People.AI announced availability of The Wire, their new artificial intelligence service for sales reps which suggests next best actions. According to the firm, “Like a brilliant personal assistant who’s always on top of his game, The Wire uses AI intelligence to remind you when to follow up on key accounts, suggest next-best-actions, warn you when a rep or account is falling behind, let you know when customer champions switch jobs, and ensure you’re always prepped for every meeting.”
suggests emerging opportunities, opportunities requiring attention, and
champions that have departed to other companies.
alerted when sales reps are falling behind targets. A Rep Ramp Alert “helps you
move from data-aware to data-driven, proactively leveraging industry data to
guide and coach your teams.”
The Wire also supports meeting intelligence with meeting prep reminders and post-meeting note capture and CRM sync.
Over the past year, Sales Engagement has become the third pillar of my coverage (alongside Sales Intelligence and B2B DaaS). So it is only fair that I write an overview of the space.
Sales Engagement began about four or five years ago as Account Based Sales Development (ABSD) with a focus on automating the SDR function. Its initial functionality consisted of a cadence tool which automated emails and outbound dialing for appointment setting. Cadences, also called sequences, are a set of scheduled steps that usually begin with an email but also include outbound calls, social steps (many vendors have integrated LinkedIn Sales Navigator via SNAP connectors), and direct mail.
Cadences can be paused if the prospect is out of office or halted if the prospect unsubscribes. Outreach just announced out of office functionality which pauses the call and checks whether an alternate contact is listed. Functionality is similar to that of LeadGnome. Outreach noted that 18% of email responses are out of office emails. 25% of out of office emails include an alternate contact name with over half the names being manager titles or above. The Out of Office reply detection extracts the return date and alternate names then pauses sequences until the prospect returns. The sales rep is notified of automated actions.
Email is supported by targeted templates which can be personalized. Thus, reps can call cadences by function, level, industry, etc. and the associated templates are customized by target audience. Reps can view the emails prior to sending and personalize them. This helps bring authenticity to the email. SalesLoft estimates that the peak personalization level is 20%.
Most sales engagement solutions include a digital dialer for outbound calling. The system suggests the best time of day and adjusts for time zones. Other features include local dialing, call recording, and voice mail drops. Upon completion, the rep enters call disposition and sentiment information which is synched with the CRM.
Once calls are recorded, they are transcribed and indexed, allowing sales reps or managers to quickly review calls and quickly locate pain points, objections, pricing, and next steps. Vendors such as Outreach and SalesLoft are going a step further and analyzing the calls, providing a set of team reports. More broadly, machine learning tools are being applied against the calls to determine best sales practices.
Meeting Management is emerging as a key feature set. Some vendors offer simple Calendly-like scheduling while others provide full meeting transcription and analytics.
Video is becoming increasingly important. Vendors support both video meetings (e.g. Webex, Zoom, BlueJeans, JoinMe) and video attachments (e.g. Vidyard, Videolicious).
Other information and decisioning tools include leaderboards, dashboards, AI recommendations (e.g. who to call or email next), CRM synchronization, and A/B testing. Some of these tools are directly integrated into the service while others are available through app directories. Similar to the Salesforce AppExchange or Marketo LaunchPoint, functionality may be free, freemium, or premium. Likewise, you may need to separately license the partner solution prior to enabling the integration. Outreach and SalesLoft offer a broad set of app partners.
Sales Engagement platforms are evolving into a system of engagement that sits alongside CRMs (systems of record). There is already a shift taking place from CRMs to Sales Engagement platforms. While Sales Engagement platforms are not looking to displace CRMs, sales reps are increasingly shifting screen time from CRMs to Sales Engagement platforms with the Sales Engagement platforms syncing with the CRMs. This is one of the reasons that Salesforce.com recently launched its High Velocity Sales service which combines cadences, Salesforce Inbox, the Lightning Dialer, work queues, and Einstein. High Velocity Sales starts at $75 per user per month ($90 with outbound calling).
