B2BSignals

B2BSignals' departmental filters are more granular than most vendors and span functions across the organization.
B2BSignals departmental filters are more granular than most vendors and span functions across the organization.

Technology sales intelligence vendor B2BSignals offers data enrichment and prospecting across a database of 50,000 global companies, 700,000 locations, and 27 million executives.  Emails are available for over 20 million executives with emails suppressed in countries with opt-in email regimes (e.g. Canada, Europe).

B2BSignals maintains a proprietary taxonomy for product categories, roles, departments, seniority, skills, and industries.  Over 20,000 technology products are tracked across 8 million product users.  Products and executives are identified at the location level.

B2BSignals does not license any data but acquires it through an open web crawl combined with social listening and editorial review by 900 staff in the Philippines and India.  The web crawl completes every 45 days.

Company prospecting filters include company name, industry and sub-industry, product category and sub-category, employee range, revenue range, domain, international region, country, state/province, city, and “HQ only”.  Contact filters add name, title, email availability, email id, department, and seniority level.  Users may upload suppression files as well as suppress previously downloaded records.

Executive profiles display location address, emails, corporate phones, work histories, roles held, title, department, level, tags and firmographics.  Users may add tags and download the profile as a PDF.

B2B Signals Contact profiles are quite detailed and include emails, titles, roles, products used, work history, tags, and firmographics.
B2B Signals Contact profiles are quite detailed and include emails, titles, roles, products used, work history, tags, and firmographics.

While the prospecting module has clear strengths concerning product and functional responsibilities, sizing data is limited to ranges and location prospecting lacks postal codes, counties, metro areas, and ZIP radius filters.

Company profiles include contact information, Google map, revenue and employment ranges, products installed, contacts by department, and tags.  However, the profile lacks social links, news, sales triggers, and business descriptions, all content which could be gathered via its web crawl.

The User Experience is modern and straightforward.  Separate home pages are provided for sales and marketing.  The Sales Home focuses on prospecting with filter variables, saved searches, recently viewed companies and contacts, and company and contact counts.

Pricing begins at $500 / month with unlimited search, read, and discover, but restrictions on the number of exported contacts and users.  If multiple users download the same record, the user is not charged for subsequent downloads.

In Q4, they will roll out an enterprise edition with APIs and connectors.  A recently introduced Salesforce connector supports batch and on-demand enrichment; custom field mapping; “stare and compare” updates; company and contact prospecting; and i-frame display within account, contact, and lead records.

The B2BSignals Find Contact Prospecting tab in Salesforce
The B2BSignals Find Contact Prospecting tab in Salesforce

The company has an analytics product in beta called Market Insights which provides installed technology segmentation analysis by geographical region, industry vertical, company size, and department. The product is similar to analytics offerings from BuiltWith, Datanyze, and HG Data.

The data cleanse and enrich function pre-processes the records before attempting to match them (many vendors skip this step).  The cleanse steps validate company and contact data, flag obsolete records, remove special characters, dedupe the file, and normalize company data. Cleansing helps improve match rates while flagging out of business companies and contacts no longer at a firm.  Data enrichment then appends firmographics, installed products at both the company and contact level, title, role, department, email, and products used at the contact level.

DiscoverOrg’s recent acquisition of number two technology sales intelligence vendor RainKing cemented their position as the leading vendor.  However, B2B Signals is positioning itself to take a run at the number two position in the technology sales intelligence space with data enrichment, market analytics, and prospecting.  Other contenders for the second position are Aberdeen Services, HG Data, and Corporate360.

Salesify had 2014 revenue of $16.9 million according to their Inc 5000 listing.  The firm was acquired in 2015 by Ziff Davis.  They launched B2BSignals last October.

Correction: B2BSignals was spun off as a separate business unit from Salesify after the Ziff Davis acquisition.   The article originally referenced Salesify, but that is a separate business unit.

RampedUp Sales Intelligence & Win Stories

RampedUp Win Story Questionnaires are customized for each company.
RampedUp Win Story Questionnaires are customized for each company.

Launched in 2015, RampedUp offers a sales intelligence solution for browsers and Salesforce. Company and Lead Prospecting is managed from the browser with the option to send one or multiple records to SFDC. Along with standard firmographic selects, prospecting supports technographics and sales triggers. The database is gathered from Synthio and other vendors and spans 6 million global companies and 180 million contacts.

From within Accounts, Leads, and Opportunities, sales reps have access to the following Battle Card intelligence across five tabs:

  • Company: Contact information, firmographics, social media links, mined business descriptions, and recent news stories
  • Contacts: Title, location, email, and phone. The service also indicates whether the contact has been previously loaded into SFDC.
  • Customers: Similar companies with win stories.
  • Competition: Peers based on firmographics and keywords.
  • Technologies: Products for complementary and competitive targeting

A distinguishing feature of RampedUp is a custom tool for recording and sharing customer wins. Win Stories allow reps to understand how their peers closed deals in similar situations.

