ACCOUNT BASED DATA

Frost & Sullivan Recognizes GlobalSign with the 2022 Global Competitive Strategy Leadership Award in the Holistic TLS Certificate Market

GMO GlobalSign, Frost & Sullivan | September 21, 2022 | Read time : 04:00 min

Global Competitive Strategy Leadership Award
Based on its recent analysis of the Global Holistic TLS Certificate Market, Frost & Sullivan recognizes GMO GlobalSign with the 2022 Competitive Strategy Leadership Award for deploying a wide range of public key infrastructure (PKI) security and digital identity management technologies. GMO GlobalSign is a well-established certificate authority (CA) and market-leading company in the holistic TLS certificate market, with an impressive market share of 8.9% in 2021.

GlobalSign delivers multiple products and services in the field of PKI, such as authentication, managed SSL/TLS, secure email, code signing, and digital signatures, among others. Particularly, with one of its main products, AEG, GlobalSign has increased its innovative strength and leadership by automating complex tasks that would otherwise be costly and time consuming.

“GlobalSign has established itself as a trusted CA among its customers for 25 years. Armed with a strong understanding of customer needs, the CA’s product development and go-to-market strategies address key customer pain points around online identities,” said Swetha Krishnamoorthi, Senior Industry Analyst, Cybersecurity at Frost & Sullivan.

“GlobalSign has established itself as a trusted CA among its customers for 25 years. Armed with a strong understanding of customer needs, the CA’s product development and go-to-market strategies address key customer pain points around online identities,” said Swetha Krishnamoorthi, Senior Industry Analyst, Cybersecurity at Frost & Sullivan. “GlobalSign offers a cloud-based certificate lifecycle management (CLM) platform, Atlas, which ensures high scalability, throughput, and availability for certificate issuance. With the help of automation, Atlas empowers IT teams to flexibly manage and authenticate a broad array of identities – users, machines, IoT and mobile devices, and servers.”

Customer experience was, and continues to be, a massive factor in how GlobalSign’s next generation certificate management platform, Atlas, has been designed.

“GlobalSign also leverages its extensive partner network to build its customer base,” noted Swetha. “The company believes in creating a superior user experience on its platforms so that customers have less of a need for support. GlobalSign also empowers customers with the help of its AI-powered chatbot.”

The company also launches extensive account-based marketing campaigns aimed at acquiring new leads, with the potential to become GlobalSign customers. As a result, GlobalSign stands out in the TLS certificate market and is expected to continue expanding in the coming years.

Each year, Frost & Sullivan presents this award to the company that has leveraged competitive intelligence to execute a strategy successfully that results in stronger market share, competitive brand positioning, and customer satisfaction.

Frost & Sullivan Best Practices Awards recognize companies in various regional and global markets for demonstrating outstanding achievement and superior performance in leadership, technological innovation, customer service, and strategic product development. Industry analysts compare market participants and measure performance through in-depth interviews, analyses, and extensive secondary research to identify best practices in the industry.

About GMO GlobalSign
As one of the world’s most deeply-rooted certificate authorities, GlobalSign is the leading provider of trusted identity and security solutions enabling businesses, large enterprises, cloud-based service providers, and IoT innovators worldwide to conduct secure online communications, manage millions of verified digital identities and automate authentication and encryption. Its high-scale PKI and identity solutions support the billions of services, devices, people, and things comprising the IoT. A subsidiary of Japan-based GMO GlobalSign Holdings K.K. and GMO Internet Group, GMO GlobalSign has offices in the Americas, Europe and Asia. For more information, visit https://www.globalsign.com.

Spotlight

When it comes to Account-Based Marketing (ABM), many companies are using Account Scoring to evaluate success and trigger their ABM-specific activities. But what is Account Scoring and how does it differ from traditional lead scoring? And how do you score the individual contacts and buying teams within your target accounts? It’s important to remember that Account-Based Marketing is still about marketing to people, so you will ultimately need a way to combine accountbased or buying-unit scoring with individual lead scoring at those accounts. In some approaches, an account score is merely an aggregate of individual lead scores at the account.

