B2B data vendor Clearbit posted a demonstration video of its ChatGPT plugin that supports Reveal (visitor intelligence), Enrich, and Prospector API calls, helping marketers build free-form queries against Clearbit’s intelligence. For example, marketers can ask for lists of companies or contacts that match their ICP and demonstrate clear intent. They can also identify firms displaying clear purchase intent over the past week by analyzing Clearbit’s Weekly Visitor Report data.
In the demo, ChatGPT-4 queries are executed against Clearbit to identify three large companies in Japan. No coding knowledge is required, with ChatGPT leveraging Clearbit’s business intelligence API and Whimsical’s account mapping service.
A follow-on query displays a Whimsical account map of Rakuten execs sourced from Clearbit.
“With this plugin, anyone—be it a marketer, sales professional, or even a curious individual—can now create and utilize the same complex sales and marketing workflows that were once reserved for the most highly technical growth teams. It breaks down the walls that have long separated the technical growth hackers from the rest of the business world.”
Clearbit Group Product Manager Zachary Swetz
By grounding ChatGPT with business intelligence, Clearbit addresses the issues of data latency and hallucinations related to firmographic and contact queries. Furthermore, when third-party plugins are deployed, ChatGPT cites them, addressing the problem of attribution and GDPR compliance (as Clearbit is compliant). ChatGPT also displays which plugins are enabled within the model.
“While ChatGPT is extremely powerful, go-to-market teams currently can’t fully capitalize on its potential due to its out-of-date data—ChatGPT’s current knowledge cutoff is March 23rd, and it has limited knowledge of the world and events after 2021. And, it has a tendency to hallucinate, producing answers that seem accurate, but are incorrect,” wrote Swetz. “To remedy this, we’re bringing Clearbit’s reliable and accurate data to ChatGPT to make it an incredibly valuable tool for sales, marketing, and operations professionals.”
Dun & Bradstreet continues to expand the content it publishes in D&B Hoovers. Recent enhancements include building out its companies, contacts, and technographics.
D&B Hoovers profiles nearly 250 million unique, active companies and over twenty million corporate linkages, including branch-level links. New fields include Site Sales, Global Sales, Site Employees, and Global Employees.
Contact coverage also continues to grow, hitting 290 million. In addition, email and direct-dial fill rates have significantly improved, both growing 9X since Q1 2021. As a result, D&B Hoovers now provides 40 million emails and 20 million direct dials.
Build-a-List now supports a Contact Accuracy Score when prospecting for contacts, letting reps “select the email accuracy that’s right for each outreach, lending flexibility for both precision and volume.” For example, for general campaigns, marketers would select emails with the highest levels of deliverability; still, reps may select lower-scoring contacts when reaching out to their target persona within their ICP.
D&B Hoover’s also expanded its technographics, with company coverage extended by 359% since Q1 2021. In addition, Dun & Bradstreet grew its technology vendor coverage by 54% and its tracked technology products by 5.3 million.
Along with a deep set of companies and contact profiles, D&B Hoover’s offers public company financials, US SEC filings, UK Companies House filings and DASH reports, European registered company financials, analyst reports, industry market research and overviews, corporate family trees, competitors, company news, intent data, and event triggers.
ZoomInfo announced the immediate availability of its new MarketingOS ABM Platform. The service is part of a broader RevOS offering that supports marketing, sales, operations, and recruitment. MarketingOS consolidates ZoomInfo’s legacy marketing capabilities, bringing together two recent acquisitions, Insent and RingLead, with new programmatic and audience management functionality.
ZoomInfo also refined its positioning statement from Revenue Acceleration to Revenue Operating System. It stated that RevOS is “the World’s only revenue operating system of its kind.”
“Our comprehensive B2B database is the key differentiator that sets MarketingOS apart from other ABM solutions,” said ZoomInfo CEO Henry Schuck. “ZoomInfo’s unique data science algorithms allow marketers to connect with the right prospects at precisely the right time. No other solution on the market combines the power of data-driven insights and marketing-optimized workflows like ZoomInfo’s MarketingOS.”
