Filling Customer Pipelines and Growing the Business Put into Focus
SaleScout Data Solutions announced the expansion of its sales and marketing team with four new additions. Alejandra Mesta and Rob Gardner recently joined the SaleScout sales and marketing department as vice presidents of enterprise sales, and Gena Hondrogiannis and Loralin Hanks have been appointed as demand generation specialists. The demand generation team will report to Jean Chen, the vice president of marketing, and the enterprise sales team will report to Todd Schulte, Senior Vice President of Sales.
SalesScout is a leading B2B sales and marketing data solutions provider used by enterprise companies to accelerate growth and revenue.
Chris Lynde
“It’s exciting to watch this company grow its team, its suite of products and its client roster,” said Chris Lynde, SaleScout CEO.
Chris added, “Our new team members are eager to arm sales and marketing departments with our accurate and qualified data that will fill the funnel, accelerate conversions and close deals.”
Mesta, who joined SaleScout in June, will focus her expertise on helping CMOs with earning a greater impact on revenue through the use of SaleScout’s sales and marketing solutions. A Marketo certified expert, she has 14 years of marketing and sales experience, most recently as a business advisor at Perkuto and head of sales operations and development at Registria.
Gardner, a retired U.S. Air Force pilot and recruiter, began his sales and marketing career more than 10 years ago. He developed his expertise working with companies including Salesforce.com and Oracle. Prior to joining SaleScout, he was a director of enterprise accounts for Leadspace. Gardner will collaborate with Mesta to earn new enterprise accounts.
Hondrogiannis, who has been in the industry for eight years and started her role at SaleScout in May, previously honed her sales and marketing expertise at Nutrislice, Inc. and FiveStars. At SaleScout, she will be responsible for generating and qualifying leads, and delivering them as warm leads to the sales team.
Hanks, who joined the company in May, will focus on creating demand for SaleScout’s suite of data services. She brings sales and marketing experience from her account executive and sales development roles at Nutrislice, Inc. and FiveStars.
Recognized for Engaging, Interactive Sales & Marketing Demonstrations
Kaon Interactive, the leading provider of 3D marketing and sales applications for global B2B brands, announced that two of its interactive solutions have won the prestigious 24th Annual Communicator Awards. The Communicator Awards is the leading international awards program recognizing big ideas in marketing and communications. Founded over two decades ago, The Communicator Awards received over 6,000 entries from companies and agencies of all sizes, making it one of the largest awards of its kind in the world.
Siemens Building Technologies: Communicator Award of Distinction, Integrated Campaign, B2B
Developed by Kaon Interactive, the ‘Building Technology’ application from Siemens is a disruptive sales and marketing storytelling app that dramatically improves the effectiveness and efficiency of complex solution storytelling using interactivity to build effective customer engagement. This application is used by Siemens customers and partners on Android tablets, iOS iPads, laptops and large touch screens. The application effectively communicates relevant information to a wide variety of decision-makers and influencers involved in solving critical smart building challenges.
“There is growing demand to meet sustainability and energy efficiency mandates, create a greener footprint, and build greater intelligence and resilience into building systems,” stated Rich Cillessen, Head of Sales, Siemens Building Technologies.
Rich added, “The Siemens Building Technology application provides an interactive and engaging experience with actionable customer insights and information to help the building owners, facility managers, contractors, and architects understand how smart buildings can deliver these critical benefits. As a consequence of this enhanced understanding, they make better buying decisions.”
Tecan: Communicator Award of Distinction, Digital, Interactive Marketing, Marketing-Sales
Tecan, a global provider of laboratory instruments and solutions in biopharmaceuticals, forensics, and clinical diagnostics, required a more innovative and consistent way for their sales teams to effectively demonstrate or communicate the 1,000+ unique ways their Cavro® Omni Robot could be configured within a laboratory setting. In the past, when they brought the physical product to trade shows, Tecan could really only show one configuration, adding a layer of complexity to how they communicated their full product offering.
Joe Rotter
“We worked with Kaon Interactive to develop the Tecan Cavro® Omni Robot Configurator to put a fully interactive virtual 3D product (which looks and behaves exactly like the actual robot) into the hands of our sales representatives, partners and tradeshow booth staff using iPads and laptops. This allows every customer to customize the product, based on their specifications, prior to purchase,” said Joe Rotter, Vice President of Global Marketing at Tecan.
Joe added, “Kaon’s application has allowed us to better educate prospects and quickly move them through the sales funnel, from real-time personalized product configuration to immediately requesting a quote. It has significantly improved the process of how we sell!”