Spotlight

When it comes to Account-Based Marketing (ABM), many companies are using Account Scoring to evaluate success and trigger their ABM-specific activities. But what is Account Scoring and how does it differ from traditional lead scoring? And how do you score the individual contacts and buying teams within your target accounts? It’s important to remember that Account-Based Marketing is still about marketing to people, so you will ultimately need a way to combine accountbased or buying-unit scoring with individual lead scoring at those accounts. In some approaches, an account score is merely an aggregate of individual lead scores at the account.

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ABM ACCOUNTS

ZoomInfo Provides Technology Usage Insights for More Than 30 Million Companies

ZoomInfo | September 02, 2022

ZoomInfo (NASDAQ: ZI), a global leader in modern go-to-market software, data, and intelligence, announced that it now delivers insights into the technology solutions used by more than 30 million companies, allowing customers to more accurately target their sales and marketing campaigns. Companies can use this technographic data to research whether a prospective buyer uses competing or complementary products and to understand an account’s technical maturity. ZoomInfo’s expanded technographic dataset now traces more than 300 million pairings between companies and the distinct technologies, platforms, and programming languages they use, arming sales, marketing, and recruiting teams with an incredibly detailed web of prospecting information about their best-fit accounts. ZoomInfo can identify technologies across more than 200 technology categories, including a company's Customer Relationship Management (CRM) software, Enterprise Resource Planning (ERP) software, and Applicant Tracking System (ATS). “Knowing which technologies your prospects use before you even pick up the phone gives sellers a tremendous head start,” said Kirti Patel, Senior Director of Engineering at ZoomInfo. “With today’s economic headwinds, sales teams are looking for every opportunity to increase efficiency, and having access to a prospect’s tech stack can transform your go-to-market engine.” ZoomInfo’s technographics pipeline accurately profiles a company’s technology stack by analyzing data from more than 20 types of sources, including first-party websites, job postings, and customer testimonials. This newly enhanced pipeline now tracks the use of more than 30,000 technologies. Customers also gain visibility into where companies are using each technology in their business, such as when a company is using a specific ecommerce solution on its checkout page or operating a chatbot solution on its home page. Additionally, tech companies can leverage ZoomInfo’s technographics data to identify their competitors’ customers, allowing sales teams to make their case for displacement and win back business. Companies that partner or integrate with other companies can also analyze technographics data to guide their partnership strategies. After identifying best-fit targets, users can improve sales productivity and win rates through personalized messaging, all within RevOS, ZoomInfo’s modern revenue operating system. Customers who use ZoomInfo’s SalesOS and MarketingOS products can search for prospects based on the technologies they use and receive alerts when companies of interest add or drop specific technologies from their tech stack. ZoomInfo’s automated sales and marketing tools also allow users to immediately take action on those insights — for example, launching an email outreach sequence or an account-based marketing campaign tailored to those prospect’s specific needs. When looking to fill roles, TalentOS users can filter and identify candidates based on their experience with specific technologies the hiring company already uses. Additionally, OperationsOS users can leverage ZoomInfo’s technographic data brick to build “lookalike” models, allowing sales operations teams to uncover their most likely buyers, based on the prospect's level of business complexity as indicated by the other tech solutions they currently use. Through significant enhancements to its machine learning algorithms and processes, ZoomInfo now constantly looks for and refreshes data about the technologies being used by individual companies, often on a daily basis. Nearly 90 percent of the active tech-to-company pairings in ZoomInfo’s platform have been updated within the past three months. “The breadth of ZoomInfo’s data puts us in a position to be able to track prospects that we can actually work with, because they usually have specific technologies that they work with that we need to be able to tap into,” said Mike Perrone, Chief Revenue Officer at Prodoscore, an employee productivity software company. “The breadth of ZoomInfo’s data puts us in a position to be able to track prospects that we can actually work with, because they usually have specific technologies that they work with that we need to be able to tap into,” said Mike Perrone, Chief Revenue Officer at Prodoscore, an employee productivity software company. For more information on ZoomInfo’s enhanced technographic data, please visit zoominfo.com/data. About ZoomInfo ZoomInfo (NASDAQ: ZI) is a leader in modern go-to-market software, data, and intelligence for more than 30,000 companies worldwide. ZoomInfo’s revenue operating system, RevOS, empowers business-to-business sales, marketing, operations, and recruiting professionals to hit their number by pairing best-in-class technology with unrivaled data coverage, accuracy, and depth of company and contact information. With integrations embedded into workflows and technology stacks, including the leading CRM, Sales Engagement, Marketing Automation, and Talent Management applications, ZoomInfo drives more predictable, accelerated, and sustainable growth for its customers. ZoomInfo emphasizes GDPR and CCPA compliance. In addition to creating the industry’s first proactive notice program, the company is a registered data broker with the states of California and Vermont. Read about ZoomInfo’s commitment to compliance, privacy, and security. For more information about ZoomInfo’s leading go-to-market software, data, and intelligence, and how they help sales, marketing, operations, and recruiting professionals, please visit www.zoominfo.com.

