DiscoverOrg Rolls Past $130M ARR

DiscoverOrg closed 2017 with an Annual Recurring Revenue in excess of $130 million. Data Source: Inc. 5000.
DiscoverOrg closed 2017 with an ARR in excess of $130 million. Source: Inc. 5000.

Sales and Marketing Intelligence vendor DiscoverOrg crowed about its 2017 performance with growth in Annual Recurring Revenue (ARR), customers, staff, and data coverage.  The firm, which acquired its top competitor RainKing in August, exceeded $130 million in ARR, above projections at the time of the acquisition.  As subscription revenue is recognized over the life of the contract, 2017 revenue was likely between $110 and $120 million.  DiscoverOrg, which has long stated that it is profitable and cash flow positive, also exceeded its profitability target for 2017, but did not provide details.

DiscoverOrg employment grew to more than 500 employees in Maryland, Washington, and Pennsylvania.  Headcount increased by 50%.  The additional staff allowed DiscoverOrg to grow the database and “deliver an unparalleled customer experience” through an expanded customer success team, redesigned customer training and certification programs, and user experience improvements to both platforms.

The customer base grew by more that 25% to greater than 4,000.

“After the acquisition of RainKing in August 2017, we made a commitment to our combined customer base that they would be able to access more high-quality data as we brought the businesses together,” said Henry Schuck, DiscoverOrg CEO. “In the five months since the acquisition, we more than doubled the datasets our customers access. This phenomenal increase means that our customers are more effective at finding, connecting, and selling to their target buyers.”

In 2017, DiscoverOrg launched SMB and HR datasets which provided a “larger addressable target market for DiscoverOrg and a more diversified customer base.”  A few weeks ago, DiscoverOrg released its Legal and Compliance dataset.

Following the merger, the firm swiftly combined the RainKing and DiscoverOrg company and contact universes.  DiscoverOrg contact coverage expanded 124% while the RainKing universe grew 127%.  With respect to global companies, counts increased 82% to 130,000.

In 2018, DiscoverOrg plans to further grow its database and develop ”new tools and applications that make the data even more easily actionable for sales and marketing teams,” said Chief Growth Officer Katie Bullard.  “Our roadmap is focused on enabling our customers to build an end-to-end pipeline engine with DiscoverOrg’s data as the foundation.”

While the coverage continues to increase, they have maintained their data research focus.  “We repeatedly hear from sales and marketing organizations that the overwhelming abundance of data available today— mostly low-quality and unverified—actually makes it harder for them to do their job effectively,” said Bullard. “We have focused on delivering both the right data and the right tools to make sense of that data in a simple and practical package. The result is that our customers get to market faster, build more pipeline, and close deals more often than their competitors.”

RelPro: Enhanced Firmographics

A new RelPro company concordance provides firmographic variables for screening and account planning.
A new RelPro company concordance provides firmographic variables for screening and account planning.

Sales Intelligence vendor RelPro added a firmographics layer to its contact intelligence screening. Users can now filter against SIC/NAICS codes, Industry Keywords, Public/Private Status, and Web Ranking. According to CEO Martin Wise, the new feature has been “very well received by clients.”

RelPro continues to build out its Chrome extension for on-demand company and people intelligence based upon the current website. Decision maker intelligence includes emails, direct dials, and corporate phones. Chrome extension features include contact send to CRM, follow, open the full profile within RelPro, and follow for weekly email alerts.

“RelPro’s latest firmographic and workflow enhancements represent another step forward in our mission to help clients grow their business and make the most of their precious time by delivering Integrated Relationship Intelligence to accelerate all stages of the B2B business development process (Marketing, Sales, Account Management and Research).  RelPro grew more than 3x last year and we aim to continue the momentum in 2018 with our growing enterprise client base and reputation for being ‘easy to do business with’.”

  • CEO Martin Wise

Wise noted that 2018 development plans are “on track.” This year, the firm is looking to add company and linkage analytics, corporate family trees, and ABM look-a-likes.

Sales Navigator Q1 18: Seat Transfers, Additional Alerts, and Seniority Preferences (Oh My!)

