SFDC Unplugging Data.com Connect

Salesforce Lightning Data partners include Clearbit, HG Data, Bombora, MCH, and DataFox. InsideView and Dun & Bradstreet were not included in this week's announcement.
SFDC is promoting Lighting Data solutions as an alternative to its Data.com Prospector and Clean offerings.  Salesforce Lightning Data partners include Clearbit, HG Data, Bombora, MCH, DataFox, InsideView and Dun & Bradstreet.  Additional partners are planned.

Salesforce told its Data.com Connect customers that the product will no longer be available as of May 4, 2019.  As such, the firm will not renew any customers after May 3rd of this year, and users will not be able to license any points, contacts, or plans after May 3rd.  However, users will be able to earn points through community updates through the expiration of the product.  While Salesforce has not announced shutdown dates for the native Salesforce Data.com Clean and Prospector offerings, their shutdown is “currently targeted for some time in 2020.”

Data.com Connect contacts data will continue to “used in the maintenance of the Data.com Clean and Prospector products,” said the firm.  “After the Data.com end-of-life is complete, the contact database may be archived by Salesforce.”

Data.com Connect is the successor to Jigsaw, which the firm acquired in 2010 for $142 million.  Connect Members either purchased plans or earned points through adding and maintaining records within Connect.  After acquiring the database, Salesforce realized that Jigsaw company data was too weak to be sold and partnered with D&B (now Dun & Bradstreet) to deliver the WorldBase company file alongside Jigsaw contacts.  This partnership was in place until early 2017 when SFDC announced the end of the licensing relationship.  Legacy customers continue to receive Data.com WorldBase account data, but the firm is encouraging clients to evaluate Lightning Data partnership offerings from Dun & Bradstreet, Bombora (intent), HG Data (technographics), DataFox, Clearbit, MCH (healthcare), and InsideView.

Future Lightning Data partners include Thomson Reuters, Aberdeen (technographics), Datanyze (technographics), Compass, and Equifax.

“We’ve built a powerful, flexible set of capabilities into the Salesforce platform we call the Lightning Data Engine.  It uses sophisticated matching algorithms and machine learning to make it easy to implement and deliver strategic data and insights from trusted, third-party sources. Lightning Data apps give customers next-level data quality, enabling them to create more intelligent processes built on better, more targeted data, which improves CRM user adoption and ROI. Best of all, seamless integration requires minimal ongoing maintenance, and makes data readily available on any device without IT involvement.”

  • Salesforce.com

Dun & Bradstreet said that it expects Data.com revenues to decline 30% in 2018.  The announcement that the Data.com Prospector and Clean products will be shuttered in 2020 is likely to expedite the revenue wind down.

Salesgenie UI Enhancements & Platform Upgrades

The new Details / Profile page provides a combined list view and detailed profile view to expedite list analysis and qualification.
The new Details / Profile page provides a combined list view and detailed profile view to expedite list analysis and qualification.

Sales intelligence service Salesgenie released enhanced UI and platform upgrades which increase “system speeds and overall productivity.” Other enhancements include a streamlined details / profile page for reviewing prospecting lists and a file library for organizing sales and marketing content within Salesgenie and InfoUSA products.

The new File Library provides a centralized content store for sales and marketing professionals which can be quickly accessed within email campaigns. Content is available within both personal and shared team folders. Shareable content includes logos, images, HTML, PDF, Word documents, and Excel spreadsheets. Content is shared as hyperlinks.

“This is great for keeping sales quotes, pricing templates, and marketing efforts organized in Salesgenie,” said VP of Product Neil MacLeod.

The customizable details / profile page, which will be available in early Q2, allows reps to review lists more efficiently. The new view “will give you access to the same in-depth data you have today, but it will allow you to stay on the same page as your results list,” Macleod told Salesgenie users. “That means no more going back and forth between pages while working on your leads. You can easily pop out new tabs for records that you want to return to later or keep open while you move through your list.”

Salesgenie, an Infogroup offering, is designed for both SMBs and enterprise sales teams. The service offers both business and consumer files along with New Businesses, New Homeowners, and New Movers. While the service was designed as a sales prospecting database, the service has broadened its functionality over the past few years:

  • Sales Engagement: email templates, notes, tags, dialer support, File Library
  • Marketing Tools: suppression files, lead enrichment, SEO, marketing design services, best prospect identification, direct mail marketing, display advertising
  • Mobile App: search near me, research and manage leads, map leads
  • Team Tools: lead assignments, activity tracking
  • Connectivity: Salesforce and MS Dynamics integrations, API

Separately, Infogroup announced that its business and consumer files now integrate with the Adobe Audience Marketplace. Marketers will be able to access Infogroup data within Adobe and perform data hygiene and enrichment on customer profiles.

CrunchBase Launches Marketplace Partner Ecosystem

SimilarWeb Web Traffic Analysis within Crunchbase Pro.
SimilarWeb Web Traffic Analysis within Crunchbase Pro.

