DocSend Partners with SalesLoft & Outreach

DocSend Analytics are now available to Outreach and SalesLoft users.
DocSend Analytics are now available to Outreach and SalesLoft users.

Both Outreach and SalesLoft rolled out integrations with sales asset manager DocSend in the past few weeks.  DocSend provides sales reps with a managed content library from which reps send trackable collateral links instead of e-mailing large files to customers and prospects.  DocSend then tracks the links and provides read alerts and viewing analytics.  Conceptually, it is similar to the PointDrive service integrated into LinkedIn Sales Navigator.

“By partnering with two leaders in the space, we’re enabling sales reps to see how accounts and individual contacts engage with the content in their email outreach throughout the sales cycle,” blogged DocSend Senior Product Marketing Manager Sonja Jacob.  “Using DocSend Campaign Links, sellers can create a unique link to share content in their email cadences, without ever leaving workflows in either tool.”

The combined services allow reps to directly insert links into Outreach templates and snippets while providing sales managers with sales rep analytics.  The Outreach partnership helps sales reps “find, share, track, and present the documents that close deals,” said Jordan Greene, Director of Product Marketing at Outreach.  “Even better, you’ll have deeper insights into what content works throughout your sales cycle.”

Inserting a custom DocSend campaign link within an Outreach email template.
Inserting a custom DocSend campaign link within an Outreach email template.

DocSend helps reps find the right sales content and create a “fully trackable campaign link without ever having leaving your workflow,” said Greene.  Campaign links are customized for each sales rep and can be added “in just a few seconds.”

DocSend analytics track where, when, and how prospects and customers engage with sales collateral.  DocSend supports document forward tracking, password setting, and flagging collateral as non-downloadable.  Campaign links are available both within templates and as standard email links.

Both Outreach and SalesLoft users must have DocSend licenses and the DocSend Chrome extension installed.  DocSend Team is priced at $30 per user per month and supports a white label document viewer, instant notifications, team reporting, and mail merge links.

SalesLoft has a freemium DocSend integration in the works.

SalesLoft offers campaign links that dynamically update within templates allowing admins to build Team Templates with a dynamic campaign link tracked to individual reps.  “This means admins can create a SalesLoft Team Template with a dynamic Campaign Link and the content will be tracked separately for each SalesLoft user specific to the recipient, said SalesLoft VP of Product Strategy Sean Kester.

As a former Product Manager, I can understand how frustrating it is when you have a great new capability and a top competitor launches it at the same time.  You think you have a differentiator and all of a sudden you find out it is a checkbox item.  This scenario is more likely to happen with non-exclusive, API-based partnerships as implementation costs and windows are reduced.

One of the vendors was emphasizing that they were first to market, but whether this was by days or weeks is moot if there is little differentiating the new feature between the competitors.  In the end, customers and prospects are interested in value provided with the current offering, not who beat who to the market by a few days.  When vendors are competing to identify and integrate new partner content and features into their offerings, it is the end users that win.  Over the past 18 months, both SalesLoft and Outreach have rapidly expanded their ecosystems providing significant value to their sales acceleration (ABSD) offerings.

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.”

Sales Messaging & Analytics Tools

"Chili Piper helps your team book more meeting and impress your prospects. Schedule meetings directly within the SalesLoft platform, use meeting templates, and automatically record your meetings in Salesforce."
“Chili Piper helps your team book more meeting and impress your prospects. Schedule meetings directly within the SalesLoft platform, use meeting templates, and automatically record your meetings in Salesforce.”

Yesterday, I wrote about plans to integrate PointDrive into LinkedIn Sales Navigator.  This integration is part of a growing trend in SalesTech to tie together sales acceleration tools with information services and CRM/MAP platforms.  I have touched upon a few of these examples over the past few months so I thought I’d provide a quick recap:

Salesforce acquired RelationshipIQ in 2014 and now offers its messaging workflow tools to sales reps as SaleforceIQ and Salesforce Inbox.  These offerings reduce toggling between services and delivers insights to sales reps from social networks and the sales cloud.   SalesforceIQ recommends new accounts and contacts, offers pre-written email templates, and assists with calendaring meetings.  Other features include one-click email logging to Salesforce, cloud storage connectivity, and mobile apps.

Salesforce recently acquired the Quip messaging service and is rolling it into its service.  Quip re-envisions email and associated document creation tools as a single workflow for team document creation and commentary.

Salesforce Engage provides marketing approved emails and nurturing tracks to sales reps.  The Engage service is provided as part of their Pardot B2B marketing automation platform.

Sales Acceleration firm SalesLoft is building out its ecosystem with workflow partnerships to assist with prospecting, messaging, analytics, and workflows.  The SalesLoft ecosystem includes

  • Content partners such as InsideView, Datanyze, DiscoverOrg, and Owler
  • Workflow tools such as Sigstr (signature management) and Chili Piper (meeting scheduling)
  • Sales coaching vendors ExecVision (call transcription and analytics) and Crystal (executive psychographics

SalesLoft has additional partnerships in the works for 2017 including additional content, messaging,  and attachment analytics.

Likewise, sales acceleration vendor Outreach is also rolling out expanded analytics and partnerships.

Other sales acceleration vendors with partner ecosystems include Quota Factory and KiteDesk.

Finally, a few information services have build some sales acceleration tools into their services.  Salesgenie offers a phone dialer and integrated email support while RainKing has added a dialer service.

LinkedIn: PointDrive-Sales Navigator Integration

LinkedIn is planning to integrate the recently acquired PointDrive sales engagement solution into Sales Navigator in Q1 2017.  PointDrive, which was acquired in July, helps sales reps package, share, and track sales presentations which are distributed via the PointDrive web app or an email link.  The platform then gathers viewing analytics.  Content includes images, video, embedded maps, and documents which are mobile optimized for presentation.

Bill Burnett, Director of LinkedIn Sales Solutions, said that PointDrive is designed to solve two email problems:  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.

PointDrive Embedded Contact Profile
PointDrive Embedded Contact Profile

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.

Burnett 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.

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.

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.

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.

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.

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 firm plans on rolling PointDrive into core Sales Navigator Team functionality at no additional cost.  LinkedIn sales reps are already using PointDrive with their 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.

LinkedIn’s System of Engagement ties together email, CRM, and LinkedIn workflows. (Source: LinkedIn Sales Connect 2016)
LinkedIn’s System of Engagement ties together email, CRM, and LinkedIn workflows. (Source: LinkedIn Sales Connect 2016)

LinkedIn Head of Products Doug Camplejohn noted that sales reps live in three applications: their email, CRM, and LinkedIn.  LinkedIn’s objective is to become the “System of Engagement” that manages the workflow of sales reps.  Expanded functionality such as PointDrive, connectors, and InMail 2.0 (see below) will sit between the system of communication (email) and the system of record (CRM).  Thus, InMail, PointDrive, CRM uploads (InMail, Notes, Tags), email and Chrome integrations, and the CRM partnerships should be viewed as part of LinkedIn’s broader workflow strategy.

Sales messaging and analytics tools are becoming much more prevalent in sales intelligence, sales acceleration, and ABSD platforms.  That will be discussed tomorrow.