SOURCE: InsideView


November 04, 2009 09:00 ET

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

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," 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," 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 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, SugarCRM, NetSuite, Microsoft, and Oracle. For more information, visit

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