RainKing Federal IT Dataset

RainKing Org Charts provide headshots, social media links, contact information, and organizational position.
RainKing Org Charts provide headshots, social media links, contact information, and organizational position.

RainKing officially release their Federal IT dataset on April 18th.  The new offering covers federal agencies including Defense, Health and Human Services, Homeland Security, Veteran Affairs, Treasury, Transportation, Agriculture, Commerce, Justice, State, Energy, Social Security Administration, and NASA.  Quasi-governmental agencies such as the USPS, Fannie Mae, and Amtrak are also covered.

The 2016 tracked spend hit $76 billion.

“The federal government represents a massive opportunity for software and technology companies to tap into a steadily growing market,” stated RainKing CEO John L. Stanfill. “This new dataset will be valuable in helping our customers quickly identify and connect with the right decision makers across the federal government.”

Profiles span a broad set of governmental and technographic data including

  • Org charts which “are equal in depth to the rest of the database, mapping decision makers (executives), influencers, procurement officers, etc.”  Org charts span departments, agencies, and sub-agencies.
  • Complete profiles and contact information for these individuals
  • Current IT budget
  • Technologies-in-use and those responsible for them
  • Daily investment signals for active projects, RFPs, and upcoming technology investments –including the decision maker for these projects
  • Location details for headquarters and other offices within the departments/agencies
  • Other relevant department/agency information

“Unlike with other sources of Federal projects and initiatives, RainKing’s intelligence focuses on the actual decision makers and budget holders, not just the government procurement managers,” said the firm.

RainKing maintains a sixty-day editorial review cycle and plans to continue expanding their Federal coverage.  The firm currently provides 100,000 Federal, State, Local, and Education decision makers.

“This dataset is different than any other existing solution, because in one view, our clients can not only search for active projects and RFPs, and pinpoint the actual decision makers responsible for those projects, but they can also gain insight into the existing technology environment within the agencies and bureaus. This is immensely valuable from a competitive standpoint,” said Jennifer Kitchen, Chief Content Officer at RainKing.

Customers can purchase the dataset individually or alongside other RainKing files spanning 60,000 global companies and one million executives.  They pre-sold over fifty clients.

RainKing has been rapidly growing its company and contact coverage over the past few years.  Their editorially-gathered dataset now spans over one million financial decision makers across nearly 60,000 global organizations.

The RainKing Prediction Engine suggests and ranks contacts.
The RainKing Prediction Engine suggests and ranks contacts.

LinkedIn Sales Navigator Enterprise Launched

An embedded User Guide is displayed within a PointDrive page. Commentary is provided by sales reps.
An embedded User Guide is displayed within a PointDrive page. Commentary is provided by sales reps, allowing them to personalize embedded documents or multi-media elements.

LinkedIn unveiled a series of enhancements to Sales Navigator including a new Enterprise Edition, CRM widgets, and integration of PointDrive into the Team and Enterprise editions.  The Enterprise edition includes Single Sign-On, PointDrive sales messaging, 50 InMails per month per user, and TeamLink Extend.

These features are on top of recent Sales Navigator screening enhancements.

While the original TeamLink feature was limited to Sales Navigator subscribers that opted into the service, TeamLink Extend allows opted-in co-workers to share their personal LinkedIn networks with sales reps, even if they are not Sales Navigator licensors.  “That means, if you’re trying to reach a prospect, you can quickly see if anyone in your company has a connection with that person, and reach out to your colleague to ask for warm introduction,” said LinkedIn Sales Solutions Head of Products Doug Camplejohn.

The first 1,000 TeamLink Extend seats are included as part of the Enterprise Edition contract.

PointDrive, which LinkedIn acquired last summer, is designed to solve two problems with emails: attachment laden emails lack “control over narrative” as emails provide little flow, story, and “experience for the buyer.”  Also, they provide no visibility into who is viewing the email.  Thus, post-demo messaging is haphazard as emails don’t communicate a story very well.

According to LinkedIn, there are 5.4 decision makers involved in the buying decision which means that there is a high probability that sales emails with rich media attachments are being forwarded to others.

