Unique Company Identifiers

Amazon Family Tree (Source: D&B Hoovers)
Amazon Family Tree (Source: D&B Hoovers)

Associating company records with a common identifier is critical for Account Based Marketing as well as other sales and marketing methodologies.  Lacking a common identifier makes it difficult to

  • De-duplicate company records
  • Associate subsidiaries and branches with headquarters
  • Perform both real-time and batch data enrichment of firmographic, technographic, and social links.
  • Associate company news and sales triggers to key accounts.
  • Tie together company records across multiple platforms.
  • Assess the risk (e.g. credit, supplier, reputational) associated with a business.

The importance of a “unique identifier” was discussed by Owler CEO Jim Fowler in the Harvard Business Review:

The best way to keep data clean is to use a globally known, unique identifier, or a “data backbone.” My company prefers to use URLs as identifiers. They’re free, globally recognizable, high-quality data points that enable you to efficiently gather information on a business’s industry, online activities, and functionality. For example, Cisco is a company that also goes by Cisco Systems, Inc. and Cisco Precision Tools. If sales containers required users to type in one unique URL, http://www.cisco.com/ for all those different branches, it’d be much more difficult to create duplicate accounts, which helps keep data clean. Perhaps more important, URLs facilitate communication between people, systems, and even departments. Whether it’s the customer relationship management platforms used by sales teams, enterprise resource planning software used by purchasing teams, or the account-based marketing technology employed by marketing teams, the business intelligence platform can recognize a unique URL and attach it to clean, usable data. Unique identifiers let you know you’re pulling from the sources and contacts you’ve intended to track.

I agree with 90% of what Fowler states, but disagree with his recommendation that URLs are the best unique identifier for his “data backbone”.  There are a number of reasons that URLs fall short:

  • URLs are not persistent.  If a company is acquired or renames itself, the old identifier (URL) is not retained.  This creates a potential disconnect between the old and new name.
  • URLs have a many-to-one mapping which treats most subsidiary and branch locations the same as the headquarters.  For some companies, mashing together all locations into a single record may be sufficient, but it is a highly flawed approach as it loses much of the nuance concerning companies that operate across multiple sectors and countries (e.g. General Electric).  It also makes it very difficult for sales reps to sell deeper into an organization which lacks linkage data.
  • Conversely, companies with multiple URLs are not tied together.  This could happen due to differing country identifiers (e.g. .UK, .FR), division names, brand names, and subsidiaries.  Each of these scenarios treats companies as a separate business.  Amazon has many distinct businesses including Amazon Web Services (aws.amazon.com), Zappos (www.zappos.com), Alexa Internet (www.alexa.com) Audible (www.audible.com), Internet Movie Database (www.imdb.com), and soon Whole Foods (www.wholefoods.com).  URLs do not provide a consistent data backbone when subsidiaries, acquisitions, and branches have different domains.
  • When a division or facility is divested, there is no way to determine which locations have been spun off.
  • Franchises are treated as part of the parent company when they are separate legal entities.
  • Not all companies have websites.
  • URLs can be sold.  They can also be reused if a company goes out of business or abandons a URL.

Finally, business decisions related to logistics, credit, supplier risk, and financing need to understand the underlying structure of companies.  It is not just marketing and sales that are impacted by standardizing on a non-persistent, quasi-unique identifier.

I would therefore recommend looking at credit data companies as a better source of unique identifiers.  Companies such as Dun & Bradstreet, Experian, Equifax, and Infogroup all offer location level detail and linkage associated with unique identifiers that have been developed over multiple decades.  They offer sophisticated entity matching and enrichment tools such as Dun & Bradstreet’s Optimizer service. Furthermore, these firms support multiple functions across the organization helping assist with cross-platform entity linking and on-demand decisioning.

