Business Development Leader, Todd Schulte, Joins Exec Team at Growing Sales Intelligence Company, SaleScout
SaleScout Data Solutions, a leading B2B sales and marketing data provider used by enterprise companies to accelerate growth and revenue, has named Todd Schulte as Senior Vice President of Sales, reporting to CEO, Chris Lynde. On his first day with SaleScout, he will be representing the company at the SiriusDecisions Summit at booth K200 in Las Vegas.
“We are excited to have Todd join our executive team,” said Chris Lynde.
Chris added, “His expertise in the new business development and sales team leadership is unmatched. I look forward to working alongside him as he delivers our highly qualified and accurate sales and marketing data that will help our clients generate more leads and close more deals.”
Schulte has more than 20 years of experience in building and leading high-performance sales teams, data management and business development for top brands including Conversant and Epsilon Abacus. Most recently, he was the senior vice president of new business development at Wiland, and prior to that, he was president of The Caleb Group, which invested in SaaS, mobile marketing, and predictive analytics companies.
Todd studied for an MBA at the University of Phoenix and earned a bachelor of science in business administration at the University of Colorado at Boulder.
In this pivotal role, Schulte is responsible for building and accelerating the growth of SaleScout’s new business and sales strategy. His primary role will be to focus on creating strategies, systems, and processes that will propel SaleScout’s proprietary sales intelligence and lead generation solutions as the company continues its rapid expansion.
Currently, SalesScout, using proprietary technologies, exclusive data sources and human verification, SaleScout delivers the most accurate and qualified B2B sales and marketing solutions available. Providing qualified contact data allows sales teams to focus on selling and marketing teams to target more effectively, ultimately putting an end to the cold call.
Rebranding to PathFactory Reflects The Vision to Power Data-Driven Content Delivery and Provide Marketers with a Path to Greater Relevance, Insight, and Revenue
Today, a MarTech 150 RADAR company, LookBookHQ, announced the launch of PathFactory Content Insight and Activation Engine, subsequently rebranding themselves to PathFactory. Elle Woulfe, VP of Marketing at PathFactory, chatted with us at the time of this announcement, providing significant details on how they planned for their recent milestone and what it means to their B2B customers and partners.
The Inception of PathFactory
Rebranding to PathFactory Synonymous with Delivering Contextual Content to Smart Customers
Elle Woulfe, VP of Marketing at PathFactory
Elle revealed, “Buyers are living in a world of Netflix, Spotify, and Amazon – an “active content” world. They expect to be fed the information they need on-demand and want to consume it ‘In-the-Moment’.”
Elle added, “B2B marketing doesn’t work for them anymore. The experience is too passive – it’s slow and difficult and leaves them hunting for the information they need. It’s like looking through an encyclopedia to find your answer versus asking Alexa.”
During the chat, the VP of Marketing at PathFactory stated that the company had been working to solve these B2B problems for marketers for many years. She said, “With the launch of the PathFactory Content Insight and Activation Engine, we just made it a whole lot smarter, benefiting both buyers and marketers, and providing a clearer path to revenue – so we changed our name to reflect this.”
Rebranding to PathFactory: A Strategic Growth Mover for LookBookHQ
The Process to Educate PathFactory Customers and Prospects About the New Identity Was Planned with Precision Based on Clear Objectives
Elle said, “The launch of the PathFactory Engine and our new brand go hand in hand. The tremendous leap forward in helping marketers use content strategically to achieve critical marketing outcomes is what will power our growth. Content Insight and Activation is the most transformative new marketing technology since marketing automation, and the launch of the PathFactory Engine was a milestone for us.”
We clearly knew that the goal of PathFactory rebranding was to create well-educated and enthusiastic brand ambassadors.
She stated, “We wanted our name to reflect our vision to power data-driven content delivery and provide marketers with a path to greater relevance, insight, and revenue. It is that vision that will further our growth.”
The VP of Marketing at PathFactory added, “We began the communication process around the launch and re-brand about six weeks ago when we let our employees in on the new name. It was very important that they be a part of the process, and be excited and informed about what it means. We ran a short info session each week where we shared more information about the launch.”
The Role of Key Analysts and Customer Advocates in PathFactory Rebranding
Elle said, “Our key analysts had been informed a few weeks ago, and we shared the details with about a hundred customer advocates, partners, and friends of the company over the last two weeks. That group all received a carefully-curated direct mail package with branded items and a top-secret announcement.”