“Marketers typically fail because the data in most ABM platforms is both inaccurate and incomplete. Current ABM solutions are designed to leverage companies’ own first-party data, which exists in their customer relationship management or marketing automation systems. Without quality data, marketers pour advertising dollars at the wrong prospects and companies, and, as a result, deliver fruitless leads to sales and waste time and resources. With ZoomInfo’s best-in-class data and intelligence at its foundation, MarketingOS enables marketers to effectively reach target accounts and drive qualified leads for sales.”
New functionality includes social and display advertising, abandoned from tracking, and audience targeting. Marketing can build audiences and track campaigns on Facebook, Instagram, and Twitter. Marketing can also build campaigns and manage them programmatically through Clickagy DSP (ZoomInfo) or TradeDesk.
Marketing OS looks to address the “Funnel Famine” suffered by traditional marketing teams. Several issues cause Funnel Famine: crowded B2B advertising channels, dirty data, leaky black-box marketing campaigns, siloed data, and sales’ longtime distrust of Marketing Qualified Leads (MQLs).
“Most marketing programs begin with data, whether it’s for tailoring your communications, whether it’s for sending an email, whether it’s for sending a direct mail. It’s all about those accounts that you’re targeting and the professionals at those accounts,” explained ZoomInfo SVP of Product Strategy and Product Marketing Justin Withers to GZ Consulting. “And the reality is that a lot of data, especially if it’s pulled from the CRM or other systems, is outdated. It’s inaccurate. It’s incomplete, and that can actually pollute or even inhibit the lead flow at the top of the funnel, and [it] ultimately leads to poor conversion. It leads to leaks in the funnel, and all this hard work that marketers put in at every stage of the funnel ultimately spills out before it can even reach sales.”
The reality is that the sales and marketing funnels operate in parallel, not sequentially, as represented in traditional funnel diagrams. MarketingOS lets marketers run account-based programs in parallel with sales running account-based sales programs “so that everyone’s aligned at every step of the funnel.”
Under current processes, sales and marketing operate in parallel to each other with little coordination and a single point of handoff for MQLs, a situation that “really doesn’t set marketing up for success…and it leaves sales in a bind,” continued Withers. Thus, marketing complains that sales teams ignore its leads, and sales reps complain about the quality and quantity of marketing-sourced leads. As a result, there is an “acute misalignment between sales and marketing.”
With MarketingOS, handoffs can occur at different points along the marketing funnel, based on the channel and prospect response.
Sales and Marketing are aligned around a set of target accounts both within and beyond the ICP. Thus, an ICP account with spiking intent will be passed to sales, even if marketing has had limited conversations. Furthermore, the rep will know that multiple individuals from the firm have visited the website or that individuals have clicked through on ads or email campaigns.
Likewise, chatbot conversations with target companies can immediately route a chat to the sales rep or schedule a call.
New functionality for managing abandoned forms can revive a prospect. ZoomInfo claims a 60% increase in lead flow with its abandoned form tracking.
MarketingOS functionality includes
Expanded targeting that leverages the full set of ZoomInfo’s first and third-party intelligence for building and activating audiences. ZoomInfo selects include firmographics, technographics, biographics (e.g., Title, 192 Job Functions, Job Levels), web forms, and uploaded lists (e.g., tradeshow lists). Other selects include business events (e.g., funding data, executive changes, projects) and over 300 company attributes (advanced data-mined firmographics such as fleet size and company benefits). Targeting also ingests account, contact, and lead attributes from Salesforce, HubSpot, and Marketo.
First and third-party intent data time outreach while buyers are in-market, helping to improve marketing and sales efficacy. Marketers can track up to 500 intent topics, with up to 50 available at a time. In addition, chat-based targeting is coming soon.
An “in-market predictive score” that identifies each prospect’s buying stage, “informing how and when marketers should engage with prospects based on their ranking and helping them to prioritize their outbound efforts on prospects who are most likely to convert.”
Campaign Management and Analytics. Marketers upload their creative, build an audience, set the budget, and select their channels.