At the Salesforce World Tour in Boston this week, a sales rep told me that Salesforce is heavily investing in Sales Engagement and hopes to catch up to the market leaders in the next year (I think this is overly optimistic as the leaders are quickly building out functionality and partnerships). While Salesforce could catch up in a few years, I believe it is more likely that SFDC will acquire one of the leaders in the space followed quickly by Microsoft and Oracle acquisitions in the sector (of course, Microsoft or Oracle could be the first movers). Adobe, which recently acquired Marketo, may also be interested in expanding its presence in B2B sales and marketing applications.
The top vendors in the space are SalesLoft, Outreach, and InsideSales. Other vendors include ConnectLeader, Yesware, Toutapp (Marketo), Mixmax, and VanillaSoft.
I am pleased to announce that the first in a series of sales and marketing intelligence profiles is available through this website and my partners at Tenbound. These reports are written to assist with the purchasing decision. InsideView is the first purchasing profile to be completed, but additional reports for D&B Hoovers, LinkedIn Sales Navigator, and DiscoverOrg are planned for release.
InsideView Buyer’s Guide
Buyer's Profile of InsideView Sales and Marketing Intelligence (Single License)
InsideView, based in San Francisco, provides a set of sales and marketing tools for browsers, CRMs, Marketing Automation Platforms (MAPs), and mobile devices. Key tools support sales research and account monitoring, list building, sales connections (“six degrees”), CRM viewing and hygiene, company and contact enrichment, web form enrichment, Ideal Customer Profiling (ICP), Total Addressable Market (TAM) sizing, and marketing automation hygiene.
InsideView targets technology, finance, corporate/consulting services, manufacturing, commercial real estate, etc.
Firms of all sizes license InsideView solutions.
This 22-page report covers the following topics:
Content Coverage Numbers
InsideView for Sales
InsideView for CRM
InsideView Append (Lightning Data)
InsideView Open API
Expert and Data Services
Competitors by Category
GZ Consulting / Tenbound reports are independently written and not sponsored by any of the profiled vendors.
UK social selling vendor Artesian Solutions recognized significant growth in the technology sector in 2018, with tech sector revenue up 255% in 2018. Artesian attributed the growth to the “vast return on investment that can be achieved by leveraging millions of data points to create new relationships, establish credibility, address individual pain points and wider market challenges, and create new opportunities.”
social selling platform provides users with a rich set of sales triggers
combined with company intelligence.
companies are increasingly investing much of their valuable brain power into
crafting long-term, powerful relationships from the start of the customer
journey,” said CEO Andrew Yates. “By harnessing technologies such as
Artesian they’re uncovering opportunities to act in more contextually aware,
empathetic and personalised ways and in turn are seizing opportunities to
differentiate in an entirely different way, rather than focusing on features,
benefits and brand reputation alone.”
describing Artesian’s value proposition to technology sales reps:
“Harnessing the most valuable company information, market data and customer insights means Artesian’s technology customers can build innovative propositions for their products and services, prioritising ideas based on solving actual business challenges in each customer segment they serve. The sheer pace of change in the technology sector, including new entrant disruption, means enterprise providers can quickly fall behind if they’re not able establish deep, value-based relationships, especially when they may not be able to react as quickly within product development as their smaller competitors. Artesian’s growth in the sector highlights a shift in focus towards customer experience and value-based selling. Our technology customers are great examples of how to stay relevant and grow, even in a challenging political and economic environment.”
Artesian Solutions CEO Andrew Yates
Artesian’s technology customers include Oracle, Amazon Web Services, SAP, BT, Infinity Tracking, and Canon.
Artesian Solutions has also shown strength selling to British banks and insurance companies. Another 2019 object is the infusion of artificial intelligence into financial services onboarding and compliance tools. The firm has 30,000 users located in the United Kingdom and United States.
