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.

DiscoverOrg AccountView ICP Tool

Intelligence vendor DiscoverOrg announced a new Account Based Marketing (ABM) tool called AccountView which helps marketers identify the attributes of their Ideal Customer Profile (ICP).  The new feature analyzes an account file which it calls a portfolio, enriches it with firmographics and technographics, and then provides a portfolio visualization dashboard of the accounts.  The service also identifies similar companies to the top accounts, prioritizes them, and identifies best fit decision-makers at the net-new accounts.

The AccountView Dashboard provides firmographic and technographic segmentation analysis.
The AccountView Dashboard provides firmographic and technographic segmentation analysis.

The portfolio segmentation dashboard tiles include

  • Size: Revenue and Employee Bar Charts
  • Industry: Primary Industry Pie Chart; SIC and NAICS top frequency lists
  • Technology: Technology lists
  • Ownership: Ownership Structure Pie Chart
  • Companies: Portfolio companies with employee and revenue data.  Company names are hyperlinked to their DiscoverOrg profiles.

Although geographic segmentation is not yet available, it is on the product roadmap.

Within the list tiles, users can search for specific elements (i.e. SIC, NAICS, technology, or company name).

Proposed contacts are shown within org charts with direct dial phones and emails to assist with organizational context and reach out.  DiscoverOrg also provides detailed platform information and a set of sales triggers.

Marketing and sales teams can drill into specific bars or wedges to further research segments.  To quickly refine models, customers can remove outliers to focus the ICP around high frequency variables.

Company Lists include DealPredict Scores and Lightning Bolt Alert Flags.
Company Lists include DealPredict Scores and Lightning Bolt Alert Flags.

Portfolios may be uploaded as CSV files, bulk matched within DiscoverOrg, or generated via DiscoverOrg prospecting.  Result lists may be saved as lists, viewed as searches, or exported to CSV files.  Models may also be loaded into DealPredict where company lists are displayed with Deal Predict scores of zero to five stars.  Next to DealPredict scores, DiscoverOrg displays a lightning bolt icon if the company has a Sales Trigger or OppAlerts in the past sixty days.  OppAlerts are intent based triggers which have been researched by DiscoverOrg editors or gathered through B2B publishers’ online content consumption data.  By clicking on the lightning bolt, reps are shown the related events.

Within DealPredict, company lists are dynamically maintained to reflect the current firmographic and technographic lists of companies.  If there is a change in company size or implemented technology, the DealPredict scores are automatically updated every time a search is conducted.  Likewise, companies which are added to the DiscoverOrg database are automatically scored.

The very foundation of successful sales and marketing is figuring out who your best customers are, understanding why they are the best, and finding more prospects just like them.  What could be a painful analytical exercise is made simple and straightforward with DiscoverOrg’s account-based marketing features, and the result is faster growth for customers who can more effectively identify, understand, and engage with their ideal buyer.

  • DiscoverOrg CEO Henry Schuck

DiscoverOrg suggests a number of account list categories that can be analyzed including the full customer list, high or low spend customers, renewing or non-renewing customers, high or low profitability customers, competitor customer lists, and prospect accounts.  For example, running a competitor’s customer profile through AccountView helps you “determine ways to improve your product, messaging, or positioning.  Likewise, running the non-renewed customer list through AccountView will help identify high-churn candidates for special programs.

Although DiscoverOrg recommends sets of strong and weak account lists, AccountView does not have the ability to discriminate between the two categories.  Thus, marketers would need to separately run the paired lists, compare the portfolio results, and adjust the models for overlapping variables.  For example, knowing that Microsoft Office is heavily used by both strong and weak accounts would indicate that MS Office is a frequently occurring, but non-predictive variable.

Future features include support for multiple models, grouping tech functions by category, sharing models across all users, geographic segmentation reports, and uploading contact information to assist with defining job functions and levels.

AccountView is the latest capability within DiscoverOrg’s ABM Toolkit.  Other features include DiscoverOrg’s DealPredict predictive rankings for companies and contacts, OppAlerts intent-based opportunities, and sales triggers.

DealPredict provides predictive scores similar to those provided by predictive analytics companies.  DiscoverOrg CMO Katie Bullard noted that unlike some black-box predictive platforms, AccountView analysis and DealPredict models are fully visible to sales and marketing users.

The AccountView analytics and net-new account service is included as part of the DiscoverOrg service.  Firms license access to specific DiscoverOrg datasets and a set number of seats.  Licensed users then have unlimited access to the licensed content for viewing, uploading, or downloading.

Other sales intelligence companies that have developed AccountView-like functionality include Dun & Bradstreet (Workbench), Avention (DataVision), and Zoominfo (Growth Acceleration Platform).