SN Seat Transfers
If your firm has an enterprise Sales Navigator team account, you can migrate your standalone account to the enterprise account and let your employer pay your subscription fees.  Just realize that all of your current data (InMails, Messages, Saved Leads and Accounts, etc.) are being uploaded into the corporate account.

LinkedIn Sales Navigator adopted a new quarterly release system for 2018 and has begun rolling out its Q1 release.  Yesterday, I touched upon their redesigned Account profiles.  Today, I’m delving into other new features that are rolling out to clients over the next few weeks.  These include self-service seat transfers to enterprise accounts, expanded alerting, and a Seniority Level preference.

The new self-service seat transfer feature allows sales reps to import their Sales Navigator information into a corporate account. Thereafter, the corporation pays for the license. Migrated content includes Saved Leads, Saved Accounts, Saved Searches, InMail, Messages, InMail Credits, Notes & Tags, and personal Sales Navigator settings. However, when a rep leaves a firm, there is no way to migrate content back to the individual account (their LinkedIn connections are untouched). While activity that took place after the rep merged their account can reasonably be considered company intellectual property, the shared information contributed by the new rep should be returned to the individual’s private account afterwards.

Alerting for the PointDrive service (an enhanced email which directs users to an HTML page containing attachments and multi-media) has been modified to provide real-time email messages when an individual views PointDrive content. Alerts are suppressed for subsequent views by the same individual. The alert’s viewer data includes name, title, company, email, and location. The feature allows reps to reach out to viewers in a timelier manner (perhaps while still viewing the content). PointDrive also provides activity reports and identifies individuals to whom content has been forwarded.

LinkedIn added a new email alert called “Saved Leads Who Viewed My Profile.” According to LinkedIn, the mobile push notification for this event has the highest click through response rate. Sales reps perceive the trigger “as a potential buying signal and want to know ASAP when this happens.” LinkedIn added the near real-time email feature because not everybody has installed the Sales Navigator mobile app. The alert includes quick account and contact details along with account employment details by function for the past six months (if available). To avoid email SPAM, users are only re-notified of visits after seven days.

LinkedIn inserted a new variable for Seniority Level in its Sales Preferences which are employed for recommendations. Sales Navigator also added the option to quickly toggle preferences on and off during Account and Contact Searches. For example, a Boston-based rep for an enterprise Martech Solution can automatically target New England executives, Director or Higher, working in Marketing, IT, Finance, or Purchasing.

Preferences are set during the Sales Navigator onboarding process.
Preferences are set during the Sales Navigator onboarding process.

Sales Navigator Q1 18: Revised Account Profiles

LinkedIn redesigned its Account Page display as part of their Q1 2018 release.
LinkedIn redesigned its Account Profile display as part of their Q1 2018 release.

LinkedIn Sales Navigator formally announced their Q1 release last week. The new functionality, which is rolling out to admins and trainers first, will be unveiled to sales reps over the next few weeks. The release focuses on a redesigned Account page, but also includes self-service seat transfers, new sales email alerts, seniority preferences, and additional SNAP partners.

LinkedIn describes the refreshed Account page as “the most efficient way to get the information you need about your accounts.”

The new company profile page is laid out in a series of sections:

  • Company Summary – a company overview with employee count, industry, revenue, short description, URL, location, and contact information. The section also supports Add Tags, Add Notes, and Save Account functionality.
  • People Tab – three categories of people intelligence: saved leads, recommended leads, and connections into the account. The saved leads section is displayed in a list format with headshot, title, connections, geography, and recent activity. Recommended leads may be filtered by spotlights such as job changes, mentioned in the news, recent LinkedIn posts, shared experiences, and company followers. Recommended leads highlights job changes, news mentions, recent LinkedIn posts, shared experiences, and company followers. Connections are broken into three strata: first degree connections, TeamLink (co-workers) connections, and alumni connections based on the user’s college or university.
  • News & Insights Tab – company insights related to news mentions, LinkedIn posts, and executive hires. The section also includes recent headcount growth by department.
  • Head Count Growth – the headcount growth data has been available to premium users in core LinkedIn for over a year, but finally made it into Sales Navigator (see image on right). Employee estimates found in sales intelligence vendors are often difficult to obtain or out of date. LinkedIn has access to probably the most reliable employee analytics on the market. Not only can they provide current headcount data, but they also include this data by eight job functions (Art & Design, Business Development, Engineering, HR, IT, Operations, Program & Project Management, an Sales) and the change at the departmental and corporate level over the past six months, year, and two years. This data is invaluable to sales reps as they can determine the mix of employees by function at the firm, whether hiring has accelerated or decelerated over the past few months, and even which departments are hiring. Not only does this data provide talking points, but an acceleration or deceleration in hiring is a valuable signal in assessing whether a pipeline deal is likely to move forward or stall.Sales reps should be careful about taking LinkedIn employee counts as gospel. While the data is more accurate than other sources, it is likely to lag M&A activity and layoffs as members update their profiles. Thus, hiring (except for embargoed executive changes awaiting press release) will be more quickly reflected than layoffs. Employees of acquired firms may be slow to update their profiles, particularly if their subsidiary retains its brand. As such, the trend data is probably more important than the displayed employee count.For private investors and competitive intelligence professionals, the head count data can be invaluable for comparing peers and evaluating growth and hiring patterns across a segment.

    Unfortunately, Sales Navigator does not yet display all of the employment analytics found in the LinkedIn service so sales reps may still wish to toggle between the core LinkedIn service and Sales Navigator to review New Hires data, Notable Company Alumni, and the Total Job Openings analysis.

  • Recent Senior Management Hires – The Recent Hires section lists Directors and higher that recently joined the firm. Both current and previous roles are displayed along with tenure in the current position. New hires may be saved as Leads without leaving the page.
  • People Also Viewed – This section lists similar companies which were viewed after the current account. While the firms may be in the same industry, this section could include partners, companies from which the firm has hired key execs, vendors, etc. Each company includes a logo, employee range, industry, and location. The companies may be saved as Accounts without leaving the page.

New content includes an expanded set of revenue estimates, headcount growth data, the Saved Leads module, Spotlights and Insights in the Recommended Leads module, alumni in the Connections module, and recent senior management hires. Previously, only public companies had revenue data, but LinkedIn is beginning to build out revenue estimates for private companies with at least $1 billion in revenue. LinkedIn plans on building down these estimates to smaller companies.

“Our redesigned account page experience streamlines the process of landing new accounts or building relationships within existing accounts, by giving you the information you need, when you need it.  Now you can better understand whether the account is a good match, who you should be targeting, and how you can get a warm introduction.”

  • Doug Camplejohn, Head of Product at LinkedIn Sales Solutions

This is the first in a series of blogs discussing the Q1 2018 Sales Navigator release.  Part two discusses additional enhancements.

D&B Optimizer: Global Contact Cleanse; Global Company Targeting

Custom Optimizer settings include match confidence, bad and dangerous email flagging, and technology enrichment.
Dun & BradstreetCustom Optimizer settings include match confidence, bad and dangerous email flagging, and technology enrichment.

This month, Dun & Bradstreet rolled out a pair of enhancements to their Workbench Data Optimizer product line.  The first release, which is already available, adds global contact cleanse and enrich functionality to the Optimizer module.  Additional features include URL matching, expanded attributes, and custom match settings.  The second release, with a planned release date of June 16th, provides global company targeting and an enhanced interface.

Our customers were asking for us to manage more of their data and for access to more of our data.  So, we really went for it with this release.  For one, we can now append up to 190 different data attributes.  We can also process contact records outside of the US.  We included 8x as many web domains to match to.  We added data stewardship rules to pass control to the customer.  Finally, we modernized the user experience.  If you combine all of this with the work we did to enhance our email verification process in March, it adds up to a complete solution for optimizing marketing data.

  • Director of Product Management John Zilch

Dun & Bradstreet acquired NetProspex and its Contact Optimizer product in January 2015 and has continued to invest in the offering.  The original product was already quite useful as it supported contact validation (email, phone, address), technographic enrichment (HG Data product vendor data), a freemium Data Health report, and segmentation analysis.  Post-acquisition, Dun & Bradstreet integrated WorldBase firmographics, linkage, and D-U-N-S Numbers into the product and implemented DUNSMatch logic for match and enrich.  More recently, they enhanced their Marketo and Eloqua connectors and added a Profiler module which supports advanced segmentation analysis and net-new account and contact prospecting based upon current accounts.  The most recent release continues the product evolution.