Cloud Native Consultancy Says App Can Quadruple Contract Analytics Productivity
Time is the single most important asset any business has – and how an organization spends its time ultimately dictates its productivity and success. In business, there are some tasks that are particularly time intensive – and, as a result, particularly costly. One notable example is legal time and costs. Imagine a national retail chain, for example.
Lawyers and paralegals spend countless hours poring over the chain’s procurement contracts to analyze risk, renewal dates and renegotiation terms – valuable time technology experts say can be largely recaptured with the proper implementation of artificial intelligence (AI).
By tapping into the power of sophisticated services like IBM Watson Discovery Services for Element Classification, Coda Global, a cloud-native consultancy and application developer, has created an AI-based Contract Review Automation solution that can be customized for each client to compare and contrast contractual language, discerning what should and should not be included in a contract, flagging only specific wording in contracts that needs human review. Today, the solution is best suited to procurement environments (i.e., retail, government or real estate), but the organization sees a growing number of use cases on the horizon.
“While AI is still in its infancy, as an early adopter, Coda has found a significant way to employ this bleeding-edge technology to help medium- to large enterprises reduce the complexity and manual labor involved in analyzing procurement contracts,” says Sharan Gurunathan, Executive Vice President and Principal Solutions Architect.
Sharan added, “After investing the time to properly train the system, we have seen customers improve their contract review times by as much as four times their previous output.”
Relying on the power of IBM Watson, Coda Global’s AI-based Contract Review Automation solution uses IBM Watson Discovery Element Classification and Machine Learning techniques to match established patterns for key procurement and contracting language such as payment terms, warranties or subcontracts, alerting on specific words or sections that need to be reviewed by a human being.
If it would normally take a paralegal one hour to review a contract in the earlier enterprise-retailer example, Coda’s solution can significantly speed the process, allowing five or six contracts to be reviewed in the same period of time. By augmenting the reviewer’s intelligence, the solution accelerates the review process and improves productivity, freeing the paralegal or other legal authority from the tedious task of reading reams of legal documents to allow them to perform larger volumes of work in shorter periods of time.
While the buzz today is all about AI and the possibility of artificial intelligence eliminating human jobs, the term “augmented intelligence” may actually be a better descriptor of what today’s technology is designed to do.
Augmented intelligence helps people do their jobs more effectively by delivering insights that accelerate human decision-making processes. Today’s AI-based contract review automation solutions are not a contract reviewer’s nemesis; on the contrary, they are more like a significant helping hand.
Bigger is Better
To determine if an organization is well-suited for AI-based contract review automation, it’s critical to pay close attention to the amount of data being analyzed. Because the solution must be “trained” to recognize patterns within data sets, there is a minimum threshold for success. Recognizing patterns in five pieces of data is difficult while identifying patterns among thousands of data sets is relatively easy. Therefore, the larger the volume of work, the bigger the return on investment will be.
Businesses analyzing 500 or more contracts per month are in the sweet spot for adoption, which typically means an AI-based contract review automation solution is best suited for medium to large enterprise organizations reviewing large numbers of contracts per month.
Training Takes Time
Just like on-boarding a new employee, an AI-based contract analytics solution has a learning curve. It takes time to train the solution to the host company’s exact specifications. To reap the most rewards, clients must be prepared to “teach” the system their own specific terminology – the nuances that the application is searching for inside the contracts it studies for the organization.
Therefore, the time- and cost-savings don’t begin the very moment an automated contract review solution is adopted. Instead, the first 100 or more post-adoption contracts will still need to be manually scrutinized to allow the system to gather enough data to do its job thoroughly. The contract review process will then become automatic.
Forrester recognized Stibo Systems for its unique hybrid cloud strategy and gave the Company among the top scores in the Market Presence and Strategy categories.
Stibo Systems, the global leader in Business-first Master Data Management (MDM)™ solutions, today announced that Forrester Research Inc., a leading independent technology and market research company, has positioned the Company as a “Leader” in The Forrester Wave™: Product Information Management Solutions, Q2 2018 report. In its 27-criteria evaluation of product information management (PIM) providers, Forrester recognized Stibo Systems for its unique hybrid cloud strategy and gave the Company among the top scores in the Market Presence and Strategy categories.
Bruce Eppinger
Bruce Eppinger, senior analyst at Forrester and author of the report wrote, “Stibo [Systems] excels in the core PIM use cases, winning high marks in content creation, enrichment, and the power of its vendor portal. The solution boasts an in-memory data option as a performance differentiation.”
