Echobot British Data (Part II)

German Sales and Marketing Intelligence firm Echobot is entering the British market with a UK Data Pack for its CONNECT company research and TARGET prospecting services. I covered the CONNECT service yesterday. Today I’ll be delving into the TARGET offering.

Echobot TARGET supports prospect list building for companies and contacts against a broad set of British and firmographic variables, including UK SICs, postal codes, counties, web technologies, and company signals.  Radius searching around postal codes lets reps target prospects near their home, office, or a client they plan to visit.  

TARGET also provides a set of event signals for prospecting and alerting.  German screening supports over 30 event categories, but the UK edition is limited to eight triggers, including M&A, exec changes, and partnerships.  The English-language signals are still being built out and will be released as Echobot individually tunes them.

Contact list building supports eighteen departments, five job levels, job title, and field availability (e.g. email, direct dial, XING link, LinkedIn link).

TARGET Lists are displayed as a set of company tiles with a business description, contact information, and the most recent signal.  Tiles may be expanded for additional attribute display of web technologies, social links, and firmographics.  Users may also link to the CONNECT profile and click through older signals.

TARGET Lists include a segmentation report with an industry pie chart at the two-digit SIC level, company size pyramid, and company heat map.  When rolling over the segmentation reports, ALT-text provides additional details about each industry slice or company employment wedge.  Users may click on the industry pie chart to drill down into a segment.  Clicking on the heat map takes the user to a full-screen view for zooming and recentering.

TARGET lists may be downloaded in four formats (Excel, CSV, JSON, and Salesforce), so records may be analyzed by sales or marketing, uploaded into Salesforce, or delivered to developers.  Users may download up to 20,000 records at a time.

TARGET users may also save lists, share lists, or use lists for suppression (exclusion lists).  Search criteria may be saved for re-use and alerting when new companies or contacts meet the search criteria.

A single region starts at €499 / month for both TARGET and CONNECT.  Licensing both the UK and D-A-CH regions raises the price by €299 / month.  Echobot is offering a €100 / month discount to customers that license their solution before the end of the year.  A seven-day free trial of CONNECT is available to prospects.  TARGET users receive a demo and a single-day, capped-download trial.

Echobot, like many sales and marketing intelligence vendors, has continued to grow during the pandemic.  The firm added over twenty staffers this year and posted record revenue this summer.

“The expansion of the market into the English-speaking area is an important step into the future for us.  It has never been more important for companies to digitally set up their sales and marketing processes.  We are very pleased about the strong growth and the fact that we are able to support our customers beyond our borders.”

Echobot CEO Bastian Karweg

We are beginning to see continental sales and marketing intelligence companies build UK or pan-European services.  Along with Echobot, French vendor SparkLane offers a UK service, and Scandinavian vendor Vainu has beta offerings for the UK, France, and the US.  Of course, we are also seeing UK firms build European services with Rhetorik, Cognism, and DueDil offering European datasets.

Echobot British Data

German Sales Intelligence vendor Echobot announced that it is expanding beyond the D-A-CH (Germany / Austria / Switzerland) region and building a European solution.  The first step in this expansion is an English-language UI with five million British companies and 23 million decision-makers.

“The market expansion into the English-speaking area is an important step into the future for us.  It has never been more important for companies to set up their sales and marketing processes digitally.  We are very pleased about the strong growth and the fact that from now on, we can support our customers beyond national borders,” said Echobot Media Technologies CEO Bastian Karweg.

Echobot users can add the “UK Data Pack” to their D-A-CH coverage with the data available for their TARGET (prospecting) and CONNECT (sales intelligence) services.  They may also license the UK offering as a standalone service.

Company profiles include firmographics, contact information, registration numbers, web technologies, social media links, current and former directors, executives, company news, Registration and LEI Numbers, and UK SIC or German WZ (NACE variant) industry codes.

An interlinks graph ties together company and director relationships.  

Company news and signals are collected from online publications, Facebook, Twitter, Instagram, and YouTube.  Signals (event triggers) may be filtered by signal type or keyword, and news may be filtered by keyword, source, and whether the article is by or about the company.

There is still some tuning around company news tagging, but the product is just being launched.  Echobot has a long history of German-language signal monitoring and tagging, so it will likely address this problem fairly swiftly.