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ACCOUNT BASED DATA

6sense Creates Stronger Audience Insights with ON24 to Drive More New Business

6sense, ON24 | September 01, 2022

6sense, a leading sales and marketing technology company, is using ON24 (NYSE: ONTF) digital experiences to engage more customers and drive new business. With the ON24 Platform, 6sense leverages valuable audience data and powerful analytics to nurture relationships with new business prospects. Since partnering with ON24, 6sense has delivered digital experiences that significantly exceeded ROI expectations, improving productivity and generating millions in new pipeline. “ON24 allows us to reach more potential customers and generate growth by measuring account progression and prioritizing high-quality leads,” said Grace Kleaveland Kupczak, digital strategy and growth marketing manager at 6sense. “With ON24’s valuable audience engagement data and analytics, we are enhancing our marketing and sales strategies to build stronger relationships with customers and prospects.” 6sense Revenue AI is an account engagement platform that helps business-to-business organizations achieve predictable revenue growth using the power of artificial intelligence, data, and machine learning to efficiently convert pipeline to revenue. ON24 Webcast Elite is a key part of the company’s marketing strategy to educate potential buyers and help sales teams prioritize accounts. ON24 Webcast Elite allowed 6sense to easily scale its global demand generation activities, powering its various demo programs, outreach campaigns, and programmatic advertising. 6sense live events leverage custom branding, engagement-driving interactive console widgets, and seamless technology integrations to engage with clients and prospects more effectively. The company integrates ON24 audience engagement data from polls, chats, downloadable content, and Q&A with their own data programs to measure account progression and engagement. These insights helped 6sense determine which leads were ready for a sales contact and more likely to convert to a new customer. “Martech leaders like 6sense understand the power of audience data and how digital engagement effectively builds relationships and captures leads,” said Shalini Mitha, vice president of product marketing at ON24. “Martech leaders like 6sense understand the power of audience data and how digital engagement effectively builds relationships and captures leads,” said Shalini Mitha, vice president of product marketing at ON24. “6sense is producing digital experiences that provide deep analytics and insights that lead to more meaningful customer interactions and revenue growth.” The ON24 platform includes ON24 Webcast Elite, ON24 Go Live, ON24 Forums, ON24 Virtual Conference, ON24 Breakouts, ON24 Engagement Hub, ON24 Target, ON24 Intelligence, and ON24 Connect. Companies can deliver digital experiences that create deep engagement, capture first-person data, and provide AI-driven personalization, as well as seamlessly integrate audience insights with marketing automation, CRM, and collaboration systems. To learn how the ON24 platform enables 6sense to create unique webinars and digital content experiences that engage audiences, read their case study at https://www.on24.com/customer-stories/how-6sense-leverages-on24-to-create-winning-account-based-experiences. About 6sense 6sense reinvents the way organizations create, manage, and convert pipeline to revenue. 6sense Revenue AI captures anonymous buying signals, targets the right accounts at the ideal time, and recommends the channels and messages to boost revenue performance. Removing guesswork, friction, and wasted sales effort, 6sense empowers sales, marketing, and customer success teams to significantly improve pipeline quality, accelerate sales velocity, increase conversion rates, and grow revenue predictably. 6sense has been recognized for its market-defining technology by Forbes Cloud 100, Gartner, and Forrester, and for its strong culture by Glassdoor, Inc. Magazine, and Comparably. For more information, visit 6sense or follow us on LinkedIn and Twitter. About ON24 ON24 is a leading sales and marketing platform for digital engagement, delivering insights to drive ​revenue growth. ON24 serves more than 2,100 customers worldwide, including 3 of the 5 largest global technology companies, 3 of the 6 largest US banks, 3 of the 5 largest global healthcare companies, and 3 of the 5 largest global industrial manufacturers. Through interactive webinars, virtual events, and personalized content experiences, ON24 provides a system of engagement powered by AI for businesses to scale engagement, conversions, and pipeline to drive revenue growth. The ON24 Platform supports millions of professionals a month who are totaling billions of engagement minutes per year. ON24 is headquartered in San Francisco with global offices in North America, EMEA, and APAC. For more information, visit www.ON24.com.