Crunchbase unveiled their long-planned Crunchbase Marketplace partner ecosystem.  Crunchbase signaled plans for the ecosystem a year ago when it announced an $18 million funding round.  Partner datasets are available via an “app store” connected to their subscription Crunchbase Pro data service.

“We see this as the next step in building the master database for companies online. We don’t feel like a single company can go out and get all the information that there is to get, which is why we have decided to partner.”

  • Crunchbase CEO Jager McConnell

Crunchbase has signed 13 data partners: SimilarWeb, Apptopia, BuiltWith, Siftery, IPqwery, Bombora, Owler, Financial Content, TradingView, Enigma, Wayback Machine, Aberdeen, and Wikipedia.  The span of partners is fairly broad and includes technographics, intent data, web traffic, app installs, government filings, and stock quotes.

The following datasets are live:

  • Crunchbase Pro – Funding data available for $29 / user / month
  • SimilarWeb – Web traffic and engagement (free)
  • Siftery – Tech Stack data for $49 / user / month
  • BuiltWith – Tech Stack data for $49 / user / month
  • Apptopia – Mobile app analytics for $49 / user / month

“We’re super excited about these partnerships because they are bringing up a ton of new data that we’ve never seen before,” McConnell added. “We think this is the first time that someone has taken all this data and put it all into one place. Looking further out we think that all enterprise software will be built on large data sets, and we think that we can be the trusted source for all that company information on the internet.”

Crunchbase is looking to increase the number of registered and Pro users on its site, so only registered users will have access to the marketplace.  Last year, Crunchbase had 40 million unique users, many of whom were anonymous.

Current licensors of third-party datasets do not have free access to the content via the Marketplace.  However, Crunchbase is evaluating a voucher system for dual licensors.

Crunchbase said it is unsure whether the current $49 per month fee will be modified.  For example, they are open to building solution bundles by function which support multiple datasets.  However, such a model has yet to be explored.  They are also considering a freemium model with in-app purchases of additional data beyond a limited number of free records.

Crunchbase will continue to focus on its strength: – the collection of funding data.  “Logo, name, address, funding, founding and investor data: we’ll always own that node,” McConnell told TechCrunch. “This is the reason why most come to us today and we don’t want to jeopardize this.”

Crunchbase would like to build out to one hundred partners over the next year.

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.

DiscoverOrg Legal & Compliance Dataset

Executive Change Alerts from the Legal and Compliance database.
Executive Change Alerts from the Legal and Compliance database.

DiscoverOrg continues to rollout additional datasets to meet the needs of sales and marketing professionals that target specific corporate departments. The latest dataset focuses on legal and compliance departments, complementing datasets for technology, sales, marketing, HR, finance, and the executive suite. The new dataset meets the same standards of coverage and quality as previous datasets (e.g. 95% accuracy guarantee, 95% email fill rates, 90-day refresh rate). Along with executive bios and contact information, users will enjoy compliance department org charts, installed technology, and buying signals.

“Companies selling into legal and compliance functions have become okay with buying inaccurate, outdated contact data and sales intelligence tools—some in actual book form.  And until now, legal and compliance companies had few other options. DiscoverOrg is changing that and bringing a solution to the market that is robust, high quality, and designed to allow these organizations to build their businesses around.”

  • Chief Growth Officer Katie Bullard

“Lack of access to contact data has prevented engagement with in-house legal teams at corporate entities,” said the firm. “Many companies outsource legal services to 3rd party firms, but the largest 20% of corporates manage most legal matters in house. The Legal and Compliance dataset enables legal technology and legal services companies to systematically reach this untapped buyer group – to position a technology solution or be the vendor of choice.”

DiscoverOrg is “already seeing high demand” during their soft launch window and have signed several “high-profile legal technology companies.” The dataset is designed for Legal Services companies, Law Firms, and Staffing and Recruiting firms looking to place Legal and Compliance talent.

Coverage spans 150,000 legal professionals across 25,000 organizations constituting “the largest and most complex legal departments and the largest law firms.” Corporate titles include General Counsel / Chief Legal Officer, Legal Operations, Compliance, Government Affairs & Relations, Litigation, IP, Contracts, eDiscovery, Risk Management, Governance, and General Counsel Executive Assistant. Titles at legal services and law firms include C-Suite / Partners, IT, Finance, and Legal staff. Also included are legal representatives at federal, state, and local government entities. Data Security Officers can be found in the IT dataset.

“Ten years ago, DiscoverOrg completely revolutionized the way IT companies prospected, and we’ve now brought that sales and marketing revolution to the rest of the market,” said CEO Henry Schuck. “Companies outside of IT have become okay with buying inaccurate, outdated contact data and sales intelligence tools—some in actual book form. That is not okay, but until now, legal and compliance companies had few other options. Today we are changing that and bringing a solution to the market that is robust, high quality, and designed to allow legal and compliance companies to build their businesses around.”

