ACCOUNT BASED DATA

ActiveCampaign Sets B2B Customers Up for a Successful 2022 with Additional Product Features and Functionality

ActiveCampaign | December 14, 2021

ActiveCampaign Sets B2B Customers
On the heels of announcing Sales Engagement Automation, ActiveCampaign, the leader in customer experience automation (CXA), is continuing to realize its Customer Success Commitment by releasing an array of new and updated features and functionality to ensure every size B2B (business-to-business) organization can make 2022 their strongest year yet.

At least 80% of B2B buyers expect a buying experience like that of a B2C customer, proving the importance of 1:1 experiences for all types of businesses. That’s why ActiveCampaign has released new product functionality in time for the new year. This includes a new email designer, built to prioritize easy-to-use features and reliable formatting to improve the customer, and user, experience. The waitlist is now open for customers to sign up for Early Access before it is released broadly next year.

“This is the functionality B2B companies need to be successful. I’m thrilled that we’re releasing new platform updates in time for them to be as successful as possible in 2022,” said Jason VandeBoom, founder and CEO of ActiveCampaign.

ActiveCampaign is also releasing a number of other features, functionality and templates to support B2B companies’ customer experiences, including:
  • Sales Engagement Automation, closing the gap between legacy account-based marketing and sales engagement solutions, helping businesses create better customer experiences by aligning marketing, sales and customer support.
  • Custom objects, which expands the ability to unify and take action on customer data from any integrated solution using ActiveCampaign. It enables businesses of all sizes to build and trigger automations from unique data specific to their business model.
  • Pages templates to help businesses of all sizes create professionally designed landing pages that yield more conversions in less time. Suggested copy will help spin up pages and optimize them for higher engagement.
  • Double the number of beautifully designed free email templates available, surpassing 250. This makes it easier than ever for businesses to send professionally designed emails with these responsive email templates. All the code, design and quality assurance are built right in.
  • ActiveCampaign has introduced over 70 free tools to help businesses thrive, including templates specifically built for B2B such as content marketing, website content, email copywriting, communications plan and storytelling to support B2B.
  • The automation library now holds over 750 recipes to help businesses implement automations seamlessly. Some of the most useful recipes for this time of year include setting up a consultation call, failed billing reminders, engage prospects interested in pricing and quote request workflow.

B2B companies like Bunzl have elevated their customer experience by implementing the ActiveCampaign CXA platform. The industrial supplies retailer has found that integrating its survey and enterprise resource planning solution with the CXA platform has given their marketing and sales teams a complete view of the end-to-end customer journey, saving them time and enabling them to have more meaningful interactions with customers. Customer segmentation has been critical to its success creating 1:1 experiences. By segmenting their customers across all data points from its tech stack, Bunzl has boosted open rates by 10%.

About ActiveCampaign
ActiveCampaign's category-defining Customer Experience Automation Platform (CXA) helps over 150,000 businesses in 170 countries meaningfully engage with their customers. The platform gives businesses of all sizes access to 600+ pre-built automations that combine email marketing, marketing automation and CRM for powerful segmentation and personalization across social, email, messaging, chat and text. Over 70% of ActiveCampaign's customers use its 870+ integrations including Microsoft, Shopify, Square, Facebook and Salesforce. ActiveCampaign scores higher in customer satisfaction than any other solution in Marketing Automation, CRM and E-Commerce Personalization on G2.com and is the Top Rated Marketing Automation Software on TrustRadius. Pricing starts at just $9/month. Start a free trial at ActiveCampaign.com.

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ABM ACCOUNTS

Demandbase Recognized as a Leader in 2022 Gartner Magic Quadrant for Account Based Marketing Platforms