Bill Burnett, Director of LinkedIn Sales Solutions stated that the goal of PointDrive is to “turn this [email] exchange into a truly more engaging experience” which provides real-time sales signals about what content decision makers are viewing.  Instead of sending long emails, buyers are directed to a PointDrive landing page which allows the sales rep to control brand, content, and commentary.  PointDrive was designed as a “mobile first” interface with landing pages supporting both traditional and mobile browsers.

PointDrive Profile
PointDrive Profile

Brand and product information are “now presented in a way that truly differentiates and engages the buyer” through personalization and organization.  PointDrive also provides easy access to sales rep bios and contact information (see image on left).  Each attachment is displayed in a framed box with sales rep narratives and document descriptions alongside the marketing piece.  PointDrive supports embedded collateral, pricing sheets, presentation decks, multimedia, and images which are all displayed within the PointDrive landing page.  Users do not need to download content or window out to other documents.

PointDrive is customized to the seller allowing firms to convey their brand identity.  Burnett claims that creating a PointDrive is “as simple as creating an email.”  Users upload content and grab links, videos, and Google Maps.  “We’ll lay your brand and identity on top of it for you so that when you are ready to share with your leads [and] share with your connections,” said Burnett.

Real-time alerting metrics are provided for each document view.  Thus, PDF analytics indicate who viewed the document, when viewed, how much total time buyers or influencers spent viewing the document, total pages viewed, and how much time was spent on each page.  It even captures the viewing browser and location of the viewer.  This intelligence is available for both the original recipients and any forwarded viewers.

Sales reps have control over actions taken on PointDrive embedded content.  They can block downloads, password protect the element, set expiration dates, and track forwards.

Burnett calls this a “new way for sellers within Sales Navigator to engage with customers and prospects much deeper into the sales funnel.”  The service also provides “tremendous value for account managers or anybody inside of your organization that’s communicating on a regular basis” with customers and prospects.

“The new Sales Navigator features are to enhance the overall customer experience of Sales Navigator, and to integrate it into daily workflows to get people the information they need as easily as possible,” said LinkedIn Senior Marketing Manager Derek Pando.

PointDrive is available as part of the baseline Team and Enterprise editions.  While Enterprise Edition users will have unlimited access, Team Edition users will be limited to ten PointDrives per seat per month.

The Enterprise Edition includes additional management reports.

A new CRM Sync feature allows sales reps to take notes, send InMails, and track calls from their iOS and Android devices.  Information will initially only synch from Sales Navigator to SFDC, but additional platforms will be supported later this year.

Finally, Sales Navigator added new SFDC and MS Dynamics widgets which display Sales Navigator profile details such as photos, work history, job titles, and TeamLink shared connections.  Widgets will soon be available for Oracle, SAP Hybris, NetSuite, SugarCRM, Hubspot and Zoho.

“LinkedIn is a valuable pool of data that’s a great fit for CRM,” said Ian Campbell, CEO of Nucleus Research.  “As long as it doesn’t limit or preclude users from using other CRM options,” he told CRM Buyer, “this is a good move that will add value.”

Camplejohn told TechCrunch that LinkedIn is not looking to muscle in on Salesforce or other CRMs.

“We’re not competing at all with Salesforce.  We like the position that we are in. Ours is about the connections and activities that are happening. For us, the best play is to be a complement to all CRM systems so that we can exist in that world.”

  • LinkedIn Sales Solutions Head of Products Doug Camplejohn.

The Enterprise Edition begins at $1,600 per seat per year with multi-volume discounting available.  LinkedIn Sales Solutions published the following feature table for the three editions:

LinkedIn Sales Navigator is offered as a three-tiered service.
LinkedIn Sales Navigator is offered as a three-tiered service.

EY (Ernst & Young) has already signed up for 30,000 enterprise seats but will be able to leverage TeamLink opt-ins amongst its 250,000 global employees.

Camplejohn hinted to Ingrid Lunden of TechCrunch that gamification and other incentives will be deployed in a future release to encourage TeamLink participation.

