LinkedIn Updated Sales Navigator To Enhance Outreach and Selling

LinkedIn | August 13, 2020

LinkedIn has launched new updates to its Sales Navigator solution, with the intent to provide insight and simplify activities that allow businesses to build and maintain new and existing relationships with accounts and prospects virtually. The new Sales Navigator features are designed to assist marketers to optimize their buyer interactions, positioning businesses to adopt a buyer-first approach that improves the overall effectiveness of their outreach and selling efforts.

Spotlight

In the past decade, a sea change has occurred in the way that B2B companies generate leads.In the old model, B2B companies relied heavily on outbound marketing – pushing their message to targeted lists using vehicles like email and direct mail. That model relied on a magical combination of timing: not only that the intended recipient of the message would be around to receive it, but that he/she would be receptive enough, i.e. have sufficient interest in the sender’s product or service, at that very moment, to spur response.


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ABM ACCOUNTS

6sense Named a Leader in Account-Based Marketing Platforms Report

6sense | March 24, 2022

6sense, the leading platform for B2B organizations generating predictable revenue, today announced that independent research firm, Forrester, cited it as a leader in The Forrester New Wave™: Account-Based Marketing Platforms, Q1 2022 report. In this evaluation, 6sense received the highest score possible in the strategy category and was rated as differentiated in orchestration design, personalization, account and buying group selection prioritization, performance assessment, roadmap, product vision, and market approach criteria. 6sense is a comprehensive account-based sales and marketing platform that transforms how B2B organizations create, manage and convert pipeline to revenue by putting the power of AI, big data, and machine learning behind every member of the revenue team. According to the report, 6sense "Leads with a robust solution that enables full-lifecycle marketing. 6sense continues to innovate, now offering support for customer success to complement strong capabilities for sales, marketing, and operations use cases in a comprehensive ABM solution." "To be recognized by Forrester as a leader in the ABM space is an incredible accomplishment," said Viral Bajaria, CTO and co-founder of 6sense. "To be recognized by Forrester as a leader in the ABM space is an incredible accomplishment," said Viral Bajaria, CTO and co-founder of 6sense. "Our mission is to transform the way organizations optimize pipeline and revenue generation by removing the guesswork. Our predictable revenue AI technology has enabled innovative leaders in sales, marketing, and operations to scale their growth initiatives while delivering remarkable revenue growth for our customers. We believe this report validates the value of our vision and strategy for customers." The Forrester research report stated that 6sense is "a logical choice for tightly aligned revenue organizations that can take advantage of this functionality." 6sense was rated as a leader and received the highest rating of differentiated in seven criteria including product vision and performance assessment. The Forrester research report evaluated the 10 most significant providers of ABM platforms on 10 criteria. 6sense customers gave the solution high marks across the board, with one noting that "the platform's strong data and analytics tools enabled platform use cases across the entire business." Another customer noted that 6sense is "used across customer success because the insights and prioritization capabilities are so accurate." This recognition comes on the heels of 6sense announcing a record-breaking year in which the company doubled revenue, customers, and employees; closed a $200 million Series E funding round, doubling the company's valuation to $5.2 billion; and added three significant acquisitions that included: Fortella, an AI-based pipeline intelligence platform to help B2B marketing leaders achieve their revenue and pipeline goals with greater predictability. Slintel, the leading provider of business-driven technographic data, buyer and market insights to provide the most comprehensive B2B buyer intelligence and AI-powered insights available in the market. Saleswhale, an AI-based email marketing platform that extends 6sense's engagement channels in the 6sense platform. About 6sense 6sense reinvents the way organizations create, manage, and convert pipeline to revenue. The 6sense B2B platform captures anonymous buying signals, predicts the right accounts to target 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, G2, TrustRadius, and Gartner, and for its strong culture by Glassdoor, Inc. Magazine, and Comparably. Learn more at 6sense.com.

