Comparative Analysis B-to-B Prospecting Data

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Ruth Stevens and Bernice Grossman analyzed the relative quality of prospecting databases available to B-to-B marketers. Based on research in 2010 on compiled data, with 5 vendors participating (Demandbase, D&B, Infogroup, Jigsaw and Netprospex), and in 2011 on response data, with 3 vendors (Infogroup, Mardev DM2 and Worldata), we also offer tips on how to pre-test vendor options and make sensible vendor selection decisions.

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  • We had 2 approaches for assessing completeness: companies by SIC and contacts by company
  • Add circles
  • We asked FAX but decided later to abandon it.
  • No errors. One alternate (working) email address. Fewer than 10 employees. 15 years in business.
  • Wrong phone numbers.
  • Wrong address; see a trend here? Good accuracy, mixed coverage.
  • In this year’s research, D&B Selectory and Jigsaw were working from a different definition of the term “complete” than ours. Not that either is right or wrong—but it adds to the confusion. As another example, when asking for phone number, be clear about whether you want the general switchboard or the contact’s direct dial.
  • Comparative Analysis B-to-B Prospecting Data

    1. 1. B-to-B Data SourcesComparative Analysis of Compiled and Response Databases Ruth P. Stevens Bernice Grossman 1
    2. 2. The purpose of our research To assess the quality of the B-to-B compiled and response data available to business marketers. Quality as defined by: 1. Completeness 2. AccuracyBoth studies aredownloadable atruthstevens.com anddmrsgroup.com 2010 Compiled data study 2011 Response data study
    3. 3. Participating vendors: Thank you!2010 compiled study 2011 response study• Demandbase •Infogroup• D&B Selectory •Mardev DM2• Infogroup •Worldata• Jigsaw• NetProspex 3
    4. 4. Methodology: Completeness (A)• Chose 10 industries (SICs) of interest to 32 Stone, clay and glass products business marketers. 56 Apparel and accessory stores 28 Chemical and allied products 64 Insurance agents, brokers & services 73 Business services 81 Legal service 80 Health services 82 Educational service 35 Machinery, except electrical 48 Communications• Asked vendors to report the number of companies they have in each SIC. 4
    5. 5. 2010 Compiled: Company counts 5
    6. 6. 2011 Response: Company counts 6
    7. 7. Methodology: Completeness (B)Chose 10 prominent companies, one ineach SIC. CompaniesAsked vendors to supply contact counts. Andersen Windows1.All contacts Nordstrom – Provide the total number of contacts you Monsanto have at each firm, U.S. only, including MetLife headquarters and all branch locations. Accenture1.Complete contacts Baker & McKenzie – The number of “complete” contact Methodist Hospital records you have at each firm. Complete System means including full name, address, title, ETS (Educational phone and email. Testing Service) Dell Verizon
    8. 8. 2010 Contact counts, by company 8
    9. 9. 2010 Response: Contact counts 9
    10. 10. 2010 Complete contact counts 10
    11. 11. 2011 Complete contact counts 11
    12. 12. Methodology: Accuracy• Recruited 10 volunteer business people from different industries.• Asked vendors to submit the records they have on these 10 contacts. 12
    13. 13. 2010 volunteers: Thank you! Industry Name Company TitleEnvironment Stephen A. Wallis AIRxpert Systems ChairmanBusiness Services Deborah Sliz Morgan Meguire LLC President & CEONot-for-profit Jim Siegel HealthCare Director, Marketing Chaplaincy and CommunicationsEducation Michael Devitt City University of Distinguished New York Professor, Philosophy ProgramTransportation Michael Cox Aviacargo Inc. PresidentGovernment- Marilyn Sescholtz Department of PsychiatristAdministration Veterans AffairsRetail Bill Williams Harry & David CEOFinancial Services Christie/Coghlin Managing Partner Michael Christie Investment ManagementUSPS Cathrine E. Moriarty USPS Marketing SpecialistTechnology GSI Commerce VP, Technology Dominic Dimascia Delivery Services 13
    14. 14. 2011 volunteers: Thank you! Industry Name Company TitleRetail Susan Sachatello Lands’ End Chief Marketing OfficerTechnology Theresa Kushner Cisco Systems Director, Customer IntelligenceNot-for-profit Jim Siegel HealthCare Chaplaincy Director, Marketing and CommunicationsOptical Stan Oskiera Edmund Optics, Inc. Vice President, OperationsequipmentPublishing Michael S. Hyatt Thomas Nelson President and Chief Executive OfficerLegal services John E. Tobin, Jr. New Hampshire Legal Executive Director AssistanceHealthcare Brian A. Nester Lehigh Valley Health Senior Vice President, Physician Network Hospital Network DevelopmentEducation New York University William Joyce Professor of Marketing; Russell Winer Stern School of Chair, Department of Marketing BusinessTech services Dale Mesnick Smart Solutions, Inc. TreasurerIndustrial Bill Bullock Turbosteam General Manager 14
    15. 15. Compiled study, 2010Founder and chair of small tech firm 15
    16. 16. Compiled study, 2010Head of Washington lobbying firm 16
    17. 17. Compiled study, 2010Marcom director at a NY charity 17
    18. 18. Compiled study, 2010CEO at Harry & David 18
    19. 19. Response study, 2011CMO at Lands’ End 19
    20. 20. Response study, 2011Marcom director at a NY charity 20
    21. 21. Response study, 2011CEO at major book publisher 21
    22. 22. Response study, 2011Finance chief at systems integrator 22
    23. 23. Conclusions• Data coverage and accuracy varies widely among vendors.• Marketers who order compiled or response data should ask very carefully about the prospective vendor’s sourcing practices and policies.• Marketers should conduct a pre-test of the data to assess its applicability to their particular situation. 23
    24. 24. Guidelines for marketers• Investigate thoroughly the data sources and maintenance practices of the vendors you are considering.• Specify exactly what you mean when ordering data. Also drill down in detail to understand what the vendor means.• Be very specific about industry selections. Find out if the vendor uses SIC, or some kind of conversion algorithm.• Keep an eye out for vendor specialization by industry.• Consider whether you want breadth of contacts or breadth of companies—or both. Data source will always be an important factor in this determining which compiler is right for you. To enhance coverage, many marketers find that buying data from multiple vendors is necessary.• Only use reputable vendors. 24
    25. 25. Pre-test methods1. Send each potential vendor a list of 5000 records from your house file and asking them to add data fields. Include a few dozen records on which you know the “truth,” to assess accuracy of what comes back.2. Order a sample of names from a prospective vendor as per above, and then verify the accuracy of sample records by telephone.3. Order 5,000 records from a single state, from multiple vendors. Ask the vendors to deliver the file in ZIP sequence. Examine them. A high incidence of identical records among the vendors will be a strong indicator of likely accuracy. 25
    26. 26. Thank you.The complete studies are available at www.ruthstevens.com www.dmrsgroup.com ruth@ruthstevens.com bgrossman@dmrsgroup.com 26
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