Contact data is GDPR compliant, with 68% of contacts having emails and 5% displaying direct dials.  “We strictly comply with GDPR, only using dials that have been made public on the web,” said Karweg.  “We do not use privacy-infringing tactics like signature block scanning.”  Contact data sourcing is provided so that if a rep is asked about the origination of a prospect’s personal data, the sales rep can provide the source.  As part of their compliance, the firm has a data privacy officer (a GDPR requirement) and a privacy page that allows individuals to remove themselves from the database.

Echobot provides LinkedIn and XING (a popular LinkedIn rival in the D-A-CH region) contact hyperlinks, but chose not to provide Twitter or Facebook contact links “since those networks usually are used for private networking.” Directors are cross-referenced with LinkedIn and company websites to enrich their profiles further.

Contact news is gathered, though it is usually only available for top execs.

Up to twenty contacts may be viewed or downloaded from the company profile.  Contact data includes email, direct dial phone, title, and source (e.g. LinkedIn, XING, Companies House, company website).  Information sources are displayed as icons with hyperlinks.

Users may filter the contacts by department and level.  They may also search the list by name or title.

Echobot collects most of its information from Companies House and online crawling.  They have a third-party vendor relationship for email verification and social media cross-referencing but do not disclose the partner’s name.­­­

Company data are updated daily and consolidated as soon as there have been relevant changes.  Contact data are updated every 30 days or so; however, “due to GDPR, we update all contacts at least once every six months,” said Karweg.  “If they aren’t publicly available anymore, they will be deleted from our database.”

Financial data is only available for the D-A-CH region, but it is on the 2021 UK roadmap.

The CONNECT sales intelligence service has a responsive design for mobile and tablet display.  The TARGET prospecting tool is currently optimized for desktop use, but a mobile-ready version is on the 2021 roadmap.

CONNECT supports browser extensions for Firefox, Chrome, and Explorer.  The extensions take the user from a company URL to the CONNECT company profile.

Echobot CONNECT for Salesforce supports I-Frame viewing within Company, Contact, and Lead records.  When new records are created, they are matched against the Echobot reference database for enrichment.  Stare-and-compare record updates are also supported.


Part II tomorrow covers the TARGET service and product pricing.

Outreach Opens EMEA Office

Sales Engagement vendor Outreach opened its London EMEA headquarters, intending to treble its London customer-facing headcount by the end of the year.  The firm already has over 20 local staff in support, sales, professional services, and customer success.  The firm has over 500 customers with local or global teams in Europe, including DocuSign, Deliveroo, and Protegrity.

“We see a very real opportunity to help evolve the sales industry and customer experience in Europe, and we see London as the best place to do so.  U.S. teams are engaging with customers in new and innovative ways.  Our customers in Europe have shared with us that they believe Outreach can provide European customer-facing teams with the tools they need to transform the sector and turn sales into a true engine for business growth.”

Outreach CEO Manny Medina

“I want to thank our customers here in the U.K. who have been on this journey with us since we launched, said Outreach CEO, Manny Medina.  “Thanks to their early and ongoing support, we knew we had market fit – we just needed the right person to grow and lead our team here.”

Tom Castley was named the head of EMEA sales, where he is “hard at work” assembling the London sales office.  Castley has over twenty years of experience building “high functioning” technology sales organizations.  He previously led Apptio’s pan-European account team and held several sales roles at Oracle.

“The sales industry needs to brush up on its image of an industry full of mavericks who magically secure their sales pipeline at the last minute.  We think it’s time we put this cliché to bed,” said Castley.  “This is why we’re swapping it for a data-driven approach that helps create a steady flow of prospects filling the pipeline and replaces the ‘peaks and troughs’ of the sales cycle with a predictable process.  Companies can then arm their team with relevant data to not only perfect the art of customer engagement but also increase the productivity of the sector and give the board a simple system to predict their revenue.”

Outreach has over 450 employees and 4000 global customers.  Last year, the firm nearly doubled its revenue to $70 million, according to Forbes.

Last week, Outreach canceled its annual 2020 Unleash Conference due to the Corona virus.

Artesian ARCH Compliance Released

ARCH combines firmographics, compliance flags, and credit insights into a unified company profile.
ARCH combines firmographics, compliance flags, and credit insights into a unified company profile.