Sales Ops or Marketing define the key questions for a Win Story template and sales reps enter their responses. Of course, sales ops or marketing can conduct an interview to gather this information with the custom questionnaire operating as a survey template.

The wins are then published as email announcements and available as mini-case studies for other reps within SFDC. Thus, if prospect X has a competitor that has a win story, the competitor’s win is made available in the RampedUp i-frame. The browser version supports a searchable Win Vault.

Relevant Win Stories are delivered in the Customers tab within SFDC.
Relevant Win Stories are delivered in the Customers tab within SFDC.

RampedUp’s Home Page provides a set of gamification elements including recent case studies and a leader board.

RampedUp front page with win stories and a Leader Board.
RampedUp front page with win stories and a Leader Board.

While the most recent company new stories are displayed within SFDC, users must pop out to the RampedUp browser application to view a deeper set of news or filter by event category and date. Triggers are searchable by company, URL lists, or broadly. Bing-based sales triggers go back several years and are tagged by company and topic.

RampedUp does not yet provide sales trigger alerts, but they are on the company’s roadmap.

RampedUp also provides data enrichment functionality via a Clean Tool. The service charges $1,000 for every 10,000 companies and contacts cleaned during an initial batch cleanse. There is also an on-demand batch Clean process which flags inactive contacts, updates company and contact information, and adds additional contacts. Clean includes a unique contact update feature – not only does it flag departed Contacts, but it indicates where execs moved to as new SFDC Lead records.

RampedUp is priced at $1,000 per month for up to twenty users with unlimited access. Additional users are sold in twenty user bands.

RampedUp has fifty clients and is based in Norcross, Georgia.

Unomy Acquired by WeWork

Unomy B2B Prospecting spans 6M companies and 50M contacts.
Unomy supports both B2B company and contact prospecting

I was going to address the Unomy acquisition yesterday, but DiscoverOrg acquired RainKing so Unomy was bumped to today.  This is the fourth deal in the news this week (Moody’s acquisition of Bureau van Dijk closed at the beginning of the month and Zoominfo was acquired by PE company Great Hill Partners.

The WeWork acquisition of Unomy is an out of left field deal.  WeWork has been using Unomy for the past year to assist with their sales process.  The firm is looking to integrate Unomy into its workflows to improve both close rates and pipeline velocity for their co-working offices.  WeWork views Unomy as a key dataset for expanding enterprise sales.  While the firm provides office space for companies of all sizes, they would like to expand enterprise sales beyond 30% of their monthly revenue and 20% of their membership.

“Their B2B intelligence layer will be able to help us enrich our data sets when we’re driving sales in the enterprise market,” said WeWork SVP for Digital Product Ron Gura.

For WeWork, Unomy’s platform will become the backbone of our growing internal sales platform. The Unomy software will be integrated into WeWork’s current systems and the Unomy team – now part of our Sales & Marketing and Digital Products groups – will work with our enterprise sales team to help them go to market most effectively and improve their targeting capabilities, conversion rates, and productivity. More broadly, the Unomy team will also help streamline sales processes, build robust sales intelligence infrastructure, and close member prospects for our enterprise and regional sales teams around the world.

  • Ron Gura, WeWork SVP for Digital Product

WeWork will be retaining Unomy’s staff of twenty which will operate out of a Tel Aviv office.

WeWork did not indicate whether Unomy would be available to their tenants as a free or discounted service.  WeWork offers a services store to its tenants with over forty sales and marketing partners.  Amongst the firms with partnership discounts are Salesforce, CrunchBase, and RelPro.  However, WeWork does not plan on continuing the commercial product and will phase out the Unomy service, helping to transfer clients to other sales intelligence solutions.

Unomy’s database covers 17 million global companies and over 100 million executives.

D&B Hoovers Enhancements

D&B Prescreen Scores are available in company and contact Build a List.
D&B Prescreen Scores are available in company and contact Build a List.

Dun & Bradstreet continues to quickly enhance the D&B Hoovers service (FKA Avention OneSource) as it integrates the WorldBase and Hoovers files into its newly acquired sales intelligence service.  In June, Dun & Bradstreet added the D&B Prescreen score, Parent and D-U-N-S Number, the Ultimate Parent D-U-N-S Numbers, Franchise Status, Owns/Rents, and eight-digit SICs.  D&B Hoovers also added the Hoover’s editorial profiles of 41,000 global companies.  Finally, Dun & Bradstreet added on demand enrichment of files with up to 10,000 D-U-N-S Numbers.