Demandbase | January 10, 2022

Demandbase, the B2B go-to-market leader, today announced it has been named a Leader by Gartner in the first ever Magic QuadrantTM for Account-Based Marketing Platforms, 2022. Additionally, Demandbase has been recognized as the only vendor to receive the highest scores for all three Use Cases in the 2022 Gartner Critical Capabilities for Account-Based Marketing Platforms report that was published at the same time. Evaluated among seven vendors globally, Demandbase was recognized for its ability to execute and its completeness of vision. "We're ecstatic to be a Leader in the first ABM Magic Quadrant," says Gabe Rogol, chief executive officer of Demandbase. "We're ecstatic to be a Leader in the first ABM Magic Quadrant," says Gabe Rogol, chief executive officer of Demandbase. "Achieving the highest scores for all three ABM Use Cases is a testament to the powerful way we're helping our global customers acquire, retain, and expand the accounts that matter." The full Gartner Magic Quadrant report offers an in-depth look at the ABM market and an objective evaluation of all seven ABM vendors listed. It also discusses the role that ABM has in the B2B market today, along with the growing importance of ABM solutions and how they can be used to improve alignment of marketing and sales. Demandbase's ABX Cloud solution has helped sales and marketing teams plan, execute, and measure seamless account-based strategies and connect everything that matters to win in today's increasingly complex B2B landscape. Additionally, in Gartner's detailed companion report, the 2022 Critical Capabilities for Account-Based Marketing Platforms, Demandbase is the only vendor listed to receive the highest scores in all three Use Cases in the report: New Account Acquisition, Account Retention, and Account Expansion. About Demandbase Demandbase is transforming the way B2B companies go-to-market. Demandbase One is the most complete suite of B2B go-to-market solutions, connecting the leading account-based experience, advertising, sales intelligence, and B2B data solutions so marketing and sales teams at the biggest and fastest-growing companies can collaborate faster, share intelligence, and experience explosive growth. For more information about Demandbase, visit: www.demandbase.com.

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CORE ABM

With Notable New Honors from G2 and TrustRadius, RollWorks Continues to Prove There is No One-Size-Fits-All Approach to ABM Success

RollWorks | May 19, 2022

Account-based marketing platform RollWorks, a division of NextRoll, continues to lead category market innovation and build on its momentum as a trusted partner for companies looking to accelerate revenue growth with ABM. After hitting a significant milestone with HubSpot, and launching partnerships with Drift and G2 to strengthen its platform capabilities, the company announced it has received 2022 Top Rated Awards from TrustRadius in the ABM and Ad Serving & Retargeting categories. RollWorks also received 15 leader awards in the G2 Spring Grid® Report and was named an Account-Based Leader for the seventh consecutive quarter and a Momentum Leader for the sixth consecutive quarter in G2's 2022 Winter Report. TrustRadius RollWorks received 2022 Top Rated Awards from TrustRadius in both the ABM and Ad Serving & Retargeting categories. Since 2016, the TrustRadius Top Rated Awards have become the B2B's industry standard for unbiased recognition of technology products. TrustRadius uses a detailed criteria breakdown of the methodology and scoring to determine TopRated winners. With a trScore of 7.9 out of 10, RollWorks is recognized by the TrustRadius community as a valuable player in the ABM software category. Comments from recent reviews of RollWorks on TrustRadius: RollWorks also helps us with attribution of the marketing campaigns that are critical to driving performance throughout the funnel. We've had better insights andreporting than ever before.- CMO RollWorks is far superior when it comes to its ABM advertising platform. The user-friendliness of it and the hyper-advanced reporting for playbooks is fantastic.- Digital Marketing Manager G2 RollWorks averages 4.4 out of 5 stars in user reviews and has been consistently named a Leader by G2, a top industry destination where buyers go to read and write authentic reviews about software products and services. Comments from recent reviews of RollWorks on G2: Rollworks account insights and audience segmentation helps us see who is engaging, on what topics, and where they are in our journey stage. We are able to easily track our target account lists and target with the appropriate ads.- Marketing Director The platform is really easy to navigate, setting up campaigns is quick, the interface walks you through everything step by step. What I really appreciate is the journey funnel view...This is really helpful in knowing when to hand off a marketing lead to our SDR team.- Marketing Manager In the G2 2022 Spring Grid Report, RollWorks received 15 leader awards across Account-based Advertising, Cross-Channel Advertising, Display Advertising, Marketing Account Intelligence, Market Intelligence, Retargeting, and Social Media Advertising categories. G2 Grid Reports are released quarterly, and rank products based on reviews gathered from its community, as well as data aggregated from online sources and social networks. Products in the Leader quadrant are "rated highly by G2 users and have substantial market presence scores. RollWorks was also included in G2's Winter 2022 Report as an Account-Based Platform leader for the seventh consecutive quarter, a Momentum leader for the sixth consecutive quarter, and Highest User Adoption. The company received nine additional badges, including Easiest to Use Small Business and Highest User Adoption Mid-Market. About RollWorks RollWorks, a division of NextRoll, offers ambitious B2B companies an account-based platform to align their marketing and sales teams and confidently grow revenue. Powered by proprietary data and machine learning, RollWorks' solutions address the needs of organizations large and small — from those with best-in-class ABM programs to those just beginning their exploration. By empowering teams to identify their target accounts and key buyers, reach those accounts across multiple channels, and measure program effectiveness in their system-of-record, RollWorks is an indispensable platform for marketers and sellers who believe that an account-based approach is just good business.