Artesian Solutions, the UK Sales Intelligence vendor, has been teasing its Artesian Risk and Compliance Hub (ARCH) compliance service for over a year.  The new offering, now Generally Available, “enables relationship managers, underwriters and frontline teams within banks, insurance companies, and other financially regulated industries to quickly assess and better understand their corporate clients at the start of the customer journey and throughout the life of the customer.”

Financial services generally perform KYC / AML (Know Your Customer / Anti-Money Laundering) processing during onboarding, but ARCH moves initial processing to frontline staff at the top of the sales funnel before a client is signed.  This “distributed compliance,” helps expedite the process, sets client expectations when processing may take longer than normal, and allows relationship managers to avoid prospects that will have arduous compliance processing or which may not meet the institution’s “appetite.”  

ARCH flags risks which may require additional information from the client.  By flagging them at the outset, the RM can request the missing data before it delays onboarding.

ARCH performs event-driven reviews which begin before onboarding and continue through the life of the loan or policy.  Thus, KYC is no longer subject to periodic reviews but is performed dynamically as new information about the client is ingested by ARCH.  Instead of client reviews determined by the calendar, events can trigger full client reviews as needed.

ARCH supports commercial insurance policy writing “with a combination of data and sophisticated rules, bringing efficiency, consistency, and accuracy so that underwriters can focus on underwriting.  Decisions can be recorded whilst both justified in the future and used for decision analysis and pricing optimisation.”  Artesian’s fine-grained taxonomy and assisted machine learning help to identify potential underwriting risks “according to the predetermined definitions of an insurer.”

By moving compliance reviews to front-line workers, commercial insurers can perform a KYC check and risk evaluation prior to quoting a policy.  “One reason for using it is that they might want to look at what gets declared to them by the new customer compared to what they can see from ARCH,” said Artesian VP of Risk Solutions Matt Elsom.  “To do that they can have a look at some of the fraud-focused data sources and financial data.”

A January survey by Fenergo of global financial services executives found that poor onboarding negatively impacts client experience and reduces the lifetime value (LTV) of clients.  36% acknowledged losing customers due to onboarding issues and 84% tied the onboarding experience to reduced LTV.

“The Cost of Poor CX,” Fenergo, January 2019. N-=250 global Financial Services executives (Source: Artesian Solutions) 

Figure 2: “The Cost of Poor CX,” Fenergo, January 2019. N=250 global Financial Services executives (Source: Artesian Solutions)

Artesian noted that KYC compliance team workloads have “grown beyond all expectations” due to the availability of international ownership linkages and ultimate beneficial ownership data.  “The overall effect of this is an MLRO [Money Laundering Reporting Officer] and board being put under pressure to reduce onboarding delays whilst maintaining adherence to regulation – and the only effective solution has been to recruit more compliance analysts.  The cost associated with this approach has become unsustainable as the work queue continues to grow simply to maintain current levels of new business.”

According to Artesian, “ARCH is not only an innovative new technology, but a huge leap forward in the drive for ‘distributed compliance’ – the ability for central teams to distribute KYC and AML tasks to their frontline colleagues who are best placed to engage with the client and solve issues in the fastest, most productive way.  It places compliance and powerful risk data at the heart of the business – front of mind for every member of staff, informing every decision, instructing every interaction and shaping every relationship from pre-screening prospective new customers through to ongoing tracking and long-standing client development.”

The “configurable decision engine” monitors real-time credit risk and KYC data sets and applies bank or insurer policies to the compliance decisions.  Each client determines which data sources to ingest and “applies custom policies to that combined data in the form of multi-dimensional rules” which are screened and interpreted based upon institutional policies.  Flagged issues are delivered through a browser interface or loaded into other compliance systems via an API.

“We have the great privilege of serving 80% of the UK’s major banking institutions, providing powerful sales engagement insights to relationship managers.  We asked what we could do to make our software even more useful and the answer was ARCH. Almost two years of engineering and millions of pounds later we’re announcing ARCH’s general availability for customers.  We believe this puts Artesian in a unique position to be able to combine customer engagement capabilities together with credit and risk in one single application delivered through a browser or mobile device.”

