TechTarget Priority Engine Express

TechTarget Confirmed Projects

TechTarget is taking a soft launch approach to their new Priority Engine Express service for small software vendors and VARs with an early 2020 launch date.  CEO Michael Cotoia said the firm is building a platform which is “simple, streamlined, and scalable.”  Cotoia noted how smaller firms differ in sales and marketing requirements and capabilities from TechTarget’s enterprise clients:

Our smaller customers lack a lot of resources.  They don’t have a marketing automation [platform] many times.  They don’t have an integrated nurture campaign.  They need to understand and have a very friendly user interface, and they’re also very focused on identifying and using this solution as a sales use case with their inside sales reps and even their outside sales reps.  So what we’re really focused on is doing a very simple user interface, focus very much on a sales use case, and understand that we can help them build different types of lists and customized lists; for example, an ideal customer profile list, which is really going to focus on exactly their sweet spot so we can get them the right updates at the right time. They don’t have the resources; they don’t have the complexity.  If they need it simple, they want it towards sales use cases, and we’re learning a lot from that.

TechTarget CEO Michael Cotoia

Cotoia said that TechTarget is taking a market feedback approach to Express development.  As they engage with small customers, they are pausing during the sale to gather feedback to better understand what smaller firms are looking to do.  As they bring on early Express users, they are “tweaking, modifying, adjusting and getting ready to go into 2020.”  Cotoia called the initial feedback in this new market “very positive.”

TechTarget began building an SDR team two years ago to provide a team of appointment setters for their outside sales reps.  “We built that with a vision that we’re going to be looking at additional products that we are going to roll out,” said Cotoia.  “We want to make sure we have the resources on the bench” who are trained in the TechTarget methodology and ready to support new opportunities such as Express “so they are ready to make and take action when we see fit.”

TechTarget has raised the price for Priority Engine since it was launched a few years ago.  “We believe we have pricing power,” said Cotoia.  “We’ve had a couple of pricing increases year-over-year, and we believe we are in the best position to deliver real and observed purchase intent, make it very clear who’s in-market, by which technology segment, by which region and help our customers rank, prioritize and mobilize their sales and marketing efforts again, and we hope that creates some pricing leverage.”


Yesterday, I discussed TechTarget’s strong Q2. The above discussion was held in their Q2 2019 earnings announcement.

TechTarget Posts Strong Q2

Priority Engine provides rich company data including intent data (buying stage, competitors under evaluation, top trends), contacts, social links, and firmographics.

TechTarget posted a strong second quarter with revenues up 9% to $34.3 million.  Growth was led by their Priority Engine technology sales intelligence service which added 38 new customers in Q2 and grew revenue by 44%.  

Long-term contracts now comprise 33% of revenue.

TechTarget expanded its Total Addressable Market (TAM) from 1,500 Enterprise IT vendors to an additional 5,000 IT vendors consisting of small software companies and regional VARs.  The firm has been executing a soft rollout of Priority Engine Express to this expanded universe.

“We are still in the learning stage but the early feedback is that this customer segment is embracing the value proposition,” the firm told shareholders.  “We are increasing the number of salespeople dedicated to this product in the near-term and remain on track for the full product roll-out in 2020.”

“We added several enhancements to Priority Engine in May including Personalized Account Rankings that reflect organic research with TechTarget and direct engagement with the customer to improve marketing and sales effectiveness. Ideal Customer Profile (ICP) creation and filtering directly within Priority Engine to efficiently find, track and convert identified best-fit customers. Enhanced Qualification Intelligence showcases the key attributes that make accounts high priority targets, including buying stage, ICP match and if there is a confirmed project. Improved Engagement Signals show you precisely when accounts visit your website, click on your banners and/or download your content. Indicators of New and Recent Activities give sales users new reasons to call and help them engage the buying team with highly tailored outreach.”

TechTarget Q2 2019 Shareholder Letter

TechTarget provided Q3 revenue guidance between $33 and $34 million and annual guidance of $133 and $134 million.

The firm is celebrating its 20th anniversary this month and used the opportunity to credit its employees.  “We are incredibly grateful to our dedicated team of employees who are smart, innovative, motivated, passionate and hard-working. This team makes us look good and creates a win-win scenario for customers, investors, partners and the communities where we operate. We are especially proud of the transition that the Company has been able to make over the past 5 years from an online media company delivering quarterly marketing campaigns to a purchase intent data company selling annual subscriptions. We think most people would agree that is not an easy transition to make. We are very confident that our best days are ahead of us as we are now a leader in the fast growing data intelligence market.”

TechTarget added Christina Van Houten to its Board.  She currently serves as the Chief Strategy Officer for Mimecast Limited, a public email management company, where she is responsible for driving corporate development, product management, and market strategy.  She previously held senior positions at Infor, IBM Netezza, and Oracle.  Van Houten has “more than two decades of extensive, focused experience in marketing strategy with some of the world’s largest firms as well as significant corporate and business experience.”  She has an MBA from the Booth School (University of Chicago) and a BA from Georgetown.


Continue to Part II on Priority Engine Express and the expansion of their target market to include small software vendors and value-added resellers.

People.AI Launches The Wire

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.”