Outreach Sales Intelligence Tiles

Outreach Sales Tiles Account Overviews
Outreach Sales Tiles Account Overviews

Account Based Sales Development (ABSD) vendor Outreach, rolled out its latest capability, Sales Intelligence Tiles, which displays account intelligence from Owler, Twitter, and MapBox alongside account information from Salesforce and Outreach.

Three tile formats are supported

  • Engagement insights: a combination of insightful information including company news, local time and historical interactions with prospect/account to ensure the communication is effective
  • Prospect overview: everything from historical Outreach & Salesforce activity to custom fields
  • Account overview: displays account firmographics and prospect information

Users can customize the layouts to better meet their informational needs.  Tiles may be moved and resized.  Additional enhancements will roll out in the next few months including “partner integrations, new tiles, design updates, and new suggested layouts.”  Layouts may be shared with co-workers.  Other partners include DiscoverOrg, Datanyze, DocSend, and Sendgrid.

Outreach’s internal research found that reps saved five hours a week by leveraging tile insights.

Outreach recently began a beta program for their Chrome Extension which they call Window Mode. “This new experience is unlike any other chrome extension,” said Product Marketing Manager Rachel Siegel.  “It removes the extension from on top of your window and creates a separate window that snaps perfectly to the side of your browser. The experience is lightning fast and immediately responsive to what you’re doing in the moment.  Many of you likely switch through a number of different browser tabs as your job. Window Mode keeps up with your pace. You’ll find that it’s faster and immediately responsive to what you’re doing in the moment.”

Selling is hard – we know it’s more difficult than ever to connect with prospects and keep them engaged throughout the sales cycle.  Sales technology has failed to deliver for reps, largely because it focuses on logging data and reporting on pipeline rather than helping reps to execute more of the right selling activities. Ultimately sales reps spend hours laboring on menial tasks. This has to stop. We’re on a mission to empower sales teams to more efficiently and effectively engage with prospects so they can predictability achieve revenue goals.

  • Outreach CEO Manny Medina

Outreach received a $30 million Round C a few weeks ago and continues to invest in tools for sales reps that assist them across the customer lifecycle.  This vision goes beyond outbound communication unification and includes sales intelligence, recommendations, and workflow simplification.

“Outreach continues to tirelessly deliver the capabilities that solve business challenges,” blogged Siegel yesterday.  “No longer are we solely investing in making SDRs and hunters efficient, we’re turning our eyes deeper into the customer lifecycle.  At Outreach we see a future where every sales organization has a platform that helps their reps build a pipeline and closes that pipeline faster and more efficiently than ever before. The future is a platform that acts like a sales assistant, suggesting meeting times, entering data, creating action items, suggesting which personas to engage at what points in the deal cycle, and more.”

Outreach is unveiling its roadmap at their Unleash conference in Sonoma, CA this week.

Owler Insights Displayed within SalesLoft

Owler news is visible to SDRs while they are customizing emails or planning for their next call.
Owler news is visible to SDRs while they are customizing emails or planning for their next call.

ABSD vendor Owler officially announced their SalesLoft connector which feeds Owler News and Alerts into the SalesLoft Sales Engagement platform.  Owler is one of several content partners that participate in SalesLoft’s partner ecosystem.  Owler intelligence is delivered via a combination of mined content (news, blogs, press releases), editorial work (funding and M&A announcements), and crowdsourced intelligence concerning competitors, company size, CEO approval, and future expectations.

SalesLoft CEO Kyle Porter posed the problem of engaging prospects as one of quickly understanding them.

How do you portray that feeling?  How do you portray that understanding that you know what they’re up to?  That you know who they are?  That you think you can help and you’ve got hypotheses about their needs?  And I think the answer to that is sales intelligence and so for the last few year of my career I’ve been looking for amazing products that help our customers learn more about the prospects they are reaching out to whether it’s the account or whether it’s the individual themselves.

Owler provides integrated news, press releases, funding histories, videos (YouTube and Vimeo), and corporate blogs from within SalesLoft company and contact records.  The partnerships allows sales reps to plan their account messaging without toggling to another platform.  Users can even filter headlines by content type and copy links directly into emails.