We’ve built a strong team of specialists to extend our core competencies and have worked closely with our key partners at Experian, LexisNexis, and Refinitiv (Thompson Reuters) with more partnerships to come.  This allows our customers to select the data sources they already rely upon and trust and easily integrate them into ARCH”

Artesian Solutions CEO Andrew Yates

During a beta test with a top UK bank, ARCH decisioning was fully consistent with existing bank processing while flagging 14% more “critical risk” issues than current bank processes.  ARCH also reduced average case time from two hundred minutes to eight, “allowing relationship managers to know more, know sooner and save time – enabling them to focus on delivering a better customer experience.”

PwC recently added ARCH to its eleven-week incubator program Scale InsureTech which is “aimed at identifying and developing fast-growth technology companies in the insurance sector.”

Artesian financial services clients include RBS, Barclays, HSBC, Lloyds Bank, EY, and Marsh.

North American sales intelligence firms do not normally support client onboarding and risk assessment, but UK and European firms support these functions due to a richer set of registry data.  European vendors such as DueDil, Bureau van Dijk, and Artesian support sales, marketing, and regulatory compliance.

Sparklane Predictive Account Scoring

French Sales and Marketing Intelligence vendor Sparklane released its Predictive Account Scoring Solution for B2B sales.  Sparklane Predict now supports dynamic account scoring based upon Ideal Customer Profiles (ICP), sales feedback, and CRM win/loss data.  The service is currently available in the UK and France with additional European markets in development.

According to the firm, Predict supports a “human-in-the-loop” lead review process which “feeds lead decisions back into the ICP model, providing additional intelligence towards distinguishing between good and bad prospects.”  Predict also collects CRM intelligence on opportunity outcomes, providing an additional basis for model refinement.  

Predict supports bi-directional syncing with Salesforce, Microsoft Dynamics, Marketo, and Eloqua.  Sparklane uploads suggested accounts and leads to CRMs and gathers historical outcomes for ICP modeling and dynamic scoring.

Sales Reps are shown list segmentation while reviewing individual leads.  Along with business descriptions and firmographics, reps see fit and need scores.  When reps flag a lead as interesting or not interesting, the decision is fed back into the ICP model.

Sparklane claims that it shortens sales cycles by 28%, increases contract volume by 25%, and improves the business conversion rate by 70%.

Sparklane Predict leverages Artificial Intelligence (AI) tools such as machine learning and natural language processing to dramatically improve sales productivity and customer insights.  Sales rep attention is directed towards accounts and leads most likely to close based on both fit (company attributes) and need (sales triggers such as international expansion, employee growth, or product launches).  Furthermore, automated data enrichment ensures that reps are working with accurate, complete, and current data.

Sparklane Press Release

When building Sparklane models, both win and loss scenarios are employed, providing a more robust model than current customer lists. Along with win/loss scenarios, Sparklane supports other binary outcome scenarios:

  • Account Renew vs. Account Drop
  • Account Upgrade vs. Account Downgrade
  • High Margin Profitable Accounts vs. Low Margin Unprofitable Accounts

Sparklane also supports multi-product line upsell and cross-sell models.

“Unfortunately, many of the vendors now marketing ideal customer profile solutions (ICP) are offering little more than basic prospecting or look-a-like lists under the ICP banner,” said Sparklane CEO Frédéric Pichard.  “A true ICP service begins with both positive and negative accounts so the platform can distinguish between accounts that closed and those that failed to close.  A true model also contains feedback loops from sales reps and the CRM.  It is the addition of feedback that refines the model over time, improving the predictive precision of account scores.”

Sparklane supports nearly 250 customers out of offices in Paris, Nantes, and London.  Last year, Sparklane grew its recurring revenue by 60%.

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.

Artesian Risk and Compliance Hub

Artesian will be launching its Risk and Compliance Hub, which supports front-line KYC checks, in 2019.
Artesian will be launching its Risk and Compliance Hub, which supports front-line KYC checks, in 2019.

Artesian Solutions CEO Andrew Yates published a year-in-review blog and a preview of their upcoming Artesian Risk and Compliance Hub (ARCH).  The new ARCH capabilities will extend their social selling platform into Know Your Client (KYC) reviews at UK banks. ARCH is in early testing.

