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Page 1 ©2015 GZ Consulting – All Rights Reserved September 21, 2015
The following is a sample of my weekly Market Insights...
Page 2 ©2015 GZ Consulting – All Rights Reserved September 21, 2015
consumers. “This is more than an IoT revolution. It is...
Page 3 ©2015 GZ Consulting – All Rights Reserved September 21, 2015
Salesforce gave the following
examples of “1:1 proacti...
Page 4 ©2015 GZ Consulting – All Rights Reserved September 21, 2015
Users can access the Lightning Experience by a simple ...
Page 5 ©2015 GZ Consulting – All Rights Reserved September 21, 2015
The flip side of automatically collecting account acti...
Page 6 ©2015 GZ Consulting – All Rights Reserved September 21, 2015
A new Sales Path tool provides best practices and guid...
Page 7 ©2015 GZ Consulting – All Rights Reserved September 21, 2015
“With these new investments Salesforce delivers a much...
Page 8 ©2015 GZ Consulting – All Rights Reserved September 21, 2015
The new service “seeks out the patterns needed to prov...
Page 9 ©2015 GZ Consulting – All Rights Reserved September 21, 2015
Jamie Grenney, VP of Marketing at predictive marketer ...
Page 10 ©2015 GZ Consulting – All Rights Reserved September 21, 2015
The goal is to democratize analytics so that question...
Page 11 ©2015 GZ Consulting – All Rights Reserved September 21, 2015
tool is available for both mobile devices and via the...
Page 12 ©2015 GZ Consulting – All Rights Reserved September 21, 2015
“Working with Salesforce and its customers over the p...
Page 13 ©2015 GZ Consulting – All Rights Reserved September 21, 2015
"We're excited to partner with DocuSign as the global...
Page 14 ©2015 GZ Consulting – All Rights Reserved September 21, 2015
Lattice Engines collects business signals and predict...
Page 15 ©2015 GZ Consulting – All Rights Reserved September 21, 2015
CircleBack has collected contacts via its contact man...
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Dreamforce 2015

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A review of Dreamforce announcements including Lighting, Engage, SalesforceIQ, Data.com, and Wave. I also discuss product announcements from InsideView, Dun & Bradstreet / DocuSign, CircelBack, and Lattice Engines.

This is an issue of my weekly subscription newsletter which covers the Sales Intelligence, DaaS, Data Hygiene, and Predictive Analytics spaces.

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Dreamforce 2015

  1. 1. Page 1 ©2015 GZ Consulting – All Rights Reserved September 21, 2015 The following is a sample of my weekly Market Insights Newsletter which covers the Sales Intelligence DaaS, Data Hygiene, and Predictive Analytics spaces. This issue was published on September 20th , 2015. It’s About the Customer While a few years ago, the emphasis was on the cloud (“No Software”), Salesforce’s focus is now squarely on the customer. CEO Marc Benioff told Jim Cramer (“Mad Money”) that “Salesforce is the customer company. If you want to connect with your customers in a new way, you come to Salesforce. There’s never been a technology company like that before, [one] dedicated entirely to helping companies connect with their customers.” “This isn’t about the cloud,” continued Benioff. “and it never was about the cloud. It’s about the customer...the cloud is about technology, and you know this is transient. The technology we are talking about today will be obsoleted in three, four, five years from now. It will be all new technology. What’s the one thing that will be the same five years from now? [The company], the customer, and all the new things we can do” for the company and its customers. Benioff noted that this summer’s acquisition rumors were external to the company due to Salesforce being “such an attractive company.” Benioff is looking forward to Salesforce becoming the fourth largest software company in the world next year behind only Microsoft, Oracle, and SAP. “We’re still growing at an incredible rate. Why is that? It’s the customer focus.” The show garnered 170,000 registrations and 400 partners. Internet of Things Cloud Salesforce.com has been talking about the Internet of Things (IoT) for a few years now. Their most common example was a Phillips toothbrush that transmits your oral hygiene to your dentist. I always thought that a narcing toothbrush was a little silly, but CEO Marc Benioff used it as his go to example. Of course, there are many possible examples including machine to machine communications and various sensors (e.g. consumer products enabled, mobile, wearable) providing 24x7 intelligence to improve efficiency, efficacy, safety, quality, customer satisfaction, etc. Benioff commented that the Internet of Things is only one of five recent revolutions in computing with the others being the cloud, mobile, social, and data analytics which have shifted the relationship between businesses and
