DiscoverOrg Startup & SMB Dataset

"Building a Winning Dataset" from DiscoverOrg Collateral.
“Building a Winning Dataset” from DiscoverOrg Collateral.

Sales and Marketing intelligence vendor DiscoverOrg announced their latest database earlier today.  The new Startup and SMB dataset covers more than 60,000 small and mid-size businesses and 400,000 executives.  The initial North American coverage profiles companies with between 50 and 1,000 employees.

All of the contacts are editorially verified and will be maintained via the same sixty-day review cycles as their other contacts.  Executives cover “all key departments, including IT, Engineering, Marketing, Sales, Finance, HR, and Operations.”

“DiscoverOrg’s data difference is its team of 250+ researchers who constantly augment and verify the data in our platform,” notes Henry Schuck, DiscoverOrg CEO. “Unlike other vendors that provide SMB lists with thousands of irrelevant contacts, companies, and incomplete and duplicate records, the DiscoverOrg Startup & SMB dataset is as rich and accurate as our enterprise data.”

CMO Katie Bullard said that DiscoverOrg has “aggressive plans” to invest in SMB dataset development due to customer benefits.

With more companies, our researchers won’t have to skip over Triggers that they find through their research. We’re able to return a greater number of companies that use a certain technology, and our predictive tools like AccountView and DealPredict have larger reach with more matched accounts.

  • DiscoverOrg CMO Katie Bullard

The initial dataset is limited to North America as that is where they have the greatest current demand, but DiscoverOrg plans to internationalize the Startup and SMB dataset in the future.  While the goal is to cover all firms with at least 50 employees, the initial dataset consists of firms requested by their customers.

The press release noted how difficult it is to find reliable, actionable intelligence for SMB sales teams.  Along with company and executive profiles, the database provides 6,000 “research verified buying triggers” per month.

In smaller businesses without media coverage or press releases, almost none of the buying intent triggers that DiscoverOrg gathers – including planned investments, key projects, personnel moves, and internal spending budgets – is made available to the public. This is where DiscoverOrg’s team of researchers provides a clear advantage: While there are millions of registered companies in the US, the difficulty is identifying and gathering intelligence on the small percentage of these companies who are 1) legitimate entities and 2) have true spend / budget. By continuously verifying contact info, conducting interviews, and engaging in research activities, DiscoverOrg overcomes the shortcomings of web-scraping for hard-to-find data on the SMB space, ensuring the intelligence customers receive is highly relevant and immediately useful.

  • DiscoverOrg Press Release

“Sales and marketing teams that want to reach the SMB market have had a very difficult go of it,” said Nancy Nardin, President of advisory firm Smart Selling Tools. “There’s been a real dearth of verified, accurate data on SMBs, quite simply because it’s harder for data companies to get. DiscoverOrg is solving for this very real pain point by bringing their best-in-class research verification model to the SMB space. You can expect the same high-quality data you get from DiscoverOrg’s broad datasets. ”

Across all databases, DiscoverOrg now covers 1.5 million executives and 90,000 companies.  Customers may purchase access to the full database or various databases by job function, company size, or region.

 

SalesTech Landscape

Snippet of SalesTech Super Graphic developed by Nancy Nardin of Smart Selling Tools.
Snippet of SalesTech graphic developed by Nancy Nardin (Smart Selling Tools).

Yesterday, I wrote about the recently released MarTech Landscape.  While SalesTech isn’t as large, it is also receiving significant funding.  Nancy Nardin, of Smart Selling Tools, published her SalesTech Landscape spanning more than 400 firms.  As it is a first generation edition, there are a number of errors and omissions.  The most glaring gap I spotted was the Installed Tech Stack category which was missing  RainKing, Datanyze, Aberdeen, D&B Hoovers, and Corporate360, but I’m sure she will receive plenty of feedback to fill gaps.

In fact, she is maintaining the graphic and is already up to 1.2a.

If you want more details on the companies in these sections:

  • Database Cleanse & Append
  • Lead/Lists Building
  • Outreach Email Workflow
  • Installed Tech Stack
  • Sales Personalization/Trigger Events/Social Selling

Feel free to reach out to me for my Market Insights Newsletter and market research.  If you are looking for quick profiles of companies, check out CabinetM which focuses on Martech but also covers a fair number of SalesTech firms.

CabinetM helps modern marketing teams build, manage and optimize their marketing technology suite in a rapidly transforming digital marketing environment. The platform enables full lifecycle support around digital tool discovery, qualification, implementation and management by individual marketers, teams, and throughout enterprise organizations.

