ACCOUNT-BASED DATA

TrustRadius Announces LinkedIn Matched Audiences Integration

TrustRadius | March 21, 2022

LinkedIn Matched Audiences Integration
On March 15, TrustRadius announced an intent data integration with LinkedIn Matched Audiences which is a part of LinkedIn Marketing Solutions.

"Buyers use TrustRadius to research software and make a purchase decision, and their behavior translates to high-fidelity intent-data signals," said TrustRadius CEO Vinay Bhagat.

"Buyers use TrustRadius to research software and make a purchase decision, and their behavior translates to high-fidelity intent-data signals," said TrustRadius CEO Vinay Bhagat. "Those downstream signals reveal buyers that are looking at your product, your competitors, pricing, product alternatives, features scorecards, FAQs, and, of course, customer reviews."

"When we switched from manually importing TrustRadius downstream buyer intent data to using the integration with LinkedIn Matched Audiences, we increased our CTR by 35%," said Erin Christopher, director of Demand Generation, Totango.

Thanks to this integration, B2B tech marketers can access downstream intent data from TrustRadius within LinkedIn Campaign Manager so that they can target and convert in-market buyers even in the late stages of the buying cycle. It proves TrustRadius’ efforts to help software providers adapt to how the buying landscape is evolving.

With the help of this integration allows marketers to target LinkedIn ads to in-market accounts with personalized content and social proof like customer quotes they get from reviews on TrustRadius.  As many as 50 companies are already using this integration to scale their ABM efforts, improve their click-through rates by as much as 35% and to lower their CPL by 20%.

The integration is available for LinkedIn Match Audiences. It is simple to set up and can be used within minutes.

Spotlight

Discover how to start Account Based Marketing in 5 steps and get huge results Account-Based Marketing (ABM) has been growing in popularity recently and it's easy to see why Account-Based Marketing (ABM) has been growing in popularity recently and it’s easy to see why. It puts the spotlight on marketing’s ability to land the big “Sales Whales”–those key target accounts that Sales is dying to land.


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ACCOUNT-BASED EXECUTION

6sense Announces $200 Million Series E Round, Increasing Valuation to $5.2 Billion