  2. 2. Page 2 ©2015 GZ Consulting – All Rights Reserved September 21, 2015 consumers. “This is more than an IoT revolution. It is truly a customer revolution, and that’s why we want to welcome you to the Internet of Customers. Because behind every one of these things...is a customer.” Benioff continued that we are entering a world of “mass customization” where users expect a one-to-one “high fidelity relationship” regardless of the IoT device. Furthermore, customers expect one-to-one service on any device with all of the customer touchpoints knowing “what I’m doing and how they can support me whenever I need that help.” Salesforce began to make good on this vision with the launch of an IoT Cloud which collects and analyzes web connected devices and sensors and ties the data to Salesforce apps. The new platform will be in pilot mode in H1 2016 and will launch later in the year. Pricing will be announced at general availability. Underpinning the service is “a massively scalable, real-time event processing engine” called Thunder which can be used by companies to analyze customer activity and create alerting rules. The platform can ingest billions of events per day. As with their Wave Analytics platform, the new cloud is designed for non- technical staff. “Salesforce is turning the Internet of Things into the Internet of Customers,” said Benioff. “The IoT Cloud will allow businesses to create real-time 1:1, proactive actions for sales, service, marketing or any other business process, delivering a new kind of customer success.” "Our motivation behind Thunder and the IoT Cloud was the mounds of data out there," said Tod Nielsen, EVP of Salesforce's App Cloud. "Thunder and IoT Cloud empower people to do something with their business logic to better engage with their customers." Furthermore, the IoT Cloud "is democratizing cloud data so mere mortals can use it. It enables mere mortals to interact with Big Data." Speaking to Jim Kramer, Benioff discussed toy company Mattell that now connects their toys via IoT. “They know they need to be more connected with their customers than ever before, and they can and it’s easy to do it...they can do it easily, fast, and it’s very low cost to do. And I’m not abstracted from Mattell anymore. Before, Mattell never knew that I owned Hot Wheels or Barbie. Now Mattell knows everything I own, everything I have, everything I don’t have – all the upgrades, the upsells, the cross-sells. But the thing is, the exciting part, is that I have a relationship with Mattell, with the factory, with the dealer. I can get it serviced. I have more fun and enjoy my Barbies more than ever.” Salesforce noted a forecast that there would be 75 billion connected devices by 2020 with data volume growing exponentially. The McKinsey Global Institute published a study that forecasted an $11.1 trillion dollar annual impact from connected devices.
  3. 3. Page 3 ©2015 GZ Consulting – All Rights Reserved September 21, 2015 Salesforce gave the following examples of “1:1 proactive engagement” from the IoT cloud: “A thermostat provider can parse through billions of events gathered from weather forecasts, sensors and temperature settings to proactively alert customers on how to manage their HVAC usage within their predefined budget. Or, a vehicle assistance service partnering with an auto brand can send personalized offers on behalf of local dealers based on sensor data that tracks fluid levels and mileage.” During the Keynote, Salesforce co-founder Parker Harris announced that Microsoft is a launch customer on the iOT cloud with events passed from Azure to Thunder. One of the implementations is the Office365 platform which notes millions of daily events related to site visits, downloads, purchases, etc. The events are sent to Thunder which applies a rules engine for actions. For example, if a user signs up for Office 365 but fails to install mobile apps during the first day, the rules will generate a reminder email. “IoT deployments only bring value when organizations are able to act on the information that their IoT networks generate,” said Gary Barnett, chief analyst at Ovum. “The ability to make sense of that data by connecting it with existing customer information will be a key factor in turning data into action.” “Large organizations need systems to make sense of and drive business value from the massive amounts of machine data that will be generated in the coming years. Informatica Cloud’s deep integration with Salesforce.com, combined with Informatica’s Project Atlantic’s intelligent IoT data structure discovery, can bring this potentially dark data to light. This integration can combine this data with events and other enterprise data to derive insights and recommended subsequent actions, based on rules,” said Ronen Schwartz, VP and General Manager of the Informatica Cloud, one of the IoT Cloud launch partners. “The rich Salesforce.com connectivity and data transformation capabilities of Informatica Cloud and on-premise software can process IoT data at any scale to be combined with existing enterprise data and systems,” continued Schwartz. “Data movement, processing, parsing, cleansing, mastering and masking can all be orchestrated with Informatica’s visual tools. This fit-for-purpose data can then be put to work to power event-driven operational systems, such as customer recommendations.” Other launch partners include ARM, Etherios, PTC ThingWorx and Xively LogMeln. Benioff allowed Microsoft Chairman John Thomson to give the big picture opportunity of IoT, “We will make the ubiquity of computing available to everyone through mobile devices and cloud based services. That will change the wealth of this planet and that will change the opportunity for every individual on the planet itself to participate in this great future of ours.” Lightning Last year, SFDC announced Lightning as a mobile development platform but have since extended it across the desktop. Within the Sales Cloud, there are over fifty new screens designed to improve sales productivity through new components, dashboards, automated workflows and insights. Screens are built on components which can be dragged and dropped and quickly resized. Lightning now includes a component exchange to assist with rapid development.
