Salesforce integration
Integrates with the Salesforce.com CRM platform.
Cat avg: 8
Top Performing Features
Contact information
Information about individual contacts is available and high quality.
Cat avg: 7.6
Advanced search
Users can search for prospects using advanced search logic and multiple criteria, across multiple platforms/databases.
Cat avg: 8.2
Load time/data access
Provides fast and consistent access to lists and leads.
Cat avg: 8
Worst Performing Features
Sales email templates
Users can create and share templates for emailing leads. May also include template testing capabilities, or other analytics that will recommend a template for a particular lead.
Cat avg: 6.9
Append emails to records
Allows users to selectively or automatically append email threads and attachments to leads/contact records.
Cat avg: 7
Lead qualification process
Helps sales reps focus on the most promising leads (likely to convert) by ranking leads according to various rules and criteria. SI tools may take a semi-automatic, automatic, or self-scoring approach.
Cat avg: 7.2
DiscoverOrg (discontinued) Features from Reviews
Prospecting
Features related to generating leads and finding new contacts.
8.1+4%
Advanced search
Users can search for prospects using advanced search logic and multiple criteria, across multiple platforms/databases.
Category average: 8.2
Identification of new leads
Helps source leads at an acceptable rate, volume, and quality.
Category average: 7.7
List quality
Lists generated by the tool are typically high quality.
Category average: 7.4
List upload/download
Lists can be easily and quickly uploaded or downloaded from the platform.
Category average: 7.9
Ideal customer targeting
Includes capabilities for determining ideal customer characteristics and targeting new prospects that match the ideal customer profile; this capability is automatic or semi-automatic.
Category average: 7.7
Load time/data access
Provides fast and consistent access to lists and leads.
Category average: 8
Sales Intelligence Data Standards
How well does the contact, company, and industry information provided by the SI tool meet the user’s needs? Is the availability and quality of data satisfactory?
8.1+4%
Contact information
Information about individual contacts is available and high quality.
Category average: 7.6
Company information
Information about companies/accounts is available and high quality.
Category average: 8.2
Industry information
Information about industries and markets is available and high quality.
Category average: 7.5
Data Augmentation & Lead Qualification
Features around contact data management and lead intelligence.
7.8+2%
Lead qualification process
Helps sales reps focus on the most promising leads (likely to convert) by ranking leads according to various rules and criteria. SI tools may take a semi-automatic, automatic, or self-scoring approach.
Category average: 7.2
Smart lists and recommendations
Automatically segments and qualifies leads into dynamic smart lists; more advanced tools can make recommendations not only about which leads to follow up on, but when to follow up or with what material. Actionable intelligence.
Category average: 7.4
Salesforce integration
Integrates with the Salesforce.com CRM platform.
Category average: 8
Company/business profiles
Provides account-level information, including firmographics, business objectives, industry information, similar companies, and contact information for key decision-makers and influencers at a company. Gives sales reps context so they can deliver tailored sales pitches.
Category average: 7.9
Alerts and reminders
Sends sales teams alerts/reminders about key happenings, opportunities, and recommended actions to take with leads.
Category average: 7.5
Data hygiene
Helps users maintain clean lists and records, including duplicate management.
Category average: 6.9
Automatic data refresh
Contact and company data are automatically kept up to date.
Category average: 7.1
Tags
Organizational structure allows users to tag certain records in order to create groups, flag materials that need additional attention, etc.
Category average: 7.7
Filters and segmentation
Allows users to filter contacts and segment leads to explore data and create lists.
Category average: 8.2
Sales Intelligence Email Features
Features that support sending emails to leads, especially initial emails to a list of prospects. May gather additional sales intelligence based on email engagement, adding additional info to the contact record and/or contributing to lead prioritization.
5.0-27%
Sales email templates
Users can create and share templates for emailing leads. May also include template testing capabilities, or other analytics that will recommend a template for a particular lead.