Webforms, infused with automated enrichment, support shorter forms with reduced abandonment rates
Abandoned form tracking, with Workflows passing the lead to sales or additional nurture steps
ZoomInfo Chat (FKA Insent), a conversational marketing chatbot that leverages ZoomInfo data to score and route leads. Chat immediately passes high-scoring, live leads to sales reps. The chatbot also automates meeting scheduling.
Visitor Intelligence, with pages scored differently (e.g., Product Pages are scored higher than Career or Investor Pages)
Automated workflows triggered by intent, custom intent, WebSights visitor intelligence, Scoops (e.g., business events, projects), Funding, Technologies, and FormComplete. Workflows can also be built to expand reach across the potential buying committee by persona.
RingLead data orchestration to dedupe, cleanse, enrich, and route leads
ZoomInfo Enrich, a set of DaaS enterprise platform integrations for data enrichment and hygiene.
MarketingOS is powered by ZoomInfo’s database spanning 100 million companies, 150 million executives, technographics, intent and engagement data, and event data.
“Marketing and sales funnels work in parallel, so everyone is aligned at every step of the funnel,” explained Justin Withers, SVP of Product Strategy and Product Marketing. With MarketingOS, “sales and marketing are working in lockstep at every stage of the journey.”
Tying together intent and engagement data and processing them through ZoomInfo Workflows is the future of ABM. Intent data is employed at the top of the funnel when buyers are in the initial research phase. Once prospects have begun interacting with a vendor, most buyer behavior research falls under the engagement category (e.g., web forms, email responses, chatbots, conversational intelligence, etc.). Finally, intent data helps identify upsell and cross-sell opportunities at the tail end of the customer lifecycle.
Engagement and intent data are also valuable churn risk indicators, helping customer success and account managers detect potential cancelations or defections well before decisions have been made. In addition, intent data can show a spike in research related to product-associated topics and competitors. Engagement monitoring widens to include customer success interactions, training participation, platform usage, and general account health indicators.
“We can support your new customer acquisition with these signals,” stated Withers. “We can support your opportunity acceleration with these signals. We can also support your renewal, upsell, cross-sell motions based on different types of signals that are happening at those accounts. So, it really is a full customer lifecycle marketing solution.”
MarketingOS will be available as a pair of SKUs:
ABM Elite+: The full ABM Platform package, including RingLead Cleanse, Enrich, and Route
ABM Advanced+: Package includes everything except RingLead
“The purpose behind the two distinct offerings is to simplify our primary offering for those focused on ABM engagement and marketing programs, as opposed to the more operationally focused data orchestration capabilities,” explained ZoomInfo Analyst Relations Director Michael Basilio to GZ Consulting.
MarketingOS includes ten marketing seats and three administrative seats for RingLead routing and ZoomInfo Chat.
The broader RevOS branding consists of MarketingOS, SalesOS, OperationsOS, and RecruitingOS. ZoomInfo calls RevOS the “world’s first integrated go-to-market platform.” All four RevOS services are generally available.
ZoomInfo’s data cloud, orchestration tools (e.g., RingLead, B2B DaaS, Workflows), and engagement tools (advertising, sales engagement, web forms, chat, and conversational intelligence) are at the heart of RevOS.
“There’s nothing more important in business than successfully executing your go-to-market strategy,” states ZoomInfo in its product collateral. “Get it right, and your business flourishes. Get it wrong, and you’re toast. That’s why having one integrated go-to-market platform is so crucial. You can think of it as your revenue operating system.”
SalesOS bundles together a set of new and legacy sales tools:
Chorus, the conversational sales platform the firm acquired in July
Sales and Marketing Alignment has been a stated goal of the two functions for at least a decade, but they have operated with different datasets, metrics, objectives, and platforms. Thus, alignment was more vision than reality. By aligning ABM on a common platform and reference database, alignment is no longer impaired by an organization’s tech stack and data foundation.
