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Act-On Ranked Global Leader in Marketing Lead Management

STS Staff Writer
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Act-On Ranked Global Leader in Marketing Lead Management

Vendor Selection Matrix puts Act-On at number one for both strategy and execution

Act-On Software, the leading Adaptive Marketing platform that drives personalized and purposeful multi-channel marketing for mid-market enterprises, is thrilled to announced its #1 ranking as the global leader in the newly released Vendor Selection Matrix for Marketing Lead Management SaaS and Software. In partnership with Research In Action, the report is conducted by renowned analyst and former 12-year Forrester veteran, Peter O’Neill.

A key difference between this latest industry analysis and others is the approach of bringing together a much larger group of customer-surveyed feedback, totaling over 1,500 companies, as compared to Gartner Magic Quadrant and Forrester Wave analyses.  In fact, 60% of the end rating is based on that quantified user survey data and 40% of the analysis weighs in the analysts’ expert perspective. Insight for both categories is provided by live conversations with companies who leverage the technology, as well as the vendors themselves to hear their vision, see the product demonstrated first-hand, and to understand their go-to-market strategies. This is also very different from the G2 Crowd, Trust Radius, Capterra, etc. review sites who rely almost entirely on user opinion with no balance of bringing in broad industry expertise in overall vendor ratings.

Read More: Decoding The Current State of SDR Automation Platform Powered by AI

Act-On is ranked as the overall global winner among the top 20 vendors in Marketing Lead Management with the highest score in both of the major categories – Strategy and Execution.   Within those overarching categories, Act-On received top rankings for its customer satisfaction, breadth and depth of solution offering, and vision and go-to-market strategy.

Read More: Why Delivering ABM-Focused Conversations at Scale to Your Customers Matters in the Buying Process

“We couldn’t be more proud of this global recognition and its representation of our users’ experiences and success,” said Kate Johnson, CEO of Act-On. “Every Act-On team plays an integral role in our customer success as they proactively utilize effective feedback loops, always keeping our customers’ best interests and marketing needs at the forefront of our work.”

Act-On prides itself on serving a variety of business types and meeting its customers where they currently are in their marketing maturity journey while helping marketing teams of virtually any size up-level their digital marketing efforts. Act-On’s Adaptive Marketing platform helps deliver personalized and relevant content at the optimal time for the right people, all the while connecting with a wider audience and nurturing the progression of the customer journey that turns leads into sales.

Read More: Interview with Anil Kaul, CEO at Absolutdata

EDO Closes $12 Million Series A Financing Led By Breyer Capital

STS News Desk
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EDO Closes $12 Million Series A Financing Led By Breyer Capital

The upstart data, measurement and analytics company, which already counts major TV networks, movie studios and other media leaders among clients who rely on its measurement of TV advertising efficacy, is coming out of stealth mode and expanding its real-time EKG for TV ads to all national brand advertising categories

EDO hits the accelerator in its mission to challenge the limitations of historical TV measurement with the closing of $12 million in Series A funding led by Jim Breyer of Breyer Capital. The company focuses on delivering innovative and accurate insights into the effectiveness of TV ads in driving the types of consumer engagement most closely tied to purchase activity. By measuring each national linear TV ad airing’s granular impact on consumer intent and amassing a database of over 47 million precisely measured TV ad airings over the past 3.5+ years, EDO offers marketers real-time clarity about their TV campaign’s creative and media performance as well as competitive intelligence.

The new capital will enable EDO to scale up its national sales and analytical coverage, technical talent and new product development, with a focus on building new data sets to reveal actual consumer intent across live and non-live TV ads. Currently, EDO works closely with a roster of top companies in media and TV advertising, including ESPN, Turner, NBCUniversal, Warner Bros., Lionsgate and Paramount, giving marketers the predictive confidence to make critical decisions about planning and optimizing their TV buys and advertising sellers a syndicated set of engagement metrics, reporting tools and APIs for advanced advertising platforms.