Relationship Intelligence vendor RelPro added Crunchbase funding, firmographics, and news content to its service, providing customers with greater insights on fast growing small and mid-size companies. RelPro focuses on B2B business development across marketing, sales, relationship management, and research.
“RelPro users are looking for smarter, more efficient ways to build
relationships with fast-growing companies,” said RelPro CEO Martin Wise. “By
adding Crunchbase data to the RelPro platform our customers will save time,
they will gain additional analytics to identify new company prospects, and they
will benefit from new research insights to help them develop informed
relationships and turn those prospects into clients.”
The new content set provides additional company intelligence, analytics, and filters. RelPro profiles seven million companies and 150 million business decision makers. Other content partners include BoardEx, Dun & Bradstreet, ZoomInfo, and HG Data.
The Crunchbase dataset supports new filters include Funding Round and
Funding Total Amount. RelPro also added a new finance tab to company
“As Crunchbase builds its overall partner network, the combination of our business intelligence with RelPro’s platform will provide value to their clients and increase the reach of Crunchbase’s premium data, getting that valuable information in front of the people who need it most.”
Nealesh Patel, Head of Business Development and Sales for Crunchbase.
RelPro hinted at additional analytics and data partner announcements in
2019. One feature in development is a “look-a-like” companies list to
assist with business development.
RelPro more than doubled its subscription revenues in 2018.
Sales and competitive intelligence vendor Owler is readying to launch Owler Pro, its first end-user premium service. Pro reads the open Leads, Accounts, and Opportunities in Salesforce and begins delivering automated alerts to sales reps. Owler Pro supports single-click sign-on so no Salesforce admin support is required. The service is currently in beta test and includes a redesign of their Instant Insights email alert design.
“In short, it’s an ad-free, streamlined way for Saleforce.com users to automatically sync their active opportunities with Owler, and auto-follow those companies on Owler. So, a sales person’s Daily Snapshot will always be relevant to the deals they are currently working on.”
Owler CEO Tim Harsch
The service is designed for sales reps, but Owler plans to support competitive intelligence analysts, marketing professionals, and senior level executives in the future.
which is expected to launch in mid to late February, is priced at $12.99 per
month or $119.88 annually. During the beta, users receive one free month,
but they are undecided on whether that offer will continue following general
service also alerts on a broader set of topics. While the free version
focuses on M&A activity, funding events, and exec changes, the Pro edition
adds an additional dozen triggers:
IPO Announcements (a precursor to the closing of the actual funding)
Key Employee Departures
Key Employee Hires (in addition to primary leadership which are included in the free version)
Harsch, the goal is to “arm sales reps with sales triggers.”
recently rolled out a Lightning Data solution which performs a monthly match
and append against Salesforce Accounts. 36 fields are supported including
the top three competitors and social media links. The service is priced
at $25 per user per month for all users in the instance.
Lightning Data solution includes a free self-assessment report which analyzes
Owler’s match and append rate against Salesforce Accounts and includes segmentation
Owler has 2
½ million active users, up from 1.1 million a year ago. Nearly half of
users are located in the Sales or Marketing department and forty percent are
directors or above. An additional 17% describe themselves as Analysts,
Consultants, or Specialists.
Owler is also available through its API partners including CrunchBase, SalesLoft, SugarCRM, and Salesforce Lightning Data.
collects data on over 11 million companies including four million full
The acquisition moves DiscoverOrg into the number two position in the Sales and Marketing Intelligence space with $230 million in joint revenues. Only LinkedIn Sales Navigator has a larger market share.
leaked the deal on January 25th indicating that “Zebra” was a direct
competitor. According to Debtwire, DiscoverOrg was “pitching its unrated
buyout loan package on strong recent growth and a story that the whole will be
greater than the sum of its parts, said five buysiders familiar with the
deal. Meanwhile, levering up the capital structure draws attention to the
borrower’s ability to meet synergy projections – which could crimp its free
cash flow, especially amid an ambitious technology integration plan, they
indicated that the acquisition was priced at $800 million, a three-fold
increase from Great Hill’s summer 2017 acquisition price of $240 million for
Zoominfo. Debtwire also indicated an FY18 management adjusted EBITDA of
$62.7 million for DiscoverOrg and $17.7 for Zoominfo.
