MSD 365 Customer Insights Partnerships

Microsoft rolled out a set of enhancements to its Customer Insights CDP earlier this month, including a set of technology and data partnerships. I covered the functional enhancements yesterday.

“Organizations can automatically augment profiles with survey responses to truly uncover sentiment and drive detailed segmentation of customers, empowering agile actions that build brand loyalty and driving detailed understanding of customers,” said James Phillips, President of Microsoft Business Applications.  “Furthermore, organizations can enrich customer profiles with proprietary audience intelligence on brand affinity and user interests or by using third-party enrichments such as Experian and Leadspace.”

Leadspace supports B2B firmographic enrichment use cases, including industry codes, discrete and ranged sizing variables, geocodes, social media links, URLs, and standardized addresses.  Leadspace plans to include more advanced account-level insights such as company hierarchy and site-level details, as well as lead and intent scores, in future releases.  Firmographic updates may be processed daily or weekly with company matching performed by Leadspace.

The Leadspace data license is written on Leadspace paper and based upon the number of records under management.  Volume discounts apply.  When additional content sets are available, tiered pricing will be employed.

“We’ve been really honored to collaborate closely with the Microsoft Dynamics 365 Customer Insights team as their first B2B data enrichment partner and excited about the value it’ll bring our joint customers who want a single source of truth to fuel their sales and marketing efforts.  This offering goes a long way to helping them improve their ability to segment, prioritize, and personalize engagement across the customer lifecycle.”

Leadspace CTO Amnon Mishor

Experian supports consumer data enrichment spanning lifestyle segmentation, demographics, purchasing habits, brand preferences, life-event triggers, and mobile location data.  

Microsoft also rolled out a set of new Customer Insights integrations that “drive meaningful actions across the customer journey.”  Customer Insights is vendor-agnostic, “from ingesting data from any source to activating insights on multiple destinations.”  New partners include AutopilotHQ, Bing ads, dotdigital, Facebook, Google Ads, HubSpot, LiveRamp, Marketo, Mailchimp, and SendGrid (Twilio).

Phillips emphasized Microsoft’s commitment to data privacy and security “by enabling organizations to better control and secure sensitive data with data classification and permissions from Microsoft Information Protection.”  Organization can “configure policies to classify, label, and protect data based on its sensitivity.”

Customer Insights pricing begins at $1,500 per tenant per month for up to 100,000 profiles.

Sales Navigator Q3 2020: Listening to the Buyer

LinkedIn is rolling out its third-quarter Sales Navigator release.  The enhancements focus on “features that help you put your buyers first through intelligent action, simplified day-to-day activities, and consistent insight into keeping relationships warm.”  The release theme is “listening to the buyer.”

LinkedIn is dipping its toes into intent data with Buyer Interest Alerts that signal when employees or corporate leaders from a saved account have visited the company’s LinkedIn Page or company website.  Buyer Interest Alerts are available in conjunction with LinkedIn Marketing Solutions and delivered through the Sales Navigator Enterprise edition.  

Marketers install a snippet of code to their website that drive the notifications.  They can then track conversion rates, retarget visitors, and analyze visitor demographics.  The code also powers Buyer Interest Alerts within Sales Navigator.

“With Buyer Interest Alerts, you have buying intent insights that help you to decide when to engage, allowing you to provide a timelier and more customized buyer experience,” blogged Lindsey Edwards, the Senior Director of Product Management at LinkedIn Sales Solutions.  “As we strengthen our buyer intent models with the rich buyer insight that the LinkedIn network contains, we’ll continue to enhance our Interest Alerts to include more signals that will allow you to target the right buyer at the right time.”

Buyer Interest Alerts are anonymous.  LinkedIn notifies the user if there is a visitor from the company but does not disclose details beyond account name, seniority level (i.e. Leadership or Employee), and geography.  Users can then search for Linkedin Members that match these criteria.  Anonymity ensures GDPR compliance.

While many vendors are now offering visitor intelligence, Sales Navigator is the only service that combines LinkedIn company profile views with visitor intelligence.