We clearly knew that the goal of PathFactory rebranding was to create well-educated and enthusiastic brand ambassadors.
We now have an integrated, omnichannel campaign to inform the market, consisting of email, display, and social components, along with the very visible launch at the SiriusDecisions Summit 2018 in Las Vegas.
The Definition of PathFactory’s Ideal Customer
Elle informed us about their ideal customer profile. She said, “Our ideal customer is now and has always been high-performing marketing organizations that pride themselves on driving revenue for their companies.”
Elle added, “Our best customers have a mature approach to demand generation, digital marketing, and marketing operations, and want to transform passive content delivery to provide always-on customer experiences at scale. They are also unsatisfied with the data available to them today about how their content is performing and the impact it has on revenue. They are seeking deeper insight to understand the role of content in the buyer’s journey.”
How Would Sales Teams Benefit from PathFactory?
PathFactory Now Empower a B2B Marketing and Sales Team with Content Insight and Activation Platform
Elle mentioned, “Our customers have proven that if you change the way you deliver your content, you can educate buyers faster, accelerate them through the funnel, and provide higher-quality leads to sales, delivering great results for their businesses.”
She added, “The PathFactory Content Insight and Activation Platform helps B2B marketers connect audiences at all lifecycle stages with the information they need, wherever they engage, and provides the insight to analyze what is and isn’t working to generate pipeline and revenue. By optimizing the delivery of content, companies are able to create more deeply educated and qualified buyers and ultimately accelerate the path to purchase.”
Intelligent Content Benefit Both Sales and Marketing
The Insight provided by the PathFactory Engine gives both sales and marketing the most powerful buying signals available in B2B, including Engaged Intent.
Elle said, “Content is at the heart of B2B marketing and every interaction with content should generate a ton of insight. But the metrics marketers rely on today – clicks, form fills, downloads – only tell part of the story. By tracking exactly how much time an audience spends consuming content, marketing and sales teams get an objective insight into buyer interest and intent.”
The Power of Artificial Intelligence and Machine Learning (AI/ML) in Content Marketing
B2B Content Recommendations to PathFactory: We Saw it Coming!
Elle said, “In 2016, we launched the first B2B content recommendations powered by artificial intelligence. We’ve made our platform smarter today by dramatically expanding the breadth and quality of the dataset that’s powering it.”
She informed, “The PathFactory Engine gathers hundreds of signals from visitors, accounts and third-party sources, analyzes content using AI, and combines that with deep engagement data to automate and optimize content activation at scale and prove content’s influence on revenue.”
Pathfactory Product Roadmap for B2B Content Marketing
New Technologies in Automation/ Content Development, and Content Delivery for 2018-2020
We believe that in order to get as close as possible to true, always-on content activation, it requires a deep knowledge of your content and your audience. Sounds simple, but to date, there have been many missing pieces. Some of the places we’re continuing to invest include —
The continued use of AI and machine learning to understand our customers’ content better automatically, so that content engagement can drive true insight around what topics are resonating and why the content is working.
Breaking down the walls between marketing and sales by providing truly actionable insight and next-best actions to sales, in the systems where they work, with context around why the account/lead is qualified.
Elle stated, “The use of conversational UI (chatbots) is becoming commonplace; the B2B application we are interested in is to ask the visitor what type of content or topics they are looking for, and use their reply to provide them with the most appropriate content. Just as important, we would like to tell the marketer what terms people are “searching” for to prevent people bouncing back to Google and relying on the marketer’s SEO/SEM to direct them to the information they need.”
Thank you, Elle, for your insights on PathFactory.
TTEC, Bombora, EverString and Terminus to Introduce Innovative B2B Sales Approach at SiriusDecisions Summit
TTEC (NASDAQ: TTEC), a leading global technology and services provider focused exclusively on the design, implementation and delivery of transformative customer experience for many of the world’s most iconic and disruptive brands, today introduced a groundbreaking B2B sales approach for driving account-based go-to-market with partners Bombora, EverString and Terminus. The companies will share details around their integrated offering during the SiriusDecisions Summit, May 8-10, in Las Vegas, NV.
