BUYER INTENT DATA
Folloze | April 06, 2023
Folloze, creator of the world’s first and only no-code B2B Buyer Experience Platform (BX 3.0), today announced the addition of a new highly sophisticated identity sourcing enhancement for the Folloze BX 3.0 platform that enables marketers to reach an entirely new level of personalization. For the first time ever, enterprise marketers will be able to leverage Folloze’s persistent identity matching, a model now enhanced with marketing automation cookie matching, to create the richest picture yet of an individual buyer and their needs, using the combination of known and unknown identity insights and behavioral data all in one view. In early testing, cookie matching yields up to 40% more known leads, which helps marketers more effectively target them throughout the buyer’s journey. Cookie matching is now available across leading marketing automation solution providers including Marketo and Eloqua.
Folloze’s cookie matching debuts at a time when organizations face increasing challenges in trying to provide a more relevant, engaging experience when many online visitors are still unknown. While ABM has made significant inroads to help marketers create content that meets the priorities and interests of the company or account, it is limited in knowledge of the buyer as an individual, which affects the ability to prioritize and personalize marketing efforts. Folloze’s unique identity model now with enhanced cookie matching capabilities incorporates first and third-party behavioral data to take a casual browser from being unknown to known much quicker. Now marketers will be able to fully understand exactly who is on the buying side, where they are in their journey, whether they are already a lead in the system, and what they are most likely to need next. Knowing such information is critical for sales and marketing insights as well as AI modeling– all of which can create a far better experience for prospects, buyers and customers, while positively impacting revenue.
“When it comes down to it, people don’t like form fills, and they provide only a small piece of information about a buyer. Yet this invasive tool remains the norm today. Folloze is providing marketers a better way to learn about their customers with identity matching and behavioral data that helps enhance the buyer journey,” said David Brutman, Co-founder and Chief Product Officer at Folloze. “Through our persistent commitment to innovation, we can now help marketers improve their ability to identify and truly understand who their prospects are so that they can serve them much more effectively– and efficiently– at scale.”
The “Journey Factor” into the Known and Unknown
Folloze has long provided a variety of ways to identify contacts within an account early on. This includes the traditional form fill, clicking into a trackable link, or informed content matching provided by other data sources including 6sense and Demandbase. Now, marketers can take this to the next level with Folloze’s industry-leading technology. The identity matching solution allows for a completely progressive identity. Folloze identifies individual buyers very quickly, especially if they are already in its database, or on one of the platforms with cookie matching integration, and then it surfaces their entire activity history to deliver a complete picture that allows marketers to understand the buyer’s unique journey.
This powerful identity model, enhanced with cookie matching capabilities, or what Folloze refers to as the “journey factor,” is truly novel in that it combines known and unknown identity markers with behavioral data to get the richest picture of the buyer and their needs. This means marketers are no longer dependent on IP matching alone.
“Since we began using the BX 3.0 platform, we have seen increased results and impact from all that Folloze enables us to do – and it just keeps getting better as the company adds new capabilities,” said Itamar Sabo, Vice President of Growth Marketing and Demand Generation at Gigamon. “The automated cookie matching gives us more insight into the prospects we want to convert and where to spend our energy. It makes our job much easier as we can see buyers as actual people for the first time, and that pays big dividends for us.”
The newest addition to the Folloze BX 3.0 platform continues to enhance its data to provide the highest level of identification across the martech system. Although the platform can be informed by other sources, it also provides a standalone identity model for “persistent identity” as buyers engage in different ways and places.
Notably, Folloze does not use third-party data. Its system is based solely on first-party data, optimizing on the data it has. Folloze adheres to strict opt-in policies.
To learn more about Folloze BX 3.0 and its new features, please visit: https://engage.folloze.com/launch30
Folloze, the world’s first and only no-code B2B Buyer Experience Platform (BX 3.0), is used by B2B marketing, sales, and revenue teams. Folloze BX 3.0 empowers any marketer to easily build data-driven, highly engaging, personalized content destinations across the entire B2B buyer journey to drive deeper account engagement and revenue growth. Top B2B brands, including ServiceNow, Google Cloud, Cisco, Autodesk, Gigamon, and UL trust Folloze to boost customer engagement, revenue growth, and expansion across their target accounts. To learn more, visit https://www.folloze.com/.