  • CabinetM About Us

Emissary and Tacit Knowledge

Emissary Sales Coach Profile
Emissary Sales Coach Profile

I had the recent pleasure of interviewing Emissary CEO David Hammer in Jinfo, an information industry trade publication.  Topics included tacit knowledge, working with their Emissaries, and how they identify Emissaries.  I profiled their offering back in November when they launched the service.

Emissary provides a concierge service for enterprise sales reps.  Emissaries are former employees of companies, generally high-level execs that departed the firm in the past 18 months.  Emissaries provide access to a great deal of tacit knowledge that isn’t available on the open web.  This would include informal reporting structures, executive biases, language, culture, and purchasing processes.  According to Hammer:

Tacit knowledge is what we all acquire in the day-to-day of living our lives. It’s what we know simply from interacting with the world. People don’t know what they know. I worked at Google for six years but it would take me a lifetime to document every useful thing I learned there, even assuming I wanted to. And that’s assuming I know what’s actually useful! There are plenty of things I wouldn’t even think of that would be transformatively powerful to someone else. I just don’t know what, and I don’t know who it’s useful to.

Tacit knowledge can be both big and small items that provide an edge when selling.  Again, Hammer:

It can be an emissary pointing out that the pitch deck for an upcoming meeting uses the word “customers” when the internal culture always refers to customers as “guest”. It can be sharing a past mistake that cost the company $500,000 that your product would have prevented. It can be telling you the CEO has a pet project to address educating millennials and informing you exactly how to tie your product to that messaging, or that the decision-maker actually cares more about ease of implementation than the direct ROI.

Unfortunately, Jinfo is a subscription service and the article is behind their firewall.  Hopefully, you have a subscription.  If not, reach out to me and I’ll send you a copy from their platform.

InsideView: Insights Enterprise for MS Dynamics

Microsoft Dynamics Insights Company Prospecting
Microsoft Dynamics Insights Company Prospecting

InsideView is now offering an Insights Enterprise edition for Microsoft Dynamics which adds prospecting and several other enhanced features to Insights, their Dynamics OEM partnership.  Insights Enterprise is available for Dynamics CRM and 365 for $49 per user per month in the US and Canada.

Company and contact prospecting is an InsideView strength.  Along with standard firmographic and biographic variables, InsideView’s list building feature includes selects for agents (sales triggers), connections (who knows who), and the presence of emails as well as social handles.  Users can save searches; upload lists as Accounts, Contacts, and Leads; add companies or contacts to Watchlists, or download lists of up to 500 records to Excel (users are allocated 500 record downloads per month).  Up to twenty records may be uploaded directly to Dynamics at a time with the system preventing duplicate record uploads.

Other new or expanded features include up to five Watchlists for following prospects and obtaining custom news alerts, custom field mapping, social media stream personalization, and family tree display.  Enterprise customers receive direct InsideView training and support.  Finally, Insights Enterprise includes InsideView’s iOS mobile app which previews relevant contact and firmographics in context of calendar appointments.

“For the end user it is not about [a sales tool’s] flashy bells and whistles. They want the right information about companies and contacts they care about,” said Heidi Tucker, VP of Global Alliances.  “They want to make it real time and relevant. That’s what’s valuable for the prospects I’m calling on today.”

Insights is also available through Microsoft partners.

“I’m pleased about the expanded functionality and availability of Insights Enterprise,” said Chris Huntingford, Pre-Sales Consultant, Hitachi Solutions Europe. “In addition to helping us sell more Dynamics CRM Online and 365 installations, our on-prem clients who have not yet converted to an online environment can now take advantage of Insights Enterprise, a comparable — in fact enhanced — alternative to Insights, which is only for online environments.”

InsideView has offered an OEM edition of their service within Microsoft Dynamics for around five years.  Tucker described the shift in sales and marketing since the beginning of the partnership as one of moving from a shotgun approach to precision sales and marketing via ABM:

The biggest change we’ve seen over last 5 years is the focus from more of a one to many approach  in sales and marketing – thinking the more data or prospects the better – to now much more of a targeted approach. We’re all so over-messaged in every aspect of our lives…we now see a return to a much deeper level of engagement, especially in B2B. [A sales professional] wants to see who [his or her] buyer is, who that team is, and bring real business value to them. The only way to do that is if you have the news and intelligence in a more meaningful way than competitors.