Sales Navigator “has good traction with companies focused on B2B sales,” said Constellation Research Principal Analyst Cindy Zhou “Navigator’s ability to facilitate social sales through third-level connections is one of the primary revenue generators for LinkedIn, and a key driver for the Microsoft acquisition.”

Furthermore, PointDrive “provides one centralized location for prospects to access content, and it’s all trackable by sales and marketing.  This is a bonus for organizations considering the Enterprise Edition and a good bundling strategy.”

On the negative side, Zhou raised concerns about whether sales reps would manage the TeamLink opt-in responsibly.  “Organizations using TeamLink will need to be aware of their responsibility to properly train users to not abuse the access to connections.”

Crunchbase Series B

Last week was a busy week for VC funding in the SalesTech space.  Yesterday, I covered SparkLane’s funding round and today I am blogging about PE/VC database Crunchbase which announced an $18 million Series B led by Mayfield.  The funding announcement was paired with the launch of a new team-based Crunchbase Enterprise service.  Crunchbase was spun out of AOL in 2015 with $6.5 million in funding from Emergence Capital followed by a smaller $2 million round.  Crunchbase also laid out plans for a Crunchbase Marketplace that would allow the company to become the “Facebook of company information.”

The new funds will be dedicated towards extending its SaaS offerings, expanding its database, and growing its teams with a “significant commitment to diversity.”

“Mayfield is excited to partner with Jager McConnell and the team at Crunchbase to be the place where consumers, professionals, and businesses can easily access the information on companies to sell to, market to, partner with, finance, work for, research, acquire, and do business with. The early success of Crunchbase Pro and its usability have given us a view into the ambitious vision and roadmap of increasing the breadth, depth, and accessibility of the high-quality data platform Crunchbase is creating,” commented Rajeev Batra, Partner at Mayfield. “Crunchbase not only has a globally dominant position and brand, it has the potential to be a true platform company in becoming the actionable master record for company data.”

Crunchbase funding rounds and investors
Crunchbase funding rounds and investors

Crunchbase now offers an API along with three levels of service: free, Pro ($29 / month), and Enterprise ($99 / user / month with a minimum of five users).  Additional services are in the pipeline.

The free service receives 2.3 million unique visitors per month of which 40%  of site traffic is international.  Pro, which was launched last September, is “well past” 5,000 subscribers according to CEO Jager McConnell.  The firm has licensed its API to more than ten partners including Glassdoor and SimilarWeb.

The new Enterprise service combines Pro with API access, list downloads, email addresses, phone support, and a CRM connector.  The AppExchange service supports daily Crunchbase updates and data change alerts.

Crunchbase product pricing and features table
Crunchbase product pricing and features table

Crunchbase now covers a half million companies and 2,700 VC firms.  Other content includes investors, people, events, and products.  Data is maintained by a team of editors with updates provided to Crunchbase by their member community.  The database also benefits from VC firm updates and machine learning tools which search for anomalous information.  Annually, five million updates are made to the database.

Crunchbase has become the go-to destination for accurate and up-to-date company information for businesses all over the world,” said McConnell. “As we grow, hiring a diverse team will bring a variety of valuable perspectives into the business, which reflects the culture of Crunchbase. This will remain a focus of hiring as the company doubles in size in the next year.”

Crunchbase clients include Affinity, Datafox, Datanyze, Deloitte, Engagio, Everstring, Infer, Microsoft, Nestle, Samsung, Slack, Target, Volkswagen, and IBM Watson.  The firm has forty staff of which 43% are women and half are non-white.

McConnell wants Crunchbase to be the Facebook of company information.  “The premise is: it would be impossible for a single company to find all these slivers of company information, and put it into one spot on their own. They can’t be all those core competencies, so the idea is, let’s go and form these partnerships with all these companies that have those core competencies, put it in one place and, if we do a good job here, the user will say, ‘I know where to go, it’s where all this data comes together, that’s at Crunchbase.’”

To accomplish this vision, Crunchbase is readying a Crunchbase Marketplace of fifteen to twenty partners “to build a true company master record.”  Thus, Glassdoor would provide CEO ratings, employee ratings, and available jobs while SimilarWeb would feature website traffic for a specific company or industry.