Bruce added, “Stibo Systems is the best fit for businesses looking for a leading multi-domain data management platform with an outstanding vendor portal and data governance model.”
Forrester also acknowledged Stibo Systems for growing its Product MDM offering organically over its 30-plus years, and for successfully transitioning from an IT-first to a Business-first mindset. Built on the award-winning STEP platform, Stibo Systems’ portfolio manages an extensive number of data types including product, customer, supplier, employee, asset, and location, while also supporting both Digital Asset Management (DAM) and Product Lifecycle Management (PLM).
“We are honored to be the only vendor to have been named a leader in the past three Forrester PIM Waves, and especially to be cited for our Business-first operating model providing true business value,” said Prashant Bhatia, Global Chief Product & Marketing Officer at Stibo Systems.
Prashant added, “In our view, these distinctions acknowledge our deep commitment to delivering superior multidomain offerings that drive real value for our global customers. We understand that businesses today need clean and accurate data on products, customers, suppliers, locations, etc., to provide a superior customer experience, support their digital transformation efforts and outpace the competition.”
Peter Garza’s primary responsibility is to spearhead all marketing initiatives for the company, to accelerate further incremental revenue growth and new customer acquisition.
LeaseQuery, a leading provider of comprehensive lease accounting software, announced the addition of Peter Garza as Vice President of Marketing. Peter Garza’s wealth of experience in content marketing, brand management, demand generation, digital marketing and Six Sigma offers a combination of skills that will further solidify the company’s standing as Atlanta’s fastest-growing technology company,as it was named by the Atlanta Business Chronicle Pacesetter Awards.
Peter Garza
Garza’s primary responsibility is to spearhead all marketing initiatives for the company, to accelerate further incremental revenue growth and new customer acquisition.
“Adding Peter to our organization was a real score for us.”
George Azih
“Adding Peter to our organization was a real score for us,” said George Azih, LeaseQuery’s founder and CEO.
Goerge added, “His depth of marketing knowledge and proven track record of developing and executing revenue growth strategies will enhance our goal of continuing to be the leader of accounting software. Peter is the right leader to propel our marketing strategy and drive awareness of our brand and lease accounting expertise. It’s a proud and exciting day for LeaseQuery.”
Garza – a 2014 Oracle Marketing Cloud Markie Award winner for Modern Marketing and Demand Generation – brings with him more than 20 years of business-to-business marketing experience. “LeaseQuery has grown phenomenally – over 900% – and has quickly become the preferred lease accounting solution among accountants and other finance professionals,” Garza said.
He continued, “Joining this cutting-edge organization was an opportunity I just couldn’t pass up. I’m excited about building upon that impressive growth.”
Before joining LeaseQuery, Garza was vice president of marketing at InTouch Health, the leading telemedicine solutions provider, responsible for building brand awareness, driving top-line revenue growth via demand generation, and performing market research. Prior to that, Peter Garza was the vice president of demand generation and digital marketing for MedAssets, Inc., a $2.7 billion (market cap) revenue cycle management and supply/clinical resource management healthcare company. He built out its demand generation engine, delivering over $118 million of the pipeline within 18 months, which turned into $41 million of incremental revenue. He was a finalist for both SiriusDecisions Return of Integration (ROI) Demand Generation and Marketo Revvie Awards for his thought leadership and extraordinary results in that role.
Prior to this, Garza was the director of channel marketing for AGCO Corporation, a $10 billion agriculture manufacturer, where he modernized its marketing programs, delivering over $288 million in pipeline.
Earlier in his career, Garza held several leadership positions at Caterpillar, in marketing, distribution development, product support and supply chain management. He won Caterpillar’s annual President’s Quality Award for an effective go-to-market strategy and new product introduction project that generated over $220 million of incremental revenue.
Vbrick, the leading provider of enterprise video software, has announced it has received $20 million in funding led by Morgan Stanley Expansion Capital, with participation from existing investors Acme Nova and Adams Capital. The funding will build upon the rapid adoption of Vbrick’s video platform into the enterprise market by accelerating the pace of innovation, growing sales and marketing, and fueling the company’s partner ecosystem.
Vbrick closes $20 million in funding to fuel rapid global expansion of enterprise video.
Since the launch of Vbrick’s flagship Rev platform in 2015, the company has added over 300 new customers and experienced over 100% annual subscription revenue growth. For 2018, Vbrick was recognized as Cisco’s Global Independent Software Vendor Ecosystem Partner of the Year, highlighting a close business partnership underscored by a 96% increase in partner bookings this past year.