Revenue growth for both companies is strong. DiscoverOrg has made the Inc. 5000 list for eight straight years and Zoominfo for the past four years. Debtwire indicated revenue growth figures of 26% and 30% over the past two years for DiscoverOrg with revenue hitting $152 million in 2018. Zoominfo has grown at an even faster pace over the past two years with growth rates of 63% and 44%. Thus, Zoominfo revenue grew from $39 million in 2016 to $91 million last year.
Based on the
Debtwire revenue numbers for 2018 and historical revenue figures from the Inc.
5000 list, DiscoverOrg had a seven-year CAGR of 61% and Zoominfo of 34%. Zoominfo’s
growth rate is mostly organic while DiscoverOrg’s organic seven-year CAGR,
after adjusting for RainKing revenue, is around 53%.
firms are strongly complementary. Zoominfo provides the deepest set of
B2B emails and direct dials with content mined from email signature
blocks. DiscoverOrg offers deep technology profiles (technographics and
project plans) alongside human verified bios (skills, responsibilities,
education, work histories, emails, direct dials, and social links), org charts,
and company profiles. DiscoverOrg’s human verification supports a 95%
data quality SLA for its contacts. Zoominfo’s Datanyze acquisition
provides DiscoverOrg with additional NLP tools for determining products and
vendors alongside market share analytics tools for marketing and competitive
data is rapidly changing and your data platforms must be built to adapt,” said
Zoominfo CEO Derek Schoettle in September. “ZoomInfo has the largest,
most complete data set of companies and contacts and a goal to enable our
customers to automate, process, curate, and present the data on-demand and in
real-time. Delivering industry-leading technographics, the Datanyze technology
will be a significant addition to help us deliver the right data, at the right
time, to the right person.”
deep, research-verified, actionable insights coming together with ZoomInfo’s
comprehensive coverage of 100M business professionals is an unrivaled combo,”
said the firm. “We each employ different, but highly advanced
technologies and tools to gather, cleanse, and maintain at an unparalleled
“To effectively capitalize on growth opportunities, companies of all sizes need accurate firmographic, technographic, contact, and intent data. Combined, DiscoverOrg and ZoomInfo deliver the trifecta: B2B data of the highest quality, quantity, and depth.”
DiscoverOrg CEO Henry Schuck
past few years, sales intelligence has moved from a standalone browser research
service for sales reps to an integrated workflow solution tied into CRMs,
Marketing Automation Platforms, Sales Engagement Platforms, Chrome Browsers,
and email. DiscoverOrg has been at the forefront of these integrations
with a broad set of platform connectors. CEO Henry Schuck emphasized
these workflow tools during the announcement. “High-quality data is the
fundamental go-to-market requirement for growth. In the near future, CRM and
marketing automation systems will be defined not by their empty-box
capabilities – but by the data that is housed inside them.”
complementary, the combined companies remain weak with respect to deep company
profiles. DiscoverOrg recently added family trees, but they are to the
subsidiary level, not branches. They also lack public company financials,
US and UK filings, SWOTs, and industry research.
DiscoverOrg acquired rival RainKing in August 2017, CEO Henry Schuck stated the
following goal, “The path to rapid revenue growth is paved with highly
accurate, actionable, and predictive sales and marketing data, and the
combination of RainKing and DiscoverOrg means that our joint customer base has
access to an extraordinary portfolio of data, contextual buying insights, and
predictive intelligence. We are building a company that is to sales and
marketing intelligence what Salesforce is to CRM.”
vision was updated today:
“Every sales and marketing team will have a go-to-market operating system that identifies the prospects that should be engaged every day, week, and month based on buying signals and intent data collected in a multitude of different ways. Even better, they have deep insights on the buyers who are making the purchase decisions with accurate contact, org chart, technographic, and firmographic data. It’s all at their fingertips and it’s all served to them dynamically – wherever they are working.”
stated that support, service, and sales for all products will continue.
