ABM ACCOUNTS

ZoomInfo Launches New Account-Based Marketing Platform, MarketingOS

ZoomInfo | February 09, 2022

ZoomInfo (NASDAQ: ZI), a global leader in modern go-to-market software, data, and intelligence, today announced the launch of MarketingOS, a new account-based marketing (ABM) platform that aligns sales and marketing teams in a unified system powered by ZoomInfo’s world-class business-to-business (B2B) data.

MarketingOS helps demand generation and ABM teams target and convert leads into buyers through insight-driven orchestration and personalized engagement across multiple channels, including display and social advertising, email, SMS, and more. MarketingOS also turns websites into digital storefronts—through enriched forms, unique visitor tracking, and human-first chat experiences—to help improve on-site conversion and to tighten the relationship with sales.

“Our comprehensive B2B database is the key differentiator that sets MarketingOS apart from other ABM solutions,” said ZoomInfo Founder and CEO Henry Schuck.

“Our comprehensive B2B database is the key differentiator that sets MarketingOS apart from other ABM solutions,” said ZoomInfo Founder and CEO Henry Schuck. “ZoomInfo’s unique data science algorithms allow marketers to connect with the right prospects at precisely the right time. No other solution on the market combines the power of data-driven insights and marketing-optimized workflows like ZoomInfo’s MarketingOS.”

MarketingOS is one of four platforms that comprise RevOS, ZoomInfo’s modern operating system for revenue professionals, which was also unveiled today. A unified system for sales, marketing, operations, and recruiting teams, RevOS delivers the data, insights, software, and integrations needed by businesses and professionals to achieve their growth potential in a new insight-driven era of digital selling.

SalesOS, OperationsOS, and RecruitingOS, which are also now available to customers, complete ZoomInfo’s RevOS. This system empowers businesses to consistently engage with the right people at the right companies at the right time with relevant messages. RevOS features a unified login and app administration experience, with all apps and tools launched and managed from a single dashboard to give users at-a-glance information regarding their campaigns. Users can switch between applications effortlessly, allowing for seamless workflows between RevOS applications.

Marketers typically fail because the data in most ABM platforms is both inaccurate and incomplete. Current ABM solutions are designed to leverage companies’ own first-party data, which exists in their customer relationship management or marketing automation systems. Without quality data, marketers pour advertising dollars at the wrong prospects and companies, and, as a result, deliver fruitless leads to sales and waste time and resources. With ZoomInfo’s best-in-class data and intelligence at its foundation, MarketingOS enables marketers to effectively reach target accounts and drive qualified leads for sales.

Using MarketingOS, marketers can run display and social advertising campaigns through ZoomInfo’s proprietary demand-side platform and social integrations to target specific professionals, job titles, levels, or functions at in-market accounts exhibiting buyer intent. MarketingOS also features an in-market predictive score that ranks where prospects are in their buying journeys, informing how and when marketers should engage with prospects based on their ranking and helping them to prioritize their outbound efforts on prospects who are most likely to convert.

Additionally, MarketingOS gives teams ongoing monitoring of their entire universe of prospect and customer accounts, helps them cleanse and manage their marketing database effectively, and surfaces the best audiences based on fit, intent, and engagement. With ZoomInfo’s unparalleled contact data and intelligence, hyper-targeted campaigns can engage high-value accounts and buyers based on ideal customer criteria using 300-plus company attributes that reveal timely business needs and insights.

About ZoomInfo
ZoomInfo (NASDAQ: ZI) is a leader in modern go-to-market software, data, and intelligence for more than 25,000 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.

Spotlight

As one of the most talked-about strategies in B2B marketing, account-based marketing is rapidly changing the way we think about marketing at scale. Technology -both existing and emerging has pushed ABM into the spotlight as a powerful strategy that enables marketers to improve customer experience and closely align with their sales teams to deliver impressive results. From building your strategy to choosing the right tools for success, dive into account-based marketing and see how one of the industry’s most popular strategies is transforming B2B marketing.


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ACCOUNT BASED DATA

ZoomInfo Earns Top Placement on Record-Tying 27 Grids in G2’s 2022 Winter Grid Reports