“Crucially, MarketingOS lets marketing teams work from a common data foundation. Only 39% of sales and marketing teams share buyer signals, and half say it’s because their sales and marketing systems don’t integrate. The shared data foundation of SalesOS and MarketingOS tightens key handoffs and unlocks true marketing and sales alignment, eliminating conflicting records, wasted effort, and missed opportunities.”
ZoomInfo CEO Henry Schuck, “Introducing RevOS: The future of modern go-to-market software,” (Feb 8, 2022)
OperationsOS contains RingLead data orchestration (i.e., match, unify, dedupe, normalize, cleanse, enrich, score, and route data) and B2B DaaS services (e.g., APIs, webhooks, cloud data warehouse integrations).
Finally, RecruitingOS contains ZoomInfo Recruit, its recently launched prospecting and engagement service for HR departments and recruiters. RecruitingOS also includes a set of Applicant Tracking Service connectors.
“Recruiters can filter and reach more good-fit candidates, use pipeline management tools to collaborate and organize the hiring process, and automate the candidate outreach process,” explains Zoominfo. “This helps you source and connect with candidates faster, reducing the time to find and hire talent.”
Along with new product positioning, RevOS sports new logos, color palettes, styles, and a “unified in-app experience to create a singular, cohesive go-to-market solution that spans the entire suite of ZoomInfo products.” There are also redesigned data dashboards and reports that “offer a faster, more responsive experience that allows your sales, marketing, and recruitment teams to visually demonstrate ROI and how their work aligns with broader organizational objectives.”
In short, RevOS unifies sales, marketing, revenue operations, and recruitment on the same set of data, providing “the same source of truth” and “one integrated platform for every stage of the marketing and sales funnel.” “If data is the lifeblood of the modern sales organization, then go-to-market teams must have the technology to act upon that data. RevOS’ unified data tech stack gives sales, marketing, operations, and recruiting teams a single source of truth from which to launch their campaigns and go-to-market motions, simplifying internal workflows, reducing costs, and maximizing interoperability between teams,” blogged Schuck. “RevOS is the next chapter in ZoomInfo’s journey as the world’s leading go-to-market platform.”
German Sales Intelligence vendor Echobot closed another successful year of product enhancements and revenue growth. Echobot offers deep sales intelligence and data hygiene services for Germany, Austria, Switzerland (D-A-CH), and the UK.
In late 2020, Echobot launched its UK database and English language UI, providing a secondary market beyond the DACH region. The firm grew MRR over 70% this year and hit 1,500 clients. New business rose 80%, and the firm hired its 100th employee (up 44% this year). Echobot continues to be EBITDA and Cash Flow positive. Echobot is self-financed, not having taken any funding since 2013.
The firm also moved into a larger headquarters office in Karlsruhe with 16,000 square feet.
Along with fit-and-finish work on their UK services, the firm rolled out version 2.0 of their TARGET prospecting database. TARGET offers a refreshed UI, improved data quality, and AI tools for ICP and segmentation analysis.
Users no longer need to build company and contact lists separately. Instead, build-a-list results are displayed as tabs, allowing users to analyze both company and contact results without requiring them to rekey their query.
Echobot’s product vision is based on its “first principles of data” delivered through its service. “For data to be useful, it has to be high quality, connected, and fully compliant,” said CEO Bastiaan Karweg.
Data improvements include an Email Validation Engine (EVA) and a “True Compliance” process for GDPR. EVA “eliminates stale records” and implements mail server and pattern checking to improve data quality. The EVA reduces bounce rates by up to thirty percent.
“For your outreach to be truly GDPR compliant, you not only need a Legitimate Interest but also be mindful of the preferences of the people you are trying to contact,” stated Karweg. “Using Echobot, each contact record comes with a public source URL so you can be 100% confident when a prospect asks you, ‘Hey, where did you get my data from?’” Also new is a subject taxonomy that covers over 100,000 topics and industry keywords.
Echobot is launching an EU Data pack that “covers the most important companies from all of Europe,” Karweg informed GZ Consulting. “It’s not as deep data as with DACH, UK, or France, but it will give clients access to essential brands and contacts in each market.”