Both platforms will be sold for the next six to twelve months “with highly
coordinated sales and marketing efforts to ensure customers realize the most
value from the platform(s) that best serve their needs.” In March, joint
customers will have a light integration between the two platforms followed
quickly by DiscoverOrg customer access to Zoominfo company and contact data.
combine the best of both platforms over the next year, customers will have the
best, bar-none, B2B intelligence platform -the highest quality data with the
broadest coverage and deepest actionable insights,” said the firm.
company has 15,000 active customers and 120,000 active users, with the Zoominfo
acquisition trebling the customer count.
stated that there are no plans to shutter any of Zoominfo’s locations and that
hiring will continue for all Zoominfo offices. Zoominfo has more than
doubled its staff over the past year with headcount spread over six locations:
Waltham (MA), San Mateo (CA), Grand Rapid (MI), St Petersburg (Russia), Kazan
(Russia), and Ra’anana (Israel). Zoominfo moved into a new headquarters
location in Waltham, MA just last month. The lease provides space for up
to 450 employees. Globally, DiscoverOrg has over 1,000 employees.
DiscoverOrg’s investors include TA Associates, The Carlyle Group, and 22C Capital.
Microsoft announced that InsideView Insights, it’s OEM integration for Microsoft Dynamics, will no longer be available as a free service. Current users will continue to receive the integrated sales solution through August 15th at no charge. Customers may continue to use Insights, without disruption, simply by signing a license agreement directly with InsideView. To expedite the contracting process, InsideView is offering early bird pricing as low as $16 per user per month through the end of March. Licensors would then begin paying for the service after the August deadline. New user bundles are initially available for $399 per month for up to ten seats. After March 31, the new user bundle price rises to $499 per month for up to ten seats.
c“Our goal is
to make it easy to switch,” said VP of Global Alliances, Heidi Tucker.
“All they [customers] have to do is make a decision, there’s no need to
reinstall the software.”
Insights is a fully featured sales intelligence service delivered as a native application within Dynamics 365. It is equivalent to InsideView for Sales and available on AppSource. Key features include
Build-a-list Account and Contact
Integrated viewing of Account,
Contact, and Lead records
“Stare and compare” record updates
and “add contact” to CRM
Account profiles with family tree
hierarchies, competitors, SEC filings, and income statements
Alerting and watchlists (daily
Connections (six degrees tool)
VP of Product and Solution Marketing Joe Andrews described the six-year
Microsoft relationship as a “long, fruitful OEM partnership” which resulted in
more than 2,000 joint customers and more than 100,000 users.
actively transitioning customers to a direct relationship and making sure they
have no disruption for their sellers,” said InsideView CMO Tracy Eiler.
“The product experience is the same; this is a licensing change where now
they will contract directly with InsideView. We’re set up to help them with
on-boarding new users and continuing to make current users successful.”
Once customers transition to an InsideView license, they will be assigned a Customer Success Manager and have improved access to training programs. A direct license also improves InsideView’s ability to cross-sell its DaaS and Marketing Services including Apex (ICP/TAM), Refresh (Automated Data Hygiene), Enrich (Real-Time Match & Append), and Target (Prospecting).
InsideView, continuing to license Insights is seamless, with customers simply
needing to sign a contract directly with InsideView “InsideView Insights
looks and acts like the Insights you’re familiar with and comes with
InsideView’s excellent customer support,” wrote the firm in an FAQ. “When
you switch to a direct license, you will not notice any change and all your
data, watchlists, and previous preferences will remain the same.“
deals provide a set of new customers and income, they often leave the OEM partner
disintermediated. The platform maintains the relationship with the end
users and it is more difficult to conduct user research, provide training,
support users, or improve the workflow and user experience.
