GrowFlare, which I profiled a few weeks ago, doubled its coverage of US active companies to 250,000. While a few additional large firms were included, the bulk of the growth was at the SMB end of the market. GrowFlare nearly doubled the number of companies with $10 million to $50 Million, bringing that set to 50,000. The coverage of firms with less than $10 million in revenue quadrupled to 170,000 SMBs. Profiles include firmographics and psychographics, the common phrases that firms use to describe themselves and their markets.
GrowFlare employs a Fit Score, which is the level of similarity between a company and one or multiple companies provided to GrowFlare. When the new set of companies was added, they were immediately included in the Active Lists (dynamic company lists of prospects) as Alerts. The new companies are also available for prospecting and research via a Chrome extension.
“We’re continuing to grow organically and invest 100% of revenue into the platform,” wrote CEO Matt Belkin.
Upcoming GrowFlare development is focused on expanded partnerships. GrowFlare is looking to add contacts from vendors such as InsideView and deepen its integrations with HubSpot and Salesforce.
“The COVID-19 Impact Index provides insight into how the Coronavirus pandemic is impacting a company’s location, industry, and financial strength,” wrote VP of Product Management McWade. “This data can help you actively monitor the impact of the Coronavirus pandemic on accounts and prospects and refine targeting strategies accordingly.”
“The Index assesses impacts to a business based on the proximity of corporate locations to the pandemic, as well as the level of disruption to the company’s network due to site suppliers and business customers impacted by the pandemic. Each week, the company and network situation are assessed, and a score ranging from highest to low is assigned to five key impact areas to provide visibility into the level of disruption that may be impacting the account.”
D&B VP of Product Management Phil McWade
The new index is displayed in the Company Summary with simple Green / Yellow / Red indexing. The five variables have also been added to the Advanced Insights section of Search & Build a List.
The COVID-19 Impact Index Variables are
Financial Impact – Leverages Dun & Bradstreet’s trade credit and risk data to understand financial health by assessing a company’s ability to meet payment obligations, as well as the probability of declaring bankruptcy, experiencing significant financial distress, engaging in M&A activity, and other high-risk activities.
Location Impact – Reviews business site and corporate family locations subject to lockdown, stay-at-home, and shelter-in-place orders and weighs this information by the number of confirmed cases and growth in cases by location. Country, state, county, and city-level location restrictions are assessed. Local hospitalization rates are also factored into the variables.
Industry Impact – Looks at industry impact signals to understand industry-associated risk by identifying essential businesses, which can operate remotely, require the physical presence of customers, and need employees to be at a central location.
Overall Impact without Network Effects – Combines the financial, location, and industry impact indicators to determine the overall risk of the business.
Overall Impacts with Network Effects – Reviews business connections with other organizations, such as customers, suppliers, or other third parties, to understand impacts on the company’s network. This score provides the most comprehensive view of the current situation by adding network impacts to the company’s financial, location, and industry elements.
In Build a List, sales reps can filter for companies that are less impacted by COVID-19. For territory reps located in hotspots, the location filter should be removed so they can identify companies that are better sheltered from the pandemic. For example, both Carnival Cruises and Univision are headquartered in Miami, but Carnival would be a weak prospect due to COVID (all five indicators are highest) while Univision would be a good target (Location is highest, but the remaining variables are low). Conversely, verticalized reps that sell into one or a few industries would omit the industry risk variable but include the location variable. This strategy would identify firms that are otherwise low risk.
Lists can be saved as SmartLists of low-risk prospects that are updated weekly.
COVID-19 Index variables should not be employed as ABM variables for determining which companies to target strategically. The variables are ephemeral and are unlikely to align with strategic fit. However, they provide a valuable overlay to ABM lists for focusing on companies that are better sheltered from the economic and operational impacts of the pandemic. They also provide a warning flag to Customer Success Managers and Account Executives around which firms may be looking to downgrade or churn, allowing sales to plan for one-time discounts, additional services, or alternative financing terms.
Variables are view-only in the desktop and CRM editions, but not downloadable to the desktop or synced with CRMs.
The index variables are global.
Other recent enhancements to D&B Hoovers were discussed yesterday.
While many companies offer keyword searching, it is usually against a mined business description. Only a few products, such as D&B Hoover’s Conceptual Searching, provide broader topical searching to build company lists.
GrowFlare includes a free Chrome extension that “overlays the power of prospector right over the website,” HubSpot, or Salesforce. “This is invaluable for anyone from an SDR to an executive that wants a quick ten-second snapshot of a company before engaging,” said Belkin. The Chrome connector detects the account, displays firmographics, trending topics, psychographics, and Next Best Prospect.