SalesLoft noted a “dramatic increase” in reply rates and meaningful conversations due to Owler insights.  The integration has helped “increase the level and efficiency of personalization that the modern sales rep can add when they’re communicating with their buyers,” said SalesLoft VP of Product Strategy Sean Kester.  “So they can better connect, quality, and convert their target accounts into customer accounts.”

SalesLoft trains SDRs on a 10-80-10 strategy for creating “sincerity at scale.”  SalesLoft suggests that the first ten percent of the email should have a custom hook from LinkedIn, Twitter, or Owler.  The goal is to “find something relevant and connect with them on that level,” said SalesLoft SDR Brad Ansley.  The 80% message core should focus on how your product relates to their pains.  It should not be a feature dump, but must “give them a reason to respond.”   The final ten percent is a “PS line” to connect on a more personal level (e.g. Congrats on the Pats).

Other SalesLoft content partners include InsideView, Datanyze, HG Data, DiscoverOrg, RingLead, and Prospectify.  SalesLoft also provides messaging assistance and coaching tools such as Crystal prospect personality analysis, Sigstr email signature management, Chili Piper calendaring, and call transcription and analytics from TalkIQ, ExecVision, and Gong.io.

2016 in Review: New Sales Intelligence Products

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Artesian opened an office in Boston and launched a US / Canadian edition of their Social Selling service.

Over the past week, I’ve been discussing how the fourteen vendors in my new 2017 Field Guide to Sales Intelligence Vendors have improved their products.  I broke this discussion into four categories:

  • Content: What are the inputs to these offerings?
  • Functionality: How are the sales and marketing functions able to leverage the content within these offerings?
  • User Interface: What have the firms done to improve the presentation and workflow of their products?
  • Connectors: Which integrations were updated? Which ones were launched?  These spanned CRMs, MAPs, Account Based Sales Development (ABSD) platforms, APIs, and Google Chrome.

So far, this framework has only looked at existing products and services.  This blog addresses the final question: What new Sales Intelligence products and services were launched in 2016?

Sales Focused Products

Artesian launched the US edition of their sales intelligence offering in 2016.  The firm also opened an office in Boston.

DiscoverOrg launched the TiLT certification program for sales development reps and marketers.  The program is available at no charge to current clients and provides “microburst” learning with videos, curated content, and challenge tasks.

In early 2016 they announced their Technology, Engineering, Development, and Design (TEDD) offering which focuses on product management and engineering.  In H2 2016, DiscoverOrg rolled out datasets for Sales (50,000 new contacts), Fortune 1000 CxOs (30,000 new contacts), and HR (80,000 new contacts) bringing the overall database coverage to one million executives at the end of Q3.

RainKing rolled out a global enterprises dataset with coverage of AsiaPac, Latin America, Africa, and the Middle East.

InsideView launched Tech Profiler in 2016.  This add-on dataset provides technology profiles within InsideView Sales and can be used as a filter when building lists with Target.  The technology information is also available via API and InsideView’s Professional Services.  The API offers two new calls: retrieve technology implemented at a company and retrieve companies that have deployed specific technologies.

The dataset provides information about technologies used by InsideView’s top 525,000 global companies.  It covers more than 2,600 front-end and back-end technologies in more than 100 categories.  InsideView did not disclose whether they collected the technology file themselves or licensed it from another vendor.

Salesgenie Team provides a set of team tools to Salesgenie.  New features include lead assignment rules, add messages to leads, customer cloning, and tracking and reporting tools.  A new My Leads list displays assigned leads while a Sales Pipeline report provides team member analytics.

Infofree introduced a lower priced version of its service called SalesFlower which removes several features including background checks, business credit reports, CustomerCloner, and the CRM101 SFA platform.

Owler introduced an enterprise API service for calling corporate firmographics, competitors, and news.

