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Michael Levy
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Author: "2017 Field Guide to Sales Intelligence Vendors"
Author: "2017 Field Guide to Sales Intelligence Vendors"

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One of the important recent B2B #MarTech innovations is the development of intent data from vendors like Bombora. As prospects are now using the Internet to self-educate, they are reaching out to a smaller set of pre-screened vendors later in the sales cycle. But if firms are being stealthy to avoid detection during this initial phase, B2B firms have been looking to uncloak this veil of secrecy and reach out to firms during the initial phase. #intentdata

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Contact data vendor +FullContact offers a cloud-based contact enrichment service via a single user app, team app, and API. Contact data includes publicly available contact intelligence such as social networks, headshots, and affinities. FullContact suppresses personal identifiers such as mobile phones, personal email, and home addresses. For individuals, FullContact supports a unified contact view across Gmail, Outlook, mobile, and LinkedIn contact networks. For teams, FullContact offers a shared master address database.

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Associating company records with a common identifier is critical for Account Based Marketing (#ABM) as well as other sales and marketing methodologies. Lacking a common identifier makes it difficult to deduplicate records, associates locations with headquarters, perform data enrichment, tie together companies across multiple platforms, and assess the risk of companies.

The importance of a "unique identifier" was discussed by +Owler Competitive Intelligence CEO Jim Fowler in the +Harvard Business Review. #HBR


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+DataFox grew its year-over-year annual recurring revenue by 150% and trebled its presence at Fortune 500 companies.  According to the firm, “Its exceptional growth has sparked a major hiring initiative as well as plans to secure a larger San Francisco headquarters office to accommodate a growing team of engineers and data scientists.”

"This is an incredible acceleration point. Customers are seeing the immediate benefits of investing in our solutions that automate grunt work and help guide better, faster decision-making," said DataFox CEO +Bastiaan Janmaat. "DataFox has been able to improve the way people approach their jobs in sales, marketing, and other growth functions by helping them find, orchestrate, and leverage CRM data so they can focus on what matters most – building relationships and growing their business."


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This month, +Dun & Bradstreet rolled out a pair of enhancements to their Workbench Data Optimizer product line. The first release, which is already available, adds global contact cleanse and enrich functionality to the Optimizer module. Additional features include URL matching, expanded attributes, and custom match settings. The second release, with a planned release date of June 16th, provides global company targeting and an enhanced interface.

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Earlier this quarter, +Bureau van Dijk announced that it integrated Armadillo's original document ordering system into their Orbis platform. Documents are available from over 1,000 registries spanning 200 countries. 

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+Mattermark rolled out a set of enhancements to their product and content over the past few months.  The PE/VC funding data firm added Revenue Range and Zip Code to company profiles delivered via Mattermark Pro, Mattermark API, and their recently released AppExchange connector.   Mattermark now supports over 80 variables.

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+LinkedIn Sales Solutions acquired Redwood City SalesTech vendor +HEIGHTEN and plans to integrate its technology into Sales Navigator. LinkedIn is looking to leverage feature sets around sales process tracking, pipeline reporting, and note taking. Last summer, LinkedIn acquired sales content sharing vendor +PointDrive and recently completed the PointDrive integration into Sales Navigator.

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One of the most avidly anticipated presentations is Mary Meeker's annual Internet Trends presentation. This year she had deep dives into India, China, and Healthcare. The two slides that caught my attention, though, were the importance of immigrants to technology companies. Specifically, she evaluated the percent of top companies with first or second-generation American founders.

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Account Based Sales Development (ABSD) vendor +Outreach, rolled out its latest capability, Sales Intelligence Tiles, which displays account intelligence from Owler, Twitter, and MapBox alongside account information from Salesforce and Outreach.

"Outreach continues to tirelessly deliver the capabilities that solve business challenges," blogged Product Marketing Manager Rachael Siegel yesterday.  "No longer are we solely investing in making SDRs and hunters efficient, we’re turning our eyes deeper into the customer lifecycle.  At Outreach we see a future where every sales organization has a platform that helps their reps build a pipeline and closes that pipeline faster and more efficiently than ever before. The future is a platform that acts like a sales assistant, suggesting meeting times, entering data, creating action items, suggesting which personas to engage at what points in the deal cycle, and more."
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