Dynamics clients outside of the US and Canada are now eligible for discounted pricing.  A landing page is listing up to 50 seats of Insights Enterprise for $10,000 / €9,500 / £8,000 per annum.  Additional seats are priced at $10 / €9.5 / £8 per month. The limited time offer runs through June 30th and includes onboarding, training, a dedicated customer success manager, and technical support.

When Insights was launched five years ago, the InsideView offering was more US-centric in its content coverage, but the firm has expanded its coverage significantly, particularly in Europe, with 5 million companies and 16 million executives outside of North America.

Tech Profiler, InsideView’s set of technographics for 525,000 companies spanning 2,100 hardware and software products, is available as an Insights Enterprise premium beginning at $5,000.  Tech Profiler is presented as an additional Insights tab.  Users can filter by product category or perform keyword searches.

Tech Profiler Filtered for Project Management and Vertical Markets.
Tech Profiler Filtered for Project Management and Vertical Markets.

However, tech variables are not available in Insights Enterprise Build a List.

Fiind Predictive Visualization Tools

Predictive analytics company Fiind rolled out a set of product enhancements at the beginning of March to assist with company analysis, framing discussions, and identifying potential product issues.  According to the company, “Fiind helps businesses find their customers efficiently using machine learning – by enabling marketers and sellers tune into signals that customers send prior to buying. Fiind’s library of over 100 million signals serves as a Customer GPS with answers to questions such as who is likely to buy (and what and why).”

The company announced the following additional insight visualization tools for sales reps:

  • Pitch Points – Guidance on signals and supporting points to script effective Sales pitch.
  • Forum Talks – Topics (technologies, complaints, issues, etc.) classified based on the discussions in the forums.
  • Success Stories – Case studies/success stories on tech usage
  • Top Picks – Visualize corporate hiring patterns
  • Survey Results – Run a survey (externally) and display the key findings (e.g. DB Admin for a DB product)

The Pitch Points feature identifies company insights and frames them within the context of a company’s product offerings.

Fiind Pitch Points assist with account messaging.
Fiind Pitch Points assist with account messaging.

Forums helps identify potential pain points based upon public forum discussions while case studies/success stories extract intelligence from published case studies.

Customer Complaints identify potential pain points.
Customer Complaints identify potential pain points.

Company Hiring patterns are useful for discerning the underlying technology and emerging staffing requirements at companies.

Fiind Company Hiring patterns
Fiind Company Hiring patterns

Fiind predictive scores and insight visualization tools are available via browsers, email alerts, Salesforce.com, and Microsoft Dynamics.  They can also provide a “personal briefing agent” within Office 365 or Google Apps.

C360 Research Team Expansion

The Corporate360 Team in Kerala (Source: Corporate360)
The Corporate360 Team in Kerala (Source: Corporate360)

Indian-based technology sales intelligence vendor Corporate360 recently opened a marketing data research center in Pathanapuram.  The new facility plans to hire up to 100 new staff over the next year.  The additional headcount will support marketing campaigns and be staffed by data research specialists, data quality analysts, inside sales representatives, and data scientists.

The office park in the state of Kerala is designed to promote “impact sourcing that benefits in meaningful job creation and digital skill development among educated youth from rural areas,”  blogged VP of Sales Demy Dcruz.  Thus, local graduates with digital skills can stay in the region instead of moving to a large city for employment.  The facility supports up to 150 staff.

70% of Corporate360’s staff are women.  “By building a strong women team at Corporate360, elevating co-workers and ‘working smarter,’ we have been able to help them pursue all their innovative interests that make a difference,” blogged CEO Varun Chandran.

The goal is to provide local work opportunities for women and the disabled in Kerala.  “Because the bulk of Indians live in villages, governments are neglecting a critical opportunity to both improve economic potential and basic services by creating smart villages,” Chandran told Forbes.  “I believe in creating jobs for people who need them, where they need them.  “By going back to these small, often forgotten communities, we are able to offer them housing, scholarships and health assistance so they have a chance to grow without being forgotten or left behind.”

“Our new expansion into India fulfills that critical value and represents a strategic step in growing our company,” said Dcruz.  “With that foundation, Kerala is primed to enter into the next phase of support for Fortune 100 companies by supporting their marketing campaigns and by taking on more advanced Big Data-focused roles.”