Read More: Interview with Sandie Overtveld, Vice President Sales, APAC at Zendesk

EDO’s Founding Story

Founded in 2015 by Daniel Nadler and Edward Norton, EDO got its start after Norton met Nadler and invested in Nadler’s first company, Kensho Technologies, which he had started while getting his Ph.D. at Harvard. Building machine learning systems for the US Intelligence Community and large financial institutions, Kensho quickly attracted the six largest global banks as investors and clients before S&P Global purchased it earlier this year for over $700 million, the highest price ever paid for an AI company. Meanwhile, Norton had founded and sold his own company, CrowdRise, in 2017 to GoFundMe, which is now the largest social fundraising platform in the world, processing over $2B of charitable donations annually. Norton and Nadler are also both artists (Norton is a celebrated actor and filmmaker and Nadler is an award-winning poet) and they became close friends and collaborators.

Norton convinced Nadler that there was an opportunity to apply advanced data science and machine learning in the media and advertising space and bring unprecedented sophistication to the measurement of advertising efficacy in ways that incumbent measurement players lacked the technological capabilities to address.

They recruited an initial team of top engineers and data scientists from Nadler’s Harvard network and media veterans from Nielsen and NBCU, including EDO’s CEO Kevin Krim, the former head of CNBC Digital, who had earlier driven Comcast’s investment in Kensho.

Read More: Interview with Anil Kaul, CEO at Absolutdata

EDO’s Impact

Norton says, “EDO’s special capabilities as a company flow from our ability to leverage veteran media and advertising expertise alongside technology and data science talent that, quite frankly, traditional media and advertising measurement companies could never hire. When you take a guy like Kevin Krim with two decades of experience navigating the dynamics of advertising pricing metrics across the NY media and Silicon Valley technology landscapes, and team him up with some of the smartest and most sought after engineers and data scientists of their generation, you can move very quickly beyond what the industry incumbents are offering.”

CEO Kevin Krim adds, “There’s been innovative work done on digital advertising analytics by a number of terrific companies, but the open secret is that half of all brand advertising spend is on television while TV measurement metrics are moribund and everyone is fed up. Our clients are hungry for high-grade actionable insights into how much engagement — true consumer intent — is being delivered for the dollars spent. Measuring how much ‘exposure’ is being delivered just doesn’t cut it anymore, and social and other weak proxies of engagement have not proven to have strong correlation to economic outcomes. Advertising buyers and sellers alike want a credible, rigorous, predictive signal that shows them how their ads and media inventory are driving toward results along the way — a real-time EKG for TV ads — and that’s what we’re giving them.”

Read More: Why Delivering ABM-Focused Conversations at Scale to Your Customers Matters in the Buying Process

EDO’s Investors

For over two decades, Jim was a Managing Partner at Accel and was President and CEO of Accel Management. His legendary reputation as a venture capitalist in technology and media was of great interest to EDO. According to Nadler, who has known Breyer since he invested in Kensho, “Jim was the first investor Edward and I wanted to engage when we started EDO. There’s nobody we’d rather have leading our financing at this stage. Not because of our past collaboration, but because he has a unique track record of successfully identifying companies disrupting legacy industries via application of advanced data analytics, among them DataLogix, Kensho, Legendary and Brightcove. He’s also one of the only serious technology experts who is also a successful and deeply embedded investor in media companies. The validation of Jim’s belief in what we’re doing is huge, but even better is having him as a strategic partner and Board member. Very few people know so deeply both of the worlds we straddle.”

Breyer says, “I am very excited about what EDO has achieved and where it’s going. For more than a decade I’ve watched the data science talent arbitrage transform industries from finance to defense, from transportation to commerce. We needed someone to bring these capabilities to bear on the systemic inefficiencies and methodological shortcomings of measurement and analytics in media and advertising. EDO’s data is quickly becoming an essential part of the decision-making and pricing matrix.”