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ABM ACCOUNTS

B2B data platform Ocean.io raises $7M to help enterprises sell more

Ocean.io | January 17, 2022

Copenhagen-based Ocean.io, a martech startup that leverages AI to help enterprises find the right business targets, today announced it has raised $7 million from Peak Investments and existing investors. The company plans to use the capital to build strong thought leadership and expand its presence in existing and new markets. Today, almost all organizations – 92% as per Salesforce’s estimates – looking to sell products/services to other enterprises leverage account-based marketing (ABM) to grow their business. The technique revolves around marketing and sales teams coming together to target best-fit accounts and turn them into customers. However, the problem is, most of these efforts are human-led and based on inefficient processes, which can lead to the identification of irrelevant prospects and businesses failing to capitalize on their ABM strategy. Ocean.io’s AI-driven offering To solve this challenge, Michael Heiberg started Ocean.io in 2017. The company makes ABM intelligent and more accurate by leveraging artificial intelligence and data collected from over 300 million web pages, company registries, and public databases. “Ocean.io’s machine learning algorithm uses a customer’s actual commercial performance data from their CRM to identify ideal customer profiles, and then searches for matching companies (in terms of work) in Ocean’s database,” Heiberg told Venturebeat. “The company populates this database using machine learning and natural language processing. It crawls hundreds of millions of web pages and synthesizes that data into a single, normalized dataset of the entire market.” An enterprise just has to integrate Ocean.io’s solution with its CRM. Once that’s done, it can start using the platform to get an entire list of ideal companies across the globe – customers who are most likely to buy – and the relevant people who work there. In order to discover the right set of people, Ocean.io says the marketers will have to create a target persona by defining the seniority and department of individuals they want to connect with. This way, when a search is conducted, the platform will provide complete contact information – number, email, LinkedIn profile – of the most suitable person who could actually convert the prospect in question into a sale. The CRM integration would also allow users to export their target accounts and contacts to create highly-tailored marketing campaigns. Growth Ocean.io claims its offering has been adopted by hundreds of enterprises across 30+ countries, including major players such as Sony, UserTesting, Brandwatch, and JGL. The companies have also reported significant benefits of Ocean.io, starting with a 22% reduction in cost-per-MQL (marketing qualified lead) to time savings of up to 34% and up to 900% growth in prospects. Beyond this, demo booking rates have also grown twofold, with customer win rates surging by 25%, Heiberg said. Competitors While Ocean.io’s solution can help enterprises drive sales and business growth, it is not the only one working in this segment. Over the last few years, multiple players have cropped in the AI-driven sales acceleration space, including giants such as Zoominfo and startups such as Clearbit, Cognism, and Apollo.io. However, Heiberg claims Ocean.io is the only data platform that informs which accounts are your best performers and then finds all the matching accounts across the global market automatically. “Our competition makes you start with a blank sheet, and then return only what you ask for. Ocean.io also uses machine learning and natural language processing to identify similar companies, instead of generic industry codes. The result is exponentially more accurate industry categorization, making for zero-waste sales and marketing target lists. The traditional industry codes that our competition relies on to determine what a company actually does are too broad to be useful in the age of account-based marketing and ever-increasing expectations for personalization,” the CEO said. With the fresh set of funds, Ocean.io will scale its go-to-market model and focus on growing its footprint in Europe and the U.S. The company saw its revenue grow by seven times in 2021 and expects to clock similar results this year. The current revenue run rate stands at $6 million. “Our investors have seen the traction we are gaining, including a doubling of client numbers every two months. Every existing investor was involved in the latest funding round, showing the confidence in our capabilities and impact. This investment will help us to grow faster and help our customers as they grow exponentially within their markets,” Heiberg added. According to estimates from Markets and Markets, the global sales intelligence market is expected to grow 11.4% to $3.4 billion by 2024.