Target account selection is the foundation of any account-based go-to-market approach. The FIEE Methodology, which brings together industry leaders in B2B sales and marketing, is focused around a core structure of Fit, Intent, Engage and Execute. Through the strategic integration of analytics, insights and actions, these companies are optimizing target account selection and driving sales results with:
Fit
EverString finds the most relevant prospects through automated machine learning
Intent
Bombora aggregates third-party behavioral data to provide insights about when prospects are actively in-market and most likely to engage
Engage
Terminus’s software enables account-based marketing at scale to drive demand, accelerate pipeline, and improve customer marketing
Execute
TTEC operationalizes and executes omnichannel sales programs to acquire, retain and grow customers
Kyle Priest
“While many companies invest in individual tools for account-based sales and marketing, most businesses fall short in executing programs across channels,” according to Kyle Priest, Chief Strategy and Marketing Officer, TTEC. “Through this integration of strategy and technology, we’re identifying the right customers, capturing their attention at the right time and through the right channel, and creating an immediate dialogue with them. This integrated approach rapidly acquires new customers, grows wallet share and maximizes results for our clients.”
TTEC will share insights alongside their client around how the world’s leading logistics company is growing sales with its business customers using the latest AI-enabled technology, the most reliable data, and precision analytics. During the presentation, How to successfully bring Fit, Intent, Engagement and Execution together to hit new heights, on Tuesday, May 8, the client will describe how it is building customer engagement and growing its business by understanding customer needs, value and behavior, during and after every interaction.
True Influence opens office in London and appoints VP of International and Channel
True Influence, the technology leader that delivers an intent data platform and lead generation services used to improve ABM strategies and B2B marketing performance, announced today that Peter Larkin has joined the leadership team as Vice President, International and Channel, and has opened a UK-based office in London, England.
Brian Giese
“We are delighted to have Peter join our team at this exciting time,” said True Influence CEO Brian Giese. “We look forward to leveraging his impressive and lengthy experience in business-to-business sales, channel, and management to help lead True Influence, as we continue our rapid growth. Our new office in London is just the first step in our company growth plan.”
Prior to joining True Influence, Larkin served in several management roles at Tech Target, across various sites, media groups, and international regions. His experience includes multiple management roles and sales-related positions at several Tier 1 organizations in the computer hardware industry and in recruiting. Larkin graduated from Springfield College in Springfield, Massachusetts with a degree in History.
Peter Larkin
“I am thrilled to be the new Vice President, International and Channel at True Influence,” says Larkin. “This position enables me to be work in the areas I love most. In joining True Influence, I am able to bring advanced technology to international organizations, while working to expand True Influence’s current customer and channel relationships.”
Larkin says his main goal as VP, International and Channel is to bring True Influence’s technology and data to companies that have not currently integrated it into their program. He wants them to learn about the ways True Influence can enhance their sales and marketing implementation, while reducing their new customer acquisition costs.
With Larkin joining the company, True Influence has opened an office in the UK, as an expansion of their existing services into the European markets. The company has been successful providing international intent monitoring, digital demand generation, and ABM services to US based companies and are now providing these services to European-based companies too.
Funding For The Tech-Enabled Marketing And Sales Platform Will Fuel Growth To Hire 100 New Employees And Scale The Business
JumpCrew, a leading customer acquisition platform announced today that it has completed a $5.4 million Series A round of financing and has hired two senior executives. Hinsdale LLC, an investment partnership managed by John Pinto, led this round with participation from existing and new investors. The funding will allow JumpCrew to scale the rapidly growing business, accelerate client onboarding, allow for strategic acquisitions, and it will be investing in 100 more professionals this year. This Series A financing arrives on the heels of an exceptional year where they tripled their number of clients.
The company’s executive management team welcomes two key executives, COO Greg Jackson, formerly President of Everyday Health, and CFO Dmitriy Lavrenkin, who was Vice President at IAC Applications. Jackson, who saw Everyday Health from a startup to its IPO on the New York Stock Exchange, will be bringing a wealth of expertise in digital media, data technology and AI to elevate JumpCrew’s technology-enabled marketing and sales solutions. Lavrenkin is an operational finance executive nuanced in the digital media, healthcare, and financial industries.
JumpCrew offers a full suite of client acquisition marketing solutions along the new customer journey from lead generation and nurturing to social media discovery, insight selling and closing deals. They currently service over 200 clients across several industry verticals including publishing, healthcare, media, and technology.
Matt Benedict
“Today’s market demands real revenue results, and JumpCrew’s quick growth is a testament to our ability to be a trusted partner, helping our clients achieve their financial goals,” said JumpCrew CEO Robert Henderson.