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ACCOUNT BASED DATA

DMS Leaders Share Insights on the Future of Data & Consumer Experiences During 2022 Lead Generation World Conference

Digital Media Solutions | January 03, 2022

Digital Media Solutions, Inc. (NYSE: DMS), a leading provider of technology-enabled digital performance advertising solutions connecting consumers and advertisers, announced a premier lineup of seasoned industry leaders to speak at this year’s Lead Generation World conference. Chief Technology Officer (CTO) Jason Rudolph, Chief Marketing Officer (CMO) Kathy Bryan and Director of Social Media Lauren Konopelski of DMS will provide actionable strategies and expert insights during two impactful thought leadership sessions. Combining their decades of experience and deep industry insights, Rudolph, Bryan and Konopelski are uniquely positioned to identify and share current industry trends, provide actionable strategies to win in the new year and inspire marketers to uncover the best ways to harness the power of data and elevate their advertising strategies. As a panelist of the “The Marriage Between Data and Consumer Experience: How The Industry Continues To Evolve In 2022” session, Rudolph will share his direct experience on how companies can successfully use data to improve consumer experiences and increase conversions and sales for their organizations. Rudolph will be speaking alongside fellow seasoned industry leaders, including Matt Tillman of RateMarketplace, Zora Senat of Infutor, Dee Anna Mcpherson of Invoca and Ross Shanken, former CEO of Jornaya. “The consumer experience cannot be timely and relevant without real-time data,” commented Rudolph “The consumer experience cannot be timely and relevant without real-time data,” commented Rudolph. “Advertising interactions in 2022 and beyond will be shaped by re-activation, re-engagement and retention through the deployment of data signals. The more brands and advertisers know about the best practices of using real-time data strategies across media channels, the more money-making opportunities they can create and sustain.” As CTO for DMS, Rudolph leads the development of the Company’s industry-leading proprietary, end-to-end advertising technology. He is responsible for continuously advancing DMS tech capabilities to meet the targeting, tracking and optimization needs of the Company, its advertiser clients and publisher partners. During the “Mastering The Pace Of Change: Tomorrow's Digital Media Environment Won't Be The Same As Today's” session, Bryan and Konopelski, alongside fellow industry leaders Amanda Farris of Phonexa and Tracy Laney of Active Prospect, will predict future best practices of performance advertising. From the power of AI to leveraging data to target key audiences on social media, attendees will hear expert thoughts on emerging best practices for 2022 and beyond. “Digital advertising changes as often as digital media evolves – which means it’s always changing,” noted Bryan. “To foster a forward-thinking mindset, performance marketing professionals must keep up with the rapidly changing digital media landscape and invest in the strategies that will continue to deliver results.” Bryan is an expert at identifying innovative and engaging marketing strategies that engage audiences and get them to take action, leveraging her strong B2C and B2B expertise, including multi-channel marketing campaign management, brand management, demand generation, content marketing and marketing research. As CMO for DMS, Bryan leads all aspects of corporate marketing and communications for the Company and its brands, successfully reducing marketing expenses while scaling results. In 2020, Bryan co-founded Women of Martech, a professional organization dedicated to increasing the recognition of the power of women in the martech industry. In 2021, Bryan was awarded the second-annual Tim Burke Pioneer Award by the Consumer Consent Council and recognized as an exceptional professional creating significant impact within the performance marketing space. Konopelski has a proven track record of pairing strong creative strategy with data-driven insights to produce consistent and strong ROI. Her diverse skill set allows her to play a key role in driving new product innovation and strategic positioning across all media channels. As Director of Social Media, Konopelski is responsible for creating the overall strategy to produce successful data-driven paid social media campaigns for DMS clients and proprietary sites. Lead Generation World brings together professionals in the performance marketing industry, representing lead buyers, lead sellers and service providers and those that want to improve their lead generation campaigns from creation to close. LGW creates an important forum for industry experts to network, share knowledge, discuss industry trends and learn strategies for growth. About Digital Media Solutions Digital Media Solutions, Inc. (NYSE: DMS) is a leading provider of technology-enabled digital performance advertising solutions connecting consumers and advertisers within insurance plus a long list of top consumer verticals. The DMS first-party data asset, proprietary advertising technology, expansive media distribution and data-driven processes help digital advertising clients de-risk their advertising spend while scaling their customer bases. Learn more at https://digitalmediasolutions.com.