Marketing Focused Products

Hoover’s added a trio of Concierge Services to its Hoover’s product line which target SMBs with revenue up to $250 million.  Hoover’s is providing three related services:

  • 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.

Avention’s OneSource DataVision is a hosted platform which consolidates and cleanses multiple customer data sources, integrating internal and external customer intelligence.  By matching Avention company and contact data against customer and prospect files, Avention improves the accuracy and firmographic fill rates of marketing databases.  The result is a unified view of customer data for accurate customer segmentation and targeting based upon enriched data from Avention’s Global Content Live database.

OneSource DataVision also provides analytics and visualization tools for marketers.  “As a result, you will be able to identify and leverage key customer and prospect segments to make more informed decisions, identify cross-sell opportunities, key industries, verticals and much more,” states Avention.

OneSource DataVision includes a gap analysis tool which assesses the total addressable market in order to identify underserved markets and growth potential.  After enriching and segmenting the data, OneSource DataVision users can prospect for similar companies.

OneSource DataVision, along with the flagship OneSource platform, form the OneSource ABM Solution, also launched in 2016.    This solution ensures sales and marketing teams are aligned around the right accounts to target, then provides the deep insights needed to create account plans, and targeted sales messages and content.

Zoominfo repackaged its service as the Zoominfo Growth Acceleration Platform for sales and marketing effectiveness.  The new platform helps sales and marketing teams “identify, connect, and engage with qualified prospects and replicate success.” The Growth Acceleration Platform is a cross-product branding that supports company and executive searching, list building, file enrichment, and data Insights (segmentation analysis and persona identification).  Other tools include a Salesforce.com connector, web form enrichment (FormComplete), and a new Google Chrome Extension called ReachOut which provides quick access to contact information from Zoominfo and LinkedIn contact profiles.

InsideView Refresh was launched as a new product in 2016. Refresh provides automated account cleansing within CRM. It’s currently available for Salesforce CRM.

InsideView also launched an ABM solution in partnership with Marketo. It’s a bundle that includes products and data services to enable targeted account and contact selection, campaign execution, and measurement.

In H2 2016, DiscoverOrg launched an Enhanced ABM Toolkit which builds an ideal customer profile and then identifies similar companies.  Users upload a file of their best customers which is matched against the DiscoverOrg database.  The system then performs firmographic and technographic segmentation analysis and then suggests similar companies.

Net

In 2016, the focus of the established sales intelligence companies was on extending their services into the marketing department and aligning their positioning around Account Based Marketing.  On the sales side, their were fewer new products or major functional enhancements.  Instead, they focused on expanded content and workflow improvements.  This strategy was best exemplified by Avention and InsideView.  Both firms doubled their company and contact universes, improved their user interfaces, and launched additional marketing products and connectors.  However, they added little new functionality to their sales products.

Five years ago, the sales intelligence services were firmly planted in the sales department with some also providing services for analysts.  Now, however, the marketing department is receiving equal or greater capital investment as firms look to support “sales and marketing alignment” with CRM and MAP connectors which leverage a common reference data set.

In 2017 I anticipate additional product announcements with ABM positioning across the revenue lifecycle.  The Sales Intelligence companies realize that if they establish themselves in the marketing department with a broad set of services, then their position within the sales department will be less subject to churn.

2016 in Review: Sales Intelligence UIs

IV2
InsideView for Sales Company Profile (New UI)

Over the past few days, I’ve been discussing enhancements made to the 14 sales intelligence services covered in my new book, 2017 Field Guide to Sales Intelligence.  On Monday, I discussed content enhancements and on Tuesday I covered functionality.  Wednesday was supposed to be user interfaces, but Dun & Bradstreet dropped a bombshell and acquired Avention, so the UI discussion was bumped a day.