Participating in the round alongside Breyer is a who’s who of industry players including Robert Smith and Brian Sheth, co-founders of Vista Equity, which earlier this year acquired digital ad analytics leader Integral Ad Science and also owns advertising software stalwart Mediaocean, and WGI Group, founded by renowned advertising industry leaders Michael Walrath, Noah Goodhart and Jonah Goodhart, co-founder and CEO of digital ad analytics leader Moat.

Read More: Decoding The Current State of SDR Automation Platform Powered by AI

VoiceSense Launches Speech-based Predictive Analytics Solution for Human Resources

STS News Desk
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VoiceSense Launches Speech-based Predictive Analytics Solution for Human Resources

AI-driven solution streamlines recruitment processes by automatically screening applicant interviews and objectively identifying top candidates

VoiceSense, an innovative provider of speech-based predictive analytics solutions, today announced that the company has launched a new speech-based predictive analytics solution for human resources.

According to a survey conducted by Career Builder, a global human capital solutions company, 74% of employers admitted that they hired the wrong person to fill a position. This survey also found that two in three new hires quickly realized that the job that they accepted was not a good fit and quit within six months.

Read More: Why Delivering ABM-Focused Conversations at Scale to Your Customers Matters in the Buying Process

The new VoiceSense solution for human resources dramatically streamlines recruitment processes by automatically and objectively filtering large volumes of applicants and providing a short list of the most relevant candidates for a position. This solution uses applicant voices only and eliminates the need to manually evaluate hours of video and audio interviews to find appropriate candidates, which is a time-consuming process that is easily influenced by subjective factors that lead to inaccurate outcomes.

The technology behind the VoiceSense solution works by analyzing the prosodic parameters of a person’s speech, which are the non-content features of speech, such as intonation, pace and emphasis. VoiceSense’s technology assesses over 200 prosodic speech parameters and builds an AI-driven personality profile of an individual’s working characteristic, such as temperament, ambition, cooperation, communication, dependability, creativity and others.

Read More: Decoding The Current State of SDR Automation Platform Powered by AI

With VoiceSense’s solution, human resource teams can upload individual or large volumes of candidate video and audio interview files through an API to the VoiceSense Cloud. The VoiceSense solution then runs its signal processing to analyze the prosodic parameters of each applicant’s speech and applies behavioral models in order to output a specific job match score for each candidate, which are automatically sent back to the human resource database. The job match score can also include the complete working profile report of each candidate’s tendencies. Human resources teams can then create a short list of the best candidates per position for further evaluation and consideration.

The VoiceSense solution can also be used to monitor and track the well-being of staff and get alerted to early signs of attrition, dissatisfaction and other changes in an employee’s state of mind, letting managers take steps to improve retention. Managers can also use the VoiceSense solution to build more compatible teams and productive departments based on the profiles and tendencies of existing employees.

Read More: Interview with Anil Kaul, CEO at Absolutdata

“The need for our technology and its application for human resources is clear, while benefits are equally as impressive,” said Yoav Degani, CEO of VoiceSense. “One of our initial users in this space is a recruiting firm, which has reported reducing screening times for each position by over 70%, enabling its recruiters to evaluate only those candidates with a job match score in the top 5%.”

VoiceSense is currently offering qualified recruiting firms and employers a proof-of-concept trial of its speech-based predictive analytics solutions for the human resources space.

Read More: Interview with Sandie Overtveld, Vice President Sales, APAC at Zendesk

Imperium Announces Charlie Allieri as New CEO

STS News Desk
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Imperium Announces Charlie Allieri as New CEO

Imperium, the leader in data quality and anti-fraud solutions for Market Research and E-commerce industries, today announced that it has appointed Charlie Allieri as Chief Executive Officer to lead the company through its next phase of innovation and growth. He succeeds Founder and CEO, Marshall Harrison, who moves to Chairman of the Board of Directors.

Marshall founded Imperium in 1990, and pioneered the industry’s premier services using digital technologies to validate identity, verify data accuracy, and automate review processes. In 2017, the company acquired competitor True Sample and successfully integrated the two businesses to develop the leading solution for online fraud detection and identity verification.