Prospector Bulk and GoldMiner support HubSpot append and enrichment, including Fit Scores. Salesforce support is a roadmap item. Belkin said that HubSpot support was a “strategic decision because HubSpot is more readily accessible, cheaper to develop for, more startup-focused, and we can build adoption faster.”
The user interface is clean and well laid out, with the ability to quickly sort prospecting tables and view additional details. The company universe is limited to 130,000 US companies with ten or more employees “that have meaningful purchasing power.” Thus, GrowFlare is best suited for US account based marketers and strategic teams. However, the service is still in its early stages of development. It does not offer any contacts, and the firmographic intelligence, beyond the psychographics and trends, is limited. There are some novel ideas and tools in this service, many of which are not found in more mature ICP offerings from the established players (e.g. DiscoverOrg AccountView, InsideView Apex, D&B DataVision). These ICP / TAM tools were built for the marketing department, while GrowFlare is looking to serve both the sales and marketing departments with some competitive intelligence functionality as well.
GrowFlare is a freemium offering, with three free prospects provided with each search. The Basic offering is priced at $2,950 per annum and includes ten prospects per list. Growth offers 25 prospects per list for $4,950, and Unlimited offers the maximum number of relevant prospects per list for $9,950. The paid offerings all include all of the features discussed in this profile along with 24/7 support.
The 2.0 release has helped the firm gain traction in the marketplace with revenue up 600% monthly (on a small base). The average deal size is greater than $10,000. Upcoming GrowFlare development is focused on expanded partnerships. GrowFlare is looking to add contacts from vendors such as InsideView and deepen its integrations with HubSpot and Salesforce.
Global Database supports a proprietary industry taxonomy along with country-specific SIC codes. European NACE codes are on the roadmap.
Screening is straightforward with a broad set of selection criteria:
Companies: Employees, Trading Activity (Import/Export Flags), Activity Type (Distributor, Producer, Service Provider), Active Status, Incorporation Date Range, Legal Form
Executives: Seniority (7 levels), Department (29), Job Title
Industry: The Global Database industry taxonomy and 11 European industry codes, but no US SIC, NAICS, or NACE
Location: Country, Region, City or State, ZIP
Financials: Turnover, Net Profit, Total Liabilities, Directors Remuneration, Profit per Employee, Exports, Currency
Digital Insights: Website Monthly Visits, Used Technologies (web-mined), Alexa Ranking
Advanced: Have Email Address, Have Telephone, Have Fax, Have URL, Have VAT, Have a Company Registration Number, Have Business Address, Have Lat/Long, Have Direct Email Address, Have Direct Dial, Contacts Recently Updated (this month, three months, six months)
The report list shows 50 companies at a time. Users may download the list as a custom CSV file. They also can quickly add, remove, or sort displayed columns.
As each variable is selected, Global Database automatically updates the company and contact counts. Users may save both companies and search criteria.
Company lookups may be performed by company name, registration number, VAT Number, URL, and Phone Number. Unfortunately, Tickers are not available, and companies are not sorted by size, making it challenging to locate the headquarters of large multi-nationals or global publics (quoted companies).
Contacts may be looked up by name.
As a V1 UI release, there are some bugs. For example, the Company Structure for multi-nationals with many subsidiaries appears without any viewable details unless the user realizes she can pinch and expand the display for a partial view of the tree. The user can click on a node to view the name and ownership type, but other details are only visible by clicking through to the profile. This display makes the ownership research process cumbersome and random. Likewise, the officers’ view displays both active and resigned directors and corporate secretaries but does not display all active directors at the top of the report.
While it is easy to quibble with V1 UI issues, there are also some well-designed features. The design has a mobile-ready layout with icons along the left-sidebar. It also retains the most recent search criteria when the user clicks on the magnifying glass, search icon. This feature allows the user to drill down to research specific companies without losing the search criteria or being forced to open multiple browser tabs. Below the selection criteria are the most recently viewed companies.
A tenders database search is a feature not generally available in sales intelligence services.
The option to request editorial research for accounts by function and role, with rapid turnaround, is a differentiator.
The new UI does not yet support Salesforce, but it is available on its legacy platform. Salesforce integration is planned for Q3. Other planned enhancements include credit reports for 40 countries and a News and Activity tab scheduled for Q4.
The service begins at £5,000 for a single-country, single-user license with the global edition priced at £30,000 for five users. Additional seats are priced at £500.
Clients include Amazon, Uber, Getty Images, Leadfeeder, Telepass Italia, and The Economist. Buldumac indicated that business has increased during the pandemic as firms look for more clients, require tools for assessing business risk, and source digital sales and marketing solutions in the absence of event marketing.