ZoomInfo | December 21, 2021

ZoomInfo (NASDAQ: ZI), a global leader in modern go-to-market software, data, and intelligence, today announced that it has earned the top spot on a company record-tying 27 grids in G2’s Winter 2022 Grid Reports. This is the second time ZoomInfo has placed No. 1 in 27 categories. The company has led 18 different grids for at least six consecutive quarters, including the overall Buyer Intent Data Tools category along with the top spot in every Lead Capture, Lead Intelligence, Market Intelligence, and Marketing Account Intelligence category. “We’re thrilled to see our customers are as enthusiastic about ZoomInfo as we are,” said Henry Schuck, ZoomInfo Founder and CEO. “These reviews from G2 fuel our motivation to continue growing and supporting the best possible products so our customers have the tools they need to succeed.” ZoomInfo continued its market leadership, as it was listed for the seventh straight quarter as the No. 1 Enterprise solution in all three of the Sales Intelligence, Market Intelligence, and Marketing Account Intelligence sections. Also of note: ZoomInfo has collected at least 26 No. 1 rankings in each of the last four Grid Reports. ZoomInfo improved or matched its ranking on all 43 grids from last quarter. ZoomInfo returned to the No. 1 spot on the overall Sales Intelligence grid, surpassing LinkedIn Sales Navigator. ZoomInfo maintained the top spot in both the overall and mid-market grids of Marketing Account Intelligence for the 16th consecutive quarter. ZoomInfo was named the No. 1 Enterprise solution in six different sections. 39 of ZoomInfo’s 43 rankings were in the top-two on their grid. The Winter 2022 Grid® Reports are based on G2’s unique algorithm, which calculates customer satisfaction and market presence scores in real-time. Based on user reviews and data aggregated from online sources and social networks, ZoomInfo’s high placement in these categories underscores the ways in which best-in-class data feeds every step of a sales and marketing professional’s workflow, and reveals the need for an automated pathway to go-to-market intelligence. No. 1 Placements (27) Lead Capture Lead Capture: Enterprise Lead Capture: Mid-Market Lead Capture: Small Business Lead Intelligence Lead Intelligence: Enterprise Lead Intelligence: Mid-Market Lead Intelligence: Small Business Market Intelligence Market Intelligence: Enterprise Market Intelligence: Mid-Market Market Intelligence: Small Business Marketing Account Intelligence Marketing Account Intelligence: Enterprise Marketing Account Intelligence: Mid-Market Marketing Account Intelligence: Small Business Email Verification Email Verification: Mid-Market Email Verification: Small Business Lead Mining Lead Mining: Mid-Market Lead Mining: Small Business Buyer Intent Data Tools Buyer Intent Data Tools: Mid-Market Sales Intelligence Sales Intelligence: Enterprise Account Data Management: Enterprise No. 2 Placements (12) AI Sales Assistant AI Sales Assistant: Enterprise AI Sales Assistant: Mid-Market AI Sales Assistant: Small Business Account Data Management Account Data Management: Mid-Market Account Data Management: Small Business Sales Intelligence: Mid-Market Sales Intelligence: Small Business Visitor Identification Visitor Identification: Mid-Market Recruiting Automation: Small Business Other Placements (4) Recruiting Automation Recruiting Automation: Enterprise Recruiting Automation: Mid-Market Visitor Identification: Small Business No. 1 Placements by Quarter Winter 2022: 27 Fall 2021: 26 Summer 2021: 27 Spring 2021: 26 Winter 2021: 22 Fall 2020: 19 Summer 2020: 10 Spring 2020: 7 Winter 2020: 8 Fall 2019: 8 Summer 2019: 5 Spring 2019: 5 Winter 2019: 3 About ZoomInfo ZoomInfo (NASDAQ: ZI) is a leader in modern go-to-market software, data, and intelligence for more than 25,000 companies worldwide. The ZoomInfo platform empowers business-to-business sales, marketing, 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 our leading go-to-market software, data, and intelligence, and how they help sales, marketing, and recruiting professionals, please visit www.zoominfo.com.

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ACCOUNT BASED DATA

Greg Wolfe, former Marketo COO, joins Lift AI Advisory Board

Lift AI | June 21, 2022

Lift AI, the leading anonymous buyer intent data solution, today welcomed Greg Wolfe, former Chief Operating Officer at industry leader Marketo, to the company's Board of Advisors. As a seasoned technology executive and board member with more than three decades of experience in the software and technology industries, Mr. Wolfe has broad experience in strategy, operations, and marketing. He played an instrumental role in the rapid ascension of Marketo to its industry-leading position in the marketing technology space and was pivotal in its $4.75B acquisition by Adobe in 2018. Prior to his role at Marketo, Mr. Wolfe served as the Executive Vice President of Operations of Business Objects SA for several years until its sale to SAP. In his time at Business Objects, he helped lead the organization through hyper growth, creating the #1 business intelligence provider in the world with over $1 billion in revenues, millions of licensed users, and over 5,000 employees. He previously served as Vice President of Americas Sales at Crystal Decisions, where he was one of the primary architects of its global success, as well as held leadership roles at Xerox. Mr. Wolfe is an active private company board member and holds a bachelor of business administration degree from the University of Regina. “Today’s marketing and sales teams are increasingly struggling to produce greater quality and higher quantity of leads yet face conflict in being motivated by a slightly different but highly dependent target,” said Greg Wolfe. “Today’s marketing and sales teams are increasingly struggling to produce greater quality and higher quantity of leads yet face conflict in being motivated by a slightly different but highly dependent target,” said Greg Wolfe. “Lift AI is the only buyer intent intelligence solution that uses a proprietary machine-learning model to calculate real-time buyer intent with over 85% accuracy while removing human bias and eliminating that fight over lead quality between marketing & sales.” Mr. Wolfe will serve on the Advisory Board alongside other experienced business leaders including Steve Johnson (President & COO at Berkshire Grey, former Chief Revenue Officer at Hootsuite), David McFarlane (Operating Partner at Companyon Ventures, former COO at Help Scout), and Eric Patel (Chair at Cymax Group Technologies, former CFO at Crystal Decisions). “We are incredibly excited to have a proven leader like Greg Wolfe join our Advisory Board,” said Don Simpson, CEO at Lift AI. “He joins our highly experienced team of advisors to help propel our company growth and market adoption of our industry leading machine-based learning and advanced AI solutions that turn anonymous web visitors into revenue.” About Lift AI Lift AI identifies the buying intent of anonymous website visitors in real-time, enabling websites to trigger the most effective conversational marketing conversion tactics before the visitor leaves the site. The Lift AI proprietary machine-learning model is based on 15 years of experience and over 14 million live chat sales engagements and over one billion captured web journeys and real-time behavioral analytics, working out-of-the-box to deliver results for companies with a 2-10x increase in chat conversions in just 90 days. To learn more, visit http://www.lift-ai.com