TARGETED ACCOUNT STRATEGY
Business Wire | May 02, 2023
ZoomInfo, (NASDAQ: ZI) the go-to-market platform to find, acquire, and grow customers, today announced its financial results for the first quarter ended March 31, 2023.
“ZoomInfo again delivered a quarter of growth, profitability, and free cash flow generation,” said Henry Schuck, ZoomInfo Founder and CEO. “Businesses are unlocking our insights, engaging with customers more effectively, and winning faster through our platform. We’re still early in the digital revolution of B2B sales and marketing, but we’re in a position to empower every business worldwide to modernize their go-to-market motion.”
First Quarter 2023 Financial and Other Recent Highlights -
Revenue of $300.7 million, an increase of 24% year-over-year.
Operating income of $66.3 million and Adjusted Operating Income of $120.3 million.
GAAP operating income margin of 22% and Adjusted Operating Income Margin of 40%.
Cash flow from operations of $108.6 million and Unlevered Free Cash Flow of $121.1 million.
Business and Operating Highlights:
Incorporated Engage natively within SalesOS to seamlessly integrate multiple go-to-market channels into a highly personalized and engaging customer experience.
Announced that the company has integrated generative AI into its go-to-market (GTM) plays and within Chorus to create actionable meeting summaries. ZoomInfo’s team of data scientists and engineers is now incorporating Generative AI into the platform to make sophisticated GTM more automated and accessible.
Published the Company’s 2022 sustainability report, highlighting notable achievements in Environmental, Social, and Governance matters. The full 2022 sustainability report is available here: https://ir.zoominfo.com/sustainability/.
Completed a repricing of our First Lien Credit Agreement at par, which resulted in a four-year maturity extension to 2030 and a 25 basis point reduction in interest rate.
During the three months ended March 31, 2023, the Company repurchased 1,058,291 shares of Common Stock at an average price of $22.99, for an aggregate $24.3 million, under the $100 million share repurchase authorization announced on March 14, 2023.
Closed the quarter with 1,905 customers with $100,000 or greater in annual contract value.
The Company uses a variety of operational and financial metrics, including non-GAAP financial measures, to evaluate its performance and financial condition. The accompanying financial data includes additional information regarding these metrics and a reconciliation of non-GAAP financial information for historical periods to the most directly comparable GAAP financial measure. The presentation of non-GAAP financial information should not be considered in isolation or as a substitute for, or superior to, the financial information prepared and presented in accordance with GAAP.
Conference Call and Webcast Information:
ZoomInfo will host a conference call today, May 1, 2023, to review its results at 4:30 p.m. Eastern Time, 1:30 p.m. Pacific Time. To participate in the live conference call via telephone, please register here. Upon registering, a dial-in number and unique PIN will be provided to join the conference call.
The call will also be webcast live on the Company’s investor relations website at https://ir.zoominfo.com/, where related presentation materials will be posted prior to the conference call. Following the conference call, an archived webcast of the call will be available for one year on ZoomInfo’s Investor Relations website.
Non-GAAP Financial Measures and Other Metrics:
To supplement our consolidated financial statements presented in accordance with GAAP, this press release contains non-GAAP financial measures, including Adjusted Operating Income, Adjusted Operating Income Margin, Adjusted Net Income, Adjusted Net Income Per Share, and Unlevered Free Cash Flow. We believe these non-GAAP measures are useful to investors in evaluating our operating performance because they eliminate certain items that affect period-over-period comparability and provide consistency with past financial performance and additional information about our underlying results and trends by excluding certain items that may not be indicative of our business, results of operations, or outlook.
Non-GAAP financial measures are not meant to be considered in isolation or as a substitute for the comparable GAAP measures, but rather as supplemental information to our business results. This information should be read only in conjunction with our consolidated financial statements prepared in accordance with GAAP. There are limitations to these non-GAAP financial measures because they are not prepared in accordance with GAAP and may not be comparable to similarly titled measures of other companies due to potential differences in methods of calculation and items or events being adjusted. In addition, other companies may use different measures to evaluate their performance, all of which could reduce the usefulness of our non-GAAP financial measures as tools for comparison. A reconciliation is provided at the end of this press release for each historical non-GAAP financial measure to the most directly comparable financial measure stated in accordance with GAAP. We do not provide a quantitative reconciliation of the forward-looking non-GAAP financial measures included in this press release to the most directly comparable GAAP measures due to the high variability and difficulty to predict certain items excluded from these non-GAAP financial measures; in particular, the effects of stock-based compensation expense, taxes and amounts under the exchange tax receivable agreement, deferred tax assets and deferred tax liabilities, and restructuring and transaction expenses. We expect the variability of these excluded items may have a significant, and potentially unpredictable, impact on our future GAAP financial results.