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BUYER INTENT DATA

With New Integration, RollWorks and G2 Give B2B Marketers Richer Insights Into Buyer Intent

RollWorks, G2 | February 24, 2022

Account-based marketing platform RollWorks, a division of NextRoll, today announced a new partnership with the largest software marketplace G2 that further bolsters its intent signal offerings. With the integration of G2 Buyer Intent, Rollworks customers now have a powerful way to capture multi-faceted, account-level intent signals and can use that data to better identify and prioritize the right accounts across their entire account-based marketing approach. RollWorks recently found that nearly three in four marketing and sales professionals indicate customer acquisition as the primary goal of their ABM strategies. As such, the need for intent data that provides early and real-time account activity and research that indicates buyers' interest in a specific solution—and their likelihood to purchase—has never been more critical. Ideal for organizations wanting to gain more granular account activity data, expand their prospecting and engagement, and identify customers at risk for churn, RollWorks' G2 integration provides the keen insight both marketing and sales teams need to understand where accounts are within their buying journey and determine who, how, and when accounts and specific users should be engaged. "Comprehensive, accurate data is the lifeblood of any mature account-based marketing strategy," said Mike Stocker, VP of Partnerships at RollWorks. "Comprehensive, accurate data is the lifeblood of any mature account-based marketing strategy," said Mike Stocker, VP of Partnerships at RollWorks. "With our partnership, both RollWorks and G2 customers have more account intent data to identify and engage in-market prospects and uncover existing accounts at risk for churn. Organizations can also understand how G2 activity impacts an account's buying journey, enabling them to, ultimately, more efficiently grow their revenue." RollWorks customers can leverage G2 Buyer Intent in three main ways: Build Target Account Lists to discover more accounts that are actively researching specific products and categories on G2's website, including insights on product-specific and competitor comparisons. Customize Account Journey Stages to inform marketing and sales strategy for outreach and view how accounts are progressing through their designated buying journey. View Account Journey Events to help determine what is influencing an account's progression and regression and inform ABM efforts. "G2's Buyer Intent data layered with RollWorks' fit, intent, and engagement signals provides the powerful, actionable insights that teams need to effectively identify relevant buyer behaviors and reap more ROI from their go-to-market strategies," said Brittany Wroblewski, VP of Strategic Partnerships at G2. "There's a clear appetite for this type of richer data set, and we're excited at how quickly our mutual customer base has begun to adopt these new capabilities. We will continue listening to the market and look forward to evolving our partnership with RollWorks in the future." "The RollWorks and G2 integration gives us an additional layer of insight into our customers' stage in their purchasing journey and helps us better cater our ABM strategy to serve them at the right place and right time," said Tommy Nguyen, Senior Manager of Digital Marketing at Laserfiche. Since 2020, RollWorks has heavily invested in its own data foundation—including enhancements to firmographic data identification and IP to domain resolution—that has elevated the overall company match rate of accounts targeted by RollWorks customers to 98%. These strong investments in RollWorks' data assets, combined with the company's Global Partner Program with market leaders like G2 and Bombora, position RollWorks to offer one of the industry's most robust data capabilities. 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. To learn more visit www.rollworks.com. About G2 G2 is the world's largest and most trusted software marketplace, helping more than 60 million people every year make smarter software decisions based on authentic peer reviews. Thousands of companies partner with G2 to build their reputation, manage their software spend, and grow their business -- including Salesforce, Hubspot, Zoom, Adobe, and more.