Global Database refreshed its sales and marketing intelligence platform with a new user interface, list upload enrichment, and financial-change triggers. The mobile-ready design supports list building and export, peer lists, group structure (linkage) display, European registry data, and Companies House filings.
Other new features include the ability to
Export only certain data types
Pay directly online for users that have reached their download limits
Add multiple applications, such as sales and marketing, credit risk, and funding modules.
Global Database supports sales, marketing, credit risk, and onboarding use cases. Data is gathered through licensing, mining, and editorial research. An enrichment feature lets firms identify companies for which they require additional contacts by role and level. The twenty-person research team then identifies the contacts. Global Database has a one-hour turnaround on individual contact requests and a 24-hour turnaround for larger volume requests.
Global Database covers 70 million companies, 47 million of which are active. Inactive companies are supported for compliance and data hygiene use cases. 44 million contacts are available, of which 10 million have emails, and 25 million have switchboard phones. In the UK, both trading and registered addresses are provided.
All contacts are GDPR compliant based upon a “Legitimate Interest” basis for data collection. Emails are verified every six months. Global Database did not disclose their company data sources for publication, but the core European vendors are long-standing, well-respected sources of registry and credit data.
“Unlike other data providers, Global Database is focused on listing only official government data, that have a registration number and a company status (active or inactive). This will give a complete overview of the addressable market that a company can target. Very often, companies rely on LinkedIn and other data providers and, in return, they missed many opportunities.”
Global Database CEO Nicolae Buldumac
The database is weighted towards Europe, with 39 million active companies and 34 million employees. Regional coverage is as follows:
North America (US/CAN)
Asia (includes ANZ)
Global Database Counts by Region
Company profile depth varies by country, with European firms enjoying the most detail. The overview page contains firmographics, contact information, a Google Map for the Registered Address, a multi-paragraph, mined business description, Turnover and Net Asset graphs (up to 20 years), five employees, summary web traffic and technologies, and the most recent company updates.
The Financials tab displays key values and ratios values, including mini-five year bar graphs for quickly assessing the data. Reports include the P&L, Balance Sheet, Cashflow, Capital & Reserves, Miscellaneous Indicators, and KPIs and Ratios. UK Registered filings are available as PDFs for the UK with image data for forty other countries in development.
The Credit tab provides risk analysts with overall credit risk, a recommended credit limit, mortgages, and county court judgments.
The Employees tab displays executives lists and directors’ profiles. Users may export the executives list as a CSV file and perform social searches for LinkedIn, Twitter, and Facebook.
The Ownership tab provides shareholders, a graphical group structure, and the latest ownership activity.
The Location tab displays registered and trading addresses with Google maps.
The Competitors tab provides a peer list based upon the largest three peers by SIC code. The list is exportable to CSV, and users may change the competitors.
The Digital Insights tab helps users research the company’s web presence and deployed web technologies. Up to five years of website traffic are graphed. Other content includes a six-month visitor count, Alexa Rank, SimilarWeb score, traffic sources (direct, organic, referral), top organic keywords, top referral partners, traffic by countries, web technologies in use, WHOIS website owner, and WHOIS server details.
Users may set up alerts for financial data changes (i.e. when a company reports a threshold percentage increase or decrease in revenue, number of employees, or EBITDA) as well as new filings and address, director, ownership, and group structure change.
The database supports a broad set of prospecting variables spanning firmographics, biographics, technographics, and financials. Selects are displayed on the left, and results are dynamically updated as each variable is submitted. Users can quickly update the results list layout by adding and removing, sorting, and filtering columns. Results may be downloaded as a CSV file. Salesforce uploads are targeted for the Q3 release.
Global Database supports a proprietary industry taxonomy along with country-specific SIC codes. European NACE codes are on the roadmap.
LinkedIn Sales Navigator has been rolling out its Q1 release to users over the past few weeks. I already covered Contact Creation and Smart Links. Part III of this blog covers Saved Lead and Account Searches, Accounts Preparing to Grow alerts, UI and mobile enhancements, and an InsightSquared SNAP Connector.
now share a Saved Lead Search, allowing them to put together dynamic prospect
lists and share them across the account team. Reps simply select who
receives the shared search and include a note. The recipients can then view
the saved search with values pre-populated.
feature is Saved Account Searches, which allow reps to set up a search with
scheduled update alerts. Users control the update notification period.
“Search is a newer area for us in Sales Navigator. We’re finding more than ever that sales teams are looking at things collaboratively, so we introduced the idea that we need Sales Navigator to work across teams in order to allow that collaboration to happen.”