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ACCOUNT BASED DATA

IDG Communications Acquires Selling Simplified to Become One of the Largest Providers of B2B Tech Leads Globally

IDG Communications, Selling Simplified | February 11, 2022

IDG Communications, Inc. (IDG) today announced that it has acquired Selling Simplified, a versatile Marketing-as-a-Service (MaaS) platform that provides lead generation products, data services and analytics. In the last few years, IDG has evolved its network of editorial brands to include an integrated marketing and lead generation technology platform. The acquisition of Selling Simplified allows IDG to add contact and account level AI powered lead generation capabilities to its expanding suite of intent-based marketing technologies. Selling Simplified offers two distinct opportunities for product growth within IDG: The first is a global dataset of more than 160 million B2B records specific to tech industry purchase intent which can be added to IDG's existing proprietary audience, creating a large addressable database of in-market tech decision-makers and influencers. The second is a marketing technology platform that identifies and scores intent signals based on campaign engagement leveraging machine learning. The company's Demandcentr system continuously monitors behavioral context and builds an understanding of purchase intent behind each contact and account in the database. The combined data and marketing technology identifies the most valuable contacts for sales outreach or continued lead nurture. "Segmenting an audience by job title and role in the purchase decision is no longer sufficient at generating sales leads. Marketing campaigns simply perform better when you can also apply knowledge of the prospect's current stage in the path-to-purchase and actively engage them," said Kumaran Ramanathan, President of IDG Communications, Inc. "Selling Simplified has been able to provide just that and shares our commitment to building deep relationships across international markets." "We were very cautious about selecting a partner that shared our culture and vision," added Michael Whife, CEO of Selling Simplified. "We were very cautious about selecting a partner that shared our culture and vision," added Michael Whife, CEO of Selling Simplified. "IDG was a natural partner for our next stage of development on many fronts. We believe the union of the two companies makes us the largest provider of B2B tech leads globally and offers a dynamic approach to driving success for our clients." Selling Simplified is the latest in a series of acquisitions IDG has made over the last 18 months that demonstrates the company's commitment to building best-in-class, proprietary technology market data and marketing solutions. The IDG Communications MarTech stack – built by and for marketers – includes an ABM platform, Triblio; a marketing data and intelligence solution, KickFire; and a B2B sales and marketing data intent platform, LeadSift. These are already integrated into IDG's dataset and iconic tech editorial-branded sites. This end-to-end proprietary platform and media ecosystem delivers the industry's highest quality leads at over 99.9% acceptance rate. Existing Selling Simplified customers include leading B2B brands and agencies, including Juniper Networks, Mediacom, Marketo, and Just Global. Selling Simplified operates globally, with 285 employees across 4 continents. For more information, please visit www.idg.com About IDG Communications, Inc. IDG Communications' vision is to make the world a better place by enabling the right use of technology, because we believe that the right use of technology can be a powerful force for good. IDG is a dependable editorial voice, creating quality content to generate knowledge, engagement and deep relationships with our community of the most influential technology and security decision-makers. Our premium media brands including CIO®, Computerworld®, CSO®, InfoWorld®, Macworld®, Network World®, PCWorld® and Tech Hive® engage a quality audience with essential guidance on the evolving technology landscape. Our trusted brands, global 1st party data intelligence and MarTech platforms (KickFire, LeadSift and Triblio) identify and activate purchasing intent, powering our clients' success. We simplify complex campaigns that fulfill marketers' global ambitions seamlessly with consistency that delivers quality results. About Selling Simplified Selling Simplified Group, Inc. (SSG), aims to empower companies in their marketing and sales efforts through unprecedented customer insights and a real-time pulse on intent, via a comprehensive suite of data enrichment, marketing, and analytics tools—with a core mission of helping people make more meaningful B2B connections. All hosted under its demandcentr platform, their exclusive marketing technology stack provides innovative, intelligent, and compliant solutions to identifying, analyzing, and capturing B2B demand backed by enriched, intent-based data. Founded in 2012, SSG is headquartered in Denver, CO and services clients globally via ten fully-staffed regional offices in APAC, EMEA, and North America.

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Spotlight

Over 82% of all product research begins with a web search. As buyers increasingly turned to the web to educate themselves, a company's website has become their single most important asset to catch attention and generate interest — and generate leads.That’s where this eBook comes in. Read about the 7 most effective tactics to turn your website into a lead generation machine.

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