Account-Level Buyer Interest is not yet supported but is on the product roadmap.

LinkedIn, which has often suffered from spam alerts that overwhelm users, is employing predictive AI to surface the critical notifications for “building and maintaining the relationship with your buyer.”  Users may filter alerts by Lead, Account, shared activity, and alert type with the “most urgent and timely” alerts displayed at the top of the list.

Sales Navigator is also improving its synchronization with Salesforce and MS Dynamics.  Users can now bring their book of business into Sales Navigator through the automated syncing of Leads, Contacts, Accounts, and Opportunities.  The syncing improves the delivery of people and company alerts and insights within Navigator.  CRM synchronization is available as a feature of the Team and Enterprise Editions.

To improve relationships, LinkedIn is now reporting on LinkedIn outreach activity across all Sales Navigator editions.  Lead Lists (followed members) now track LinkedIn engagement with additional columns for actions by the Sales Navigator user and subsequent responses:

  • InMail and Messages sent, responses received, and attachments clicked
  • Connection requests sent from Sales Navigator and LinkedIn and accepted requests
  • Smart Links sent and opened

Lead and Account List sizes were increased from 250 to 1,000, expanding the scope of contacts and companies tracked.  Users may also take bulk actions on up to 25 Lead or Account records at a time, making it easier to remove them from lists or move them from one list to another.

Sales Navigator is well-positioned to assist sales reps during the pandemic as its messaging tools are not location or time-specific.  Sales professionals can reach out with InMails and Connection Requests, and prospective buyers can respond asynchronously.  SDRs and AEs don’t need to obtain (or guess at emails) or place direct dials that go unanswered at empty offices.  Furthermore, Smart Links, launched earlier this year, provides a tool for sharing documents and multi-media with view tracking.

“In what continues to be a unique and challenging moment in history, buyers and sellers, alike, are adjusting to a new normal.  Just like you, they’re juggling the pressures of succeeding in their day-jobs, while also managing their personal lives — homeschooling, daycare, elder care, multiple people working from home, and/or reduced income.  The hurdles might look different from buyer to buyer, but one thing is consistent — they need to feel confident that you understand their challenges and goals.  In the end, you aren’t necessarily selling a product or service, you’re selling a trusted relationship, and the person at the center of that relationship is the buyer.”

Lindsey Edwards, Senior Director of Product Management at LinkedIn Sales Solutions

By the end of the year, the Deals functionality will be integrated directly into the Sales Navigator workflow.  This enhancement will improve relationship status and pipeline visibility.

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.

Sales Navigator Q1 Release: Contact Creation

LinkedIn rolled out its Q1 2020 Sales Navigator release, the first quarterly release under their new product chief Lyndsey Edwards.  Expanded features include contact creation, a redesigned PointDrive service (now called Smart Links), search enhancements, job posting growth alerts, and enhancements to the home page and mobile app.

Contact Creation is the biggest enhancement in the release.  Like the Data Validation flag last quarter, Contact Creation is a limited data sync solution that is bounded by their member data privacy agreements.  Contact Creation allows reps to create CRM contact records from within Sales Navigator.  While other Sales Intelligence vendors provide full contact records including email, direct dial, job function, job level, and social links, Sales Navigator only supports the following fields (of which only four are pre-populated):

  • Account
  • Opportunity
  • Opportunity Role
  • First Name (Pre-populated from Sales Navigator)
  • Last Name (Pre-populated from Sales Navigator)
  • Job Title (Pre-populated from Sales Navigator)
  • Country (Pre-populated from Sales Navigator)
  • Email
  • Phone Number
  • Lead Source

Edwards noted that the average CRM instance has roughly half of its records out of date.  Reducing record creation and update workflows help address this problem.  LinkedIn can be particularly helpful in identifying executive departures and title changes, hence last quarter’s data validation flag.  However, Contact Creation only pre-populates four fields.  Thus, sales reps either need to have the other details available when creating the contact record or upload a stump record, which is later populated by a different vendor (e.g. Lightning Data partners on the AppExchange).  While other vendors allows lists of Account, Contact, or Lead records to be uploaded, only a single contact record may be created at a time from Sales Navigator.