Shelly Heiden
“The continued growth of our customer base demonstrates the increasing demand for enterprise-grade video platforms and the broad applicability of our technology across executive communications, collaboration, and training needs. We have an exciting pipeline of ideas and innovations to bring our customers, and are thrilled to be partnering with Morgan Stanley Expansion Capital,” said Shelly Heiden, Vbrick’s CEO.
Shelley added, “Support from new and existing investors will allow us to continue to rapidly innovate and meet the surge in customer demand.”
Pete Chung
Fortune 500 customers use Vbrick’s Rev platform to stream and record their executive webcasts, to connect with their employees globally, and to consolidate all recorded video into a single system of record for consistent messaging across their organizations.
“Vbrick’s tremendous customer retention and satisfaction provide strong support for our thesis that enterprise customers will increasingly turn to video as the most effective form of communication with employees, customers, and partners,” said Pete Chung, Managing Principle and Head of Morgan Stanley Expansion Capital.
Pete added, “The Rev platform’s unparalleled ease in enabling live video streaming and rapid access to video content is fulfilling an unmet need in the market place for enterprise video.”
Adobe has announced the completion of its acquisition of Magento Commerce, a market-leading commerce platform. The addition of the Magento Commerce Cloud to the Adobe Experience Cloud will deliver a single, end-to-end digital experience platform including content creation, marketing, advertising, analytics, and commerce for B2B and B2C customers. The Magento Platform brings together digital commerce, order management and predictive intelligence to enable shopping experiences that scale for businesses of any size.
“Across every industry, people aren’t just buying products, they’re buying experiences”
Adobe is the world’s leader in designing and delivering digital experiences. At the core of every great experience are content and data, which enable the consistent, personal, intuitive experiences consumers have come to expect. Commerce is integral to the customer experience—whether on the web, mobile, social, in-product or in-store. Adding commerce to the Adobe Experience Cloud enables our customers to make every moment personal and every experience shoppable.
Magento Commerce Cloud brings digital commerce and order orchestration for both physical and digital goods across a range of industries, including consumer packaged goods, retail, wholesale, manufacturing and the public sector. The Magento Platform is built on proven, scalable technology supported by a vibrant community of more than 300,000 developers.
The Magento partner ecosystem provides thousands of pre-built extensions, including payment, shipping, tax, and logistics. This level of flexibility enables businesses to quickly ramp and iterate their commerce experience with their changing business needs.
“Across every industry, people aren’t just buying products, they’re buying experiences,” said Brad Rencher, executive vice president and general manager, Digital Experience, Adobe.
Brad added, “Adobe is the leader in delivering end-to-end digital experiences and with Magento Commerce, Adobe will further solidify its leadership position.”
“Digital transformation starts with a creative spark or a specific business need and comes to life with best-in-class technology,” said Mark Lavelle, CEO, Magento.
Mark added, “As a part of Adobe, we see a tremendous business opportunity to power experience-driven commerce for brands and merchants of all sizes.”
With the acquisition now closed, Magento Commerce CEO Mark Lavelle will lead the Magento Commerce Cloud business, reporting to executive vice president and general manager of Adobe’s Digital Experience business unit, Brad Rencher.
ZoomInfo announces two new products that put your accounts and contacts at your fingertips on any webpage and the HubSpot platform.
Phil Garlick
“Over the last year, we have doubled down on our strategy of making ZoomInfo’s contact and company data available on the platforms where our customers live,” Phil Garlick, Vice President, Corporate Development, said.
Phil added, “In keeping with that strategy, we have released two new products that integrate seamlessly with a host of platforms and systems our customers use.”
Reachout 2.0 puts account and contact information everywhere
The new version of ReachOut, ZoomInfo’s Google Chrome Extension, further simplifies sales prospecting for B2B sales and marketing professionals. ReachOut puts contact and account data right at users’ fingertips, giving them access to ZoomInfo’s account and contact data on every webpage and the leading sales platforms.
The new version enables users deeper functionality when they export to CRM and sales automation platforms, such as Outreach and SalesLoft. Users can also export and update contacts directly to Salesforce, HubSpot, and Microsoft Dynamics from ReachOut and access all of ZoomInfo’s data directly from the extension.
HubSpot integration delivers most accurate data to HubSpot CRM users
Through ZoomInfo, users now can export account and contact information directly into HubSpot with a click of a button. The integration decreases the risk for manual errors and increases prospecting efficiency. With the addition of ZoomInfo’s Complete, which allows users to enrich and append contacts and companies the moment they are created with the most-up-to-date account and contact information, companies can ensure that their sales and marketing teams are using the freshest data.