Read More: Decoding The Current State of SDR Automation Platform Powered by AI

“After a thoughtful and comprehensive search process, we are pleased to have found the best individual to assume leadership of Imperium,” said Marshall. “Charlie has a proven track record of building innovative data-driven businesses. His visionary approach coupled with creativity and executional excellence, make him uniquely qualified to lead Imperium successfully into the future.”

Charlie comes to Imperium following an impressive career dedicated to developing innovative, customer-centric, solutions and go-to-market models for B2B businesses. He is an avid entrepreneur having launched four successful data-driven SaaS/DaaS products. Most recently, as President of his consulting firm, GTM Acceleration, Charlie launched a DaaS solution and company in just six months.  Prior to GTM, he held the role of Chief Data Officer at Aberdeen group where he drove incremental value to customers and business operations by reengineering processes and rearchitecting platforms. iLantern and Kemvi were two additional entrepreneurial ventures that launched first to market predictive sales and marketing SaaS solutions applying analytics and machine learning to unstructured data. Charlie has also held leadership roles at several large B2B brands – Infor, NCR and Teradata.

Read More: Why Delivering ABM-Focused Conversations at Scale to Your Customers Matters in the Buying Process

“I’m excited to be joining Imperium at a time of tremendous opportunity,” commented Mr. Allieri. “I am committed to ensuring that Imperium remains at the forefront of data quality solutions with continued strategic innovation, integrating machine learning and AI, while maintaining the service integrity and respect of confidentiality our customers have grown to trust,” he added.

Read More: Interview with Sandie Overtveld, Vice President Sales, APAC at Zendesk

Mautic, Inc. Continues Growth Path; Expands Reach with Certified Partner Program

STS News Desk
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Mautic, Inc. Continues Growth Path; Expands Reach with Certified Partner Program

800% Annual Increase in Sale of Marketing Automation Management Product, New Product Integrations and Notable Accolades

Mautic, the company that provides the world’s only Open Marketing Cloud, today announced continued momentum in adoption and recognition for Mautic as the best alternative to expensive, closed marketing automation solutions.

This most recent quarter included several new milestones for the company. Since its release in 2017, Mautic achieved 800% year-over-year growth in sales of Maestro, the industry’s only marketing automation management solution.  Maestro enables customers to centrally manage multiple Mautic accounts to ensure brand consistency and gain centralized visibility across multiple clients, brands or locations.

Read More:  Sales Call Analytics Is the Difference Between Winning and Losing Customers

To keep up with increased demand for the Open Marketing Cloud solutions, Mautic launched its certified partner program for agencies and companies that want to use white labeled Mautic in their own solution. As part of that initiative, the company also introduced a new blog series called Marketing Without Borders as a complement to the success of the CMO Secrets interview series, and a way to spotlight partners around the globe.

Read More: Interview with Sandie Overtveld, Vice President Sales, APAC at Zendesk

“Maestro offers unparalleled visibility and management to our customers and partners, which has resulted in sharp adoption by companies that are serving multiple brands, franchises or locations.” said Matt Johnston, CEO of Mautic. “The progress in this past quarter – both in our learning and in our results – continues the momentum from the first half of 2018, and prepares us for even more significant growth in 2019.”

Read More: Interview with Anil Kaul, CEO at Absolutdata

Zilliant Announces Significant Enhancements to Its Customer Price Management Offering for B2B Companies Seeking to Improve Profitability and Break Away from “Set and Forget” Pricing

STS News Desk
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Zilliant Announces Significant Enhancements to Its Customer Price Management Offering for B2B Companies Seeking to Improve Profitability and Break Away from “Set and Forget” Pricing
  • Solution combines world’s most widely deployed B2B Pricing & Sales AI with new Customer Price Management capabilities, enabling companies to drive measurable revenue and margin increases
  • Customer prices can now be mass updated within and across customer agreements, centrally, over the agreement lifecycle

Zilliant, a company helping B2B enterprises turn data into actionable intelligence to accelerate profitable growth, has enhanced its existing Customer Price Management solution with new price management capabilities that support the creation, maintenance and renewal lifecycle of customer pricing.