“We’re really leaning into our relationships with CRM vendors over the past couple of quarters,” said Edwards.  “It’s an age-old problem that isn’t getting better.  We think we can help in a pretty meaningful way.  When people change jobs, they update their LinkedIn profiles first.”

Record matching and duplicate checking are performed.

Contact Creation is available for Enterprise clients only.  Admins must turn on CRM Sync for Salesforce.  Microsoft Dynamics 365 for Sales contact creation is in beta.


Part II of my release coverage discusses Smart Links, their next-generation PointDrive service.

Vainu for CRM

Finnish sales intelligence vendor Vainu announced the immediate availability of their new Vainu for CRM connectors.  The new service supports data viewing, synchronization, prospecting, and triggered alerting in Salesforce, MS Dynamics 365, HubSpot, and Pipedrive.  Additional CRM integrations are planned.

Vainu launched its original prospecting service in 2014 but is looking to make its data more consumable by embedding it into user workflows. According to Vainu Head of Marketing Mikko Luhtava, Vainu’s retention rate is much higher when there is a clear user workflow.  Thus, the goal was to make the sales rep’s experience as “frictionless as possible.”

“Since we founded Vainu, we’ve known that in addition to the who, when, what, and why of sales, the other challenge is to get people to actually use that information.  We realized that the key to success there is removing friction; making data as easy as possible to consume.  With Vainu for CRM, we’ve done exactly that—embedded into everything you do in the CRM, real-time company data will be hard to avoid.”

CEO Mikko Honkanen

The sync initially updates account and opportunity records, but additional record types will be supported in the future.  Custom field mapping and update / overlay rules are also planned.

Data syncing is asynchronous and bi-directional.  “Any time you add a record to the CRM, it will search Vainu to fill in data, and any time Vainu receives an update on a company, it will push the update to CRMs with that entity in the database in a matter of minutes,” said Luhtava.

Multi-variable fuzzy matching logic is employed with match confidence scores.  Vainu also supports auto-match functionality for new records and Send to CRM from the Vainu browser service.  Additional features include duplicate record checking and “stare and compare” updates by sales reps.

“Syncing up with a CRM requires an excellent matching tool, and ours is world-class,” said CTO Tuomas Rasila.  “Instead of merely matching based on global unique identifiers, it compares the full extent of a company record to our database to increase our confidence rating in the match.  Once connected, our platform learns from everything salespeople are doing in the CRM to deliver information that’s as relevant as possible.  And since everything is automated, the data-driven experience won’t require endless effort on our customers’ end.”

Vainu for CRM includes two advanced features: CRM-Vainu joint-variable prospecting and triggered workflows.  Joint-variable prospecting allows sales or marketing to build lists using both CRM and Vainu variables.  For example, a targeted prospecting list can be built for a territory which excludes current accounts or for which there was no recent activity. Over 100 joint selects are available. The only other vendor that provides such a feature is D&B Hoovers.

Workflows can be triggered by any of Vainu’s event triggers, which are derived from news, filings, and data changes.  Vainu supports 55 triggers which can be combined with keywords.  Both general company-level events (e.g. mergers, acquisitions, expansions, funding) and “very detailed, database-specific” triggers such as new vehicles, new website registrations, and new technology deployments are available.

“With the trigger-based approach, the likelihood of bringing in a new customer is more than two-times higher if there is an event within a prospect that triggers you to reach out to them.”

Vainu

Triggered events are displayed within the CRM and Slack.  They can also be sent as email alerts and through Zapier connectors.  Workflows are currently available for Nordic companies and the Netherlands.

Vainu includes connectors as part of their standard subscription.  Pricing begins at €6,600 per year for one country and five seats.

Helsinki-based Vainu has grown revenue to €15 million in five years.  The firm supports over 2,000 customers, including EY, Santander, Bridgestone, SAP, and Telia.  

The Vainu database covers Norway, Sweden, Finland, Denmark, and the Netherlands with registry data matched against web mined intelligence and 55 business signals.  France, Britain, and the United States are currently in beta.