Account Preparing to Grow alert notifies sales reps when the number of postings
at a saved account has grown.
Navigator mobile app (Android and iOS) now supports all seven European
languages available in the desktop application. Another new app feature
lets the rep set custom alert filters for accounts, leads, and relationships.
always been an area of focus and growth for us,” said Edwards. “We are
seeing more use on mobile than ever before, and we want desktop and mobile
users to have an equal experience. People want the full breadth of
functionality on mobile.”
UI now supports a slide-in panel for viewing Account Funding News without
leaving Sales Navigator. The slide-in panel also supports CTAs, such as
include a usage reporting refresh and an opt-out for usage report tracking.
LinkedIn released a SNAP integration with BI vendor InsightSquared. The integration analyzes Sales Navigator usage and supports seven out-of-the-box workbook templates.
Edwards emphasized that the goal of Sales Navigator product updates is to promote simplicity by “simplifying the seller’s life and workflow. We focus on sellers as end-users, but we want buyers to have a great experience, as well.”
TechTarget, which gathers second-party, opted-in intent data, released IT Deal Alert Priority Engine Email Alerts. The overly wordy offering helps “enterprise technology sales teams quickly identify and take action on the best opportunities in their territory.”
TechTarget research found that firms that “target active prospects with timely, relevant outreach generate twice as many opportunities.” Active prospects are more likely to respond to sales rep outreach, accept meetings, attend meetings, and convert to opportunities (see TechTarget graphic on the bottom).
Engine Email Alerts are delivered weekly and customized for each recipient.
Alerts may be set up by sales rep territory or ABM account lists to
monitor “relevant buyer activity” at target accounts. Sales reps can then
click on the alerts to view account reports, contacts, and purchase intent
insights (e.g. buying stage, competitors under consideration, relevant topics).
TechTarget offers both first and second-party intent, so reps know about both technology research conducted on TechTarget’s 140 B2B Technology media sites and on their company’s website (first-party intent is supported via a KickFire OEM deal).
TechTarget Account profiles include detailed intent data, reps are better able
to qualify opportunities, tailor their message, and avoid landmines set by
potential competitors. Ideal Customer Profile Accounts are labeled,
helping reps prioritize key Accounts.
are busier than ever and can easily miss opportunities, especially if they
don’t have the right data in front of them,” said TechTarget SVP of Products
Andrew Briney. “Priority Engine Email Alerts deliver the best
opportunities in their territory directly to their inbox with all the
intelligence they need to close more deals faster.”
investor presentation in November, TechTarget laid out a series of future
enhancements including timeline views of territory activity, contact-centered
call lists, SFDC single sign-on, opportunity timelines, leveraging data on
customer website visitors, and individual-level qualification and ranking.
Several items, including alerts, territories, and Salesforce syncing,
have already been released.
will also be launching a Priority Engine Express service for SMBs and resellers
Sales Navigator added two more Saved Account Alerts: headcount growth and Senior Leadership Hires.
When sharing lists, owners may now designate them
view-only or editable.
“List collaborators with edit permissions will be able to add, remove, and comment on Leads or Accounts within a Shared List, and alerts will be sent to collaborators when Leads or Accounts have been added to or removed from a Custom List or when there are new comments on a Custom List.”
LinkedIn Sales Solutions VP of Product Management Doug Camplejohn
LinkedIn added SNAP integrations for Tableau and Power BI. They also extended SNAP integrations to Oracle Sales Cloud Lead and Account pages (Contacts were already supported).
Teams will benefit from improved TeamLink recommendations on “who to reach out to first for a warm introduction, using connection strength scores based on a members’ interactions.”
Finally, LinkedIn teased an improved PointDrive service that will be “deeply integrated” into Sales Navigator beginning in early 2020. PointDrive provides sales reps with a custom landing page for delivering multi-media content with descriptions and company branding. The multi-quarter release will streamline access to PointDrive functionality. However, PointDrive will no longer support shared content.
SalesLoft Leveraging Data Validation Flag
SalesLoft is one of the first vendors to take advantage of the Sales Navigator Data Validation process. SalesLoft uses the Data Validation flag to notify the SDR or sales rep. SalesLoft automation rules can then trigger workflows based on whether a prospect on the decision-making committee has left or whether an admin or champion at a customer has changed jobs. These insights help reps evaluate whether an opportunity may be in jeopardy, the likelihood of closing this quarter pushed out, or they need to move quickly to identify new buying committee members or champions.
“Customers leveraging LinkedIn Sales Navigator
Data Validation are now able to use real-time insights to influence critical
workflows when their prospects and customers change jobs,” said SalesLoft CMO
Sydney Sloan. “Ultimately, this saves time spent reviewing customer data
manually, and it will increase the quality of all opportunities as salespeople
progress through the buying cycle.”