In 2017, the DiscoverOrg database roughly doubled its contact coverage to three million biographies with emails, direct dials, organizational position, and responsibilities. DiscoverOrg also expanded its company coverage by 50% to 125,000 global entities. The growth was bolstered by the acquisition of RainKing at the end of August. The firm has a team of over 300 researchers responsible for building and maintaining datasets. DiscoverOrg is used by sales, marketing, and recruitment teams at over 4,000 firms.

Boardroom Insiders Adds List Building

Boardroom Insiders can now build lists of C-level Executives.
Boardroom Insiders can now build lists of C-level Executives.

Boardroom Insiders, an editorially driven executive profile company, added build a list prospecting to its subscription service. The new feature supports firmographic and biographic selections against their 15,000 executive profiles. Users can download one or multiple executives from the list as a PDF.

“After a decade of researching C-Level executives, we have built an extremely robust repository of executive insight—both personal and business-related.  Our new search tool unlocks the power of that insight in a very significant way.  Subscribers can now easily execute these very specific searches in seconds. You simply will not find this capability anywhere else—and to replicate this type of research from scratch on your own would be both cost- and time-prohibitive.”

  • Boardroom Insiders CEO Sharon Gillenwater

Boardroom Insiders provides very rich executive profiles that go beyond those found in other executive sources such as LinkedIn. “Our forte is in providing deep insight on a relatively small group of C-level executives to support very important opportunities, CXO meetings, events, and large account ABM efforts,” said Gillenwater. Profiles may run a few thousand words and include an Executive Summary, Personal Attributes and Interests, Current Focus, Biographical Highlights, Other Boards and Organizations. Users also have access to a headshot, social media links, and contact information.

All of the bios are maintained by editors with a minimum of ten years of business journalism or management consulting experience. If a bio has not been updated in the past six months, a user can request a refresh. Boardroom Insiders also maintains bios for executives in transition and then updates them when executives land at new organizations.

While LinkedIn is often seen as the go to source of biographies, a DiscoverOrg survey found that 25% of top-level executives do not maintain LinkedIn bios. “LinkedIn is an essential tool, but the profiles are unpredictable, limited in strategic insight, and biased,” said Gillenwater. “Boardroom Insiders is rich with strategic insight, unbiased, and provides the full professional story of the key decision maker you are calling on.”

EMM LeadPorte Global Contact Prospecting

Email address compiler Every Market Media (EMM) announced the “early access launch” of its B2B list tool LeadPorte. The Build a List service provides access to 55 million US and 7 million international contacts. All of the records have emails and a subset have direct dials. The service, which is nearing the end of its beta period, has already delivered 7,500 counts and over 2,000 CSV file downloads to over a dozen beta customers.

Users have access to global company and contact screening via standard filter variables such as job function, job level, SICs, size, location, domain, and title keyword search. Advanced features include deployed technologies; email, domain, and past download suppression lists; SOHO business suppression; and maximum downloads per company, domain, or website.

Leads are ranked by quality with the option to filter leads by quality strata:

Leadporte quality strata allow users to select high-quality data specific to their primary outreach channel.
Leadporte quality strata allow users to select high-quality data specific to their primary outreach channel.

When the max records per company field is selected, LeadPorte selects records based upon job level and data quality.

Max downloads combined with suppression list functionality allow outbound call centers to pull records on an as needed basis instead of pulling bulk files which quickly begin to decay.

A data rebate is in place to encourage a positive quality feedback loop. “We were having trouble getting feedback on our data outside of our OEM channel partners.” said EMM CEO Rick Holmes. “LeadPorte connects us to the feedback of the final user of our product. With hundreds of thousands of records a week being fed back to us from top telemarketing and email firms we’re improving and adding new data in a tremendous way.”

Domain and company name downloads support ABM campaigns focused on best-fit companies. According to Holmes, “Strong ABM campaign case studies often use referral outreach to other stakeholders in the business at companies that have a good fit for your product. That’s why we want to get ‘supporting cast’ contacts we can ask for referrals to the right person in the organization who makes decisions about our product. Successful organizations lever this strategy using different messaging than to a direct prospect, generally asking for a referral to the person who handles the decision.”

Company data is sourced from several companies and combined with EMM’s own data. Content is blended at the field level subject to a vendor hierarchy. A company-level data module will be available shortly.

Administrative features include a search-only restriction, the ability to pull team saved searches, and visibility into monthly data consumption.

LeadPorte is priced on a volume basis with significant discounts for large call centers. At 2,000 records per month, contacts cost $0.15 each, but fall to $0.01 at 250,000 records per month. Additional discounts are available for annual purchases. Unused records are rolled forward on annual accounts but not monthly subscriptions.

LeadPorte volume-based pricing provides significant savings for large call centers.
LeadPorte volume-based pricing provides significant savings for large call centers.

Roadmap features include their first sales enablement connector, machine learning, and social login.

While a number of tier one SalesTech vendors have been acquired this year, it is refreshing to see some of the data vendors such as EMM, HG Data, and Oceanos step into the void with cloud-based data services for sales and marketing.