FirstRain’s case submitted on ‘Personal business analytics platform for reasons to call’ was selected for NASSCOM Top 50 ‘Excellence in Analytics’ 2015. The case study was selected from over 200 submissions received. As a result, NASSCOM has released a report reflecting the application, innovation, and maturity of analytics. The evolution of new technology that drives analytics adoption is trademarking globally. Shifting to a analytics centered culture is an exponential, high-powered change.Read the report here.
IDC’s Private Vendor Watchlist Profiles provide detailed data and analysis on emerging technology vendors, markets, and deals. If you are not familiar with IDC’s Private Vendor Watch Service it is “designed by financial and strategic investors to address a gap in the marketplace for accurate information and expert guidance on smaller, private tech vendors before they hit the public radar”.
FirstRain is proud to have been selected to be profiled and highlighted as being at the forefront of a rapidly emerging and evolving market that IDC calls “value-added content”. The report, highlights FirstRain in the business analytics and value-added content markets, and reviews key success factors: market potential, products and services, competitive edge, corporate strategy, and customers.
FirstRain is proud to have been recommended as an Enterprise Management Associates (EMA) Vendor to Watch. EMA “Vendors to Watch” are companies that deliver unique customer value by solving problems that had previously gone unaddressed or that provide value in innovative ways. The designation rewards vendors that “dare to go off the beaten path” [one of our favorite things to do!] and have defined their own market niches.
FirstRain was recognized based on our advanced data science, smart content acquisition, and information space modeling that drives personalization for every business professional at hundreds of global Fortune 1000 companies. As part of this endorsement, FirstRain was evaluated on our ability to provide accurate and meaningful insights to customer facing teams in real-time, reducing risks through instant understanding of customer and market events. FirstRain was proven to advance both the quality and frequency of customer engagement as well as guide activity that drives growth and opportunity.
Download the copy of this EMA report here
Is your email marketing game up to par in today’s mobile-oriented landscape? For B2B enterprises, email is generally still the preferred means of communication. You use it to maintain contact with current clients, nurture potential leads and identify sales opportunities. As mobile phones take off, email is more important than ever before. However, if you’re not taking mobile devices into account when you create email campaigns, you may be losing your audience.
If your routine is like that of many professionals, you are probably attached to your phone. You check your email while on the subway, waiting in line for coffee and maybe even on your lunch break. Now think about what happens when you get an email that isn’t mobile friendly, or click a link that just never loads. You probably move on from that message pretty quickly and never look back. Once you start looking at it from your customer’s perspective, it quickly becomes clear that you need to think in terms of mobile.
The first thing you should do is switch to a campaign platform that automatically does mobile optimization, or create your own responsive design. This means the email will open with its format intact and won’t require too much maneuvering on the part of the viewer. Now it’s time to start writing.
If you thought subject line space was at a premium before, this is a whole new ballgame. Doing research using customer analytics could help you determine the key buzzwords for your customer’s industry. But use them wisely. According to email marketing platform Constant Contact, you only have about 30 characters. Creating a decent subject line with such limited space is a challenge. One thing to keep in mind is that you should try to come up with a line that actually reflects the content of the email. Think of it as the world’s shortest elevator pitch. Sometimes, posing a question is another good way to get users to open your message.
Nope, you’re not done yet. Most email providers show a preview of the email after the subject line. Just like the subject line, it shows up immediately. This is prime real estate, so use it to provide consumers with another incentive to open the message. According to digital marketing expert DJ Waldow for Entrepreneur, you need to make sure the first line is something important. It could even be a good spot for a call to action.
Generating email messages that are easy for your customers to read will help you keep them engaged, giving you the opportunity to improve sales productivity.
SHORT HILLS, N.J. & SAN MATEO, Calif.–(BUSINESS WIRE)– D&B (NYSE:DNB), the world’s leading source of commercial information and insight on businesses, and FirstRain, a leading provider of customer insights for the enterprise, today announced a partnership to deliver a ground-breaking solution combining structured and unstructured business data and analytics. The solution will provide a 360-degree view of a company that unifies relevant social content with D&B’s leading commercial content in a simple and seamless manner that is easy to use and integrate into business applications, in near real time.
“As we continuously look for opportunities to strengthen our position as the market leader in B2B data intelligence, finding and identifying solutions that solve unmet customer needs is crucial to our success,” said Laura Kelly, Chief Product Officer, D&B. “The relationship with FirstRain will enable our customers to receive up-to-the-minute insights on prospects, customers, competitors and key markets, especially in today’s social age where companies have immediate needs for deep insight. FirstRain’s company and industry social analytics combined with D&B’s world-class structured data gives customers advanced warning of sales and growth opportunities in their markets, when and where they need it.”
Under a long-term strategic agreement, FirstRain provides D&B with customer and market intelligence, which D&B delivers through its world class solutions. The agreement with Silicon Valley-based FirstRain, an emerging leader in big data analytics, builds on D&B’s commitment to investing in and providing its customers with breakthrough and innovative services.
Going far beyond traditional news feeds, FirstRain big data analytics on unstructured information, including social media conversations on Twitter and blogs, deliver highly relevant, real-time insights on companies, markets and competitors to sales and marketing teams. FirstRain users have a superior understanding of their customer’s businesses, uncovering greater opportunities and risks, and ultimately driving smarter business decisions and accelerating growth.
“The integration of FirstRain’s analytics with D&B’s sales and marketing intelligence will enhance D&B’s profiles, setting them apart from commoditized products in the market,” said Harry Henry, VP & Practice Leader at Outsell, Inc. “This partnership allows D&B to offer relevant new content, from a wide range of sources including social media, to millions of users across different industries.”