David Pachter
“Our transition to inside sales with JumpCrew is transforming our ability to compete,” explained JumpCrew client Matt Benedict, CEO of Marcoa Media. “We contracted with JumpCrew for a few small projects and it’s been so successful that we’ve deepened the relationship and now have a multi-million dollar partnership with thirty dedicated Account Executives at JumpCrew supporting Marcoa Media’s sales efforts.”
“We are laser focused on accelerating revenue for our clients, and we are seeing that our early investment in technology is paying off in achieving those goals,” said JumpCrew Chairman David Pachter. “We are excited to explore and invest in new technologies as well as talent, and we anticipate exponential growth for our growing roster of clients.”
Troparé launches workbench-like marketing studio consisting of ten (10) imperative data solutions set to transform data-driven marketing work cycles.
Troparé, Inc.a thriving, privately held software development company, today announced the launch of Troparé Studio, a completely self-service, closed-loop data management studio consisting of ten (10) powerful data solutions set to boost data-driven marketing and sales productivity and effectiveness.
Troparé Studio
Designed specifically for non-technical B2B marketing and sales professionals, Troparé Studio enables users to ingest data from over forty-five (45) different sources, including all the major CRMs and (cloud-based) databases to be cleansed, transformed, standardized, and compiled prior to helping users answer questions along the lines of, ‘Who are my best customers?’, ‘What do my campaign effectiveness scores and associated correlation metrics look like?’, or ‘Am I equally assigning sales territories among my sales reps based on opportunity and performance?’
Daniël Hussem
Troparé Studio not only facilitates the tools to answer these questions, it empowers users to take a step further through built-in solutions like Data Matching, Machine Learning, BI & Analytics, Territory Management, Reporting and Visualizations, and List and Campaign management, in addition to its previously mentioned Data Ingestion and Transformation capabilities which can all be scheduled to run automatically as well. “Giving marketing and sales the tools to actionably operate and analyze their data not only increases productivity, it creates a completely new work methodology, accelerating the entire pipeline and ultimately business success,” said Daniël Hussem, Head of Marketing at Troparé.
Company Direction
Greg Carpenter
The launch of Troparé Studio marks a milestone in the company’s development journey. “We originally started off as a mobile app/database development company creating enterprise prospecting applications for customers like AT&T, before getting approached by data giant Dun and Bradstreet to start developing custom database solutions for its enterprise customer tier,” said Greg Carpenter, Founder and CEO of Troparé. “While developing various highly successful point-solutions for different enterprise companies over the years and recognizing their struggles, it became clear that integrating these different solutions into a single platform with a closed-loop data flow and direct integrations into our mobile sales suite would be a game-changer across the board.” Further expansion of Troparé Studio capabilities are already projected in the company’s roadmap.
Two case studies highlight MRP’s AI capabilities for insight-driven account-based marketing
MRP, a global account-based marketing platform leader, will sponsor and present at SiriusDecisions 2018 Summit May 8-10 in Las Vegas. At the summit, MRP and its clients will focus on how B2B businesses can utilize artificial intelligence for sales and marketing. MRP will also showcase its latest predictive analytics software update, Prelytix 2.1.
“MRP understands that B2B organizations must explore how they can update and scale their sales and marketing approaches to stay competitive, and AI is a powerful way to do that” said Kevin Cunningham, CEO of MRP. “We’re excited to exhibit our latest AI-powered sales and marketing offerings and capabilities at SiriusDecisions 2018 Summit.”
As part of the summit, two MRP clients will present case studies. On May 8, MRP’s first participating client will share with attendees how MRP and its AI-embedded software has helped the organization scale demand generation globally. The case study will focus on how account-based marketing driven by the streaming insights derived from predictive analytics can target relevant accounts, provide better visibility into demand units and drive greater return on investment for sales and marketing.
Also on May 8, MRP’s second participating client will discuss how it was able to streamline its marketing strategies thanks to MRP. The client will share how predictive analytics helped align their investments and workflows around the always-on account-based insights from MRP Prelytix.
A new partnership between DecisionLink and Membrain will make it easier for sales teams to consistently have substantive value conversations with prospects at every stage of the sales process, increasing both deal values and win rates.
DecisionLink’s ValueCloud™ platform guides salespeople through an easy-to-use workflow about a given opportunity and then produces customized, visually appealing assets that can be used to drive value conversations with the prospect and ultimately justify the seller’s proposal. This process, which used to take several experts and significant effort, is made fast and easy by DecisionLink’s cloud-based application built on a proprietary database of hundreds of pre-set “value objects,” which in turn are based on in-depth industry knowledge.