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CORE ABM

CIENCE Announces General Availability of GO Digital DSP Powered by CIENCE GO Data

CIENCE | November 01, 2022

CIENCE® introduces the next generation of account-based marketing (ABM) today with the general availability and official worldwide release of CIENCE GO Digital. CIENCE GO Digital combines the industry-leading GO Data custom audience creation platform and Bidder-as-a-Service (BaaS) demand-side platform (DSP) functionality to give marketers precise and programmatic ad targeting for custom audiences. Unlike other platforms, GO Digital offers the best of both worlds in a single offering: GO Data custom audience creation comes bundled with advanced advertising options for display, video, or audio advertising channels. “We’re excited to become marketing’s best friend, or at least its new secret weapon,” said Eric Quanstrom, Chief Marketing Officer at CIENCE. “We’re excited to become marketing’s best friend, or at least its new secret weapon,” said Eric Quanstrom, Chief Marketing Officer at CIENCE. “We use GO Digital to target our entire ideal customer profile (ICP), which we’ve created in CIENCE GO Data. It’s a seamless account-based marketing workflow that helps us raise awareness and sell our offerings. Because of the targeting capabilities, we’ve seen three times the industry standard click-through rates (CTRs) on our display advertising. And we’ve done this at less than a quarter of the costs of the previous solutions we’d used. This has enabled us to scale our advertising programs to significant volumes of leads.” Market Acceptance The CIENCE GO Digital product has been in beta since Q2 and has already achieved remarkable throughput and adoption in a short period of time. CIENCE GO Digital was just recognized as a Fall 2022 category leader by SourceForge. The SourceForge category leader is only awarded to select products that have attained the highest levels of praise from user reviews from among more than 60,000 products on the platform. “We’re hearing really good feedback on the ability to reach a company’s ICP—and only their ICP—without wasted ad spend,” said Quanstrom. “This potent combination of any ad format, advanced bidding capabilities, and the most comprehensive, accurate contact data on the market is proving to be a winning combination.” Unique Functionality Unique among DSPs, CIENCE GO Digital offers a system that allows buyers of digital advertising inventory to manage both ad exchange and data exchange accounts. Real-time bidding for online advertising (display, video, audio) takes place within the ad exchanges, and by utilizing the CIENCE GO Digital DSP, marketers can manage their cost per mile (CPM) bidding. These advanced Bidder-as-a-Service options keep costs lower than other ad solutions. Furthermore, CIENCE GO Digital bundles CIENCE GO Data—campaign validated data from the number-one ranked lead generation firm in the world—thus providing exacting target audiences. It is possible to reach both hyper-targeted small segmented audiences or hit an entire total addressable market (TAM) cost-effectively, depending on marketing goals. Using the CIENCE GO Digital DSP allows marketers to optimize campaigns based on set key performance indicators such as effective cost per click (eCPC) and effective cost per action (eCPA). CIENCE GO Digital Pricing GO Digital customers benefit from an annual platform subscription service, which then includes flexible target CPM rates—with no monthly spending commits. “We’re playing by our own rules to shake up the industry and bring value to our customers,” said Quanstrom. “Media buying is incredibly easy with CIENCE GO Digital. Our main goal is to offer all the benefits you’d need to go out and buy separately when it comes to reaching your specific ICP target audience … all in one best-of-breed platform.” About CIENCE CIENCE offers a unique blend of data, software, managed services and process to scale fast-growth companies. CIENCE delivers consistent results for over 2,500 companies across more than 250 B2B industries. CIENCE is a global organization with headquarters in Denver, CO (USA), and offices all over the world. Connect with us online at cience.com or on LinkedIn, Twitter, or Facebook.

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