US data is gathered from state Attorneys General filings supplemented with crawled intelligence.  At the moment, the US database is mostly being sold for data projects.

Vainu sells databases by country with both local language and English user interfaces.


See Previous Post: Vainu Rebrands (24-09-2019)

Vainu Control analyzes the “revenue impact of your data usage.”

InsideView Looking to Grab Data.com Licenses

InsideView Append for Salesforce is a Lightning Data Solution for ongoing data enrichment and maintenance.
InsideView Append for Salesforce is a Lightning Data Solution for ongoing data enrichment and maintenance.

InsideView went on the offensive to capture Data.com customers as Prospector and Clean are phased out over the next year.  InsideView is offering their free Data Health report “as many Data.com customers have seen a degradation of data quality since the announcement was first made over a year ago.”

Data.com Prospector and Clean contracts are no longer renewing beginning this month.

“Customers tell us that the switch from Data.com to InsideView was not only easy but gave them more confidence and made their data more useful than ever,” said Umberto Milletti, CEO of InsideView.  “Now we’re adding more data, more technology, and more analytics to make InsideView even better, because it’s not just about the data.  It’s about how it helps drive marketing, sales, and the bottom line.”

InsideView covers twice as many contacts (35 million) as Data.com including global contacts and emails.  InsideView also emphasized its improved match logic:

  • Comprehensive analysis of customers’ data quality (i.e. malformed company names, transposed data fields, incomplete addresses, etc.)
  • Flexibility in match logic based on business needs and data availability (i.e. company name, website/email domains, street address, city, state, country, etc.)
  • Higher match rates and accuracy using probabilistic intent (e.g. inferring a match result based on geographic or industry clustering, etc.,) within the input file.
  • Clear explanations of why records match and suggestions for those that don’t match. 

Other enhancements include expanded location data with site counts and “fine-grain control for selecting CRM records under management and field level update rules.”

Dun & Bradstreet has an inside track on acquiring Data.com licenses. D&B Optimizer is the most popular Lightning Data solution followed by InsideView, Bombora (intent data), Zoominfo, and HG Insights (Technographics). As a long-standing Data.com partner (account records are sourced from the D&B WorldBase file), Salesforce is working with Dun & Bradstreet to migrate Data.com customers to D&B Optimizer and D&B Hoovers.

The Top Five Lightning Data vendors (August 8, 2019)

In the Sales Intelligence category, the top four B2B sales intelligence AppExchange offerings come from Zoominfo, DiscoverOrg, D&B Hoovers, and InsideView.


InsideView also announced that its Microsoft Dynamics Insights service will be available at no charge through the end of current MS Dynamics 365 contracts.  Current Insights customers simply need to opt-in.  Companies that do not qualify can license Insights directly from InsideView.

“Microsoft is committed to delivering stellar customer experiences and it became clear to them, after announcing changes to their data augmentation strategy in January, that many customers love and value InsideView Insights,” said InsideView Senior Product Marketing Manager Janice Bowen.  “In response to their needs, Microsoft decided to continue providing InsideView’s data and intelligence solution for an extended period of time.”

Quora: What CRMs integrate with LinkedIn messages to help me manage recruiting and sales?

I’m not an expert on the recruitment side, but on the sales side there is an integrated Dynamics / LinkedIn Sales Navigator solution called Relationship Sales. The 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.

LinkedIn also offers a set of SNAP connectors which provide view only company and contact profiles integrated into CRM, Sales Engagement, and other platforms. Supported CRMs include HubSpot, Inform, Microsoft, Oracle Sales Cloud, Pega, Salesforce, SAP, SugarCRM, and Zoho.

SNAP requires licensing Sales Navigator Team along with the CRM.