George Brontén
Combined with Membrain’s sales effectiveness platform, which guides salespeople through an informative and actionable sales process and methodology, this will ensure a structured and value-based sales approach in every sales opportunity by every salesperson. An additional benefit of using the Membrain/DecisionLink combination is that it creates valuable touch points for salespeople to build relationships, respond to emerging opportunities and learn more about the prospect’s business, positively differentiating sellers in today’s fierce competitive landscape.
Jim Berryhill
“We love the way DecisionLink makes value conversations easier and more visual,” says George Brontén, founder and president of Membrain. “We’re thrilled to be able to offer it to our partners and customers as a value-added solution.”
“Membrain’s platform is a great fit for our customers who are involved in a complex b2b sales environment,” says Jim Berryhill, CEO and founder of DecisionLink. “These tools together will help salespeople increase deal values and win more deals.”
The world of CRM is ever-evolving with something new regularly out of the tech horizons. Now SMBs can do something interesting with CRM systems. Really Simple Systems, a provider of CRM solutions for SMBs, has introduced a new feature that allows users to create sales quotations from their CRM. Named, ‘Quotations’, the new functionality offers an all-encompassing quotation and pipeline solution helping users manage and complete the entire sales process.
Executive Speak
Lisa Kilmister, Sales Manager, Really Simple Systems, says, “This new feature makes team collaboration really effective as everyone can see exactly what has been quoted and the status of the sales opportunity. It makes managing my sales opportunities really quick and easy. I think this will be a key feature for many of our customers.”
More about Quotations
The newly-introduced feature can be availed through Really Simple Systems’ Professional and Enterprise plans. Quotation enables users to create a quotation arising from a sales opportunity in the CRM. Users can then mail it directly to their prospects or customers. It also offers an option of seeing the quotation on screens and it can also be downloaded to files. The sales quotation remains stored in the sales opportunity record as well as the CRM providing a complete activity trail.
Customized Templates for Quotations
The CRM system of Really Simple Solutions is inclusive of a quotations template which can be tailored in terms of brand logo, payment terms, company branding and information, legal requirements, and more. Regional tax details can also be added with an option of showing tax against overall value or quoted line value.
This new feature is designed mostly for creating sales quotations but it works quite well for invoices and purchase orders. All a user has to do is simply change existing post-script text and document name on the template.
Quotations feature in the CRM system come with reasonable storage space for every price plan. Professional plan allows a storage of 5GB, and the Enterprise plan has unlimited storage. For now, Quotations is available juts for a single rate of taxation and single currency use.
New Tool Helps Companies Achieve Highest-Level of Execution in Inside Sales, Digital Sales. Infinity, AA-ISP partner to help companies become certified inside sales organizations (CISO™)
On Thursday, May 3rd, Infinity, Inc., and the AA-ISP (The Global Inside Sales Association) announced a partnership aimed to help companies achieve the highest-levels of execution in inside sales and digital sales.
The partners announced the Certified Inside Sales Organization, or CISO™, the first organizational certification designed to help companies compare internal programs against an established set of industry standards.
“Almost every industry has a certified way to measure the health of their organization, but until CISO™, the inside sales industry hasn’t had this insight,” says Thomas Leidigh, CEO of Infinity.
CISO™ combines Infinity’s Buyerlytics® revenue system methodology with AA-ISP’s 12 elements of inside sales. The result is a holistic assessment of an inside sales organization across leadership, culture, development, systems, technologies, and more. The process of achieving CISO™ Certification will help organizations be viewed internally and externally as one that strives for—and achieves—excellence.
The Certification comes at a time when inside sales is becoming a leading corporate sales channel. Since the early 2000s, companies started re-allocating resources from field sales to inside sales. Companies justified the shift because costs of phone and desk-based inside sales were significantly lower compared to travel costs associated with field sales. Today, the US adds new inside sales positions 300% faster than field sales positions, and the need to continue to keep the industry cost-efficient is just as important as ever.
“The AA-ISP is excited to partner with Infinity and their Buyerlytics assessment process. Organizations now have a simple way to provide an assessment across 12 key areas which will ultimately help them to see where they stand compared to best in class. It also allows inside sales organizations to demonstrate their commitment to people, process and technologies by earning a coveted CISO™ credential,” says AA-ISP Founder & Chairman, Bob Perkins.
“This collaboration is built on decades of experience and knowledge, with a goal to strengthen our industry. We’re proud to be a part of it,” says Leidigh.
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