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InsideView Reveals Accelerating Business Trend: Hundreds of Companies Abandoning Legacy Sales Data for New Breed of Sales Intelligence
Data Accuracy and Relevancy, Access to Social Connections as Well as Native CRM Integrations Named as Primary Drivers for Migration to SalesView
| Source: InsideView
SAN FRANCISCO, CA--(Marketwire - November 4, 2009) - InsideView today revealed a significant
business trend in how companies are changing their approach to their
overall sales process, as it announced that hundreds of companies are
switching from legacy sales data providers to InsideView's Sales
2.0-powered Sales Intelligence solution. SalesView, InsideView's
award-winning Sales Intelligence application, discovers sales opportunities
across both traditional editorial sources and emerging social media and
presents them natively within CRM applications for optimum usability.
Customers' decisions to switch from legacy sales data providers, such as
Hoover's and OneSource, to SalesView were primarily driven by their need to
improve the overall quality, relevance and usability of intelligence used
by their sales organizations. SalesView customers are achieving higher
sales productivity, identifying additional customer engagement
opportunities as well as realizing broader CRM adoption across their sales
teams.
Independent research corroborates the higher productivity levels of
InsideView customers. According to Peter Ostrow, research director for
sales effectiveness at The Aberdeen Group, "InsideView customers are
achieving 32% better performance than non-customers, in terms of current
lead conversion rates and hitting quota, and year-to-year growth in revenue
and win/loss ratios."
Legacy sales data providers typically use a difficult-to-scale,
editorial-based approach to offer static company and contact information.
SalesView, on the other hand, leverages the InsideView Smart Cloud™, its
pioneering plug-and-play content addition and validation platform, to
deliver accurate, relevant and timely business insights harvested from a
growing universe of sources. SalesView captures its rich intelligence from
more than 20,000 content sources, including emerging social media content
including Jigsaw, NetProspex, LinkedIn, Facebook, Twitter, Google Blog
Search, and other online news sources as well as traditional data providers
including Thomson Reuters, Capital IQ, and Cortera.
The recent proliferation of data sources is making it difficult for legacy
data providers to keep up with this accelerating trend, leading to scaling
issues. Data explosion is also resulting in conflicting or incorrect
information between providers. As a vendor-neutral intelligent data
aggregator, InsideView is in a unique position to leverage its Smart Cloud
platform to address these problems, ultimately delivering the most relevant
and accurate sales intelligence.
"Our decision to switch to SalesView from Hoover's was driven by our desire
to consolidate multiple data sources into a single stream as well as
improve the quality and relevance of the intelligence our business
development team relies on daily to formulate target account strategy,"
said James Warren, director, global business development at RightNow
Technologies. "Another key factor in our decision was the accurate prospect
information SalesView delivers."
"Since our switch to SalesView earlier this year, call preparation has
become much more efficient, and conversations with prospects a lot more
informed," stated Eric Johnson, vice president of worldwide sales
operations at Serena Software.
The data proliferation trend is not only affecting the quality of the
information sales people rely on, but is also adversely impacting
productivity due the growing number of potential sources sales people have
to access. InsideView addresses these sales productivity issues by
delivering timely and relevant intelligence directly at the point of need
-- within CRMs and mobile devices -- for optimum usability. CRM mash-ups
give SalesView users the power to access relevant news alerts, competitive
intelligence, and social "buzz" on prospects, as well as relationship
analysis, all natively within their CRM applications. Additionally, users
can export SalesView information to synchronize account, contact, or lead
records with a single click, enabling the easy update of CRM data.
"The primary reason for our decision to replace Hoover's with SalesView was
its tight, easy-to-use integration with Salesforce.com," said John
Knotwell, senior director of sales operations at inContact. "The single
point of access is a significant sales productivity enhancer, enabling fast
and effective prospecting and account planning."
"After an in-depth evaluation, we selected SalesView as our standard sales
intelligence platform primarily due to its breadth of company and contact
coverage as well as the tight integration with Salesforce.com," said Neil
Florio director of marketing for Qlikview. "The watch lists and associated
smart alerts deliver the sales team timely and relevant information about
our prospects. And, as an added bonus, the Salesforce.com integration has
helped increase CRM adoption within our team and improve our overall CRM
data quality."
"Our trial with InsideView demonstrated significant value over Hoover's
based on head-to-head tests in several active campaigns. The depth of
contacts was far superior to Hoover's and Smart Agents™ brought relevant
news about target accounts directly to our sales team," said Glenn Haertel,
executive vice president at SynQ Solutions. "SalesView's tight integration
into Microsoft Dynamics CRM was another key factor in our decision-making.
We adopted SalesView even though we still had six months left on the
Hoover's contract."
"We are delighted to see the significant productivity gains our customers
are realizing with SalesView over legacy solutions in the marketplace,"
said Greg Brush, vice president of sales at InsideView. "The increasing
number of competitive replacements we are experiencing over legacy sales
data providers is a testament to the quality, relevance and usability of
our award-winning sales intelligence solution."
About InsideView
InsideView is a Sales 2.0 leader, bringing intelligence gained from social
media and traditional editorial sources to the enterprise to increase sales
productivity and velocity. InsideView's award-winning sales intelligence
solution, SalesView, continuously aggregates and analyzes relevant
executive and corporate data from thousands of content sources to uncover
new sales opportunities. SalesView delivers this intelligence natively
within CRMs and mobile devices for optimum usability. The San
Francisco-headquartered company was founded in 2005 and is venture-backed
by Emergence Capital Partners, Rembrandt Venture Partners and Greenhouse
Capital Partners. InsideView's products are used by more than 21,000 sales
professionals and 2,000 companies worldwide, including Adobe, BMC,
CapGemini, IBM, Polycom, and VMWare. InsideView's CRM partners include
Salesforce.com, SugarCRM, NetSuite, Microsoft, and Oracle. For more
information, visit www.insideview.com.