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CORE ABM

Total Economic Impact Study Finds Demandbase Customers Achieve 367% ROI

Demandbase | April 25, 2022

Demandbase, the Smarter GTM™ company for B2B brands, today announces the results of its commissioned Total Economic Impact™(TEI) Study conducted by Forrester Consulting. The study's goal is to help enterprise organizations understand the costs, business benefits, and potential return on investment (ROI) they may realize by deploying Demandbase ABX and Advertising Clouds. With the analysis based on a $200 million, 650-employee composite organization, Forrester found that Demandbase delivered 367% ROI in three years, with a net present value (NPV) of $1.94 million, and payback in less than six months. The platform was also found to help increase revenue by close to $1 million and to enable customers to avoid the additional costs of third-party tools. "We've seen the impact Demandbase Ones has on customers time and again," says Gabe Rogol, chief executive officer of Demandbase. "We've seen the impact Demandbase Ones has on customers time and again," says Gabe Rogol, chief executive officer of Demandbase. "It's really valuable, though, to have a highly respected, third-party research firm like Forrester conduct an independent evaluation of this impact. Their findings confirm what we've seen to be true, which is that our customers' success in sales, marketing and overall revenue is wildly amplified by using Demandbase." In addition to discovering ROI and revenue potential, Forrester also uncovered further benefits that organizations can experience when using Demandbase, including: Marketing productivity gains — By leveraging Demandbase's Account Intelligence functions, ABM teams saved days determining which accounts were most likely to buy and what content would generate the most interest. As such, ABM teams increased their productivity and improved KPIs, such as a 3% improvement in the close rate for marketing sourced leads. Sales productivity gains — After implementing Demandbase, sales development representatives (SDRs) saw immediate improvements in their metrics, doubling their productivity. One ABM specialist said her team opened 22 new opportunities in just six months. Improved sales & marketing relationships — Interviewees noted that Demandbase drove sales and marketing alignment, with one reporting a 90% adoption rate of account executives (AEs) and SDRs using the tool. "Historically, one of the most difficult, but necessary, parts of growing revenue is a strong relationship between sales and marketing," says Allison Metcalfe, chief revenue officer of Demandbase. "It's clear through this study that Demandbase not only improves ROI and revenue, but also gets to the heart of an organization by building a bridge between these two essential departments. This creates cohesion and ultimately empowers them to achieve an aligned, optimized go-to-market that puts customers first. This is an incredibly important part of what Demandbase delivers, and what fuels its noteworthy economic impact." Click here to access the Total Economic Impact™ Of Demandbase: Cost Savings And Business Benefits Enabled By Demandbase, April 2022, a commissioned study conducted by Forrester Consulting on behalf of Demandbase and sign up for the webinar taking place on Tuesday, April 26 in which the Total Economic Impact™ of Demandbase will be further explored. About Demandbase Demandbase is Smarter GTM™ for B2B brands. We help marketing and sales teams spot the juiciest opportunities earlier and progress them faster by injecting Account Intelligence into every step of the buyer journey and orchestrating every action. For more information about Demandbase, visit www.demandbase.com.

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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

As one of the most talked-about strategies in B2B marketing, account-based marketing is rapidly changing the way we think about marketing at scale. Technology -both existing and emerging has pushed ABM into the spotlight as a powerful strategy that enables marketers to improve customer experience and closely align with their sales teams to deliver impressive results. From building your strategy to choosing the right tools for success, dive into account-based marketing and see how one of the industry’s most popular strategies is transforming B2B marketing.

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