Corporate360 solutions include a DaaS Cloud service which provides “full profiles of target prospects with contact intelligence and sales triggers;” CI-Square competitive intelligence and take-away campaign data; and Data Factory services for marketers.  Products include the ProspectR predictive marketing data cloud; Tech Sales Cloud IT sales intelligence; and EmailR email campaign data with real-time verification.

“Our customers aren’t looking to Corporate360 as a ‘data vendor’—they’re asking for ‘sales-intelligence’, which means providing them with the right data, in the right geographic markets and relevant sales triggers,” said Chandran.

“As we see a continuation of growth in our large western markets, our focus is to expand coverage in the Asia-Pacific and become a market leader,” said Sajeev Pushpamangalam, Vice-President and Head of Businesses.

The firm now maintains six locations including offices in Singapore, the Philippines, Dublin, and San Francisco.  Corporate360 has over 300 global customers.

Avention Rebranded D&B Hoovers

D&B Hoovers LogoDun & Bradstreet has begun the process of monetizing its new Avention acquisition by rebranding it as D&B Hoovers.  The OneSource platform had an identity crisis  — first launched as Avention and then rebranded Avention OneSource.  Bringing the service under the Dun & Bradstreet and Hoovers branding umbrella should stabilize the brand as both are better known than Avention and OneSource.  Dun & Bradstreet has been associated with company information and credit research since the 1840s while the Hoovers brand has a thirty-seven year lineage that goes back to reference books.  Hoover’s was an early company research portal via the web and America Online and still offers a freemium site.

That Avention and Dun & Bradstreet could quickly match their large databases and begin the integration of the WorldBase file into the new Hoovers platform does not surprise me.  Both companies have strong data matching capabilities for companies and contacts.  Furthermore, the new Hoovers platform is designed to manage the integration of additional datasets into its global coverage.

Sales Acceleration Positioning

In a press release, Dun & Bradstreet described their new offering as “an innovative new Sales Acceleration solution” which helps “sales and marketing teams shorten sales cycles, increase win rates, and accelerate revenue growth.”  The new offering combines “Dun & Bradstreet’s largest commercial database with best-in-class prospect intelligence and an intuitive user experience” which goes ”beyond traditional prospecting to more quickly and efficiently engage with customers.”

Sales Acceleration vs Traditional Prospecting Chart (Source: Dun & Bradstreet)
Sales Acceleration vs Traditional Prospecting Chart (Source: Dun & Bradstreet)

Since acquiring Avention in early January, Dun & Bradstreet Sales and Marketing Solutions has focused its messaging around Sales Acceleration.  Barry Parr, Lead Analyst at information advisory service Outsell, described Sales Acceleration as follows:

B2B sales and marketing’s job is to turn information into relationships. Sales Acceleration refines information to increase the yield and improve productivity, by making the information more current, connecting it with buying signals, and providing relevant context. This market is evolving quickly from static company and contact data into information enhanced by software and technology.

On his Q4 earnings call last month, Dun & Bradstreet CEO Bob Carrigan picked up on the theme of Sales Acceleration which had not been used on the previous earnings call.

“Now, when we talk about sales acceleration, we mean helping companies advance relationships from prospects to paying customers by using data to give them insights into who to talk to, when to talk to them, and what to talk to them about,” said Carrigan in February.  “The market for sales acceleration is substantial. Outsell, the preeminent research firm covering the information industry, pegs the market size at about $10 billion worldwide, and it is fragmented and underserved. Given our data advantage, we are the best positioned to capture market share and grow faster than the overall market. So our aspiration is much bigger than creating a better prospecting tool by rebuilding Hoover’s. We are the market leader in sales acceleration now, and we have all the capabilities to substantially expand that lead.”

D&B Hoover’s Capabilities

Along with rich company profiles, the new Hoovers provides access to more than seventy million global contacts.  The press release highlighted the following key capabilities:

  • Target intelligently: SmartLists® dynamically update sellers on top opportunities, business intelligence and analytics, and enable account scoring; and more than 175 search filters create precise targeting while supporting natural-language and conceptual search.
  • Enhance sales productivity: CRM QuickView provides seamless access to account intelligence; desktop dashboards and automated workflow features include triggers, alerts, Ideal Profiles®, and Conceptual Search®; and mobile-ready features support sales and marketing teams on the go.
  • Enable informed conversations: Business Signals® deliver predictive insights based on the deepest and broadest global data coverage; intelligent data is integrated into strategic technology platforms like CRM and marketing automation systems; and real-time triggers keep sellers posted on key business events.
The D&B Hoovers Company Profile for Xerox
The D&B Hoovers Company Profile for Xerox

Legacy Avention OneSource customers will continue to receive their currently licensed content and feature bundles.  However, they will immediately benefit from the company and contact data quality and coverage improvements.