  4. 4. Page 4 ©2015 GZ Consulting – All Rights Reserved September 21, 2015 Users can access the Lightning Experience by a simple drop down providing an immediate transition to the new UI with all of the apps located in the left hand bar. A new activity timeline automatically logs and displays account activity freeing up time the rep formerly spent on data entry. Their customer research found that sales reps wanted to easily determine “What did I do last and what should I do next?”
  5. 5. Page 5 ©2015 GZ Consulting – All Rights Reserved September 21, 2015 The flip side of automatically collecting account activity is that the activity can be used for making recommendations to clients. The new SaleforceIQ for Sales Cloud service (discussed below) allows sales reps to sell from anywhere on any device and combines their Inbox with their calendar, Salesforce, data derived insights, and a scheduling assistant. Users can even create accounts, contacts, and opportunities directly from their Inbox. Another new dashboard is “My Sales Metrics” which provides direct, customizable access personal analytics. Dashboard layouts can be immediately modified through drag and drop with elements immediately resized, allowing the individual to focus on their top metrics. List views now include optional visualizations to assist with analyzing the list. Thus, an opportunities list view can include Pipeline by Account and top opportunities. As the elements are components, the format can be immediately modified (e.g. bar to pie) and resized. They also introduced a new tiled opportunity view called “Pipeline Board” that lists opportunities as tiles by stage. Users can drag and drop deals forward, review warnings (yellow triangles), and drill down to specific opportunities.
  6. 6. Page 6 ©2015 GZ Consulting – All Rights Reserved September 21, 2015 A new Sales Path tool provides best practices and guidance to help move deals forward. Users can quickly see where they stand in an opportunity, how long the opportunity has been in the current stage, and review how the deal is progressing. Sales Path allows firms to suggest best practices such as templates that have high stage conversion rates. Lightning is also an ecosystem so partners can build Lightning components that can be plugged right into the builder and dragged into place. For example, Xactly offers a commission calculator that can be added to the opportunity display. Lightning includes a new Process Builder that supports task automation for processes such as contract management or deal close notification. A new components library provides standard, custom, and partner components. A Lighting App Builder displays components on a canvas which can be modified by non-technical staff.
  7. 7. Page 7 ©2015 GZ Consulting – All Rights Reserved September 21, 2015 “With these new investments Salesforce delivers a much-needed UI update to Sales Cloud as well as a new jump in developer productivity,” said Rebecca Wettemann and Fernando Cruz at Nucleus Research. “As organizations seek to integrate multiple silos of customer information and provide streamlined information sharing and collaboration across cloud, usability will be key to addressing the human factors to adoption. With a new UI for sales and the ability to build project-specific component applications, Salesforce gives users new opportunities to increase returns from their Salesforce investment.” To assist with training, Salesforce has setup the Trailhead training site. Salesforce also unveiled the first two vertical apps built on Lightning: a financial services app for financial advisors and a health cloud for “patient relationships, not records.” SalesforceIQ Salesforce rolled out its new SalesforceIQ for Small Business and SalesforceIQ for Sales Cloud. The goal of SalesforceIQ is to shift CRM from relationship management to relationship intelligence while automating key activities and proactively suggesting tasks and making recommendations. Thus, if a prospect states in an email, “can we connect to discuss a contract?” SalesforceIQ flags the request and schedules it as a high priority task The service is built on the 2014 acquisition of RelateIQ and mines emails, calendars, marketing apps, and other data sources to gather customer data. The service offers “smarter selling” through lead prioritization and relationship capital management (RCM) recommendations concerning contact introductions. The RCM feature is integrated into inboxes, mobile (Android, iOS), and Chrome apps. Other mobile features include an integrated inbox with the CRM, email shortcuts to quickly enter common phrases, cloud storage integration, and a notifications feed. For users in Gmail on Chrome, a plug in ties Gmail back to SalesforceIQ and supports its tools from within the Chrome browser.