SNAP offers a core set of features for CRM:

  • View LinkedIn profiles within Account, Contact, and Lead profiles
LinkedIn Contact Profile within Salesforce.
  • Icebreakers such as Recent Activity and Shared Connections
LinkedIn Recent Activity and Shared Connections within Salesforce
  • TeamLink connections which leverage co-worker LinkedIn networks.
  • InMails (LinkedIn’s email service which hides the email of the recipient).
  • Recommended Leads
  • Syncing of engagement activity (e.g. InMails, Notes, Messages, Phone Calls) between the CRM and LinkedIn.
  • Download Account, Contact, Lead, and Opportunity intelligence from the CRM to LinkedIn for Account and Lead List Building.
  • A single-pane pipeline view for maintaining Opportunity data and constructing Buyers Circles (Buying Committee members). An intriguing feature which is only available in Dynamics and Salesforce.
LinkedIn Deals View provides a single pane view for editing Salesforce or Microsoft Dynamics Opportunities and Buying Circles.

LinkedIn Sales Navigator is an excellent offering with one major limitation — member data cannot be synced with the CRM. This means that it is view only within SNAP and must be re-keyed. It also means that there is no ongoing enrichment of accounts, contacts, and leads. As such, a B2B hygiene service should also be evaluated (e.g. D&B Optimizer, RingLead, ReachForce, InsideView, DiscoverOrg / Zoominfo).

LinkedIn Sales Navigator Q2 2019 (Part III) – Org Charts & Lists

The new org chart SNAP connector for MS Dynamics provides rich biographic information for executives.
The new org chart SNAP connector for MS Dynamics provides rich biographic information for executives.

I’ve been covering Q2 enhancements to LinkedIn Sales Navigator this week. On Monday, I discussed their Sales Coach enhancements and on Wednesday their Alerting enhancements. There were also a set of communications enhancements to Sales Navigator (an area of strength vs. other Sales Intelligence offerings). Communication enhancements include conversation histories, improved filtering, more visible icebreakers, and InMail credit status.

Improved Sales Navigator Keyword Searching

Keyword searching speed has been improved and a guided search experience helps the user expand or narrow the search term (see image on left).

Sales Navigator custom lists were introduced last year and nearly one million have been created.  More than half of saved leads have been added to custom lists.  

Two new list features were added in Q2:

  • Bulk save and bulk remove accounts and contacts from lists.
  • Match Lead to Account – As not all leads (people) are attached to accounts, the match feature allows users to assign leads to any company for alerting purposes.

A live org chart integration is being introduced For Microsoft Dynamics which supports saved accounts.  The functionality is being delivered through LinkedIn SNAP.

The chart displays LinkedIn member profile photos and additional profile details which provide additional insights into the account.

During Q2, Lucidchart also became a SNAP partner.  Lucidchart users can now view lead recommendations, save leads to Sales Navigator, view contact profiles and updates, request introductions, and send InMails from within Lucidchart.

“Sales teams work faster and smarter when they work visually.  Bringing the power of the world’s largest professional online network into Lucidchart in a more seamless way underscores our ongoing commitment to enhance the sales experience.”

Lucidchart CEO Karl Sun

Note: This is the final chapter on the Q2 2019 LinkedIn Sales Navigator release. Part 1 | Part II

Sparklane Predictive Account Scoring

French Sales and Marketing Intelligence vendor Sparklane released its Predictive Account Scoring Solution for B2B sales.  Sparklane Predict now supports dynamic account scoring based upon Ideal Customer Profiles (ICP), sales feedback, and CRM win/loss data.  The service is currently available in the UK and France with additional European markets in development.

According to the firm, Predict supports a “human-in-the-loop” lead review process which “feeds lead decisions back into the ICP model, providing additional intelligence towards distinguishing between good and bad prospects.”  Predict also collects CRM intelligence on opportunity outcomes, providing an additional basis for model refinement.  

Predict supports bi-directional syncing with Salesforce, Microsoft Dynamics, Marketo, and Eloqua.  Sparklane uploads suggested accounts and leads to CRMs and gathers historical outcomes for ICP modeling and dynamic scoring.

Sales Reps are shown list segmentation while reviewing individual leads.  Along with business descriptions and firmographics, reps see fit and need scores.  When reps flag a lead as interesting or not interesting, the decision is fed back into the ICP model.

