PersistIQ Sales Engagement Platform

The PersistIQ Activity Feed provides a real-time stream of prospect actions from within PersistIQ, Salesforce, Gmail, and Chrome.
The PersistIQ Activity Feed provides a real-time stream of prospect actions from within PersistIQ, Salesforce, Gmail, and Chrome.

Sales engagement service PersistIQ recently partnered with Lead411 to provide integrated contact prospecting. Unlike other sales engagement platforms, prospecting is built directly into PersistIQ. Content includes name, company, title, city/state, address, email, LinkedIn profile, URL, and phone. A maximum daily records feature pulls records into PersistIQ without overloading sales reps with too many prospects.

“Our powerful technology gives sales teams the perfect balance between sales automation and the human touch.  Providing our customers access to high-quality data inside their workflow is a natural next step as we further align tools with strategies that have been winning sales for decades.”

  • Pouyan Salehi, founder of PersistIQ

PersistIQ provides salespeople with communication campaigns that include emails, calls, and tasks (i.e. Cadences or Sequences). PersistIQ also executes a set of safety checks to eliminate mistakes commonly made by salespeople. Soft checks, such as whether a contact is already in another campaign, may be overridden while hard checks block email transmission. Hard checks include do not contact domains, bounced emails, and opted out emails. When sending emails, the system also provides smart variable checks to ensure emails aren’t sent with missing fields (e.g. {{first_name}} ) or misformatted HTML.

PersistIQ supports Gmail, Office 365, and Exchange email accounts. A throttle feature sends emails over a period of time instead of via large batches. Throttling helps maintain their customers’ email sender reputation scores.

Both outgoing and incoming emails are logged. The system also supports out of office management, recipient activity detection (e.g. read, click through, bounce), and time zone detection.

Sales reps can use the built-in dialer or their own phones while recording call notes.

An Activity Feed provides real-time access to prospect actions such as email opens and link clicks. The feed is available from within PersistIQ, Salesforce, Gmail, and Chrome. Activities that happen in quick succession are grouped together. A badge number in the system banner indicates new activity and number of events. Users can click from a feed item directly to the underlying campaign or prospect profile and activity.

PersistIQ provides bi-synchronous connectivity with leads, contacts, accounts, and campaigns. PersistIQ content passed to Salesforce includes emails, call activity with notes, dispositions, and tasks.

Marketers and sales ops can upload Excel or CSV files with up to 2,000 contacts. A copy/paste feature may be used in lieu of file imports. PersistIQ employs fuzzy matching logic to prevent duplicates from being created.

A Chrome connector provide email detection, user notes, add to Salesforce or PersistIQ, and searching across PersistIQ and Salesforce.

The Chrome Connector provides lead intelligence and quick transfer to PersistIQ and SFDC.
The Chrome Connector provides lead intelligence and quick transfer to PersistIQ and SFDC.

Analytics include daily actions, best time to send, response time, team reports, and campaign reports.

Pricing begins at $40 per month for the Lite service (billed annually). Features include multi-touch campaigns with email, phone, and task steps; reply to previous email threads; response detection; call scripts and outlines; master and step email templates; rolling campaigns; the live activity feed; email open alerts; and individual campaign reporting. A Starter Edition is priced at $60 per month (billed annually) and adds sending windows; A/B testing; email CRM logging; prospect activity history; campaign summery reporting; custom fields; shared email templates; and API access.

The Pro edition is priced at $450 per month for five seats. Features include Salesforce synchronization; send emails on behalf of others; VOIP or Bridge sales dialer; team reporting; best time to send analytics; time zone detection; custom statuses and call dispositions; shared campaigns; roles and dispositions; and custom onboarding.

Lead411 contacts are available in four plans ranging between 50 and 80 cents per record:

  • 250 monthly contacts for $200 per month
  • 750 monthly contacts for $500 per month
  • 1,250 monthly contacts for $800 per month
  • 3,000 monthly contacts for $1,500 per month

Annual subscriptions allow users to roll over unused credits.

“Combining prospecting data and sales communication into one system that is easy to use is a big win for sales reps and teams,” said Salehi. This is the first step in what we view as the next evolution in sales technology; where data and workflow become more closely connected.”

Sales Navigator Q1: Revenue Growth and Expanded Partner Network

Sales Navigator Employee Insights
Sales Navigator Employee Insights, a new feature added in Q1.