6sense, Saleswhale, Blue Owl, MSD Partners | January 25, 2022

6sense, the leading platform for B2B organizations generating predictable revenue, today announced it has closed $200 million in a Series E funding round. The new funding more than doubles 6sense valuation to $5.2 billion just ten months after its $125 million Series D round. Its latest funding round is co-led by new investors Blue Owl and MSD Partners and includes additional new investors SoftBank Vision Fund 2, B Capital Group, Franklin Templeton, and Harmony Partners. Existing investors Insight Partners, Tiger Global, D1 Capital Partners, and Sapphire Ventures also participated in the round, bringing 6sense's total funding to $426 million. "Ten months ago we ignited the RevTech Revolution with a promise to provide the only AI-driven platform that unifies data, people, and processes to unlock predictable revenue potential. We've delivered on this promise and the market has spoken. Our growth continues to outpace every competitor in our category, and customers consistently rave about the exceptional results they see with 6sense," said Jason Zintak, CEO of 6sense. "Ten months ago we ignited the RevTech Revolution with a promise to provide the only AI-driven platform that unifies data, people, and processes to unlock predictable revenue potential. We've delivered on this promise and the market has spoken. Our growth continues to outpace every competitor in our category, and customers consistently rave about the exceptional results they see with 6sense," said Jason Zintak, CEO of 6sense. "This investment adds fuel to our trajectory and gives us the ability to accelerate on our commitments. Our acquisition of Saleswhale is just one example of how we are transforming the way B2B organizations create, manage and convert pipeline to revenue." Dramatic shifts caused by the continuation of hybrid work in the B2B selling environment - with dispersed buying committees who often are anonymous - have accelerated the demand for a transformation in how sales, marketing, and customer success teams achieve predictable revenue growth. The 6sense platform analyzes data and behaviors to uncover accounts ready to buy and recommends the best action, channel, and messages that are most likely to connect with buyers. Companies using the 6sense platform on average experience 120% improvement in revenue effectiveness. Investments Add Fuel to Momentum Part of today's funding will be used to deliver the future of email for B2B marketing and sales teams. 6sense's acquisition of Saleswhale, an AI-driven email marketing platform, extends the native engagement channels available in the 6sense platform and builds on the company's RevTech Revolution promise to put the power of AI, big data, and machine learning behind every member of the revenue team. Additionally, today's funding will accelerate 6sense go-to-market strategies, such as: Further expansion in EMEA, Australia, and other international markets to support market demand Investing in people and technology to continue building against its aggressive product strategy Addressing demand from financial services, manufacturing, and health and life services verticals Executing on Vision, Delivering Results At the time of its Series D round in March 2021, 6sense made a commitment to provide its customers with the unified go-to-market platform for their entire revenue team. Since then, 6sense has released 52 major platform features, made two other acquisitions (Fortella and Slintel), and doubled its customer base and customer adoption. The incredible results customers experience demonstrates that 6sense has executed against its vision. Customers prioritizing accounts identified by 6sense's patented intent-based prediction model achieve, on average, 2X increase in deal size, 10% improvement in opportunity conversion rates and 25% reduction in deal-to-close time. "Today's B2B buyer demands a better, more relevant, buying experience. Those companies who provide it will win their business - today and tomorrow," said Ian Howells, Sage VP and Head of Marketing for Sage Intacct. "6sense is our competitive advantage in this area and continues to help us accelerate our growth by pushing the boundaries of innovation and the role of AI in the marketing and sales process." Massive Tailwinds This latest round of funding follows a banner year with run rate revenue exceeding $110 million and a net retention rate over 125%. 6sense has been recognized as a Leader in the Gartner 2022 Magic Quadrant for Account-Based Marketing Platforms Report; named a Leader by G2 across 11 2022 Winter Grid Reports; was named a Best Workplace by Inc. for the third consecutive year; named to the Forbes Cloud 100 list; named the #1 Top Private Cloud-Computing Companies to work for by Battery Ventures; and recognized as a Company for the Happiest Employees, Best Perks and Benefits, Best Culture, Best for Women and Best for Diversity based on employee feedback at Comparably. 6sense CEO Jason Zintak was recognized as the Best CEO by Glassdoor and Comparably this year. Notable quote references: "Disparate data silos, disconnected engagement channels and lack of cross-functional collaboration are major pain points in driving effective sales and marketing. 6sense's solution acts as the centralized orchestration engine for the entire revenue operation team (marketing, sales, customer support, management) to drive more informed and impactful prospect/customer engagement strategies. We are excited to support 6sense in its continued mission to improve revenue operations," said Andy Lefkarites of Owl Rock (a division of Blue Owl). "The impressive growth 6sense has achieved is evidence of the tremendous value they deliver to customers and partners, along with the quality of the team behind it all. We're proud to invest in 6sense to catalyze its bold vision for how revenue teams achieve growth," said Victor Hwang of MSD Partners. "We believe 6sense is a pioneer and the clear leader in defining revtech, a new category that bridges B2B marketing to sales and data intelligence, and look forward to supporting Jason and his team in their continued growth." To learn more about what this exciting moment means for the RevTech Revolution, read Jason Zintak's blog post. About 6sense The 6sense Account Engagement Platform helps B2B organizations achieve predictable revenue growth by putting the power of AI, big data, and machine learning behind every member of the revenue team. 6sense uncovers anonymous buying behavior, prioritizes accounts for sales and marketing, and enables them to engage resistant buying teams with personalized, multi-channel, multi-touch campaigns. 6sense helps revenue teams know everything they need to know about their buyers so they can easily do anything needed to generate more opportunities, increase deal size, get into opportunities sooner, and compete and win more often. Visit 6sense.com for more information. About Saleswhale Saleswhale helps B2B companies like InVision, Sage, LaunchDarkly, Randstad and Cisco connect with buyers and generate sales meetings. Saleswhale uses AI to write personalized emails, engage in meaningful conversations with buyers, and detect when a buyer indicates interest. Customers on average see a lift up to 250% in their sales pipeline from by engaging buyers with Saleswhale. Visit saleswhale.com to learn more. About Blue Owl Blue Owl is a global alternative asset manager with $82.9* billion in assets under management as of September 30, 2021. Anchored by a strong permanent capital base, the firm deploys private capital across Direct Lending, GP Solutions and Real Estate strategies on behalf of Institutional and Private Wealth clients. Blue Owl's flexible, consultative approach helps position the firm as a partner of choice for businesses seeking capital solutions to support their sustained growth. The firm's management team is comprised of seasoned investment professionals with more than 25 years of experience building alternative investment businesses. Blue Owl employs over 350 people across 10 offices globally. For more information, please visit us at www.blueowl.com. *Proforma as of 9/30/21 to include AUM attributable to Oak Street which became a Blue Owl Company on 12/29/21. About MSD Partners MSD Partners, L.P. is a leading investment firm focused on maximizing long-term capital appreciation across its core areas of investing expertise – Credit, Growth, Private Capital and Real Estate. The Firm deploys capital on behalf of Dell Technologies founder and CEO Michael Dell and his family, as well as other like-minded, long-term-oriented investors. MSD Partners, which operates from offices in New York, Santa Monica and West Palm Beach, manages in excess of $20 billion. For further information about MSD Partners, please see www.msdpartners.com.