Sparklane claims that it shortens sales cycles by 28%, increases contract volume by 25%, and improves the business conversion rate by 70%.

Sparklane Predict leverages Artificial Intelligence (AI) tools such as machine learning and natural language processing to dramatically improve sales productivity and customer insights.  Sales rep attention is directed towards accounts and leads most likely to close based on both fit (company attributes) and need (sales triggers such as international expansion, employee growth, or product launches).  Furthermore, automated data enrichment ensures that reps are working with accurate, complete, and current data.

Sparklane Press Release

When building Sparklane models, both win and loss scenarios are employed, providing a more robust model than current customer lists. Along with win/loss scenarios, Sparklane supports other binary outcome scenarios:

  • Account Renew vs. Account Drop
  • Account Upgrade vs. Account Downgrade
  • High Margin Profitable Accounts vs. Low Margin Unprofitable Accounts

Sparklane also supports multi-product line upsell and cross-sell models.

“Unfortunately, many of the vendors now marketing ideal customer profile solutions (ICP) are offering little more than basic prospecting or look-a-like lists under the ICP banner,” said Sparklane CEO Frédéric Pichard.  “A true ICP service begins with both positive and negative accounts so the platform can distinguish between accounts that closed and those that failed to close.  A true model also contains feedback loops from sales reps and the CRM.  It is the addition of feedback that refines the model over time, improving the predictive precision of account scores.”

Sparklane supports nearly 250 customers out of offices in Paris, Nantes, and London.  Last year, Sparklane grew its recurring revenue by 60%.

SalesLoft Rainmaker Product Announcements

At their Rainmaker 2019 conference, SalesLoft announced a doubling of their partner ecosystem, mobile functionality, a rebuilt analytics engine, and a hot leads feature, and expanded CRM connectors.  The show attracted 1,300 attendees to hear 164 speakers.

SalesLoft released an iOS mobile app that allows users to place digital calls through the SalesLoft platform.  Calls are directed through a Twilio dialer and then analyzed by SalesLoft.  Post-call automated features include automated transcription and indexing, call analytics, and CRM sync.  Thus, if the rep places a call on the road, she will have a fully transcribed, indexed, and analyzed call when she returns to the office.

Prior to making the call, the user can set one-sided recording or local number calling.  Users can also add new contacts to cadences and will be notified when prospects engage with a cadence.  An activity stream is on the mobile app roadmap.

For inbound calls, the rep can quickly enter call notes which are synced to the CRM.

There are no immediate plans for an Android app.

“I believe sales is about relationships and sales engagement is essential to building those relationships.  Through data science, meeting intelligence and efficient account-based workflows, SalesLoft lets you focus on what matters most: building relationships and solving customers’ problems.”


SalesLoft VP of Product Butler Raines

SalesLoft is implementing a new reporting framework with an event-driven architecture which supports an open data API.  Two reports, a Cadence Performance report and an Account Report, have already been rolled out.  The framework supports configurable dashboards which can be quickly built with advanced analytics and visualizations using Business Intelligence tools.  Sales Ops can also build real-time reports and dashboards within Salesforce.

SalesLoft is extending machine learning and AI into its platform.  For example, SalesLoft machine learning tools detect the prospect’s position and level at a firm and selects the optimal persona-based cadence.  A new Hot Leads feature prioritizes prospects based on content engagement and website activity.

SalesLoft, which has long supported Salesforce, will be adding connectors for Microsoft Dynamics and SAP.

“We have seen a sizeable increase in CRM demand beyond the Salesforce ecosystem. SalesLoft is excited to enable organizations running on SAP C4C and Microsoft Dynamics to better serve their customers.”


Sean Kester, SalesLoft VP of Platform Strategy

SalesLoft will be regionalizing its data hosting by region or usage.  “This not only allows for customization (for example, keeping data that originates from the European Union in the EU) but also improves security and platform performance,” blogged the firm.  “Whether it’s through regulation compliance, security-minded development, or thought leadership, SalesLoft looks to partner with our customers for mutual success.”


SalesLoft announced a set of additional partners available through their app directory. I will discuss these on Monday.