LinkedIn Sales Navigator had another strong year of growth in-line with its historical Compound Average Growth Rate (CAGR).  Extrapolating from data published prior to its Microsoft acquisition, LinkedIn Sales Navigator has global revenues between $300 and $350 million.  This would make LinkedIn the largest vendor of sales intelligence solutions with revenue roughly double that of Dun & Bradstreet (Hoovers, D&B Hoovers,, D&B360) and triple that of DiscoverOrg.

Doug Camplejohn, Head of Product at LinkedIn Sales Solutions, described the service as “one of the fastest growing SaaS B2B products in history.”

LinkedIn Sales Navigator rolled out its first quarterly release on February 7th.  Quarterly releases help LinkedIn manage its communications and ensure that admins and trainers are prepared for the changes.  Enhancements will roll out first to this group before becoming available to general users in subsequent weeks.

“In the early days of Sales Navigator, we chose to act like a startup and launch products as soon as they were ready, without much warning or pre-release training for our customers. We also acted independently, only integrating with a couple of systems, instead of opening up the platform to the dozens of types of sales applications a rep uses throughout their work week.  Starting today, we will release Sales Navigator product updates on a quarterly cycle to provide advanced communications and training for administrators and users so they have adequate time to familiarize themselves with new features and take advantage of them properly.”

  • Doug Camplejohn, Head of Product at LinkedIn Sales Solutions

The product is maturing as it develops connectors with other services and formalizes its releases and communications. “Sales Navigator is growing up and learning how to play with others,” said Camplejohn.

As part of this development, LinkedIn announced four new members of its Sales Navigator Application Platform (SNAP) partners. SNAP is a broad partner program that spans business intelligence, CRM, eSignature, MAP, Sales Acceleration, and Web Conferencing. A year ago, LinkedIn only supported Salesforce and MS Dynamics.

The new Oracle Sales Cloud integration displays LinkedIn prospect and contact data within the Oracle CRM.

A SugarCRM integration displays a LinkedIn dashboard within Sugar Opportunities, Accounts, Contacts, and Leads.

Implemented partnerships were also announced with Demandbase and InsideSales’ Predictive Playbooks. LinkedIn lists 11 future partners including Tableau, Adobe Sign, BlueJeans, Microsoft BI, Eloqua (Oracle Marketing), and SAP Hybris.

The SNAP announcements were part of the Q1 release which included a redesigned Account page, new alerts, seat transfers to enterprise accounts, and Seniority Level preferences.

Oceanos for Salesforce (Beta)

Oceanos ListOptimizer supports quarterly batch updates to account, contact, and lead records.
Oceanos ListOptimizer supports quarterly batch updates to account, contact, and lead records.

Contact data management vendor Oceanos is working with Datarista to bring an SFDC-based contact service to the market.  The Oceanos ListOptimizer service, currently in in beta, will be generally available in Q1.  Sales Operations can run counts, perform company and contact searches, and ensure ongoing data integrity.

The service supports standard company and contact list building with running counts as variables are selected.  New execs may be added as lead records or accounts and contacts.  Duplicate checking is performed.

Batch Salesforce updates are performed quarterly.  In 2018, the updates will run every other month with contact changes updated weekly.

Oceanos offers best-in-class contact records from over a dozen vendors.  When records are deployed to customers, they are subject to real-time reverification against FreshAddress, FullContact, and Pipl.

Contact management services are purchased on a credit basis with custom pricing plans based upon volume and intended usage.

In other news, Oceanos recently inked a deal to deliver its ContactAPI to The Big Willow intent data platform. “Targeting prospects before the market even knows they exist provides our customers a first mover advantage,” said Big Willow CEO Charlie Tarzian.  “With the Oceanos ContactAPI, we provide our users targeted contacts for intent-qualified opportunities that accelerates engagement.  With 15 years in the space, they’ve earned a stellar reputation and we’re thrilled to take this next step in our partnership.”

Along with connectors and APIs, Oceanos offers free data health checks and a team of data consultants to assist with data hygiene and analytics initiatives.

RampedUp Account Scoring

RampedUp Profiles now include account based scores (zero to five stars).
RampedUp Profiles now include account based scores (zero to five stars).

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 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.”

Data Quality in 2018

NetProspex WorkBench Value Proposition
D&B Optimizer (FKA Workbench) Value Proposition


As we are one month away from the new year, it is a good time to think about budgeting for data quality in 2018.

I know it isn’t glamorous, but that doesn’t mean it is unnecessary.

