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.
searching speed has been improved and a guided search experience helps the user
expand or narrow the search term (see image on left).
save and bulk remove accounts and contacts from lists.
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.
chart displays LinkedIn member profile photos and additional profile details which
provide additional insights into the account.
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
LinkedIn rolled out its Q4 Sales Navigator release in November, but I failed to blog about it. (Q1 will be covered next week in this blog.) The release contains several nascent initiatives including custom lists and the collection of “Reports To” data to assist with organizational mapping. Other feature sets include three new alerts, an improved accounts center, PointDrive activity logging, and additional SNAP connectors.
beginning to collect data around who reports to whom. As sales reps or
others learn about reporting relationships, they can add them to executive
profiles. The data is then shared across the LinkedIn contract with
co-workers but not more broadly. Following after last quarter’s support
of buying committees, it is evident that LinkedIn is looking to infuse
additional project and reporting relationships within Sales Navigator.
laying the foundation for full-blown org charts by adding a new “Reports To” field
on the Lead Page,” blogged Head of Products for LinkedIn Sales Solutions Doug
Camplejohn. “Once you learn who someone’s manager is, you can add that
info to their page by searching for a name or browsing our recommendations. Any
additions you or your colleagues make will only appear to those in your
company’s Sales Navigator contract. So, the next time you or a team member
looks that lead up, you’ll see who they report to, who added that connection,
and a reporting history.”
number of custom lists of accounts or leads may be built within the LinkedIn
desktop or mobile app. Users may post notes on saved leads or accounts and
filter the lists by people who have changed jobs in the last 90 days, people
who have posted on LinkedIn in the past 30 days, companies who have had senior
leadership changes in the past 3 months, etc.
LinkedIn does not yet support custom list uploading. Custom Sharing is part of the Q1 release.
LinkedIn added three new alerts:
Someone at a saved account viewed your profile
A saved account has just raised funding
A saved lead has engaged with LinkedIn posts from your company
accompany six current alerts:
A saved lead started a position at a new company
A saved lead has a new position within the same company
A saved lead viewed your profile
A potential lead recently joined a saved account
A saved lead has accepted your connection request
A saved lead was mentioned in the news
now included in the main menu bar of both the desktop and mobile editions. Camplejohn
noted that LinkedIn has improved the “signal-to-noise ratio” of its alerts.
our Alerts as a trusted sales advisor tapping you on the shoulder with
information about your saved leads and accounts when it’s most important and
relevant to you,” said Camplejohn.
simplified its admin experience and “made it much easier to do tasks from
assigning users to managing groups.” LinkedIn also unified its
administration module across Sales Navigator, LinkedIn Learning, and LinkedIn
Searching was added to the Sales Navigator mobile app, bringing it to list
building parity with the desktop application. Earlier this year, LinkedIn
enhanced its company and lead profiles, also bringing them to parity with the
“LinkedIn’s recent updates to its Sales Navigator management tool makes it a more robust platform for sales teams. More importantly, the moves to bring more of its desktop features to the mobile app are evidence that LinkedIn finally understands how crucial a mobile experience is when designing a sales tool focused on lead management.”
Amy Gesenhues, MarTech Today
Sales Navigator’s multi-media sharing application, will begin writing activity
history back to Microsoft Dynamics. Salesforce PointDrive sync will come
in 2019. PointDrive presents documents and video to end users as a
landing page and tracks views and shares.
you send that pricing proposal to a prospect in PointDrive and members of the
buying committee engage with it, you’ll be able to see that activity in both
Sales Navigator and your CRM,” blogged Camplejohn.
to expand its SNAP
partnerships, adding Zoom as their first
web conferencing partner. Users can now hover over an attendee name and
view Sales Navigator intelligence including their profile photo, title, and
launched v2 SNAP integrations which provide broader access to Sales Navigator
Salesforce Winter Lightning release, admins will be able to configure Sales
Navigator and add support for Person accounts without having to go to the
This year, Sales Navigator focused on improved functionality and display for accounts, leads, and list building in their mobile and desktop applications; SNAP integrations; GDPR compliance and security; CRM opportunity management and buyers circles; alerting; employment analytics; and PointDrive CRM integration. Details on earlier releases are available in my blog: Q1, Q2, Q3.
The new dataset covers 250,000 operations professionals and is divided into twelve sub-functions: Operations (including COOs), Customer Service, Supply Chain, Facilities Management, Logistics, Corporate Strategy, Office/Store Management, Safety, Real Estate, Physical Security, Quality Management, and Construction.