The announcements came at ZoomInfo’s Growth Acceleration Summit, which is being held in Boston. The event, which has more than 500 B2B marketing and sales professionals in attendance, explores how to improve alignment to drive sales and marketing productivity and facilitate growth acceleration. Keynote speakers include Los Angeles Lakers great, Magic Johnson;Jay Baer, Convince & Convert; Tiffani Bova, Salesforce; and Keenan, A Sales Guy, Inc.
ZoomInfo also introduced ZoomInfo University, a comprehensive, hands-on certification program that enables B2B professionals to fully leverage its B2B contact and account database for business results, at the Summit.
SG Impact creates a virtual community of industry players, including buyers and sellers of technology and sourcing services.
Information Services Group (ISG), a leading global technology research and advisory firm, announced significant updates and enhancements to ISG Impact™, its first-ever mobile app for clients, that allow users to customize their ISG content feeds and features and interact with ISG advisors and the broader ISG Impact user community.
Launched in February 2018, ISG Impact creates a virtual community of industry players, including buyers and sellers of technology and sourcing services. The ISG Impact updates released enhance users’ ability to search, bookmark, comment and like ISG content; share links and comments on social media, participate in polls and tailor and manage their user profiles. The new version, ISG Impact 1.2, is now available on both iOS and Android devices. The original release was available only on Apple devices.
“ISG Impact is a passport to ISG’s deep, industry-leading data and insights,” said Todd Dreger, ISG Partner and Chief Marketing and Strategy Officer.
Todd added, “Version 1.2 adds the ability to customize, search and share the latest ISG thought leadership on the go. With the enhanced ability to easily engage with others, ISG Impact allows users to explore areas of interest and create virtual communities of buyers, sellers, ISG analysts, and advisors. The resulting conversations have tremendous potential to spark growth and innovation.”
ISG Impact contains ISG content including thought leadership articles, research reports, white papers, case studies and news, searchable by category, as well as upcoming industry events and external content accessed using the app’s augmented reality feature. Using this AR functionality, users can experience ISG’s robotic process automation services in an entirely new way.
Mail Terrier can even search through emails received from multiple programs
CoolUtils.com announced the launch of its latest utility app, Mail Terrier, which can search through endless folders of emails in seconds, using only one keyword, phrase or a combination of either. Mail Terrier can even search through emails received from multiple programs (Outlook, Yahoo, Gmail, Thunderbird, etc.) and is far more focused than usual in-built email search software.
Mail Terrier was developed to search through the bodies of emails, from multiple programs, and then organize those search results into an easy to see list. Mail Terrier finds the right email even if it has to sift through thousands of particular documents. The app is especially useful for legal firms or police and investigators, both of whom often comb through a large volume of material from a variety of programs in search of a particular piece of information or evidence.
Users can set the exact folder through which to search or instruct Mail Terrier to scan through an entire computer for all email-related files; this is an especially useful feature for investigators and police. The search algorithm can handle a variety of file types: MSG, EML, MIM, EMLX, PST, and MBOX files, sorting through gigabytes of data if needed to find the correct files.
Once the initial search is completed, users can then ask Mail Terrier to search again within all found files or through a selected destination.
Users generally select one word or a phrase to direct Mail Terrier, but it is equally capable of searching for a complex series of words or a specific sentence.
For example, the app can find an email containing the words “house” and “buyer” in the body if there are less than two other words in between the searched terms. But the Mail Terrier could also search for the specific phrase: “blue house with no buyer.” Mail Terrier can also be asked to exclude words from a search.
The Mail Terrier makes a list of found emails and offers the user a quick preview. Users can open each message with a double click, print out selected emails or save them in PDF, TEXT, TIFF, EML or MSG formats. The Mail Terrier can also export the list of results to a PDF, XLS or DOC file.
At the time of this announcement, CoolUtils Managing Director Olga Lapshinova, said, “As the developer of the popular Total Mail Converter, we soon received numerous requests to provide an additional option that allowed for searching within emails. It was such a great addition to our app lineup that we thought it was worth a new product — so our coding team went to work. The initial feedback from our clients has already indicated that Mail Terrier is a life saver. We’re thrilled to offer it as a free trial download.”
Mail Terrier works fast and although it takes some time to scan all folders in the initial search, once that is complete, the second scan is lightning fast. Mail Terrier also stores all searches conducted, saving them under a history tab, thus reducing the time needed to make future related searches.
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