There are two approaches to UI enhancements: Big Bang and Incremental.  With the big bang approach the entire product is refreshed.  Such a project is a major endeavor and often involves a completely new look and feel to the service and upgraded workflows and design elements.  It may also involve new standards such as responsive design in support of mobile devices.

Big Bang

One example of broad product redesigns are the new interfaces found in Bureau van Dijk’s Orbis and Fame products.  These products focus on financial analysis and account research.  New design elements included a navigation bar, a contemporary UI, faster list building, new report types, shared information sets (e.g. reports, lists searches), and new analytical tools.

Unfortunately,Bureau van Dijk has not indicated any plans for addressing the old-fashioned Mint sales intelligence user interface.

Another example of redesign is InsideView which refreshed its user interface for its web browser and CRM connectors.  The browser changes were relatively minor, but the CRM connectors had a broader set of design and workflow upgrades.

DiscoverOrg also redesigned their user interface at the beginning of 2016 (it was in beta in 2015).  In February 2016, DiscoverOrg released a new platform designed with better speed, performance, and scalability. It included a new UI and enhanced features:

  • Streamlined prospecting against 62 variables across five broad categories: companies, employees, technology products, location, and triggers. The new UI immediately presents an updated result list as variables are selected. The same selects are available across three results views: companies, contacts, and triggers.
  • Export of contacts as profiles or as VCF
  • Company and contact notes
  • Suppression of companies or contacts when prospecting (e.g. suppress named accounts from lists for territory reps).
  • Admin user management and usage reporting
  • Ability to toggle between multiple departments on the same page (depending on subscription)
  • Ability to follow a company or contact with update alerting, including if they leave a company and reappear in the database under another profiled company (a unique DiscoverOrg capability)
  • Customizable dashboard based on followed lists
  • Contact profiles include previous job history and education
  • Company profiles include lists of current employees and recently departed staff.

RainKing went through a rebranding exercise which included a refreshed user interface. The platform has faster response times, improved searching, and an expanded technology taxonomy.

Zoominfo repackaged its service as the Zoominfo Growth Acceleration Platform for sales and marketing effectiveness. The new platform helps sales and marketing teams “identify, connect, and engage with qualified prospects and replicate success.” The Growth Acceleration Platform is a cross-product branding that supports company and executive searching, list building, file enrichment, and data Insights (segmentation analysis and persona identification).

Incremental

The second approach is more incremental.  Instead of changing the overall look and feel of the platform, workflow and layout improvements are made to a set of contained tools.  For example, list building is a contained functional category.  Upgrades to prospecting workflows do not impact the whole product, but are focused in a functional subset, allowing the upgrades to be compartmentalized.

Avention took an incremental approach to workflow with redesigns of their active homepage, build a list, and watchlists. The Build a List user interface was redesigned to improve usability while expanding to 150 selects. Lists may now be exported to Salesforce, MS Dynamics, Oracle for Sales, Marketo, and Eloqua.  New list management features include rename, pin to desktop, delete, modify criteria, and clone list.

The Avention active home page is now customizable with users able to drag and drop information tiles.   There is also an improved SmartList tile display and onboarding tiles containing product tips.

Expanded notification functionality allows Avention reps to manage new company and sales trigger alerts from a centralized location. This Watchlist supports filtering by read/unread notices, priority flag, trigger type, and list. A new flag allows users to flag notifications as important.

Likewise, Data.com originally launched the Dun & Bradstreet family trees in the classic UI, but implemented the Lightning UI for family tree viewing.  The family tree information mashes together the Dun & Bradstreet global family tree (e.g. linkages, location type, city, country, revenue, and employees) with Salesforce.com account intelligence including whether the location is already an account and the name of the account owner.  Users may expand or collapse nodes and add an account via clicking on a Plus button.

Owler improved the user interface for their advanced search (Build a List). They also added selects for area code and ZIP/Postal Code.