For most B2B companies, managing customer pricing is one of the most challenging and critical aspects determining revenue and profit performance. Too often customer pricing is a “set and forget” proposition where prices or discounts stay in place for months and years, unchanged. It’s not unusual for B2B companies to accumulate tens of thousands or even millions of customer prices over the course of doing business for decades. This trend only accelerates with the transparency of B2B e-commerce further driving the need for customer-specific pricing, potentially increasing the magnitude of the challenge. The revenue and profit impact is significant, especially in today’s economy as increasing cost pressures from suppliers, tariffs and inflation continue to chip away at margin.

Read More: Decoding The Current State of SDR Automation Platform Powered by AI

Analysts armed with spreadsheets and email are no match for the rate of change and scale of customer pricing in most organizations. As a result, managing customer prices happens too infrequently and is subjected to simple rules of thumb rather than executed with the surgical precision required.

Zilliant IQ™ for Customer Price Management is a solution that enables B2B companies to scale to the increasing challenge of profitably managing customer pricing, providing a complete set of tools for price management, organizational collaboration, price execution and price optimization. Users can now manage customer prices efficiently and surgically execute mass price updates in response to cost changes, product supersessions, strategy changes or other initiatives, while making it simple to collaborate with sales to update prices and communicate changes to customers.

Read More: Why Delivering ABM-Focused Conversations at Scale to Your Customers Matters in the Buying Process

When Zilliant’s Customer Price Management solution is deployed into existing platforms, optimized customer prices can now be delivered line item by line item and mass updated in and across customer agreements, that are created, maintained and renewed centrally in one location or system.  With the visibility into customer agreements for both pricing and sales teams, collaboration and communication between pricing and sales is more productive. With AI-driven analytics and guidance, sales teams can have constructive conversations on updating customer prices over time and pricing teams can monitor compliance to volume commitments and profitability.

“For over 17 years, we’ve seen the challenges our customers face in managing and updating customer prices. That’s been the inspiration for Zilliant to make huge investments in our suite of Customer Price Management tools that now allow companies to put an end to spreadsheets and emails and instead have an enterprise-ready capability to manage their pricing,” said Zilliant SVP of Product and Science Pete Eppele.

Zilliant IQ for Customer Price Management works in conjunction with existing ERP, CRM and CPQ investments to transform customer price management from a cumbersome and challenging process to a streamlined, technology-enabled, collaborative process managing the full cycle from starting a change, through rollout, through measurement of realization and results.

Read More: Interview with Anil Kaul, CEO at Absolutdata

Kustomer’s Native Voice Integration with Amazon Connect To Revolutionize Omnichannel Support

STS News Desk
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Kustomer’s Native Voice Integration with Amazon Connect To Revolutionize Omnichannel Support

Leveraging the integrated functionalities, companies like Ring™ can automate multi-channel routing and queuing and fundamentally transform their service experience

Kustomer, a modern CRM platform for customer experience, service and support, announced today its integration with Amazon Connect, a self-service, cloud-based contact center service from Amazon Web Services (AWS). Now, contact centers and support teams can seamlessly leverage both solutions to deliver a groundbreaking and personalized omnichannel service and support experience to customers, while also increasing contact center productivity through the seamless use and flow of rich customer and interaction data. Most importantly, the integration allows for a revolutionary approach to setup and handling of IVR processes, as Amazon Connect’s IVR is able to data-dip into Kustomer’s rich CRM database and use it to present information or route callers to the most efficient experience.