Users will have the ability to select which content sets display.  The goal is to cover all of the companies on the Internet.

“Over time, pretty much every data provider that has some slice of company information, we’d like our users to have the ability to go and add that data directly into their experience. Sometimes that will be free, like Glassdoor will be a free dataset, but other times it may even cost a little bit of money to go add in technology stack data, or patent data,” said McConnell.  “Sometimes people want to know not just about funding, but about jobs, the CEO or all the companies in their geography that have a certain amount of website traffic.  Or sales reps want to find people who use a competitive product. Right now, they need three partners to get all that data. We want to let you choose it as part of the experience.”

David Sternis of Deloitte said, “The quality and accessibility of Crunchbase data is second to none. We save an immense amount of time by using Crunchbase Enterprise to power our TechHabor solution in order to stay on top of the innovation and startup landscapes. Our teams spend a fraction of the time they used to on research and market analysis and can prioritize focusing on providing strategic recommendations for our clients.”

Note: While Crunchbase and CB Insights both cover the PE/VC space, they are separate, non-affiliated companies.

Bill Gates on LinkedIn

Microsoft co-founder Bill Gates supports the LinkedIn acquisition and views it as an opportunity to build a Facebook for business professionals.  This perspective is in line with LinkedIn CEO Jeffrey Weiner’s vision of an economic graph that captures the broad scope of business activity.

“This professional feed in LinkedIn, that is how I want to learn about my career, my company, my industry, and I’m going back there,” Gates told Bloomberg last month. “If we can make that as valuable as the Facebook feed in the social world, that’s huge value creation and that’ll happen over a period of years.”

Gates contends that Microsoft and LinkedIn are more valuable together than as separate entities even though Microsoft stock slipped two percent on the announcement.  “I certainly think that the value of the two companies combined is greater than the two by themselves, but I love the idea that the market wants us to show that,” he said.

Gates remains a member of Microsoft’s Board and is formally listed as a Technical Advisor to CEO Satya Nadella.

Dynamics 365 and AppSource

In other news, the firm continues to enhance the Dynamics platform (CRM and ERP) with the introduction of Dynamics 365 and Microsoft AppSource.  “Dynamics 365 provides business users with purpose-built SaaS applications. These applications have intelligence built in. They integrate deeply with communications and collaboration capabilities of Office 365,” said Nadella.  “Dynamics 365 along with AppSource and our rich application platform introduces a disruptive and customer-centric business model so customers can build what they want and use just the capabilities they need.”

The new Dynamics 365 platform will be available this fall.

Merging the Microsoft and LinkedIn graphs to advance the Economic Graph (Slide from Fair Disclosure call on June 13, 2016).
Merging the Microsoft and LinkedIn graphs to advance the Economic Graph (Slide from Fair Disclosure call on June 13, 2016).

Nadella views Office 365, Dynamics 365, AppSource (a newly launched SaaS app ecosystem for businesses), and LinkedIn as all working together to provide “services in the cloud where you can reason about the activity and the data underneath these services to benefit the customers who are using these services. So that’s what this notion of a graph represents.”

Nadella continued, “The professional cloud or the professional network helps usage across all of that professional usage. Whether it’s in Office 365 or whether you’re a salesperson using any application related to sales, you want your professional network there. Of course, it’s relevant in recruiting, it’s relevant in training, it’s relevant in marketing. So that’s really our strategy with LinkedIn as the professional network meeting the professional cloud. And so you were right to point out that these are all part of one overarching strategy, and ultimately it’s about adding value to customers.”

On Microsoft’s Q4 2016 earnings call this week, the firm reiterated their belief that the LinkedIn acquisition will close before the end of the calendar year.

Hoover’s Concierge Services for SMBs

The Data Health Scan Report is one of the Optimized Customer Data Services.
The Data Health Scan Report is one of the Optimized Customer Data Services.

Hoover’s began rolling out a set of concierge services for small businesses after being merged into the Emerging Business unit last summer.  Dun & Bradstreet CEO Bob Carrigan has positioned the new services as important to turning around the Hoover’s product line which has been struggling of late.  In December, Carrigan noted that the new services have had “good success.”