  8. 8. Page 8 ©2015 GZ Consulting – All Rights Reserved September 21, 2015 The new service “seeks out the patterns needed to provide insights into future outcomes and proactively recommends actions to build stronger relationships with customers and accelerate sales,” said Salesforce. “SalesforceIQ for Small Business manages deals, accelerates pipelines and proactively guides SMBs through every step of the sales process, allowing them to focus on closing deals and building 1:1 relationships with their customers.” The Small Business service is generally available in the US, Canada, and Australia and is priced as low as $25 per user per month for up to five users. For $65 per user per month, the system provides potential introductions, CRM data in your Inbox, Sales and Activity reports, and direct integrations. SalesforceIQ is offering 14 day free trials. Pricing is based on annual contracts. The Sales Cloud edition is currently free in beta with general availability in early 2016. Sales Cloud pricing will be announced at general availability. The beta version is English only with additional languages planned. The Sales Cloud version includes a new email app where “Salesforce is your Inbox” connected to the Sales Cloud. The system automatically associates emails with contacts. Users can create opportunities from the app, respond back to the prospect with macro-based comments, and schedule a meeting using the scheduling assistant. “Today’s massive influx in communication data creates powerful signals about the health and potential of business relationships. It also creates a lot of noise,” said Steve Loughlin, CEO of SalesforceIQ, Salesforce. “With SalesforceIQ, companies can now make sense of this data and pull out insights to drive their businesses forward with intelligence.” The service promises standard sales intelligence benefits including reduced time gathering data, smarter selling, and immediate benefits with no setup costs and easy onboarding. Along with RCM and opportunity prioritization, the service provides read receipts, suggested tasks, dynamic scheduling to improve calendaring, and shortcuts which “allow customers to quickly insert commonly used phrases to reduce time spent composing emails.” It should be noted that SalesforceIQ is not prioritizing leads, but providing a set of recommended actions based upon the semantic mining of emails. Thus, the system evaluates whether a customer has asked a question or has been untouched for a while. Through machine learning, the system tailors recommendations based upon each reps’ style. An Opportunities Intelligence report provides “instant visibility” into account status by providing metrics such as days in current status, inactive days, last communication date, and next follow up due date. A stream view provides “a centralized view of all communications between your team and the customer.” Users can leave comments in the stream and @reference coworkers for a quick response or follow up. Calendaring is improved by a Chrome extension app that inserts free times into messages, manages the auto invite process with the customer or prospect, and creates the meeting in the user’s calendar. Integration partners include MailChimp, Hubspot, and Pardot. Beta customers include ClassPass and News Corp.
  9. 9. Page 9 ©2015 GZ Consulting – All Rights Reserved September 21, 2015 Jamie Grenney, VP of Marketing at predictive marketer Infer, commended Salesforce for implementing basic predictive tools into its product line noting that “these improvements will help Salesforce with product adoption for a large swath of its customers.” Grenney continued that the SalesforceIQ offering “only scratches the surface of what predictive can do” as it is limited to internal email and calendar data and lacks external data. “There are many other data sources that can provide important clues. These signals that go into a model are different from one company to the next. Without a solid understanding of a company’s process, their data, and what outcome they’re trying to predict, it is difficult or even dangerous to build custom-fit models. You run the risk of setting bad targets, overfitting models, and ultimately making the wrong recommendations.” In short, SalesforceIQ sounds like a sales rep toolkit which offers small ways to improve rep efficiency and task awareness. It is not so much focused on surfacing new insights but in reducing task work, leveraging colleague relationships, and ensuring prospects do not fall between the cracks. Data.com Prospector Data.com Prospector has added a new recommended actions tool in pilot. The tool allows reps to focus on the accounts with the highest propensity to buy. Also new in Winter 2016 is the Dun & Bradstreet family tree (beta) and eight digit SIC coding. As with other Sales Cloud products, Prospector is built on Lightning. Unfortunately, the family tree and extended industry coding are not available in Lightning for the Winter 2016 release. Wave New Wave Analytics tools include embedded actions (e.g. creating a case, assigning a task) within dashboards along with improved visualizations and opening up Wave to third-party apps. Both Sales and Service Wave are currently in pilot with Service Wave being available in early 2016. Sales Wave will be generally available in October in English. A new Sales Wave Analytics app supports forecasting and pipeline management, team management tools, quick filtering, and year over year trending.