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ACCOUNT BASED EXECUTION

Cvent Announces Partnership With ID.me to Enhance Event Health and Safety

Cvent, ID.me | December 23, 2021

Cvent, a market-leading meetings, events, and hospitality technology provider, today announced that it has partnered with ID.me, the leading secure digital identity network, to bring seamless health, testing, and vaccine status verifications to hybrid and in-person events in the United States. Cvent Health Check, powered by ID.me, is a user-friendly solution that allows event planners to implement a secure method of verifying attendee health status in just a few simple steps. By combining ID.me vaccine, testing, and identity verification capabilities with Cvent’s robust event marketing and management platform, Cvent customers can include additional health and safety protocols at their events with easy-to-use, confidential health checks on event attendees’ own mobile devices. Built with planner flexibility and usability in mind, Cvent Health Check allows event hosts to set specific parameters around attendees’ proof-of-vaccination, testing status, and/or health screening in a privacy-compliant manner, giving individuals sole control over their personal medical information to determine when, how, and with whom it is shared. Once attendees’ health or vaccination statuses are verified, their credentials can be easily checked through a digital image displayed on a user’s mobile device at the event. The portable digital ID streamlines check-in and helps to ensure all attendees meet any requested health criteria to enter the event. Importantly, no user information is passed between ID.me and Cvent, allowing for individual privacy and control while also ensuring event planners and organizers are not storing, accessing, or distributing sensitive attendee health data. “As health and safety remain top priorities for event planners and attendees alike, reliable and secure solutions like health or vaccine verifications are critical,” said Patrick Smith, Chief Marketing Officer of Cvent. “We’re pleased to combine ID.me’s proven technology and strong commitment to user data privacy with our event marketing and management platform to enable a more customer- and safety-centered approach for in-person event experiences.” “Anyone considering attending an in-person meeting, conference, or event during the pandemic wants to know that they will be in a safe environment, and in many cases, that means health checks and vaccine verifications,” said Mark Lockwood, General Manager of Commercial Sector of ID.me. “Our partnership with Cvent is enabling meeting organizers and hosts to simplify health checks and vaccination verification processes while meeting the highest levels of security and data privacy. As the industry works to return to normal, we believe our partnership will bring greater confidence to attendees, encourage higher in-person attendance, and reduce the stress and burden on event hosts. We could not be more thrilled to partner with Cvent.” The ID.me secure digital identity network has been rigorously tested against the highest technical and policy controls and is trusted by 10 federal agencies and more than 500 brands to verify users’ identity and facilitate access. The ID.me Identity Gateway has a Federal Risk and Authorization Management Program (FedRAMP) Moderate Authority to Operate (ATO). As of December 2021, the ID.me network included more than 66 million individuals. About Cvent Cvent Holding Corp., (Nasdaq:CVT), is a leading meetings, events, and hospitality technology provider with more than 4,000 employees and nearly 21,000 customers worldwide. Founded in 1999, the company delivers a comprehensive event marketing and management platform and offers a global marketplace where event professionals collaborate with venues to create engaging, impactful experiences. Cvent is headquartered in Tysons, Virginia, just outside of Washington D.C., and has additional offices around the world to support its growing global customer base. The comprehensive Cvent event marketing and management platform offers software solutions to event organizers and marketers for online event registration, venue selection, event marketing and management, virtual and onsite solutions, and attendee engagement. Cvent’s suite of products automates and simplifies the entire event management process and maximizes the impact of in-person, virtual, and hybrid events. Hotels and venues use Cvent’s supplier and venue solutions to win more group and corporate travel business through Cvent’s sourcing platforms. Cvent solutions optimize the entire event management value chain and have enabled clients around the world to manage millions of meetings and events. For more information, please visit Cvent.com, or connect with us on Facebook, Twitter or LinkedIn. About ID.me ID.me simplifies how individuals prove and share their identity online. The ID.me secure digital identity network has 66 million members with over 145,000 new subscribers joining daily, as well as partnerships with 29 states, 10 federal agencies, and over 500 name-brand retailers. The company provides identity proofing, authentication, and group affiliation verification for organizations across sectors. The company’s technology meets the federal standards for consumer authentication and is approved as a NIST 800-63-3 IAL2 / AAL2 conformant credential service provider by the Kantara Initiative. ID.me’s Identity Gateway also has a Federal Risk and Authorization Management Program (FedRAMP) Moderate Authority to Operate (ATO). ID.me is the only provider with video chat and is committed to “No Identity Left Behind” to enable all people to have a secure digital identity. To learn more, visit ID.me or connect with us on Facebook, Twitter, or LinkedIn.

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Spotlight

In the past decade, a sea change has occurred in the way that B2B companies generate leads.In the old model, B2B companies relied heavily on outbound marketing – pushing their message to targeted lists using vehicles like email and direct mail. That model relied on a magical combination of timing: not only that the intended recipient of the message would be around to receive it, but that he/she would be receptive enough, i.e. have sufficient interest in the sender’s product or service, at that very moment, to spur response.

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