Data Quality software is markedly improved over the past few years.  No longer is it necessary to download and forward a file to a vendor and wait for them to process your marketing file.  Sales and Marketing Operations can now setup automated cloud cleansing that works within Marketo, Eloqua, Salesforce, Microsoft Dynamics, and other enterprise applications.  B2B vendors to consider include Dun & Bradstreet, InsideView, Zoominfo, and ReachForce.

These platforms perform both initial batch match & append and ongoing enrichment, ensuring that your sales and marketing files have both accurate and complete data.  These services also support company and contact prospecting, data health reports, suppression lists, and segmentation reporting.  A few even offer free data quality reports, deduplication, technographic enrichment, nixie files (defunct companies and departed exec files), web form support, sales intelligence services, and contact verification and standardization (e.g. address, phone, and email) for non-matched records.

As these services reside in the cloud and offer cloud connectors for the major MAPs and CRMs, the operational overhead is minimal allowing operations to focus on ABM look-a-likes, segmentation, and improved targeting instead of file management.

What’s more, data quality improvements benefit sales, marketing, and downstream systems.  A record cleansed and verified as it is created costs much less than a bad record passed down to other enterprise platforms.  Beyond direct cost reduction (storing bad data, marketing to departed execs, sales calls to abandoned voicemails, reduced time keying and updating records manually), there are improvements to segmentation, targeting, lead scoring, lead routing, and messaging.

So budget for data quality in 2018.  It isn’t glamorous, but it is effective.

The ReachForce Contact Enrichment Summary Report.
The ReachForce Contact Enrichment Summary Report.

RelPro People Concordance, Connectors, and Relationship Intelligence

New features include DotAlign integration, favorite role filtering, and saved articles.
New features include DotAlign integration, favorite role filtering, and saved articles.

Sales intelligence vendor RelPro continues to gain market traction in its second year with 2017 revenues projected at $1.5 million. The firm has grown to fifteen headcount. Growth has been assisted by a mid-90% renewal rate.

According to CEO Martin Wise, the firm launched RelPro in early 2016 but needed some time to round out rough edges and determine positioning and vertical fit. They are on track, however, to grow revenue 3-4X in 2017 and now support 75 corporate clients distributed across financial services (30%), Technology (30%), B2B and Professional Services (30%), and nonprofit (10%). RelPro focuses on “helping people across the business development value chain” including sales, marketing, and account management. They are one of the few to include the analyst function amongst their user personas.

“Time is the scarcest resource for anyone involved in Business Development, whether you’re in Marketing, Sales, Account Management or Research.  RelPro has always been about helping you to quickly find business decision-makers (at companies of any shape or size around the world), learn more about them and keep in touch with them. With our latest enhancements, we have taken another step forward in our mission to save clients’ time through Integrated Relationship Intelligence solutions that leverage the highest quality data available.”

  • RelPro CEO Martin Wise

Over the past year, the firm focused on their people concordance (150 million global business professionals), “integrated relationship intelligence,” alerts, and workflow. 2018 will shift to improved firmographics and company concordance (7M). New features include a people concordance engine, relationship mapping with BoardEx supporting top tier relationships, mobile web support, and a series of integrations.

The people concordance ties together contact profiles from multiple vendors to provide a unified informational view across web news, BoardEx, Dun & Bradstreet, Zoominfo, and DotAlign. Users can also link out to LinkedIn profiles and BoardEx organizational charts. DotAlign performs Outlook mining to identify internal connections to companies along with the number of connections to company contacts. BoardEx and DotAlign functionality require joint subscriptions.

The RelPro Chrome extension provides on demand company intelligence from websites and people intelligence from LinkedIn.
The RelPro Chrome extension provides on demand company intelligence from websites and people intelligence from LinkedIn.

The new Chrome extension displays company information based upon a URL and executive profiles tied to LinkedIn pages. Thus, users can research LinkedIn profiles and lookup emails and direct dial phones. They can also follow contacts in RelPro from the Chrome connector and link from a LinkedIn bio to their RelPro profile. Other features include the quick identification of contacts from a pre-saved list of companies, Favorite Role filters for quickly customizing searches and company executive lists, and saved articles.

The mobile site supports responsive design, providing a form-factor specific user interface. Features include company and people searching, company and people profiles, and executive lists at companies.

Favorite Roles are keyword-based and available for list building and executive list filtering in company profiles.
Favorite Roles are keyword-based and available for list building and executive list filtering in company profiles.

