamics CRM and 365 for $49 per user per month in the US and Canada.

Company and contact prospecting is an InsideView strength.  Along with standard firmographic and biographic variables, InsideView’s list building feature includes selects for agents (sales triggers), connections (who knows who), and the presence of emails as well as social handles.  Users can save searches; upload lists as Accounts, Contacts, and Leads; add companies or contacts to Watchlists, or download lists of up to 500 records to Excel (users are allocated 500 record downloads per month).  Up to twenty records may be uploaded directly to Dynamics at a time with the system preventing duplicate record uploads.

Other new or expanded features include up to five Watchlists for following prospects and obtaining custom news alerts, custom field mapping, social media stream personalization, and family tree display.  Enterprise customers receive direct InsideView training and support.  Finally, Insights Enterprise includes InsideView’s iOS mobile app which previews relevant contact and firmographics in context of calendar appointments.

“For the end user it is not about [a sales tool’s] flashy bells and whistles. They want the right information about companies and contacts they care about,” said Heidi Tucker, VP of Global Alliances.  “They want to make it real time and relevant. That’s what’s valuable for the prospects I’m calling on today.”

Insights is also available through Microsoft partners.

“I’m pleased about the expanded functionality and availability of Insights Enterprise,” said Chris Huntingford, Pre-Sales Consultant, Hitachi Solutions Europe. “In addition to helping us sell more Dynamics CRM Online and 365 installations, our on-prem clients who have not yet converted to an online environment can now take advantage of Insights Enterprise, a comparable — in fact enhanced — alternative to Insights, which is only for online environments.”

InsideView has offered an OEM edition of their service within Microsoft Dynamics for around five years.  Tucker described the shift in sales and marketing since the beginning of the partnership as one of moving from a shotgun approach to precision sales and marketing via ABM:

The biggest change we’ve seen over last 5 years is the focus from more of a one to many approach  in sales and marketing – thinking the more data or prospects the better – to now much more of a targeted approach. We’re all so over-messaged in every aspect of our lives…we now see a return to a much deeper level of engagement, especially in B2B. [A sales professional] wants to see who [his or her] buyer is, who that team is, and bring real business value to them. The only way to do that is if you have the news and intelligence in a more meaningful way than competitors.

Dynamics clients outside of the US and Canada are now eligible for discounted pricing.  A landing page is listing up to 50 seats of Insights Enterprise for $10,000 / €9,500 / £8,000 per annum.  Additional seats are priced at $10 / €9.5 / £8 per month. The limited time offer runs through June 30th and includes onboarding, training, a dedicated customer success manager, and technical support.

When Insights was launched five years ago, the InsideView offering was more US-centric in its content coverage, but the firm has expanded its coverage significantly, particularly in Europe, with 5 million companies and 16 million executives outside of North America.

Tech Profiler, InsideView’s set of technographics for 525,000 companies spanning 2,100 hardware and software products, is available as an Insights Enterprise premium beginning at $5,000.  Tech Profiler is presented as an additional Insights tab.  Users can filter by product category or perform keyword searches.

Tech Profiler Filtered for Project Management and Vertical Markets.
Tech Profiler Filtered for Project Management and Vertical Markets.

However, tech variables are not available in Insights Enterprise Build a List.