The Concierge services target SMBs with revenue up to $250 million.  Concierge services target the standard Hoover’s B2B verticals including technology companies, business services, financial services, and manufacturing.

Dun & Bradstreet Product Leader (S&MS Solutions) Michael Umbach noted that the company has long received requests for assistance with customer marketing.  Dun & Bradstreet is meeting this need by combining their expertise with their data and solutions to help customers implement targeted list building, marketing file enrichment, and marketing campaigns.  Furthermore, Dun & Bradstreet Credibility Corp, which was acquired last May, has had success offering concierge services to SMBs for credit products.

The services enable customers to perform targeted marketing without requiring them to add marketing headcount.  According to their website, “Our experts can serve as an extension of your marketing team, helping you find—and reach—your best customers.”  The underlying services utilize the Hoover’s, Optimizer, and NetProspex WorkBench (aka Optimizer for Contacts) platforms for fulfilling customer needs.  Dun & Bradstreet has also partnered with an undisclosed email platform to support email services.

Hoover’s is providing three related services for SMBs:

  • Targeted List Building – Identifies prospects similar to a client’s best customers.
  • Effective Email Marketing – Delivers email services including messaging, design, email coding, blasting, and testing.  Dun & Bradstreet also supports email verification, analytics, and unsubscribe / bounce management.  Landing site hosting is provided via an undisclosed partner.
  • Optimized Customer Data – Supports data cleansing, standardization, and data enrichment for customer company and contact files.

As a promotional tool, Hoover’s is offering a free data quality check which assesses email deliverability, phone connectivity, and duplicate records.  This service would be provided by their NetProspex Workbench platform.

Many of the Concierge clients are signing up for a full year of service allowing them to run multiple campaigns, target different audiences, and maintain and enrich their marketing data files.

The acquisition of NetProspex has also directly benefited Hoover’s users.  Following the acquisition, the NetProspex contact file was merged into the Hoover’s contact set.  Furthermore, the professional contacts file was processed through NetProspex CleneProspex validation process.  Umbach noted that the improved contact data quality has raised customer satisfaction around contacts.

DataFox: New Account Based Marketing and Sales Development Service

DataFox Home Page

DataFox, which has focused heavily on providing investors with information about growing technology companies and financings, entered the sales intelligence space with the launch of DataFox for Sales.  The move is reminiscent of CB Insights which launched a sales product last September.  DataFox has been messaging about its sales and marketing use case since July and formally launched the sales service this week along with a Salesforce.com connector.

DataFox claims the following benefits for sales reps:

  •  75% less time to discover a prospect’s needs and draft insightful emails
  • 54% more companies reached with this increased productivity
  • 34% increase in response rates

DataFox CEO Bastiaan Janmaat argues that executives are flooded with cold calls and irrelevant emails.  “This is largely being driven by the universal adoption of marketing automation software and the sharp increase in inside sales reps over the past two years.  It’s just too easy to send cold emails today, and most of them are not personalized. “We are changing the game when it comes to enhancing the sales and buying experience.”

DataFox for Sales’ primary information presentation model is lists.  While companies can be viewed individually, the product focuses on company lists maintained by DataFox, marketing teams or sales reps.

The DataFox platform is, therefore, well positioned for Account Based Marketing (ABM) and Account Based Sales Development.  It has strong list management tools for ABM targeting and sales alerts concerning ABM prospects and accounts.

DF1
The Inc. 5000 curated list filtered for a ten mile radius around Boston.