Insights no longer holding a preferred position within Dynamics, customers must
choose whether to license Insights or transition to competitive offerings from
LinkedIn (a Microsoft subsidiary), Dun & Bradstreet, Zoominfo, DiscoverOrg,
or other partners.
InsideView described LinkedIn Sales Navigator as a complementary service. Sales Navigator is part of the Relationship Sales bundle for Microsoft Dynamics. InsideView listed the following reasons to license Insights alongside Relationship Sales:
Deeper account research and has broader account coverage
Find and research executives who are not on LinkedIn
Access a broader connections network that includes LinkedIn, email
contacts, partners, alumni, work colleagues, and other social networks all in
Find direct email addresses
Add company and contact data to Dynamics 365
Update your CRM accounts and contacts for higher data quality
Keeps users in CRM to boost usage
Minimizes extra training – fully integrated into Dynamics with an
intuitive user experience
InsideView did not provide a reason for the end of the OEM deal, but it is likely due to Microsoft looking to expand the number of partner solutions it offers including its own LinkedIn SNAP integration. When the OEM deal was originally signed, Dynamics CRM had a smaller market share and fewer partners. Since then, Microsoft has been the second fastest growing CRM behind Salesforce and has added most of the key sales intelligence and B2B DaaS vendors as partners.
DiscoverOrg, which has long emphasized technographics and contacts, expanded its company intelligence with the addition of global corporate hierarchies and private equity / venture capital funding intelligence. DiscoverOrg also expanded its contact / biographic coverage with detailed work histories, educational profiles, and North American mobile phones and personal emails.
“The traditional playbooks for B2B prospecting and corporate recruiting don’t work anymore. Today’s buyers and hires expect highly personalized outreach at the right time that cuts through the mass-produced noise we’re all inundated with. The additional data we are now delivering make it even easier for our customers to craft the right message and engage where and when they are most likely to get a response.”
DiscoverOrg CEO Henry Schuck
are color coded and available for 22,000 global companies along with their
divisions and subsidiaries. Tree nodes may be expanded and collapsed,
allowing sales reps to customize their view. Users may link to major
subsidiaries that are also contained within the DiscoverOrg company universe
while non-covered subsidiaries are grayed out. Tree nodes include logo,
location, and ownership type.
has long offered org charts highlighting contact reporting structures, but
family trees have been a gap in their service until now.
includes total funding and round details such as amounts, dates, and investors.
DiscoverOrg did not disclose the sources of their new data sets beyond saying they were licensed from “leading third-party data providers.” The new content was verified by their 250 editors and DiscoverOrg’s automated verification processes prior to being presented to clients.
DiscoverOrg continues its rapid content build out with 4.3 million human-verified contacts across 160,000 top global companies. Additional functionality around the family trees is planned for the next three months. The firm also expects to add funding data screening to their build-a-list functionality.
“Our biggest differentiator is our ability to bring together proprietary technology,automated tools, and integrations that gather data – plus a layer of human verification to ensure its accuracy.”
Katie Bullard, DiscoverOrg President.
DiscoverOrg confirmed that they are on target for their $160M end of year ARR.
Tim Baskerville, Chairman of Rhetorik Global, noted that the consolidation dance is likely to continue:
“These days in the data/AI space It’s something like a high school dance. Players on the main dance floor are strutting to prove they’re attractive acquirers, whether it’s a football hero preening in front of envious fans or a second-string guy trying to lure a niche player who has a valuable point solution. The musical chairs game is underway, and everybody except the most nimble fear they’ll be left without a chair when the music stops. The catchword is “scale,” and not many have it. The deals announced recently are a tiny fraction of what’s being discussed out there, and both the money people and the operators are scrambling to figure out who is predator and who is prey. Some will be both. Check back in 24 months and our world will look very different.”
Next week I’ll be discussing the two Technology Sales Intelligence deals (Zoominfo acquiring Datanyze and HG Data acquiring Pivotal iQ).