All four regions (DACH, UK, France, and EU) will be available in all three products (TARGET prospecting, CONNECT Sales Intelligence, and DATACARE hygiene) and the API in any combination. However, the EU Data Pack omits company and contact data for the DACH countries, France, and the UK.
A French dataset, spanning six million companies, will be launched in Q1 with a French UI and localization. French sales will be managed from the Karlsruhe office as it is only three miles from the French border.
Finally, Echobot expanded its sales triggers to 33 English-language event categories spanning the full UK universe. French triggers are in development.
“We are excited to start 2022 with our new product and data assets,” said Karweg. “Our goal is to continue on our strong growth trajectory and gain more market share in other EU countries.”
London-based Sales and Credit Intelligence vendor Global Database added Sales Engagement features to its service. Sales reps can automate their outbound campaigns with sequences of emails, phone calls, and other tasks. Other features include A/B testing and analytics.
CEO Nicolae Buldumac demoed the new service to GZ Consulting, which is generally available but undergoing a soft launch with a formal release in early Q1.
“We want our customers to succeed in their outreach campaigns,” explained Buldumac. However, “having access to data is not enough. You need to have the necessary tools that will save you time and make your campaigns more effective.”
The Sales Engagement Platform adds an activation platform for sales reps, allowing them to reach out to prospects in a structured manner.
“We already see a lot of positive responses from our existing customers that have started using the platform, and many new features will be released in the coming weeks.” Among the pending features are a phone dialer, Chrome extension, and Global Academy, “a series with educational material, where we will communicate the best practices to set up your campaigns, with specific examples that are working for us.”
The new Sales Engagement Platform is included as a new module at no extra charge. The platform supports email templates, sequences, and analytics, but a dialer will not be available until Q1.
Sales reps can select one or multiple contacts from the Prospector module and assign them to a sequence. Global Database may be licensed regionally or globally, with pricing based on the selected region and number of users.
Sales Engagement Platform provides Send to CRM support for Salesforce and Microsoft Dynamics, with HubSpot planned; however, the service does not yet sync activities between the engagement service and CRMs.
Email templates support dynamic variables, signature blocks, and rich text. Templates are shareable, so marketing or sales ops can create email messages and share them with the sales team.
Email reports track emails sent, replies received, tasks completed, and deliverability, helping reps and sales operations “make informed decisions on future campaigns.” Email analytics include top engagement by title, industry, country, and employment levels.
Separately, Global Database announced a data request feature that lets sales reps request similar contacts.
“Once such a request has been received, our system will automatically search in multiple sources,” explained CEO Nicolae Buldumac. “If there are limited results, this request will be passed to our in-house data enrichment team for manual review.”
Global Database maintains a global collection of company, contact, credit, tenders, and filings data spanning:
120 million companies
118 million contacts
6 million emails
1.2 million direct dials
20 million general numbers
Global Database contacts are GDPR compliant and employ a Legitimate Interest basis for data collection. Global Database is registered with the UK Information Commissioner’s Office.
“The lawful basis that we rely on for processing personal information in our public records register is that the processing is necessary for our legitimate interests which are not outweighed by the rights and freedoms of the individual (Article 6(1)(f) of the UK GDPR),” explained Buldumac. “Our legitimate interests include the fulfillment of our mission as set out above; namely, to increase and promote transparency of the corporate and business world, including the existence, ownership, activities, entities, and people connected with them, by maintaining our public register.”
Most Sales Engagement vendors do not own a database (the major exception is VanillaSoft which acquired AutoKlose), but several database vendors have added sales engagement capabilities to their platforms, including ZoomInfo, Cognism, and Data Axle Genie. Adding sales engagement features is a logical market extension for B2B database companies as it provides workflow and activation tools for their data, increasing the value of the underlying database.
Global Database is profitable, and revenues are growing, but Buldumac chose not to disclose the firm’s growth rate.