Unique benefits of the integration include the ability to:

  • Build personalized IVR trees using information stored within the Kustomer platform
  • Streamline service with multi-channel routing and queueing
  • Connect customers and agents across channels in a single platform

Read More: Interview with Anil Kaul, CEO at Absolutdata

Brad Birnbaum, Co-Founder and CEO of Kustomer, explains, “In addition to creating a true omnichannel experience for the end customer, our revolutionary native integration with Amazon Connect allows companies to provide a highly personalized IVR experience to customers by data-dipping into the Kustomer platform for customer information.” Birnbaum continues, “Imagine you are an e-commerce company. When a customer calls in, instead of providing their loyalty or order number, the system will detect the phone number and be able to dip into the Kustomer platform to gather all relevant information and influence the next action in the IVR. For example, if the customer has VIP status, they will be routed to the dedicated VIP help desk. The team member handling the call will have all customer information in front of them in one timeline, which ensures the customer is receiving the continuous and personal service they expect.”

Read More: Why Delivering ABM-Focused Conversations at Scale to Your Customers Matters in the Buying Process

Ring, a global home security company that has revolutionized the industry, recently decided to switch their voice service for their support team to Amazon Connect. Jon Irwin, COO of Ring, explains, “Moving forward with Kustomer’s Amazon Connect integration was one of the best decisions we have made for our community support team as well as our end customers, or ‘neighbors’. We’re excited to be using Kustomer’s robust platform, which is not only reliable, but increases service efficiency, giving us an edge in providing unparalleled neighbor experience.” Irwin goes on to explain how the integration dramatically improves agent experience, “Making it easy for our thousands of team members to answer calls and change their status directly in the Kustomer Timeline—where they also see each customer’s full history of interactions—is a massive time and productivity saver.”

Amazon Connect natively fits into the Kustomer user interface. A dedicated status bar allows agents to change their status and get call notifications. Unique to the Kustomer integration, when a new call is received or initiated, the Customer Timeline pops up with the entire customer history of interactions and conversations across channels. If a call is in process, the agents will not get new emails or chat messages during that time. Messaging resumes automatically once the agent’s status goes back to “Available.” Call data, recordings and notes are saved in the customer’s timeline for future reference and agents can easily follow up with SMS, email, phone, etc. – all in the same screen.

Read More: Decoding The Current State of SDR Automation Platform Powered by AI

Copper Puts Customer Trust and Data Protection First with SOC 2 Certification

STS News Desk
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Copper Puts Customer Trust and Data Protection First with SOC 2 Certification

With a Type II Certification, the company is focused on security, availability and confidentiality

Copper, the No. 1 CRM recommended by Google for today’s digital workplace formerly known as ProsperWorks, today announced that it has received the highest level of industry certification with the Service Organization Control (SOC) 2, Type II Certification. This certification provides independent validation that Copper security and data protection controls are in accordance with the American Institute of Certified Public Accountants’ applicable Trust Services Principles and Criteria. The certification further solidifies Copper’s commitment to the high level of trust and care it provides to customers.

In the CRM industry, users trust their CRM system with their most important, and often forward-looking, data and information. When companies are choosing a CRM, guaranteed data protection is often a deciding factor. This certification is a reassurance of the level of commitment that Copper puts into keeping customer data safe.

Read More: Decoding The Current State of SDR Automation Platform Powered by AI

When it comes to cloud CRM systems, data must be handled properly, and that goes beyond just securing the product hosting infrastructure. The SOC 2 certification guarantees a holistic approach, including but not limited to secure hiring practices and training, limiting customer data access on an as-needed basis only, and a strongly enforced change management policy. These policies, procedures and controls are verified annually through an independent third-party audit, not just internally at the company, to ensure online behaviors are acceptable and safe.

Read More: Why Delivering ABM-Focused Conversations at Scale to Your Customers Matters in the Buying Process

“This is such an important move for us as a company. Trust is our number one priority, and nothing is more important than protecting our customers’ sensitive data and information, which is why we hold ourselves to this very high standard. This is the next step in building the strongest customer relationships in the industry,” said Jon Aniano, Chief Product Officer at Copper.

Copper is also GDPR compliant and TRUSTe certified, and this SOC 2 Type II certification is the next step in providing the highest caliber of service to our customers across the world. SOC 2 revolves around five trust principles, and Copper is certified in three of those including security, availability and confidentiality.

Read More: Interview with Anil Kaul, CEO at Absolutdata

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