Lists can be built via traditional prospecting, uploaded as CSV files containing the name and URL, or constructed from one of several lists or tools:

  • Conference Lists: Conference lists are a unique feature of DataFox.  They can be used by sales reps for pre-conference / trade show planning to determine which competitors and partners are sponsoring the show, exhibiting, or presenting.  They are also useful for trade show planners in evaluating potential shows (are our competitors and peers attending?), demand generation managers for assembling account based marketing (ABM) targets, and business development executives for identifying potential partners or licensors.
  • Similar Companies:   Similar companies are identified using a proprietary algorithm which finds peers based upon sector, size, news co-mentions, participation in conferences, and company keywords.  According to DataFox, “Out of  the thousands of keywords in our database, any given company will list only about  a dozen. To deal with this, we want to be able to harness a measure of similarity  between keywords. After all, if company A lists cloud storage” as a keyword, then we should have more confidence they are related to a company listing ‘file sharing’ as a keyword than a company listing ‘mobile payments’ as a keyword.”  Similar companies can be executed against both individual companies and lists.  Thus, a sales rep can take their top client list and clone a set of comparables.
  • Curated Lists: Curated lists include published lists (e.g. Inc. 5000, Deloitte Fast 500), lists built by DataFox analysts, and lists shared by DataFox users.  Because these lists are matched against the DataFox database, they contain additional firmographics and insights which may not be available in the source lists.  Sales and Marketing can use these lists for ABM targeting, identifying growth companies, or extending into new verticals. Users may also share lists publicly or with team members.  Users can even collaborate on a list with team members adding or deleting companies from a list.

Prospecting provides an unconventional but compelling list of variables:

  • Keywords: Keywords are employed in lieu of traditional industry coding.  Keywords are quite granular.  For example, adtech included eight options.  DataFox should look at merging some of these codes.  For example Push Notification, Push Notifications, and Push Notification Services provided different company lists.
  • Location: City, State, Postal Code, Country,Country, and International Region.  While a few pre-canned metro areas are avalailable, MSA, County and Radius Search were not supported.
  • Investor: PE or VC investor
  • Exit Status: Checkboxes for Private, Public, Acquired, Subsidiary, Product, and Closed Down.
  • Headcount: Employee Range
    Finance: Revenue Estimate, Total Funding, Latest Funding Round Amount, Funding Stage, Latest Funding Round Date, Market Cap, P/E Ratio
  • Date Founded: Year Range
  • Scores: DataFox, Growth, Finance, Marketing, HR
  • Marketing: Twitter Followers

Uploaded company lists are automatically matched against their database and enriched.  An Insights feature provides quick list segmentation analysis.  This view includes top keywords, top investors, headcount distribution, funding distribution, and top locations.  Thus, a marketer can quickly upload a list of or trade show booth or webinar attendees to assess the value of the tradeshow or for tweaking the messaging of a webinar.

List layouts are customizable so additional DataFox variables may be added including additional Datafox scores, web traffic time series data, twitter followers, awards, and funding data.  Datafox even allows users to add editable columns (e.g. Notes, Follow up Actions and Dates, and calculated variables).

DF2
Custom List formats may include DataFox variables, team variables, and calculated variables.

Any list may be filtered using DataFox’s standard prospecting variables.  Lists can also be downloaded as CSV files.  Unfortunately, CSV files do not maintain currency formatting and lose leading zeroes in ZIP codes.  This is a common problem for vendors that support CSV but not XLS formatting.

It is this list-centric model that most differentiates DataFox for Sales from the traditional sales intelligence competitors.

When run against curated, user saved, and conference lists, the Insights Report includes Top Keywords, Top Investors, Top Locations (city), Quarter over Quarter Funding (Historical bar graph), Investor co-occurrence, and Top Five Companies (by DataFox score).  There is also a bubble chart called Comparative Trajectory which graphs the DataFox score against the Year Founded with bubbles sized according to the number of employees.

DF3
Comparative Directory Report is based on the Top 50 companies in the Inc. 5000 list.

DataFox does not provide company and executive counts, but they indicated that their company universe exceeds one million firms and that they are adding 500 companies daily.  DataFox mines its data from

  • 10 different funding databases
  • 3,000 conference lists
  • 7,000 blogs
  • 10,000 curated lists such as Deloitte’s Fast 500 and the Inc 5000
  • 40,000 News Sources
  • Job Listings
  • Corporate Websites
  • SEC (EDGAR) Filings
  • Online Profiles (Social Media, Websites, etc.)
  • Social Feeds (Twitter and AngelList)

Company data includes company descriptions, DataFox Score, location, employees, funding history, keywords, social media links (e.g. LinkedIn, Facebook, Twitter, Angellist), corporate blog link, news, executives, conferences, acquisitions, investments, similar companies, top public lists, and user lists.  Much of this information is not available in traditional sales intelligence tools but is visible via a one page overview.  Additional company views include people, news, and similar companies.