Sales Intelligence and Engagement vendor Apollo.io closed a $32 million Series B led by Tribe Capital, with participation from NewView Capital and existing investor Nexus Venture Partners. In addition, Sri Pangulur, a partner at Tribe Capital, joined Apollo.io’s board. Total funding sits at $41.3 million.
Apollo is deploying the funds towards building out its product and engineering teams. It will also expand its sales, marketing, and operational resources, including additional leadership hires.
In a blog announcing the transaction, CEO Tim Zheng admitted that the Apollo brand is not well known and that Apollo will be using the funds to address brand weakness. “Our next steps include increasing awareness of Apollo, increasing our user base outside of small teams, and building out an intelligence layer in Apollo to make individual sales reps and teams more successful.”
Apollo is growing rapidly, with its customer base increasing 200% over the past year despite awareness issues. It has been profitable for the past eighteen months and has more than one million users and 9,000 paid customers.
Recent enhancements include an international dialer, contact and company data improvements, and prospecting and Chrome extension upgrades.
“Apollo is challenging the status quo in B2B lead intelligence and sales engagement by making contact data and prospecting tools in this space more accessible,” said Pangulur. “Seeing the company’s incredible growth over the past year, enhanced product offerings, and new client acquisitions, we are confident in Apollo’s ability to disrupt the SalesTech market for B2B companies, offering a more intelligent, more cost-effective, and simpler solution.”
Apollo falls into a category that I’ve labeled Hybrid Engagement that combines sales engagement tools with sales intelligence and B2B DaaS. Other vendors with Hybrid Engagement capabilities include ZoomInfo, Cognism, Data Axle Genie, and VanillaSoft.
“Sales professionals at B2B companies are burdened by a go-to-market process that’s manual, tedious, and complex. It’s stifled by convoluted workflows, very little guidance, lengthy onboarding, and high price tags for name-brand solutions,” said CEO Tim Zheng. “This funding will help us further accelerate our product-led growth model, which has seen tremendous success in the contact data space.
“Apollo’s vision is to give its customers the most powerful and intelligent GTM platform in the industry, so they can reach their full market potential,” continued Zheng. “We want to make access to B2B data even easier, while enhancing the data with sales intelligence and automated workflows.”
Apollo has assembled a database of 200 million contacts across ten million companies. Data include direct-dial phones, emails, funding intelligence, technographics, and job changes. Apollo’s dataset supports direct research, lead prospecting, and LinkedIn matching via a Chrome Extension. In addition, Apollo Refresh performs real-time updates in Salesforce.
Sales Engagement features include sequences (cadences), automated emails, A/B testing, a click-to-call dialer, and a rules engine.
“As we emerge from the pandemic, buyers want an Amazon-like experience where companies are anticipating their needs. You need user data to better drive the sales experience, and as it evolves more personalized capabilities as well,” said Zheng. “Apollo has some unique positioning in that they are doing product-led growth, but also covering the data stack as well.”
Apollo employs a freemium model with ten free exports per month, the Chrome extension, a Gmail extension, and limited sequences.
Basic, at $49 per user per month ($39 billed annually), provides 250 export credits per month, unlimited sequences, email integrations, and a broader set of reports and Dashboards.
The Professional edition adds the dialer, call recordings, customizable reports, and 1,000 exports per month. Professional is priced at $99 per user per month when billed monthly and $79 per user per month when billed annually.
There are additional fees for full Salesforce synchronization, API access, Apollo Refresh, and exporting up to 10,000 records at a time. In addition, advanced dialer features (e.g., international dialing, call transcription, local presence, and CRM logging) are only available as part of custom packages.
UK-based Sales Intelligence vendor Global Database continues to expand its content and functionality. Recent platform enhancements include expanded prospecting variables, industry coding, and list enrichment.
New screening variables include
Annual Growth: Turnover, Headcount, EBITDA, Net Profit, Liabilities, and Exports
Ownership: Parents, Number of subsidiaries, Foreign parent, Number of shareholders
Industry: European and North American industry codes, Industry Keywords
International SIC and NACE codes are available across the full company universe. Global Database also implemented an NLP tool that crawls company websites and identifies keywords and business descriptions. This descriptive content is then mapped to over 100,000 industry keywords.