LinkedIn Sales Solutions has begun rolling out its Q4 release to Sales Navigator subscribers. New features include a data validation flag for contacts, improved geographic filters, a funding events spotlight, two new alerts, additional SNAP partners, and extended administrative tools.
A new data validation flag warns users that a contact
is no longer at a company listed in the CRM. If the company differs
between LinkedIn and the CRM a “Not at Company Flag” is written to the CRM.
The flag is both displayed to the rep and available as a trigger for contact
clean-ups and removal from marketing campaigns.
LinkedIn added three new reports which leverage the
Opportunities at Risk: Proactively identifying when a buyer has left an open opportunity
Past Customers at New Companies: Identifying contacts at current customers (potential champions) who have joined new companies
Out-of-Date Contacts: All potential contacts that need to be updated
LinkedIn is hemmed in by commitments to its members’
data privacy. Thus, it cannot append or sync full contact information
like other vendors. The data validation flag simply alerts sales and
marketing that a contact is no longer at a firm. It does not upload
information on the member’s new company to the CRM.
The Data Validation flag is available to Enterprise
Edition licensors with CRM sync enabled in Salesforce and MS Dynamics 365.
LinkedIn redesigned its usage reporting with
time-series charts for messaging effectiveness. Expanded analytics
include InMail messages sent, InMail acceptance rates, messages sent, and total
unique connections. The report also includes the top five reps for each
Other new administrative tools include
Chart filtering by custom date ranges, groups, and users.
Data Updates – Saved Leads and Accounts
LinkedIn has integrated Bing location data, making
prospecting more precise. The service covers 2.4 million more cities and
over 2,000 new states/provinces.
Users may also filter by a new funding events spotlight. The new filter “brings these updates to the top of your search results within the Spotlight tab, giving you a helpful cue that it’s the right time to check-in,” blogged Doug Camplejohn, VP of Product Management, LinkedIn Sales Solutions.
LinkedIn announced its Q3 Sales Navigator enhancements which are currently being rolled out to clients. Key features include LinkedIn Elevate integration, improved save a lead functionality, InMail active status, list cloning, and improved customer support.
Elevate is a LinkedIn Marketing Solutions offering which supports employee content promotion. A curator provides thought leadership pieces, press releases, and open web content to corporate employees. About one-third of Elevate content recipients also have Sales Navigator seats. Most clients are midsize or enterprise customers.
is sold based on the number of seats with volume discounts. Enterprise
licensing is also available based on the company size.
Elevate integration delivers curated content to the Navigator home page.
Content may be shared to Facebook, Twitter, or LinkedIn. Sales reps
may add personal comments with the share.
provides metrics to help firms track increased site traffic, leads, and new
Sales Solutions VP of Product Management Doug Camplejohn noted that the Elevate
integration resulted in a dramatic increase in both the percentage of sales
reps sharing content and overall content being shared.
to LinkedIn, content that is shared by employees has double the engagement rate
of non-shared content. Furthermore, social enterprises are “58% more
likely to attract top talent and 20% more likely to retain them.”
sales reps are also more successful. LinkedIn stated that social sales
reps that regularly share content are 45% more likely to exceed quota.
“Marketers will still be able to control what content they’d like to see employees post. But now Sales Navigator users will have an even easier time boosting their brand and the brand of their company.”
Doug Camplejohn, VP of Product Management, LinkedIn Sales Solutions
LinkedIn introduced custom list sharing in Q1 and extended the functionality this quarter. Previously, lists were shared but ownership resided with the list creator. Shared lists may now be copied, providing the copier with full list management capabilities. Other new list management features include shared list removal and bulk saving of all leads or accounts from a shared list.
also improved the lead connection flow. Now, when a connection is
proffered through Sales Navigator, users can check a box to add the contact to
their leads list, even if the connection is ignored or declined. This
allows the rep to track the contact.
Navigator redesigned its Help Center with “more intuitive navigation,” easier
search, article tagging, and tables of content. Click to chat allows
users to chat with support reps. The Sales Navigator community has been
extended to seven European languages. The Learning Center has been
rebranded the Customer Hub.
has been knocked in the past for its lack of subscription service support.
Improved training and support tools along with chat indicate that the
firm now realizes that enterprise subscription services require a higher level
of customer support than free or consumer services.
Sales Navigator included a set of small enhancements including expanded list sorting options, an increase in list size to 2,500 leads or accounts, and an active status indicator from InMail. A user is only shown active if they permit it in their privacy settings.