The Wire suggests emerging opportunities, opportunities requiring attention, and champions that have departed to other companies.

The Wire flags opportunities that are in jeopardy of slipping due to inaction.
The Wire flags opportunities that are in jeopardy of slipping due to inaction.

Managers are 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.”

Ramp Alerts identify reps that are lagging behind best-in-class recent hires and suggest when a one-on-one meeting may be required.
Ramp Alerts identify reps that are lagging behind best-in-class recent hires and suggest when a one-on-one meeting may be required.

The Wire also supports meeting intelligence with meeting prep reminders and post-meeting note capture and CRM sync.


Last Friday, I covered People.AI’s Round C and the company more broadly.

What is Sales Engagement?

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).

The Outreach Partner Directory offers ten categories of partners. Sales Intelligence and Data supports lead generation, intelligence, and management.

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.

There are a broad set of Sales Intelligence partner services which feed leads or display lead intelligence within Sales Engagement platforms. Vendors include DiscoverOrg, Zoominfo, Datanyze, Owler, Crunchbase, and SalesIntel.io.

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).

The Salesforce Lighting Dialer supports click-to-call, power dialing, inbound calling, voicemail drops, and call logging.

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.

InsideView Purchaser Profile

InsideView Buyers Guide

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)

$349.00

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.

Report Coverage

This 22-page report covers the following topics:

  • Company Overview
  • Content
  • Content Coverage Numbers
  • Product Screenshots
  • Functionality
  • Sales Products
    • InsideView for Sales
    • InsideView for CRM
    • InsideView Append (Lightning Data)
    • InsideView Mobile
  • Marketing Products
    • InsideView Enrich
    • InsideView Refresh
    • InsideView Target
  • Analytics Products
    • InsideView Apex
  • Other Products
    • InsideView Open API
    • Expert and Data Services
  • Recent Enhancements
  • Futures
  • Unique Features
  • Strengths
  • Weaknesses
  • Competitors by Category
  • Pricing
  • Resources

GZ Consulting / Tenbound reports are independently written and not sponsored by any of the profiled vendors.

Artesian Solutions Tech Sector Sales

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.”

The Artesian social selling platform provides users with a rich set of sales triggers combined with company intelligence.

“Technology 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.”

Yates continued 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.

RelPro Adds Crunchbase Intelligence

The New RelPro Finance tab includes a stock chart, funding data, IPO intelligence, finance news, and investors.
The New RelPro Finance tab includes a stock chart, funding data, IPO intelligence, finance news, and investors.

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 profiles.

“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.

Owler Pro

Owler promises 60 second access to the platform with one-click Salesforce permissioning.
Owler promises 60 second access to the platform with one-click Salesforce permissioning.

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.

Owler Pro, 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 user rollout.

The premium 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:

  • Product Launches
  • Joint Ventures
  • Partnerships
  • Awards
  • New Offices
  • IPO Announcements (a precursor to the closing of the actual funding)
  • Record Earnings
  • Earnings Announcements
  • Restructuring
  • Key Employee Departures
  • Key Employee Hires (in addition to primary leadership which are included in the free version)
  • Layoffs

According Harsch, the goal is to “arm sales reps with sales triggers.”

Owler also 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.

The Lightning Data solution includes a free self-assessment report which analyzes Owler’s match and append rate against Salesforce Accounts and includes segmentation data.

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 user base demographics
Owler user base demographics

Owler is also available through its API partners including CrunchBase, SalesLoft, SugarCRM, and Salesforce Lightning Data.

Owler collects data on over 11 million companies including four million full profiles.

DiscoverOrg Acquires Zoominfo

DiscoverOrg and Zoominfo Acquisition History
DiscoverOrg and Zoominfo Acquisition History

Industry consolidation continues apace in the sales and marketing intelligence industry.  This afternoon, DiscoverOrg announced the acquisition of Zoominfo, just eighteen months after acquiring RainKing.  Zoominfo acquired technographics vendor Datanyze in September, so DiscoverOrg will be integrating both a contacts vendor and a technographics vendor.

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.

Debtwire 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 said.”

Debtwire 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 Data from Inc. 5000 (2011 - 2017) and Debtwire (2018)
Revenue Growth Data from Inc. 5000 (2011 – 2017) and Debtwire (2018)

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%.

The two 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 intelligence teams.

“Business 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.”

“DiscoverOrg’s 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 scale.”

“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

Over the 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.”

While highly 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.

When 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.”

Schuck’s 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.”


DiscoverOrg Statement

DiscoverOrg 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.

“As we 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.

The combined company has 15,000 active customers and 120,000 active users, with the Zoominfo acquisition trebling the customer count.

DiscoverOrg 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.

InsideView Insights for Microsoft Dynamics

InsideView Insights combines company intelligence, news, and connections in its Overview tab.
InsideView Insights combines company intelligence, news, and connections in its Overview tab.

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 prospecting
  • 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
  • Industry profiles
  • Alerting and watchlists (daily opportunity alerts)
  • Mobile support
  • Connections (six degrees tool)

InsideView 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.

“We are 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).

According to 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.“

While OEM 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.

With 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 one place
  • 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.