With the D&B Prescreen Score, users can screen US and Canadian companies for delinquency risk.  Companies are rated on a High / Medium / Low risk score allowing sales and marketing to quickly filter out prospects with a high likelihood of late payment.  According to Director of Product Management Phil McWade, “D&B Prescreen Scores predict the likelihood of a firm paying in a severely delinquent manner (90+ days past terms) over the next 12 months.”

The Prescreen score is available when prospecting for companies and contacts.  Users will find it alongside other Dun & Bradstreet variables including Owns/Rents, Franchise Status, and Minority Ownership flags in the Corporate Overview report.

The Parent and Ultimate Parent D-U-N-S Numbers provide family tree linkage via Dun & Bradstreet’s proprietary company identifiers.  These values are displayed in custom grids, exports, and as data points on the Corporate Overview report.

Eight-digit SICs expand the standard 4-digit SIC to provide 18,000 distinct industries.  The expanded codes are displayed within company profiles, contact records, industry summary reports, custom grids, and prospecting selects.  8-digit SICs provide “the most specific and granular industry classification available in D&B Hoovers,” said McWade.

The Hoovers company profiles provide additional company insights including multi-paragraph business descriptions, company histories, and products and operations.  The additional content is displayed across three new reports.  Roughly three-quarters of the profiles are for American firms with the remainder spanning major multi-nationals.  Both public and private companies are profiled.

The new Products and Operations report is gathered by Dun & Bradstreet's editorial team.  Other new reports include Company Description and Company History.
The new Products and Operations report is gathered by Dun & Bradstreet’s editorial team. Other new reports include Company Description and Company History.

D&B Hoovers now supports file uploads of up to ten thousand D-U-N-S Numbers with immediate enrichment.  D&B Hoover’s allows users to maintain and monitor multiple lists including suppression lists.  D-U-N-S Numbered lists support multiple use cases:

  • Lists can be downloaded to Excel, winnowed, and re-uploaded for ABM targeting.
  • D-U-N-S numbered lists can be cross-referenced with other platforms (e.g. MAP, ERP, CRM)
  • Following a territory split, Sales Operations can provide reps with an updated list of ABM candidates
  • Sales Operations can provide a list of named accounts which are excluded from sales territories.

Dun & Bradstreet continues to add companies and contacts to D&B Hoovers, iSell, and Business Browser.  The company and contact counts are both approaching 100 million.

Last month, Dun & Bradstreet rolled out a set of migration courses and materials to assist with migration from Hoovers Classic.  I previously blogged about D&B Hoover’s enhancements in March when Avention was rebranded D&B Hoovers.

WorkBench: Profile Builder, TAM, & Look-a-Like Prospecting

Dun & Bradstreet, which has had a series of major product announcements over the past few weeks (the Avention acquisition, rebranding of its OneSource platform as D&B Hoovers, a Beneficial Ownership product), has quietly added powerful new functionality to their Workbench Data Optimizer platform.  The new Profile capability features an automated profile builder, Total Addressable Market (TAM) analysis, and look-a-like prospecting based upon the Workbench profiles.

The new functionality helps marketers evaluate the size of targetable sub-markets, identify audiences with a high propensity to purchase, discover overlooked whitespace opportunities, and target new accounts and contacts.  According to Alex Schwarm, Sr. Director of Marketing Analytics Products, “Profile enables our Workbench customers to begin to use data-driven, ABM-oriented Profiles based on their successful sales.  These automated analytics allow you to quickly and easily identify the best whitespace opportunities and characteristics of your target audiences including those with the highest propensity to buy – no data scientist needed.”

NetProspex WorkBench Value Proposition
NetProspex WorkBench Value Proposition

Profile is a black-box analytics engine which clusters customer files without biases.  Marketers upload a file of their customers’ data for a specific product or product family.  Workbench standardizes, de-duplicates, and verifies the input file; matches and enriches it with Dun & Bradstreet’s WorldBase firmographics; and then provides segmentation and file health analysis.  The Profile module identifies between two and eight distinct segments containing similar companies across multiple dimensions.  The user can define the number of profiles or the system can automatically identify the optimal number of profiles based on the variation of the customer file.  The marketer is not required to define the key segmentation variables.  Instead, the system automatically performs affinity clustering (my term) to build the segments.  Execution time is typically 5 to 10 minutes.

The results are displayed on a downloadable dashboard that provides a side-by-side firmographic analysis of the clusters.  Results include company size, ownership (e.g. parent, branch), primary industries, cluster size, and average deal size (if revenue figures are also shared with Dun & Bradstreet).  Thus, the system may identify segments with a lower average deal size but a larger number of prospects alongside clusters containing top customers with high average deal size but a small number of targetable opportunities.