The DataFox Score is a proprietary score which sums four subscores: Financing, HR, Influence, and Growth.  Here is how they describe the scores:

At DataFox, our mission is to provide data-driven business insights to salespeople, marketers, analysts, executives, and investors. One of our proprietary systems is the DataFox scoring system, which uses machine learning to quantify hard-to-define traits like financial stability and management quality, and most importantly, how those traits can predict a company’s growth.

Using the companies in our database, we’ve developed models to provide a leading indicator of success. This predictive method is particularly important when evaluating private companies, where traditional factors like revenue and past performance paint an inaccurate picture of future growth.

To accomplish this, we’ve built a series of algorithms to evaluate companies based on growth, influence, finance, management and overall quality. These scores allow DataFox users to quickly search our company database and identify the best or most suitable companies in any sector, location, or stage. Our scores identify the best companies, just as Google’s PageRank algorithm identifies the best webpages.

It should be noted that while the Datafox scores are valuable for qualification and prospecting, they are not predictive scores.  Information is based upon historical data and not matched against a company’s ideal profile.  Nevertheless, if a firm is targeting fast growth companies, particularly those that are funding candidates, the scores help identify firms on a growth trajectory.

Users may follow a company by clicking a track button and adding the firm to a current or new list.  Users may also store private notes with profiles or share comments with their team.

Unfortunately, the company profile does not include an export feature for sharing with team members or reviewing when offline.

Contacts include title and a LinkedIn search button..  The LinkedIn searching was more effective than most simple name searches as DataFox passes the LinkedIn company number to assist with the search.  Users may also purchase emails and direct dial phones using credits.  No biographic information or executive news is provided.

News is categorized into the following categories:

DF4
DataFox Sales Trigger Descriptions

Although the number of categories is limited, DataFox intends to expand the number and breadth of trigger categories.  Triggers are identified by natural language processing (NLP) and machine learning.  A subset are flagged as key articles and sent to their team of thirty editors for validation and summarization.  Here is an example of the summarized news story (“curated highlight”)  for Artesian Solution’s Series B:

DF5
Sample Curated Highlight for Artesian Solutions concerning their Series B Funding

Triggers and summarized profiles are viewable within the product and as email alerts.  Users can email items to team members (or to clients and prospects) and post them to Twitter.  The fox icon allows reps to share notes about the item to their team.

DF6
Email Alert for Justinmind, Users can Tweet items, forward to customers or peers, or share comments.

Product Marketing Director Arik Pelkey believes their sales triggers are an area of strength due to the quaility of their natural language processing.  “Our supervised algorithms are improving all the time and our unique approach to sales triggers is a big differentiator for us.”

DataFox includes a Salesforce.com connector with I-frame viewing on account and contact pages along with “stare and compare” updates.  Within the I-frame, reps can view the one-pager, people, news, and similar company tabs.  DataFox also offers bulk de-duplication and cleansing of SFDC accounts.

DF7
DataFox Accounts I-Frame provides company overviews, people, news, and similar companies from within SFDC.

If the CRM connector has been deployed, prospecting lists display filterable flags indicating current customers and prospects.  Users may also send individual companies, company lists, and executives to SFDC.  When uploaded, companies are added as accounts and execs as contacts or leads.  There is also a two-click company add from company sites to SFDC.  This feature requires users to install a Google Chrome Add-in.

Overall, the UI is clear and well laid out with fast site response.  Key qualification variables are easy to identify and actions are clearly labeled.  A search box provides type-ahead suggestions for keywords, companies, or lists.  A dynamic left hand icon bar expands when the user mouses over the icons providing easy access to the home page, key features and lists, tutorials, and recently viewed items.  When mousing over a company name, a baseball card profile is displayed.