We define Adjusted Operating Income as income from operations plus (i) impact of fair value adjustments to acquired unearned revenue, (ii) amortization of acquired technology and other acquired intangibles, (iii) equity-based compensation expense, (iv) restructuring and transaction-related expenses, and (v) integration costs and acquisition-related compensation. We define Adjusted Operating Income Margin as Adjusted Operating Income divided by the sum of revenue and the impact of fair value adjustments to acquired unearned revenue.
We define Adjusted Net Income as Adjusted Operating Income less (i) interest expense, net (ii) other (income) expense, net, excluding TRA liability remeasurement expense (benefit) and (iii) income tax expense (benefit) including incremental tax effects of adjustments to arrive at Adjusted Operating Income and current tax benefits related to the TRA. We define Adjusted Net Income Per Share as Adjusted Net Income divided by diluted weighted average shares outstanding.
We define Unlevered Free Cash Flow as net cash provided from operating activities less (i) purchases of property and equipment and other assets, plus (ii) cash interest expense, (iii) cash payments related to restructuring and transaction-related expenses, and (iv) cash payments related to integration costs and acquisition-related compensation. Unlevered Free Cash Flow does not represent residual cash flow available for discretionary expenditures since, among other things, we have mandatory debt service requirements.
Net revenue retention is an annual metric that we calculate based on customers of ZoomInfo at the beginning of the year, and is calculated as: (a) the total ACV for those customers at the end of the year, divided by (b) the total ACV for those customers at the beginning of the year.
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.
BUYER INTENT DATA
Business Wire | April 03, 2023
Spiff, the leading sales commission software for forward-thinking revenue and sales organizations, has been named the leader in five Spring Sales Compensation reports by G2.com, the largest software marketplace and review platform. The company leads in the Spring 2023 Grid report, which ranks vendors on a customer satisfaction rating and marketing presence, and the Spring 2023 Momentum report, which grades them on momentum and market presence.
“When we created Spiff, the intention was to make workers happy. Commissions have become a complicated process for finance and sales operations professionals. Sales have lacked transparency into their commissions and finance has taken the brunt of the frustration for it,” Jeron Paul, founder and CEO, said. “Now five years into our journey, we’ve succeeded in simplifying the world of those in revenue operations and their counterparts in finance. As we eye an exciting year in our evolution, there is a lot of innovation in the year ahead that will continue to eliminate the complexities of commissions.”
Spiff, recognized as a Strong Performer in “The Forrester Wave™: Sales Performance Management Platforms, Q1 2023”, recently introduced new features that provided sales compensation administrators with more self-management capabilities.
“[Spiff is a] very helpful tool. It's intuitive, easy to navigate, and provides a detailed overview of my compensations with some details on how it was calculated and my current KPIs," said an account manager at SimilarWeb.
In addition to being a leader in the Grid and Momentum reports, Spiff was recognized as "Easiest Doing Business With" in the Enterprise Relationship Index for Sales Performance Management. The company appeared in 39 Spring reports in the Sales Compensation and Sales Performance Management categories. On G2.com, Spiff has over 1,900 product reviews with 4.7 out of five stars.
"We were doing manual commission calculations every month, which was a huge time suck and also subject to human error. Spiff significantly cuts down time spent on commissions and allows us to focus more on analytics that help drive the business forward,” a Business Intelligence Manager at symplr said.
Spiff is a new class of software that creates trust across the organization by delivering real-time automation of commission calculations and motivates teams to drive top-line growth. With a combination of an intuitive UI, real-time visibility, and seamless integrations into current systems, Spiff is the first choice among high-growth businesses. Spiff’s sales compensation platform enables finance and sales operations teams to self-manage complex incentive compensation plans and provides transparency for sales teams.