“Businesses of all sizes have the opportunity to grow by better leveraging today’s enhanced software and technology to more quickly drive pipeline, and garner marketing ROI,” said Dun & Bradstreet CMO Rishi Dave. “D&B Hoovers is the best solution for enabling sales and marketing teams to align around the same connected, dynamic data and analytics to make their efforts more impactful, and help them go to market and close deals at a faster rate.”

Pricing & Packaging

The packaging model appears to be a hybrid of previous Hoovers and Avention packaging.  The service is being split into three product tiers with all having access to the global database:

  • D&B Hoovers offers companies and contacts along with sophisticated prospecting against 175 variables, Conceptual Search, SmartLists, competitors, peers, news, and trigger events.
  • D&B Hoovers – Advantage adds additional features to the base edition by including global family trees, CRM/MAP integrations, SWOT reports, quoted and European private company financials, SEC filings, and administrative dashboards.  The Technology Crush reports (FKA SalesQuest Crush) are available as a premium.
  • D&B Hoovers – Premium adds additional features to Advantage edition including Ideal Profiles and Business Signals.

All users will have access to the full Global Contact Authority file of executive names, titles, and bios.  However, there is a premium “Business Contacts” dataset containing emails and direct dial phones.

Pricing is on a named-user basis dependent upon the purchased edition.  Volume based discounts are provided as the number of seats increase. For example, a mid-sized company with forty sales reps can expect to pay approximately $62 per seat/month to $114 per seat/month depending on the package purchased (and before any annual or multi-year discounts are applied).

Whereas legacy Hoover’s strength was in meeting the sales intelligence and research needs of small and midsized companies, D&B Hoover’s pricing and packaging is intended to support companies of all sizes.  “The flexibility of the new packaging model is designed to support both the growth needs of emerging businesses as well as the requirements desired by enterprise organizations while providing the pricing flexibility to meet their various budgets,” said Director of Product Marketing Sean Crowley.

The new Hoover’s benefits from access to the Dun & Bradstreet datasets, some of which has already been integrated into the new platform.  The WorldBase file provides D-U-N-S Numbers, global company linkages, Tradestyles, and additional firmographics.  The Global Contact Authority provides additional global contacts, emails, and direct dial phones.

With this first release, the new Hoovers platform contains an additional six million marketable company records, expanded global linkage, D-U-N-S Numbering, and Dun & Bradstreet firmographics (e.g. addresses, sizing data, contact information, industry coding, bank names, Tradestyles, and geocoding).

For the first time, D-U-N-S Numbers and D-U-N-S Number company lookups are available to the Avention customer base.  D-U-N-S Numbers are the de facto global numbering system.  They are often required by banks and US government agencies.  Firms also employ D-U-N-S Numbers as part of their master data management strategies.  Having D-U-N-S Numbers tied to the D&B Hoovers service allows developers to build custom calls to the D&B Direct API to obtain non-Hoover’s content such as credit and supplier risk reports.

Other Dun & Bradstreet content such as Hoovers top company profiles, competitors lists, and First Research industry overviews will be available in the future.  The firm is also planning on expanded WorldBase coverage, additional WorldBase fields, and supplementary Dun & Bradstreet business signals.

Although D&B Hoovers is being initially pitched for the US, UK, and Ireland, the service is available globally.  The emphasis on those three markets was simply one of sales enablement.  The UK and Ireland are an important opportunity for Dun & Bradstreet as the legacy Hoovers service had little traction in those markets due to the lack of registered data from Companies House (UK) and Companies Registration Office (UK).  The new D&B Hoovers provides full financials for companies across a dozen European countries including the UK and Ireland (available in Hoover’s Advantage and Premium editions).  The platform also supports company details matched to UK registered data including trading addresses, additional contacts and emails, and corporate phone numbers.

D&B Hoovers is planning a financial add-on service which includes analyst reports (Investext brokerage house reports), the industry research module (MarketLine, Freedonia, RMA), and UK registered company intelligence including Directors and Shareholders reports; Mortgages, Charges, & County Court Judgments; and Companies House Images.

Dun & Bradstreet is offering a thirty-day free trial.

Note: Avention OneSource is one of the products covered in my new book “2017 Field Guide to Sales Intelligence Vendors