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BUYER INTENT DATA

IDG Communications Acquires LeadSift, a Leading B2B Sales & Marketing Intelligence Platform

LeadSift, IDG Communications | December 24, 2021

IDG Communications, Inc.—the global leader in technology media, data, and marketing services—announces the acquisition of LeadSift, a Canadian-based B2B sales and marketing intelligence platform. The acquisition provides another level of actionable intent data for technology marketers looking to identify the right leads for scaling their revenue. LeadSift uses proprietary artificial intelligence and data mining technologies to extract actionable insights for B2B marketers from millions of data points across the web. Delivered as a daily digest of data, LeadSift’s algorithms uncover relevant leads who demonstrate intent to buy, allowing B2B marketers to craft the appropriate messaging for outreach and sales follow-up resulting in robust new business opportunities. “The buying journey for B2B technology purchases are extremely complex and involve multiple decision-makers,” said Sreejata Chatterjee, Co-founder, LeadSift. “Having a view into those intent signals at the contact level provides a massive competitive advantage and directs your sales team to engage with the right buyers at the right time.” Tapajyoti Das, CEO and Co-founder of LeadSift added, “We are thrilled to join the IDG team and incorporate our intent intelligence into their proprietary data set, to provide the most comprehensible intent data solution to their savvy tech marketing clients.” This is the third acquisition in 18-months that demonstrates IDG’s commitment to create best-in-class data-based marketing solutions that allow B2B marketers to drive desirable audiences and leads into their pipeline. The IDG MarTech stack, built by and for marketers, includes an ABM platform, Triblio, and a marketing data and intelligence solution, KickFire, both of which are already integrated into IDG’s data set and iconic tech editorial branded sites. “Expectations of tech marketers have never been higher as the technology landscape continues to become more competitive. By positioning IDG at the intersection of media and MarTech, we help B2B marketers navigate the customer journey across a dynamic ecosystem by leveraging unmatched data sets,” said Kumaran Ramanathan, President of IDG Communications, Inc. “LeadSift’s technology is further enhancing our unique intent data that drives ROI for our customers. We enthusiastically welcome the technology and the team to the IDG family.” 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 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 LeadSift LeadSift is an intent data platform helping B2B technology companies identify which accounts are in-market and who within that account to speak to. By analyzing and extracting insights from millions of real-time web documents, LeadSift can provide visibility into multiple intent signals that correlate to B2B purchase decisions. LeadSift’s goal is to give Marketers and Sales professionals the most comprehensive and actionable insights they need to scale their revenue. Learn more at https://leadsift.com.