Amongst the new screening filters are searching against company lists and favorite roles. The favorite roles feature is a set of stored expressions that help define specific functional categories. For example, a user can focus on demand generation marketers or individuals in specific research roles and then deploy these roles for standard prospecting or executive filtering from within a company profile. Unfortunately, RelPro does not yet offer standard taxonomic job functions and levels.

RelPro’s most sophisticated integration is with NetSuite where users can synch companies and contacts, enrich records, and review duplicates. For Salesforce, users can export leads individually or as lists. Contact and Account exports are on their roadmap along with duplicate checking logic. RelPro is also working on a Microsoft Dynamics connector.

Contact Insights exported to PDF.
Contact Insights exported to PDF.

Other new features include web news for company and people, saved articles, and exporting profiles as vCards or PDFs.

The 2018 roadmap focuses on additional solutions for enterprise clients including company concordance improvements and company analytics. RelPro is also looking to add corporate family trees, linkage analytics, and ABM look-a-likes.

RelPro is priced at $1,200 per user for 10 users (includes 1,000 profile views and weekly alerts on up to 30 people / companies for each user). The price per user is volume based. It is higher for smaller teams and discounts apply to larger enterprise deployments. If companies are looking for additional email alerts, they are available in packages of 50 profiles for $125 per month. A Tech Search add-on, based on HG Data tech stack intelligence, is extra. The firm also offers Data Services.

Dun & Bradstreet Announces Deal with SFDC for Transition


Optimizer for Salesforce supports Account Segmentation by Revenue, Employees, Industry, and Location.
Optimizer for Salesforce supports Account Segmentation by Revenue, Employees, Industry, and Location.

For the past nine months, there has been great ambiguity around the future of, a pair of AppExchange services which combine the old Jigsaw contact file with Dun & Bradstreet account and industry intelligence.  Salesforce has remained mum throughout with Dun & Bradstreet providing details on their earnings calls.

Dun & Bradstreet CEO Bob Carrigan announced that Dun & Bradstreet and Salesforce will be offering a path forward for clients. In August, Salesforce stopped offering D&B content for new clients, but legacy clients continued to receive D&B WorldBase, Hoovers, and First Research insights. However, the long-term direction of remained ambiguous as service revenues declined due to “natural attrition.” Carrigan announced that the two firms have agreed on a transition plan to migrate customers to D&B Hoovers and the new D&B Optimizer for Salesforce.

D&B Hoovers represents a significant upgrade for Prospector customers as they will receive deeper global company and contact coverage than before. Users will have access to a deeper set of global contacts, a broader set of screening variables, and company intelligence including financials, filings, SWOTs, news, sales triggers, and alerts.

Optimizer for Salesforce will launch next week at Dreamforce where Dun & Bradstreet will have a larger presence than in previous years. Product specifics were not provided on the call, but some details were posted on the AppExchange Lightning Data site. D&B Optimizer offers a data management dashboard, account record matching using DUNSMatch logic across eighty variables, segmentation analysis (revenue, employees, industry and location), family tree linkage opportunities, duplicate record management, and out of business flagging.  Updates are made every fifteen days.

D&B Optimizer creates “virtual corporate family trees”
D&B Optimizer creates “virtual corporate family trees”

Optimizer for Salesforce is listed at $22 per user per month, $3 less than Clean.  It is currently available in the US and UK.

“For organizations to grow, they need actionable and complete data across the entire business to ensure that timely and informed decisions are being made.  D&B Optimizer for Salesforce provides Salesforce customers the ability to get the data they want, when and where they need it, directly within their Salesforce instance. This leads to increased productivity and, ultimately, growth for their businesses.”

  • Derek Slayton, General Manager of Sales and Marketing LOB, Dun & Bradstreet

Not only will Salesforce assist with transitioning clients, but they will also be referring prospects to Dun & Bradstreet. Dun & Bradstreet will recognize the full revenue from these products and own the customer relationships going forward, providing them with greater control over the product, increased revenue, and an end to their disintermediated status on the AppExchange.

According to Dun & Bradstreet CFO Richard Veldran, Salesforce revenue is “in the neighborhood of $50 million, because they’re not selling new on their side.” In the short term, that revenue will decline due to “natural attrition.” However, as customers are converted to D&B solutions, the firm will no longer be on a revenue share basis with Salesforce, resulting in in a revenue upswing.  It should be noted, though, that subscription revenue is ratable over the term of the contract so there will be a delay in this revenue recognition.