Net

Unlike content and functional upgrades, one would not want to have annual UI upgrades as they require customers to relearn key elements of the service.  There is value to both stability and change (a fact which is true of both product design and life in general).  If a platform goes too long without a refresh, it becomes stale and fails to leverage new browser and mobile device capabilities.  Furthermore, as new content and features are added to a platform, it can become overly busy and illogical.  Conversely, a platform which changes its design elements and workflow too often will frustrate users.  There are benefits in knowing how to efficiently complete a task or where to find specific information.  Change should never be simply for change sake.

2016 in Review: Sales Intelligence Functionality

InMail 2.0 provides full profile access, a signature block, attachment support, shared connections, icebreakers, and synch to CRM.
LinkedIn Sales Navigator InMail 2.0 provides full profile access, a signature block, attachment support, shared connections, icebreakers, and synch to CRM.

In yesterday’s blog, I discussed how expanded content is a common path for adding value to sales intelligence services.  Today, I am looking at how functionality, which usually leverages new or existing content, added significant value to product offerings in 2016.

Many of the vendors covered in my new 2017 Field Guide to Sales Intelligence Vendors added new feature functionality to their service:

  1. LinkedIn Sales Navigator: LinkedIn rolled out a series of enhancements to their service:
    1. Sales Navigator introduced InMail 2.0 with support for signatures, attachments, and conversational insights.
    2. Sales Navigator updated its prospecting user interface and added additional searching tools and screening variables. Sales Spotlights are LinkedIn specific variables that are displayed on top of screening results allowing for additional filtering:
      • Accounts with senior leadership changes in the last three months
      • Lead changed jobs in past 90 days
      • Leads with TeamLink Intro
      • Lead mentioned in the news the past 30 days
      • Lead posted on LinkedIn in past 30 days
      • Lead shares an experience with the sales rep
      • Leads that follow rep’s company on LinkedIn

       

    3. New prospecting filters include
      • Department [Job Function] employee ranges
      • Department [Job Function] employee growth (plus or minus 100%)
    4. Lead search results have been expanded to include a previously viewed flag, tenure at current company, and a quick drill down to TeamLink introductions.
    5. The Sales Navigator app added a new Discover tab which acts as a “Tinder for leads.” The tab provides five daily new lead and account recommendations.
    6. Sales reps may now add tags (e.g. Qualified) and notes to leads and accounts. Tags are searchable and synch with Salesforce.
    7. The Sales Navigator Android and iOS apps now display up to ten daily account or lead recommendations based upon user preferences. Recommendations will expire after 24 hours and be replaced with fresh recommendations.
  2. Artesian Solutions: Artesian rolled out V14 and V15 of its platform. New features include
    • Salesforce Opportunity rollup information in Artesian and Artesian intelligence within SFDC Opportunity records.
    • Improved Company Searching rolls up companies into a group
    • Improved de-duplication logic reduces news duplicates and rolls similar articles into a group.
    • Added North American prospecting filters for counties, business type, and the presence of specific job functions at a company.
    • A redesigned CRM connector for SFDC and MS Dynamics
    • Full sales trigger customization
    • Market sector alerts
    • An updated employees page which supports executive filtering by job role and seniority.

    Artesian rolled out version 3.0 of the Artesian Ready mobile app which provides company and executive insights synched with the mobile calendar. Ready also supports collaborative note taking and a “360° comprehensive profile of customers and prospects.”  New Ready features include company searching, company add to Watchlists, Twitter timelines and Twitter sharing, social links (LinkedIn, Twitter, Facebook, AngelList, Crunchbase), job information, and a data quality form for reporting incorrect information.