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ACCOUNT-BASED ADVERTISING

6sense Named G2's 2022 Best Software Awards for Marketing Software

6sense | February 10, 2022

6sense, the leading platform for B2B organizations generating predictable revenue, today announced it has been named to G2's 2022 Best Software Awards. 6sense is the top-ranking ABM/ABX platform named to the Best Marketing Products list for 2022. This accolade follows 6sense's December 2021 honor as a Leader across 11 categories in the G2 Winter 2022 Grid Report, including recognition as the number one Account-Based Advertising solution for the fifth consecutive reporting period. These awards, based on feedback from thousands of B2B software buyers and users on G2, recognize the top software choices used by teams. Its annual Best Software List ranks the world's best software companies and products based on authentic, timely reviews from real users. "We're honored to be recognized by customers using 6sense to transform their go-to-market strategy," said Jason Zintak, CEO of 6sense. "We're honored to be recognized by customers using 6sense to transform their go-to-market strategy," said Jason Zintak, CEO of 6sense. "Our mission is to transform the way organizations create, manage and convert pipeline to revenue and that requires a willingness to change. And change requires advocates, champions and evangelists. This recognition is for all the forward-thinking leaders achieving predictable revenue growth with 6sense in the RevTech Revolution." G2 releases their list of best software companies annually to recognize leaders in product performance and user satisfaction. Their annual best of software lists are based on data from more than one million authentic, verified customer reviews written and published between January 1, 2021 - December 31, 2021. Highlights from verified customer feedback on the G2 platform: "Our annual Best Software List aims to guide buyers on their purchasing decisions, knowing they can trust in the credibility and objectivity of our scoring algorithms. We applaud those companies named to our 2022 list, as they've earned the satisfaction among their customers as well as an impressive market presence," said Godard Abel, co-founder and CEO, G2. "6sense is transforming account based marketing and selling. This is what marketers and sellers have been waiting for. Accurate insights and predictions and all the actions you need to orchestrate your end-to-end revenue strategy." "Fuel ABM and your tech stack with 6sense. 6sense has allowed our team to completely REVolutionize your marketing and sales team's processes for B2B marketing. With 6sense your marketing team will be directly supporting the sales team by surfacing in-marketing accounts and helping qualify them and build new pipeline." "6sense enables a modern way to rationalize and manage outreach. My job requires me to cover many different accounts that can be difficult to organize, but 6Sense allows me to prioritize certain accounts based on the intent that a company is exhibiting." About 6sense The 6sense Account Engagement Platform helps B2B organizations achieve predictable revenue growth by putting the power of AI, big data, and machine learning behind every member of the revenue team. 6sense uncovers anonymous buying behavior, prioritizes accounts for sales and marketing, and enables them to engage resistant buying teams with personalized, multi-channel, multi-touch campaigns. 6sense helps revenue teams know everything they need to know about their buyers so they can easily do anything needed to generate more opportunities, increase deal size, get into opportunities sooner, and compete and win more often. Visit 6sense.com for more information.

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ABM ACCOUNTS

Metaverse is the World's Hottest Trend As Facebook Reemerges as Meta

Metaverse, Facebook | November 03, 2021

Wondering what the metaverse really is? Let's make it simple! "Think of Metaverse as the internet brought to life" Mark Zuckerberg described it as a 'virtual environment' you can enter instead of just looking at the screen. Arguably, Facebook's latest move can be the biggest thing that can impact the metaverse since this concept was coined in 1992 by a Fictional Writer, Neal Stephenson. As a part of a vital rebrand, Facebook has changed its name to Meta. The word "meta" originates from the Greek word meaning "beyond". The social media giant, which declared the change at the company's annual Connect conference on October 28, announced that the brand name should encompass what it now does as it broadens the reach into newer areas like virtual reality (VR) and augmented reality (AR). It also made a few major announcements about the metaverse — an online world where you can virtually hang out with friends, learn, shop, play games, work, and much more. “Right now our brand is so tightly linked to one product that it can’t possibly represent everything we are doing today, let alone in the future. Over time, I hope we are seen as a metaverse company, and I want to anchor our work and our identity on what we’re building towards.” Mark Zuckerberg, CEO & Co-Founder The company’s rebranding initiative reflects its ambitions about metaverse and its new identity which will mostly revolve around its products, said Mark Zuckerberg, CEO, and Co-Founder. However, its individual platforms like Facebook, Whatsapp, and Instagram won’t undergo any changes. Only the parent company is changing. The new website meta.com now shows various sections like Facebook, WhatsApp, Instagram, Novi, Portal, Workplace, and Oculus. With the plan to invest $10 billion in Reality Lab for building metaverse, the company will also spend $150 million to upskill metaverse creators. “From now on, we will be metaverse-first, not Facebook-first. That means that over time you won’t need a Facebook account to use our other services. As our new brand starts showing up in our products, I hope people around the world come to know the Meta brand and the future we stand for,” Zuckerberg said. Further, he also added that Facebook Reality Labs will function as a separate reporting segment in its earning reports from the fourth quarter of 2021. "We're now looking at and reporting on our business as two different segments, one for our family of apps, and one for our work on future platforms,” he said. The company also revealed its new sign on Thursday. Now, the “blue infinity shape” will replace its “blue thumbs up logo”. Zuckerberg said that the company wanted a logo that reflects that users will no longer have to use Facebook to access its other services in the future.

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Spotlight

Discover how to start Account Based Marketing in 5 steps and get huge results Account-Based Marketing (ABM) has been growing in popularity recently and it's easy to see why Account-Based Marketing (ABM) has been growing in popularity recently and it’s easy to see why. It puts the spotlight on marketing’s ability to land the big “Sales Whales”–those key target accounts that Sales is dying to land.

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