Data Insights Analysis (New UX)
Data Insights Analysis (New UX)

The Optimizer module first matches using company name, address, and phone.  If it is unable to match to specific locations, URL matching is performed as a secondary match process.  The firm has 8.3 million mapped domains.  Domain matching associates contacts and companies with D-U-N-S Numbers and associated firmographics.  However, domain matching is less accurate as it is likely to map to the ultimate parent or a major subsidiary (if the subsidiary has a separate domain).  Thus, domain matching is more generalized.  It should be noted, however, that several vendors only offer domain matching so using domains as a secondary match algorithm still provides stronger matching and enrichment than these vendors.

Domain matching is also useful when address information and phone information is not provided by leads.

Dun & Bradstreet extended the number of fields available for matching to over 170 from their SDMR “Strategic Layout.”  As the firm offers custom layouts, admins can choose which fields to map between Optimizer and their company and contact data sets.

Custom Optimizer settings include match confidence, bad and dangerous email flagging, and technology enrichment.
Custom Optimizer settings include match confidence, bad and dangerous email flagging, and technology enrichment.

Users can also employ confidence codes for matching (they recommend using match confidence levels of six or higher for the “best quality and output”) or select from turnkey file layouts.  Thus, matches based on the name (but not address) or address (but not name) are excluded.  Workbench supports native integrations with Eloqua (Oracle Cloud) and Marketo for lead matching.  Contact matching adds phone; job title, phone, and level; social handles; and firmographics.

On June 16th, the firm will begin adding net-new accounts to its Target module.  Target defaults to US companies but can also be run at the global or country level.  Coverage has been expanded to 110 million companies including 9 million UK entities.

When prospecting in Target, users are provided with four counts:

  1. Contact Records Company Type (emails)
  2. Contact Records Campaign Type (emails and phones)
  3. Company Records Firmographics
  4. Cookies and Mobile ID’s for programmatic and mobile targeting

Emails have a 90% confidence rate for deliverability.

Bureau van Dijk Orbis Enhancements

Saved Searches is one of the new features added to BvD Orbis.
Bureau van Dijk Orbis Build a List

Bureau van Dijk rolled out the latest set of enhancements to its Orbis company research and financial analysis platform.  Orbis was re-platformed last year and given a modern user interface.  New features include a document ordering module, improved peer reporting, and enhanced customization.  The new document ordering module assists with KYC/AML and company research by delivering original images of business documents, such as certificates of incorporation, shareholders’ details, and annual reports.  The new module was built in partnership with aRMadillo (FKA RM Online) and delivers reports “usually within an hour.”  Users can even order reports for companies not found in the Orbis database.

Customization features include calculated variables which can be shared across the account group, chapters, and classifications.

“The new interface arranges company reports into “books” that are further organised into “chapters”, that contain related information,” said CMO Louise Green.  “This feature lets you create your own customised chapters, which could include: your company logo or other images; widgets from the profile page; worksheets with selected financials; and any of your own fields that you have imported into Orbis.”

Custom classifications allow users to map their own industry and geographic codes to ORBIS data.

Bureau van Dijk recently released a 2:33 demo of seven key workflow improvements that were implemented in last year’s release:

  1. Favorite Search Criteria
  2. Instant Currency Switch
  3. Alert Management and Quick Alerting
  4. Quick View of a Company
  5. Random Sorting and Sampling
  6. Pivot Analysis
  7. Corporate Ownership Explorer

The Orbis database, which is available for Orbis financial analysis, MINT sales intelligence, and Catalyst workflow product lines, now spans 220 million companies across 200 countries.

Bureau van Dijk Orbis Company View
The Bureau van Dijk Orbis Company View is customizable.

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. 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, Accuracy vs. WorldBase, and Uniqueness (lack of duplicates).  In Clean, Lead records are now enriched with the Dun & Bradstreet WorldBase file.  Finally, 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.