Category average: 6.9
Append emails to records
Allows users to selectively or automatically append email threads and attachments to leads/contact records.
Category average: 7
DiscoverOrg (discontinued) Features from the Vendor
Prospecting
Vendor-contributedAdvanced search
Users can search for prospects using advanced search logic and multiple criteria, across multiple platforms/databases.
Web browser extension
Allows users to search across the internet to find and capture new leads using a web browser extension.
Identification of new leads
Helps source leads at an acceptable rate, volume, and quality.
List quality
Lists generated by the tool are typically high quality.
Email contacts
Generates email contact information for leads.
Direct dial contacts
Generates direct dial contact information for leads.
List upload/download
Lists can be easily and quickly uploaded or downloaded from the platform.
Ideal customer targeting
Includes capabilities for determining ideal customer characteristics and targeting new prospects that match the ideal customer profile; this capability is automatic or semi-automatic.
LinkedIn integration
Integrates to LinkedIn.
Load time/data access
Provides fast and consistent access to lists and leads.
Reverse IP lookup
Allows users to identify unknown web visitors using reverse IP lookup; because they have expressed interest, newly identified visitors are considered prospects.
Sales Intelligence Data Standards
Vendor-contributedContact information
Information about individual contacts is available and high quality.
Company information
Information about companies/accounts is available and high quality.
Industry information
Information about industries and markets is available and high quality.
Data Augmentation & Lead Qualification
Vendor-contributedLead qualification process
Helps sales reps focus on the most promising leads (likely to convert) by ranking leads according to various rules and criteria. SI tools may take a semi-automatic, automatic, or self-scoring approach.
Smart lists and recommendations
Automatically segments and qualifies leads into dynamic smart lists; more advanced tools can make recommendations not only about which leads to follow up on, but when to follow up or with what material. Actionable intelligence.
Salesforce integration
Integrates with the Salesforce.com CRM platform.
Company/business profiles
Provides account-level information, including firmographics, business objectives, industry information, similar companies, and contact information for key decision-makers and influencers at a company. Gives sales reps context so they can deliver tailored sales pitches.
News updates
Tracks news related to accounts and contacts, such as acquisitions, market expansions, changes to leadership, etc.; adds relevant news updates to contact and/or company profiles.
Prospect tracking/following
Allows users to “follow” particular leads or accounts, subscribing to receive updates on external events and changes to their position within the pipeline.
Alerts and reminders
Sends sales teams alerts/reminders about key happenings, opportunities, and recommended actions to take with leads.
Data hygiene
Helps users maintain clean lists and records, including duplicate management.
Automatic data refresh
Contact and company data are automatically kept up to date.
Tags
Organizational structure allows users to tag certain records in order to create groups, flag materials that need additional attention, etc.
Filters and segmentation
Allows users to filter contacts and segment leads to explore data and create lists.
Notes
Allows users to attach notes to contact and company records.
Salesforce opportunity creation
Allows users to easily create an opportunity in Salesforce from within the SI tool.
Ability to append contact, lead, and account level data
Users can append records at the contact, lead, and/or account level.
Sales Intelligence Email Features
Vendor-contributedAutomated initial emails
Initial emails can be triggered to send to leads automatically.
Sales email templates
Users can create and share templates for emailing leads. May also include template testing capabilities, or other analytics that will recommend a template for a particular lead.
Engagement tracking
Allows users to track audience engagement with emails.
Append emails to records
Allows users to selectively or automatically append email threads and attachments to leads/contact records.
Marketing automation integration
Integrates with a marketing automation system.
Additional Features
Vendor-contributedOrg Charts on All Accounts
Names,Titles, Direct Dial Phone Numbers, Vverified Email Addresses
Real Time Triggers and Red Alerts
Integrations with Salesforce, Marketo and all other leading CRM / MAT / SDR Tools
Google Chrome Extension
Predictive Purchase Intent - DealPredict
ABM Dashboard - AccountView