“The SIC code is outdated when it comes to new industry verticals, such as Big Data or E-commerce, and if you are looking for such companies by SIC Code, they will be classified as: 63990 – Other information service activities n.e.c., explained CEO Nicolae Buldumac to GZ Consulting.
Global Database now supports company and contact list enrichment for Salesforce and MS Dynamics. Users upload a list that is matched against its reference database and enriched with over 80 variables and match score confidence. Matching employs registration numbers, corporate names, domains, phone, postal codes, etc.
Global Database also provides an interactive report with match rates and segmentation. Enrichment analytics include match rates, list averages, company status distribution, turnover distribution, top five companies, and pie charts for employment, years in business, and industry. A location map is also displayed.
Other data tools include CRM maintenance, APIs, and web forms with auto-population.
The Global Database universe now spans 130 million companies and 118 million contacts:
Most of its data is from trade registries, publicly available sources, an in-house data research team, and a few data vendor partnerships. Direct emails are available for 17 million contacts and mobile numbers for 1.6 million. If a contact does not have an email or phone number, Global Database integrates with two data vendors, where this information is requested via API in real-time.
Global Database continues to expand its universe of credit reports, with instant Business Credit Reports now available for 350 million companies. If a country does not support instant reports, customers may request a new investigation from on-the-ground resources. These reports are delivered within five to seven business days.
Credit reports are priced between £19 and £80, with the UK and Irish reports at the low end. Most continental European credit reports are priced between £35 and £40. North American reports are also priced at £40.
German Sales Intelligence vendor Echobot released version 2.0 of its TARGET prospecting service with a refreshed UI, improved data quality, and AI tools for ICP and segmentation analysis.
“If you want to digitize your sales processes and save a lot of time, money, and nerves, you can’t ignore Echobot,” said CEO Bastian Karweg. “TARGET 2.0 inspires the everyday sales life of our customers – the new version is fast, intuitive to use, and simply fun.”
Echobot has set its product vision based on the “first principles of data” delivered through its service. “For data to be useful, it has to be high quality, connected, and fully compliant,” said Karweg.
The first step was unifying their database across regions and datatype and removing data silos within the platform. Echobot implemented a “unified, nested data index” that improved query times up to ten-fold and allowed for enhanced switching between company and contact results.
Users no longer need to build company and contact lists separately. Instead, build-a-list results are displayed as tabs, allowing users to analyze both company and contact results without requiring them to rekey their query.
Echobot also implemented a new Email Validation Engine (EVA) that “eliminates stale records” and implements mail server and pattern checking to improve data quality. The EVA reduces bounce rates by up to thirty percent.
Echobot licensed company records directly from trade registers and implemented a “True Compliance” process.
“For your outreach to be truly GDPR compliant, you not only need a Legitimate Interest but also be mindful of the preferences of the people you are trying to contact,” stated Karweg. “Using Echobot, each contact record comes with a public source URL so you can be 100% confident when a prospect asks you, ‘Hey, where did you get my data from?’”
Echobot implemented AI to assist users, building a subject taxonomy that covers over 100,000 topics and industry keywords. TARGET 2.0 sports a keyword type-ahead tool that “guides you towards the right queries and also intelligently suggests alternative keywords or job titles you also might want to include in your search.”
The firm’s new segmentation analysis is their “most advanced AI” that builds a company vector model for clustered analysis of highly similar companies from uploaded files. The clusters identify similar companies for downloading to the desktop or uploading to the CRM. Thus, users can upload their Ideal Customer Profile and expand it with similar companies. The ICP is also used to score prospects and sort them by priority.
“Echobot uses a new company vector model for the first time in addition to rigid industry codes. The technology is based on machine learning and makes it possible to select companies in a fine-grained manner according to thousands of specialist areas. The assignment takes place automatically on the basis of text content that is associated with the respective company. This means that if you are looking for industries, Echobot now offers an immense wealth of detail and can thus easily find even high-precision target groups. With the help of so-called cross joins, filters of different data areas can be combined with each other in real-time. This completely eliminates the time-consuming storage of interim results.”