ARCH leverages Artesian capabilities around interpreting structured and unstructured data ”to create useful flags and to drive appropriate actions.”  Artesian already is on the desktop of relationship managers (RMs) at most of the major UK banks.  “This puts us in a unique position to make insights regarding financial and KYC risks available to the front-line as a pre-screen, to ensure that corporate banking relationships begin with an appropriate understanding of risk.”

Arch supports an automated audit trail and storage of evidence.  Early tests found ARCH to be “100% accurate in reflecting policy in pre-screening.”  Arch also reduced the time spent in gathering risk assessment data by 90% and identified 14% more risk issues compared with manual processing.

By providing a pre-screen at the front-end of client discussions, RMs can focus on new clients that will pass muster during the onboarding review process.  This process makes both relationship managers and compliance professionals more effective.  RMs will no longer be spending time with prospective clients that won’t pass compliance review while compliance professionals can focus their attention on more complex reviews which require their skill and expertise.

“ARCH gives companies control of a sophisticated decision engine to enable data being accessed to have rules applied and flags created. It means that Relationship Managers can see a summarised view of what their central risk teams assessment of a potential client would be, before spending time and money engaging with them. The automation aspect of this is fundamental as it brings efficiency, consistency and control to the areas it transforms.

But more than that, it places compliance at the heart of the business – front of mind for every member of staff, informing every decision, instructing every interaction and shaping every relationship from pre-screens for new customer prospecting through to long-standing client development.”

Artesian CEO Andrew Yates

Yates cited McKinsey research which notes that the risk function at financial institutions is being transformed “with the detection, assessment, and mitigation of risk” being transferred to all employees by 2025.

Risk and Compliance tools are a greater focus amongst European sales intelligence firms due to the availability of private company registry data.  While US private companies provide only minimalist filings with Secretaries of State offices (with a few exceptions in insurance, banking, and nonprofits), UK company registration data includes directors, shareholders, and financials.  Other UK compliance data includes sanctions lists, Politically Exposed Persons (global government officials and relatives), disqualified directors, gazettes (shuttered business and those in receivership), and traditional credit reports.  Vendors such as Artesian, DueDil, and Bureau van Dijk have recently emphasized compliance and risk tool development over sales intelligence offerings.

Artesian reached 30,000 users in 2018 with their user base tracking over 800,000 companies.  According to Yates, Artesian customers “have received 12.5 million actionable insights, 2.5m unique computational matches each week, automated the equivalent of 2 trillion Google searches per week (13bn per hour), and have made 523,813 useful connections using Artesian data.”

Artesian staff provided over 350 training sessions, webinars, and workshops to more than 3,000 users in 2018.  Artesian Academy delivered an additional 1,200 multi-media tutorials, certification modules, role-based tips, and social media best practices overviews.

Rhetorik Extends its UK/Irish NetFinder Service

Job Function Searching in Rhetorik NetFinder
Job Function Searching in Rhetorik NetFinder

UK Technology Sales Intelligence vendor Rhetorik released an enhanced version of its UK and Irish NetFinder service. The revised edition covers over 40,000 corporate and public-sector sites. The service doubled its technology buyers to 215,000 and increased its technology coverage five-fold including enhanced install data on cloud, enterprise and vertical industry applications, system software and middleware applications.

The Rhetorik database tags over 10,000 products from 6,000 vendors and maintains over 150 technology categories. Data coverage spans 164 biographic, firmographic, and technographic variables including email, phone, revenue, employees, line of business, and site-level technographics. All contacts are GDPR compliant and 92% contain emails.

“Rhetorik has adapted its policies and procedures to upgrade DPA regulatory standards to meet GDPR requirements,” said the firm. “While monitoring closely progress on the e-Privacy legislation, Rhetorik follows best-practice processes as set by PECR – Privacy and Electronic Communication Regulation. We have implemented clear and easy to follow procedures for individuals to be informed and manage their own Business Card Data. We keep access to all B2B information secure and protected.”

Data is gathered through a combination of automated means and editorial research.

Over the past year, Rhetorik has partnered with the European Market Intelligence Group (EMIG) and CNCData to provide European and AsiaPac coverage. The EMIG coverage spans 14 countries, 180,000 companies, and one million contacts. The CNCData partnership delivers over two million contacts and 1.2 million companies across 23 AsiaPac countries.