“Operations teams are rapidly transforming; in response, there has been an explosion in technology and service providers serving their needs,” said DiscoverOrg CEO Henry Schuck. “Our new operations dataset makes it easy for these companies to find and connect to the right decision-maker, nail their pitch, and save hours of grind.”
DiscoverOrg projects that operations will be the next function transformed by technology. “Operations, which has historically have had to rely on trickle-down budget from IT or other departments, now has a budget of its own,” said Justin Stanley, VP of Data and Research at DiscoverOrg. “Historically, sales to the operations function has been based on long-standing vendor relationships, making it difficult for startups, newcomers, and disruptors to get a piece of the pie. The democratization of data has made it much easier to contact buyers directly (if you can find them) – and beat out older incumbent vendors.”
Furthermore, the budget is “huge” and includes “smart” buildings, security, infrastructure, transportation, insurance, planning, and facilities management.
Stanley noted that operations buyers are focused on efficiency, digitization, automation, and efficiency. They also have a significant role in purchasing and implementing the Internet of Things (IoT) at their facilities. Forbes sized process automation and digitization at $157 billion in 2016 growing to $457 billion by 2020.
But selling into this function is difficult. “First, ‘operations’ is a pretty vague term. It doesn’t usually appear in an employee’s title, so it’s hard to identify exactly the role you’re looking for,” said Stanley. “Second, Operations employees don’t often hold high-profile titles. These aren’t roles that are typically listed on a corporate website, and there aren’t a lot of operations ‘thought leaders’ on LinkedIn. So, they’re difficult to identify – and harder to find contact information for.”
A recent survey by BSG found that the two biggest problems for operations and facilities sales are prospecting and accessing the right decision makers.
“Customers and prospects repeatedly asked for it [an operations database],” said Senior VP of Data and Research Derek Smith. “Over time, it became clear that plenty of people wanted to reach these types of contacts. But there was nowhere to get them.”
DiscoverOrg now covers over 3.6 million contacts across 140,000+ global companies. Data is collected through direct research by their multi-lingual editorial team and refreshed every ninety days. The dataset includes firmographics; contact details like direct dials and verified email addresses; org charts and reporting structures; installed technologies; and buying signals like planned projects, online research behavior, funding announcements and personnel moves.
“We are currently evaluating and prioritizing what our next dataset launch will be,” said Chief Growth Officer Katie Bullard. The database will double in size again this year – some of that growth will be from new dataset launches and most from additional contacts in our existing datasets.”
Five years ago, there were several options for editorially researched org charts. These included DiscoverOrg, RainKing, SalesQuest Crush reports, and iProfile. But DiscoverOrg acquired both RainKing and iProfile and SalesQuest was acquired by OneSource which was later acquired by Dun & Bradstreet and bundled into the D&B Hoovers technology premium. Thus, the options for org chart intelligence narrowed significantly. However, Bowman Marketing Services (BMS), a company profile research firm based in Austin, TX, now offers OrgChartCity as both single profiles and a subscription service.
OrgChartCity intelligence includes both organizational structures and notes concerning budget data and responsibilities. Licensees receive both a PDF org chart and an Excel CSV containing first and last name, department, email, phone, and title.
CEO David Bowman, describes the OrgChartCity value proposition as “contacts in context” which provides org charts “handcrafted by business experts, not some nested database of contacts that a computer nerd put together.”
Information is collected through both primary and secondary research along with automated checks. Each data source is assessed by recency, context, and source type with records included only if they meet a 90% confidence threshold. If a company has not been updated in the prior 90 days, the licensee is provided with the current profile and a refreshed profile within a couple of days.
The firm focuses on the Fortune 500 and Global 2000. Coverage currently spans 500 companies with the firm adding dozens of org charts each quarter. Overall, the firm has around 35,000 active, profiled executives.
Individual profiles may be purchased by credit card on the OrgChartCity website for $125. An annual subscription to the full database is priced at $10,000 and includes alerts and full access to updates.
While Bowman Marketing Services is initially focusing on org charts, the firm performs detailed custom research for its clients and plans to market additional datasets in the future.
Custom research topics include company overviews, competition, segments, budgets and departments, social media presence, sustainability, news (specific to the client), technology platforms (specific to the clients), awards and recognition, financial outlook (summarized for sales reps), and 2018 initiatives. Custom report pricing runs between $1,000 and $5,000 per company based upon the number of topics covered and the size of the company.
BMS has been providing custom research since 2005. The custom business is profitable and OrgChartCity is nearing breakeven. The firm maintains a staff of 20 to 25 researchers.