Sales Intelligence vendor RampedUp added account scoring to their platform. Other new features include saved searches for leads and trigger events, lead and trigger event downloading to CSV files, importing corporate URLs into searches, and the auto-population of decision makers and preferred technologies.
The new scoring doesn’t employ predictive analytics, but rates accounts on a zero to five basis, with a star awarded for each of five conditions:
One of top 5 industries based on the client roster
One of top 5 market segments based on client employee count
Installed Technology based on products important to the client’s sales process
Contacts present with preferred title based on selected buying committee
Recent trigger event article showing activity over the last 90 days
“Two things that have always set RampedUp apart from other sales intelligence platforms have been the tailored nature of the data we provide,” said CEO Scott Miller. “Our customers are exposed to contacts that are unique to their buying committee. We also share look-alike customer data based on a Salesforce.com sync that pulls customer data into our platform in near real-time. RampedUp also tracks triggering events and installed technology used by companies to help sellers understand their prospects better. All this information is used to create our unique scoring methodology.”
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.
RampedUp’s Home Page provides a set of gamification elements including recent case studies 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.