Because DataFox is coming from the funding world and utilizes a different presentation metaphor, there are some significant differences between DataFox and traditional sales intelligence services:

DF8
Comparison of DataFox against traditional sales intelligence vendors. (c. 2016 GZ Consulting)

DataFox offers fourteen day free trials.  Pricing was not disclosed, but it is seat based and subject to volume discounts.

DataFox has released a very strong 1.0 release.  They provide some compelling features not found in other products which make it a worthy offering for sales teams focused on fast growth companies and marketing teams looking to assemble ABM target lists.  As with all 1.0 products, there are functionality and information gaps.  In the case of DataFox, they lack public company financials, family trees, technology data, and executive screening.

However, with ongoing investment DataFox could become a credible competitor to the incumbent sales intelligence vendors.  In the meantime, companies focused on fast growth companies and ABM sales and marketing should check DataFox out.

Top Image: DataFox Home Page

QuotaFactory: Prospect Relationship Management for SDRs

Quota Factory displays daily objectives and progress towards goals.
Quota Factory displays daily objectives and progress towards goals.

QuotaFactory recently announced general availability of its Prospect Relationship Management (PRM) platform for sales development relationship (SDR) professionals.  Two service levels are available: Outsourced PRM which is managed by QuotaFactory’s SDRs and Team PRM for in-house sales teams.

QuotaFactory claims that the typical SDR uses eight different prospecting tools.  With QuotaFactory, prospecting is managed through a single platform.

“After years of successful sales development operations, we productized our internal know-how into the most user-friendly and impactful B2B prospecting platform available today,” said QuotaFactory CEO Peter Gracey. “With one platform for data, outbound messaging, call planning, reporting and automation, SDRs can now ditch the eight different logins for all the solutions they’re currently using and free up their time to do what they were hired to do – speak live with prospects.”

QuotaFactory helps firms define an ideal customer profile and develops a phone and email database of targeted prospects.  Tools include automated dialing, messaging templates, pre-built call planning, and daily objectives.  The service also supports “rigorous rules around qualification criteria, ensuring that each rep fully qualifies and passes as many targeted prospects as possible through meaningful conversations.”

“As an experienced sales leader, I have seen as much as 60 percent of sales teams’ time wasted on non-selling tasks.  Understanding that problem fueled our passion to create QuotaFactory. We are offering a complete platform to maximize prospecting and selling time for sales development reps everywhere. Our mission is simple: provide the necessary tools for every sales representative to exceed quota.” — QuotaFactory CRO Paul Alves

QuotaFactory’s PRM was developed in conjunction with sister company AG SalesWorks.  In essence, they have productized fourteen years of AG Salesworks SDR processes.

QuotaFactory licensed InsideView’s OpenAPI for prospecting and lead enrichment.  QuotaFactory contracts include up to 1,500 contacts per SDR per month.  They also include cleaning and enrichment for 10,000 records at the start of the engagement, unlimited sales development dialing, unlimited email and voicemail drops, and call recording.  Reporting includes a Prospecting Insights Dashboard and competitive intelligence.

“We are thrilled to formalize our partnership with InsideView, as it represents a great marriage of data, process and automation greatly benefiting our clients,” said Gracey. “Adding its full suite of market intelligence tools to the already robust QuotaFactory PRM platform means that we are truly the only place an SDR needs to go in order to prospect and crush their goals.”

Gracey welcomes competition from HubSpot and Salesforce which are developing similar tools.  Their entry helps validate the space and educate the market.  However, “as a company we don’t really worry about competition too much.  Our focus is on customer value and success.  We know our user because we are our user.  We built this thing for ourselves first.  What we are finding is that there are a whole lot of sales development teams out there that were experiencing the same issues as us.  We are building a pretty tight-knit sales dev community due to the design of our products.”

Gracey continued by noting that their focus is exclusively on sales development, “We do one thing extremely well for one set of people.  That specialization combined with our borderline unhealthy attention to client success are our greatest differentiators.”

QuotaFactory claims that their database is 95% phone and email accurate.

Outsourced PRM pricing was not disclosed.  Team PRM begins at $650 per user per month.