Rhetorik, which has provided technology intelligence for over two decades, underwent a management buy-out last summer. At the time, CEO Meredith Amdur, set a goal of expanding their “data gathering and analytics capabilities to create new products for technology sales and marketing professionals worldwide.”

2017 Field Guide to Sales Intelligence Now Available

I am proud to announce that I released the second edition of my book, 2017 Field Guide to Sales Intelligence Vendors yesterday.  It has been a long process of updating and expanding the original eleven profiles, adding three new profiles for the UK (Bureau van Dijk, Artesian Solutions, and DueDil), and adding four profiles for Account Based Sales Development (ABSD) vendors with ecosystems (KiteDesk, Outreach, Quota Factory, SalesLoft).

I have written blog articles on almost all of the seventeen profiled vendors in the past year.  So if you’ve found my blog useful, the book will be invaluable for procurement decisions or staying abreast of the key vendors in the SI space.

As sales teams and procurement departments may have gone through vendor demos or trials back in 2015 or early 2016, I have added sections which detail product changes over the past year.  These include new product launches, vendor changes, enhancements, and pricing changes.

I have also added or expanded discussions on Account Based Marketing (ABM), Account Based Sales Development (ABSD), Marketing Automation connectors, and the UK market.

You will even find a new Glossary.

Feel free to contact me at 978-692-0170 or MLevy@GZConsulting.org.  I am offering a 20% licensing discount during the month of January.

2017-field-guide-toc12017-field-guide-toc2

Field Guide to Sales Intelligence Vendors

2017 Field Guide to Sales Intelligence Vendors
2017 Field Guide to Sales Intelligence Vendors

I am now taking pre-orders for my 2017 Field Guide to Sales Intelligence Vendors.  This is the second edition of my book which I expect to deliver to my clients by the end of this year.

I am currently bundling in the 2015 edition with pre-orders at no extra charge.  Please contact me at MLevy@GZConsulting.org if you would like to discuss a license.

Approaching the update has proven to be as big a task as writing the original edition due to the rapid expansion of the sales intelligence market and a decision to include several additional categories of vendors.

To assist purchasing departments that either purchased my book last year or performed a 2015 or 2016 evaluation, I have added profile sections covering:

  • 2016 New Products
  • 2016 Vendor Changes
  • 2016 Functionality Changes
  • 2016 Pricing Changes
  • ABM Features
  • ABSD Partners

The original edition focused on eleven vendors that provided either US or global markets.  Coverage included the top five by revenue: LinkedIn Sales Navigator, Data.com, Hoover’s, Avention, and DiscoverOrg.

This year I have added profiles on three UK-based vendors:

Bureau van Dijk is one of the top global financial research and sales intelligence companies.  I omitted them last year because they did not return my calls (yes, analysts may ignore you if you fail to support their research efforts).  This year I will cover them whether they cooperate or not.

UK vendors, along with Avention, provide a deep set of registered company data including Directors & Shareholders; Mortgages & Charges; Gazette Status (winding down, receivership notices); and filings data.  Thus, if you have a significant percentage of your sales reps in the UK (or Europe in general), it is worth understanding how US and UK sales intelligence products differ in content, functionality, strengths, and weaknesses.

A second new category of entrants is the PC/VC databases that rolled out sales intelligence services over the past year:

These products cover a smaller universe of companies (generally around one million), but focus on the fastest growing companies.  Traditional sales intelligence vendors tend to be behind the curve on profiling these firms.  Furthermore, they include funding and M&A intelligence, also gaps within the traditional sales intelligence space.

The third new category is Account Based Sales Development (ABSD) vendors (aka Sales Acceleration) that focus on workflow tools for Sales Development Reps (SDRs).  These products provide email templates, phone dialers, cadence/workflow tools, and analytics.  While not technically sales intelligence vendors, I am covering four vendors that have built partner ecosystems that include SI vendors:

Finally, I added discussions of both ABM and ABSD as both topics have trended strongly over the past year as B2B firms look to adopt a more strategic approach to sales and marketing.  Several firms are now positioning themselves as ABM solutions or strongly messaging around their ABM capabilities.