  3. DueDil: Along with entering the US market, DueDil implemented a series of product enhancements.
    • Export Custom Company reports in PDF format.
    • DueDil Connect helps users identify and connect to decision makers, map and understand their network connections, and alert users on company news related to their contact network. Users can also filter by colleague connections within Advanced Search.
    • An ownership tab which makes it easier for users to perform due diligence (e.g. Know Your Customer compliance) and assess a firm’s governance structure. Ownership content includes directorship information, shareholders, and portfolio companies. The new tab also contains a Related Companies widget which identifies companies which are not formally linked but which have a high likelihood of sharing an economic interest. Related Companies may be registered at the same location, share several directors, have a set of similar investments, or have name similarities.
    • Dynamic company lists automatically update allowing firms to keep tabs on customers, prospects, partners, and competitors.
    • Alerts are provided on lists, with notifications displayed in a new DueDil dashboard which breaks events into news, opportunities, and risk sections. DueDil event alerts include changes in leadership or ownership, recent news, updates to budget windows, changes of address, changes in employee number, company blog posts and changes in credit score.
    • Upload a file into a list for matching, deduplication, and enrichment.
    • Custom list formats may be downloaded as CSV files.
    • Segment reporting on uploaded lists
    • Match and enrich functionality against uploaded files.
  4. Avention: Avention had a series of enhancements including content, UI, new products, and new connectors.  As each of these categories is being covered under a different blog, the number of strict functional enhancements is more limited.  These included
    1. New list management features including rename, pin to desktop, delete, modify criteria, and clone list.
    2. When lists are uploaded for match and append, improved matching heuristics and a larger reference database result in significantly higher match rates. The system now also tracks unmatched records.
    3. Expanded notification functionality which allows reps to manage new company and sales trigger alerts from a centralized location. This Watchlist supports filtering by read/unread notices, priority flag, trigger type, and list. A new flag allows users to mark notifications as important.
  5. Data.com: Salesforce began offering a two-part account record data assessment report. The new Lightning report analyzes both data quality and segmentation. The data quality section begins with a Data Health overview score which assesses account data quality across three factors: Matchability vs. Dun & Bradstreet WorldBase data in Data.com, Accuracy vs. WorldBase, and Uniqueness (lack of duplicates).  In Data.com Clean, Lead records are now enriched with the Dun & Bradstreet WorldBase file.  Finally, Data.com announced a new Data Exchange with three partners: HG Data, Bombora, and MCH.  Bombora released their integrated intent file service just before the end of the year.
  6. DiscoverOrg: In September, DiscoverOrg launched Deal Predict which ranks prospects on a one to five-star scale based upon a set of firmographic, technographic, and biographic variables defined by marketing or sales operations. Deal Predict scores are displayed in both DiscoverOrg and CRMs.
  7. Dun & Bradstreet: Hoover’s doubled the Build a List download size to 10,000 records.  Meanwhile, the NetProspex Workbench data hygiene platform added company record enrichment. The service also added profile discovery and TAM analysis to its set of marketing capabilities.
  8. Infofree:  Infofree added support for text-only email templates to its CRM101 platform. Users may send up to 25 emails in a single blast and up to 250 emails per day from Infofree’s SMTP server.  Infofree also now lets users integrate their Outlook or Google calendar accounts with CRM101.
  9. Zoominfo: Zoominfo released a set of enhancements to its service in March 2016 including a country select field in its List Builder. Other new features include contact Send to Salesforce and email an electronic business card to the user’s inbox.
  10. Owler: Owler implemented a set of advanced heuristics that help personalize the service. Stories are displayed according to interest in a topic and frequency of stories for tracked companies (i.e. rarely covered companies are given higher priority).
  11. Salesgenie: Salesgenie launched a Custom Fields service which provides scoring and custom analytics models. Infogroup builds custom models for cross-sell, upsell, acquisition, and at risk accounts. Scores are based on deciles and available for screening within Build a List.

So it was a busy year on the functionality front.  As I have broken out integration connectors and the user interface as separate topics, you should view this as a sub-list of product enhancements.  Thus, even though Bureau van Dijk did not make this list, they introduced a new user interface for Orbis (Global) and Fame (UK) this spring.  Likewise, InsideView rolled out additional connectors and refreshed their CRM connector user interfaces.