DiscoverOrg, which hit $71 million in Annual Recurring Revenue (ARR) at the end of 2016, has expanded its customer base beyond technology companies.  Over 15% of revenues now come from marketing agencies, staffing firms, and consultancies.

DiscoverOrg is one of fourteen vendors covered in my “2017 Field Guide to Sales Intelligence Vendors“.

Social123 Rebrands as Synthio

Synthio Logo

Social123 has rebranded as Synthio to emphasize the “synthesis and maintenance of data sources.”  The rename denotes a shift from data provision to “empowering users with a Data as a Service platform that automates synthesizing non-standard and free-form data into clean, standardized, and impactful solutions.”

The firm also discussed its SynthCenter platform which supports  the following legacy functionality:

  • SynthSearch: Company and contact searching
  • SynthEnrich: Database enrichment spanning 45 fields

And new capabilities:

  •  SynthClean: Merge datasets; remove duplicates; normalize titles, company names, and phone numbers; and validate email addresses and URLs.
  • SynchConnect: Connect freemail email addresses to B2B email addresses and personas
  • SynchTech: Enriches company records with installed technology including back-end platforms.
  • SynthForce: A Salesforce connector for I-frame display of contact information and news.
  • SynthCard: A digital business card following SynthSearch
  • SynthBridge: Integrations with Oracle Marketing Cloud (Eloqua), Marketo, and HubSpot.  The Eloqua and Marketo connectors support SynthSearch and SynthAppend.  The HubSpot connector enriches leads with contact and firmographic intelligence.

The firm did not discuss whether they license their technology data or gather it directly.

“Our goal is to put the new SynthCenter platform squarely in the middle of a modern marketer’s stack,” said Synthio CEO Aaron Biddar. “As marketing and technology management converge, marketers find themselves with the new responsibility of managing increasingly large and complex datasets. Unfortunately, they are still using tools designed for a simpler, email centric, world. The new SynthCenter platform is designed to address and ease many of these pain points, and comprehensively make contact data more accurate, more standardized, and more ingestible directly into major Marketing Automation Platforms and CRM systems. With SynthCenter, users now have actionable intelligence, not just spreadsheets of contact data.”

Synthio’s database spans 320 million contacts gathered from social and other sources.  Emails are validated in real-time.  The firm claims a 40% append rate, but that is dependent upon the quality of the customer’s match file.

Services are available on both a subscription and pay as you go model.

Synthio has been growing rapidly.  Last year, Social123 ranked #377 on the “Inc. 5000” list with a 123% three-year Compound Average Growth Rate (CAGR) on $2.8 million in 2015 revenue.

Synthio (FKA Social123) Use Cases
Synthio (FKA Social123) Use Cases

Zoominfo: Expanded Enrichment Attributes

New Zoominfo attributes include employment counts by function, marketing and e-commerce product flags, ranking variables, country presence flags, etc.
New Zoominfo attributes include employment counts by function, marketing and e-commerce product flags, ranking variables, country presence flags, etc.

Sales and Marketing Intelligence vendor Zoominfo expanded their prospecting selects with the launch of a new attributes feature spanning two hundred filter variables including sales and marketing technologies used, department sizes and structures, locations, founding date, Alexa website ranking, presence of a warehouse, international locations, and existence of a mobile application.

With Company Attributes, customers have a simpler, more efficient way to determine which accounts will offer the greatest ROI and to pinpoint key decision-makers and influencers.  Using this new feature on top of our existing Growth Acceleration Platform gives marketing and sales professionals one unified source for actionable marketing insight.  Our customers have been able to find information on decision-makers and influencers at key accounts through our powerful prospecting functionalities.  Now, with the launch of Company Attributes, they can go deeper into each of their target accounts using additional insights, allowing them to predict and repeat business success.”

  • Hila Nir, Vice President of Marketing and Product at ZoomInfo.

The two hundred variable count is overstated by 40% due to splitting many variables into ranges.  Thus, 75 variables consists of five employee counts across fifteen job functions.  Nevertheless, the growth in high-value selects (e.g. Uses Marketo, Has Locations in Brazil) is impressive.

75 of the 200 new attributes consist of five employee count ranges across fifteen categories or other multi-ranged variable sets.
75 of the 200 new attributes consist of five employee count ranges across fifteen categories or other multi-ranged variable sets.

Similar bands are also applied for location counts, years since founding, Alexa rank, bank branch counts, bank assets, and credit union branches.

Amongst the other variables are 29 technology selects with a focus on marketing automation and e-commerce and 27 location flags spanning countries and regions.  The full set of new attributes is available in their knowledgebase.

Zoominfo’s Growth Acceleration Platform has expanded to 175 million executives (active and inactive) and 13 million companies.