Portion of Workbench Profile summary report
Portion of Workbench Profile summary report

While Dun & Bradstreet does not use the term “Ideal Customer Profile” (ICP) the system is basically identifying the attributes of a customer’s ICP, determining the average deal size, and sizing the overall market opportunity.

Dun & Bradstreet has two major assets in performing TAM analysis: The WorldBase file of global companies and trust built up over 170 years of credit research.  WorldBase provides them with a consistent, global file of 260 million active and inactive companies for credit and supplier risk research, sales intelligence, and B2B marketing.  The file includes broad global company linkages, corporate and location sizing, industry coding, Tradestyles, and D-U-N-S Numbers (the de facto global company numbering system).  This intelligence provides the core reference file against which market sizing can be performed.  But TAM analysis requires customer level revenue information against which company counts can be converted to market sizes.  And here is where a strong credit analysis brand helps build confidence amongst marketers to share company revenue data.  While they will be reluctant to share revenue details with most vendors, firms have been sharing private financial details with Dun & Bradstreet over the better part of two centuries.

Marketers can then take any of the profiles and immediately identify net-new similar companies as well as net-new contacts.  The system also sizes potential target market audiences that can be reached programmatically through their Audience Solutions group.

While prospect scoring based upon these definitions is not yet supported, that is a likely future offering for the platform.  Profile, along with a set of predictive scores and paired with D&B Hoovers’ business signals, represents a toe in the water of the predictive analytics space.

Sales Navigator: Enhanced Search Tools

LinkedIn Sales Navigator included a set of new screening filters including headcount growth and headcount growth by department. Revenue data is limited to publics.
Sales Navigator added new screening filters including headcount growth by company and department.

LinkedIn announced additional search tools for Sales Navigator. New filters helps sales reps target accounts and leads.  Amongst the new screening options are searching for new execs, searching for specific departments by size, headcount growth at the company or department level, public company revenue, and headquarters postal codes.

One of the new search filters is senior leadership changes at companies which help identify new contacts with a higher likelihood of considering new products and solutions.  “Multithreading is critical to ensuring your deals don’t go dark. Start by identifying companies where senior leaders have changed roles or joined the organization in the past three months,” said LinkedIn Product Manager Alex Lee. “These could be great indicators that it’s time to reach out.”

Revenue screening will be underwhelming as it is limited to public companies listed on global exchanges.  While the data is screenable in multiple currencies, the revenue data is limited to US, British, Indian, and Australian companies; the vast majority of companies would not be screenable via this filter.  Furthermore, because the data is limited to four countries, it is likely to cover fewer than 20,000 of the 50,000 active global publics.  Unless a company is specifically targeting public companies, users should screen based upon LinkedIn employee sizes.  Employee values are based upon the underlying membership data and screenable to the department level.  As such, they provide much better filters for targeting by size, growth rates, and departmental size.

These new options offer a range of new opportunities in account targeting, utilizing LinkedIn’s vast professional data banks to help optimize and improve your outreach efforts. And as data usage and personalization becomes increasingly commonplace in marketing circles, the need to customize and focus your outreach will becoming ever more important – LinkedIn’s well-placed to capitalize on this trend and help give forward-thinking businesses an advantage.

  • Andrew Hutchinson, SocialMediaToday

LinkedIn has published the full list of company and people search filters.  Sales Navigator filters operate against LinkedIn’s universe of eleven million companies and nearly half billion members.

KiteDesk FIND: Technology Prospecting

KiteDesk added a set of 2,200 searchable technologies across 525,000 companies to its FIND prospecting service.  Screenable technologies may be used for competitive, complementary, and adjacent / enabling technology targeting.  Along with technographics, users may screen by firmographics, department, keyword, and job title across multiple vendors.  The technographics are accompanied by contact information including email, direct dial, and social links.

KiteDesk marries their FIND Account Based Sales Prospecting engine with their FLOW Account Based Sales Engagement platform.  Thus,  both list building and lead engagement (e.g. workflow, dialer, email, calendaring, analytics) are managed from the same platform.

KiteDesk FIND technology screening supports filtering by technology categories.
KiteDesk FIND technology screening supports filtering by technology categories.

“We’ve taken what is already widely considered the pre-eminent lead generation software tool and made it even better,” said Eric Quanstrom, CMO at KiteDesk.  “Discovering who you should be targeting is the most time-consuming, yet important part of outbound lead generation. Pinpoint data is the very heart of prospecting effectively.”

Other recent additions to the FIND service include auto-preview which displays dynamic data provider counts as a search is built and identification of multi-site vs. single location companies.