Echobot Press Release (Translated from German)
TARGET 2.0 supports a broad set of screening variables:
Industry – Industry codes or keywords.
Contacts – Department, Level, Title
Location – Region and Radius
Technographics – Software and Systems
Their instant access to data allows for complete data visibility without slowing down users with credits to display contact details. In addition, the contract includes a minimum of 10,000 monthly record uploads or downloads with a FLAT-RATE Guarantee that provides an additional 5,000 monthly data records after consuming the EXPORT quota. The guarantee ensures budgeting stability while providing export flexibility should the marketing department consume their entire download quota mid-year.
Echobot pricing starts at €999 per month for up to three users. This price is introductory and will increase for new customers in 2022.
Echobot supports four countries – Germany, Austria, Switzerland, and the UK – and two languages – German and English. The Echobot roadmap includes “intelligent” email alerts, “helpful” trigger events, and “smart” campaign management. Additional languages and countries are also in development.
D&B Hoover’s customers can now view and build lists of in-market accounts using the Bombora intent file. Users can set up SmartLists (dynamic lists) with a combination of account and intent data to identify in-market ICP accounts. The list is then displayed on the sales rep’s desktop and daily email digest.
Target lists can be assembled from over 175 selects that span company, contact, intent, and technographics. Bombora intent data is gathered from over 4,000 B2B media website and span 7,000 pre-defined topics. 70% of the websites are exclusive to Bombora.
Dun & Bradstreet provides a sophisticated approach to selecting intent topics that tie to business strategy. Instead of simply choosing the obvious topics, the firms recommend that customers employ topic clusters, “a group of like-minded Intent topics [that are] representative of all facets of a product or service.” Clusters would include
Dun & Bradstreet has removed intent scores, which are often confusing. By creating clusters, topics are either surging or not, with no interpretation required. Instead, the number of clustered topics serves as the indicator of surge strength.
The firms recommend that content be adjusted based on the number of intent topics identified for a prospect. Sales and Marketing should “serve higher-level or awareness-based content to those showing interest in one or two topics, and lower-funnel content to those showing interest on many topics.” Furthermore, prospects with many surging topics are probably closer to making a purchase.
D&B Hoovers also added 4 million direct dial numbers to their database, bringing the product total to 6.2 million. Direct dials contain a set of standard and mobile numbers, so users should hover over the direct dial number to determine the phone type.
“As more business contacts work from home, direct dials are essential to engage customers in real-time, from anywhere,” wrote Product Management VP Phil McWade. “Access these numbers in the lists you’ve already created, when viewing a Contact Profile, or within Contacts Search & Build a List results.”
D&B Hoover’s coverage has grown to 209 million global companies and 235 million contacts
European Sales Intelligence vendor Vainu implemented a proprietary AI-based industry taxonomy. The 700+ segments are derived from company website content and “extensive training data sets to determine unique industries for each company.” Custom industry labels may be combined when list building. Thus, sales and marketing can target companies, such as “Nordic SaaS providers building marketing automation platforms” or “Medical device manufactures developing machine learning applications.”
The industry codes are clustered into 46 custom industry groups. For example, there are over 80 software codes and 19 sustainability codes (e.g., Biofuel, Biomass Energy, Clean Energy). Vainu has focused the initial set of codes around emerging technologies and fast-changing markets. Traditional industries such as agriculture, food and beverage, and manufacturing are supported by broad codes as these industries are well defined by traditional industry taxonomies.
“Traditional industry classifications for B2B segmentation don’t do the trick anymore—they are too generic, broad, or even incorrect,” blogged Vainu Customer Marketer Ella Tyrväinen.
Custom Industries are available on the Vainu platform and via its API. Industry-based target lists may be exported as a CSV file or JSON.
Vainu also recently added three fields to its list exports: Countries of Operation, Website Languages, and Technographics. In February, Vainu released a webCRM integration.