  10. 10. Page 10 ©2015 GZ Consulting – All Rights Reserved September 21, 2015 The goal is to democratize analytics so that questions can be quickly asked and answered without requiring IT to develop custom reports and put “all the key questions, all the key metrics at your fingertips.” For example, a new Pipeline Movement Chart allows managers to track changes in the pipeline and determine what happened. Thus, a sales director can click on the “Moved Out”, “Closed Lost”, or “Reduced” buttons to drill down on which deals have resulted in a reduction in the pipeline along with the associated account reps. Managers can even kick off tasks for the sales reps from this Wave report. Salesforce has not broken out financials on Wave but Morgan Stanley reported that the company may eliminate the platform license fee (around $40K). Per user fees of $125 or $250 per user would remain in place. Salesforce has moved Wave executive Keith Bigelow to an unnamed project. Bigelow was brought in from SAP in 2012 to head up Wave development. Salesforce Engage B2B Marketing Automation Platform Pardot now allows sales reps to launch and monitor campaigns from within the sales cloud. The new Salesforce Engage service allows reps to pull lists, personalize the messaging to their territory, and then track the campaign. Thus, if an email is read, the sales rep can follow up with a call. The new
  11. 11. Page 11 ©2015 GZ Consulting – All Rights Reserved September 21, 2015 tool is available for both mobile devices and via the desktop. Emails can be sent from Salesforce, the Salesforce1 mobile app, or Gmail. There is also a set of marketing supplied templates to help ensure messaging consistency. Thus, content is both “personalized and on message in just a few clicks.” A Marketing Timeline provides the interactions with the lead such as forms filled out, content downloaded, emails sent, and webinars attended. Engage is priced at $50 per user per month. InsideView for Salesforce Relaunch InsideView has relaunched its Salesforce.com integration with a new user interface and workflows. The upgraded service was built with Salesforce Lightning around the sales rep’s workflow. As an SFDC1 platform build on Lightning, the service is available across a broad set of mobile devices. “Our new user interface revolves around your sales workflow so sales reps can find the right insights faster. It brings data to life with a more visual design, and includes better data visualization inside a more intuitive, icon- based navigation,” blogged Rob Nieset of InsideView Product Marketing. “Our new UI is inspired by the modern app interfaces that you use every day on the web, and your phone and tablet. It’s familiar, and we’re sure that you’re going to instantly fall in love with it.” The new display has taken key functions and moved them from a tab bar on top to an icon bar on the left. Instead of labeling content sets, they call out three prime sales tasks: Research and Qualify, Connect to Key Contacts, and Find the Right Message.
  12. 12. Page 12 ©2015 GZ Consulting – All Rights Reserved September 21, 2015 “Working with Salesforce and its customers over the past 10-plus years has taught us how sellers work best,” said InsideView’s Chief Product Officer Jenny Cheng. “We’ve redesigned InsideView for Sales to fit right into the typical sales workflow. Salesforce users can tap into InsideView’s market intelligence within the Lightning experience to drive better business conversations with customers, prospects, and partners.” As the service is built on Lighting, it “works seamlessly across all devices and screens, with app-inspired icons and buttons that feel at home on any display or device,” said InsideView. “Sellers can research companies and contacts, view account information, and access timely company or market updates data while on the go.” They will also be releasing an updated UI to their flagship sales product in Q4. InsideView Refresh InsideView also announced a new data hygiene service for Salesforce. The new InsideView Refresh service provides ongoing data updates to Salesforce records based upon admin defined rules at the record and field level. Up to 40 fields are refreshed. Salesforce Admins can also set filters to limit which accounts are refreshed and set the frequency to daily, weekly, or monthly. The InsideView database currently spans 12 million prospectable companies and 13 million contacts. Company data is licensed from Equifax, Business Week, Cortera, and Reuters with additional contact data licensed from NetProspex. InsideView provided few details on pricing, reporting, or functionality for the Refresh service. The new service is available on a limited basis to charter customers but will be generally available in Q1 2016. The new service puts InsideView directly in competition with Salesforce’s Data.com Clean service for ongoing match and append. Data.com has an advantage in company coverage as it offers the Dun & Bradstreet global WorldBase file. With respect to contacts, InsideView offers fewer US contacts and emails but a broader set of international contacts. Neither service supports broader hygiene features such as email verification, address standardization, phone validation, or duplicate merge / purge (both have duplicate detection during record entry). Both services also offer sales products (Data.com Prospector and InsideView for CRM), with InsideView having a clear advantage in most sales intelligence categories (e.g. news, triggers, bios, social media, a who knows who tool). The exception for sales intelligence is with respect to industry content where InsideView offers thin overviews while Data.com now includes First Research industry overviews spanning 1,000 industries. Dun & Bradstreet / DocuSign DocuSign announced the availability of a “pre-contract due diligence” solution that delivers Dun & Bradstreet credit risk insight from the Docusign Digital Transaction Management platform and the Salesforce eSignature app. The service allows companies to “check, flag and monitor potential financial and compliance risks across the organization so they can proactively manage their total risk exposure.”
  13. 13. Page 13 ©2015 GZ Consulting – All Rights Reserved September 21, 2015 "We're excited to partner with DocuSign as the global standard for Digital Transaction Management to help businesses make timely and better-informed decisions about whether or not they should proceed with a deal," said Mike Sabin, General Manager, Alliances & Partnerships, Dun & Bradstreet. "With business moving faster than ever, even amidst increasing regulatory scrutiny, this new fully digital solution is a first line of defense in risk management." The enhanced digital credit service will be available in Q4. Microsoft Salesforce and Microsoft are extending their integration partnership with Microsoft promising to integrate Skype for Business, OneNote, Delve and Windows 10 into Salesforce.com. “Furthering our mission to empower every person and organization on the planet to achieve more, is the motivating force behind our partnership with Salesforce,” said Microsoft CEO Satya Nadella. “As a platform and productivity company, we are focused on bringing together the best of Microsoft Azure, Office and Windows with partners like Salesforce to empower our mutual customers to network, collaborate, communicate and discover information in more effective ways.” Lattice Engines Buyer Insights Lattice Engines announced the availability of an enhanced Buyer Insights service at Dreamforce. Buyer Insights is designed to end the disconnect between sales and marketing with respect to lead quality and recognition. The enhanced service embeds predictive scores and insights into account and opportunity workflows. The native app will be delivered through SFDC1, mobile first apps, and other CRMs. “Predictive marketing and sales is based on a simple idea,” Lattice Engines CEO Shashi Upadhyay told me in an interview. “Calculating who will buy, what they’ll buy, how much they’ll spend, and when they’ll do it finally brings machine learning to marketing and sales in an impactful way.” Along with lead scores, reps will see the underlying buying signals and “information about the products that lead/account is likely to buy and the corresponding estimated revenue.” Sales reps will also be provided with a set of talking points based upon company history, marketing campaign activity, executive changes, prior purchase history and other transactional data.
  14. 14. Page 14 ©2015 GZ Consulting – All Rights Reserved September 21, 2015 Lattice Engines collects business signals and predictive scores on 150 million companies. The new service is intended to make these signals more consumable by sales rep and reduce their call prep time. “If you really want to impact revenue, you really need predictive marketers working with predictive sales people. Marketers need to be able to put good recommendations in front of sales people,” Upadhyay said. CircleBack Contacts database vendor CircleBack has entered the data hygiene space with the launch of ContactCloud, a service which maintains contact quality on Salesforce, Eloqua, and Marketo. Contact Cloud provides contact record updating, de-duping, and appending. ContactCloud also supports basic prospecting with industry, title, company, and location selects. “CircleBack ContactCloud is designed to provide the most comprehensive B2B contact solution in the industry,” said CEO and founder Manoj Ramnani. “Our solution helps sales and marketing professionals capture the data that never gets to the corporate system, clean their existing data, and finally provide an opportunity to extend the audience for the business. On average, only 50-60% of contact sales data is accurate. ContactCloud’s data is more accurate due to its proprietary artificial intelligence engine that processes billions of data points and determines each piece’s accuracy in near real-time.” A status report shows the current match rate, number of duplicates found, and matched records requiring no action. Admins can also set the match confidence level.
  15. 15. Page 15 ©2015 GZ Consulting – All Rights Reserved September 21, 2015 CircleBack has collected contacts via its contact management mobile apps (Android and iOS) and email connectors from 1.4 million users. Contact capture features include business card scanning with OCR and email signature line capture. The free apps help synchronize contacts across devices and contact applications for consumers and business people. The contacts are then anonymously pooled for identifying record changes which are shared back with their customer base. Benefits to app users include improved contact accuracy and fill rates, deduplication, multi-device synchronization, and business card capture. Michael R. Levy Principal, GZ Consulting MLevy@GZConsulting.org M: 978-399-9060 O: 978-692-0170 LinkedIn Google+

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