D&B users now have access to FirstRain’s first-level analytics integrated directly within the D&B solutions including Hoovers, D&B360, D&B Direct and First Research®. The combination of D&B data and insight on more than 230 million businesses, 100 million business executives and three million corporate family trees linked via the D&B DUNS® Number with FirstRain’s real- time insights on customers and markets sets the standard for business data analytics.
“Our partnership with D&B is a tremendous milestone for FirstRain,” said Penny Herscher, CEO of FirstRain. “D&B is the global leader in business information and we are excited to bring the powerful insights that FirstRain extracts through real-time unstructured data analytics to their customer base through this partnership.”
About Dun & Bradstreet (D&B)
Dun & Bradstreet (NYSE:DNB) is the world’s leading source of commercial information and insight on businesses, enabling companies to Decide with Confidence® for 172 years. D&B’s global commercial database contains more than 230 million business records. The database is enhanced by D&B’s proprietary DUNSRight® Quality Process, which provides our customers with quality business information. This quality information is the foundation of our global solutions that customers rely on to make critical business decisions.
D&B provides two solution sets that meet a diverse set of customer needs globally. Customers use D&B Risk Management Solutions™ to mitigate credit and supplier risk, increase cash flow and drive increased profitability; and D&B Sales & Marketing Solutions™ to provide data management capabilities that provide effective and cost efficient marketing solutions and to convert prospects into clients by enabling business professionals to research companies, executives and industries.
For more information, please visit www.dnb.com.
FirstRain is a pioneer and leader in customer insights solutions for the enterprise. FirstRain’s cross-platform solutions provide sales, marketing and finance professionals with analytics tuned to their specific company strategy, allowing them to deeply understand their customer’s business and their markets. FirstRain’s patented, advanced analytics technology finds business-focused Web and social media and then integrates it seamlessly into the world’s premier CRM and social enterprise platforms, including Salesforce, Salesforce Chatter, Cisco WebEx Social, Microsoft SharePoint and Dynamics, Jive and Yammer. This intelligence is similarly incorporated into leading research platforms such as Fidelity.com, Interactive Data and Mergent. Based in San Mateo, California, FirstRain also has offices in New York and Gurgaon, India.
Wayne Roberts, 404-995-4533 firstname.lastname@example.org
By Penny Herscher
Your sales team is the backbone of your company, but how do you get stellar sales reps to stick around? Turnover is an issue everywhere, but one of the secrets to sales success is finding a way to maintain rock star salespeople.
Costs of turnover
Aside from losing top talent, whenever a salesperson departs, it leaves human resources working overtime to find new talent. Recruitment can drain precious resources. In addition to onboarding and training, you will be paying significant salaries to employees who have yet to achieve full productivity. On the other hand, there are less obvious costs. When a valued team member leaves, it can cause ripples among other employees, according to Christina Gomez for Executive Board sales blog. Losing a trusted colleague can cause decreased morale and sales productivity. As a result, clients can receive gaps in continuity, and sales can be lost. Suffice it to say, you don't want to lose salespeople, but how do you get them to stick around?
1. Hire right the first time
Do an impeccable job of hiring from the beginning. Hiring can be difficult process at the best of times, but putting in maximum effort will give you greater returns. Don't be lazy about recruitment. Realize there are different types of salespeople and no one personality type creates the ideal salesperson. What kind of seller does your team need right now? Asking candidates to take a personality test can help to guide you in whether they'll be a good fit, as Brittany Griffin suggests on Inside Sales. Even if a candidate seems like a winner, delve deeply into their background. Be sure to actually check references and ask follow up questions to find out if there's anything they aren't telling you.
2. Provide incentives for top sellers
A big problem with some companies is that they quickly advance salespeople out of vital roles. According to Griffin, a lot of businesses use appointment setters as sort of a training pool before salespeople move on to other more prestigious jobs. These valuable employees specialize in finding sales opportunities for closers and every month they remain, they become 40 percent more productive. Instead of making this an entry-level position, provide incentives for workers to remain there. Every time you advance someone from appointment setter position, you have to replace them, and you're starting over at zero productivity. Make this a job to aim for, not just a rest stop on the way to something better.
3. Find the right climate
A good company culture can encourage salespeople to remain. According to Gomez, a judgment-oriented culture results in about 15 percent less turnover than other types of management systems. A judgment-oriented culture is defined by an organic environment that is geared more toward building relationships than a sales agenda. Such businesses are innovative and open, with guidelines but no strict rules. Give your employees space to be creative and develop their own methods and they will reward you by sticking around longer.
4. Build leadership and community
For businesses across the board, relationships among staff are the prime drivers of happiness in the workplace. Strong salespeople value good leadership and a staff that can work effectively as a team. According to a recent survey from TINYpulse, transparency is the No. 1 factor that influences employee happiness. Workers want managers to clearly outline their expectations and be open with them about what works and what doesn't in the sales setting. Even more than that, employees value openness from supervisors, they want it from co-workers. In fact, co-workers were the single most-cited reason employees were happy in their jobs. To make sure sales teams are working together optimally, schedule frequent team-building activities.
By Daniela Barbosa, Director of Business Development
It's no secret that companies of all sizes are adopting tablets in the office. According to this poll of 610 professionals by CDW, more than half of the American workforce have used a tablet at work for more than a year. From being able to take a presentation on the go to accessing vital information outside of the office, tablets are the perfect gadget for today's professionals. But if we are talking about revenue enablement, there isn't anyone that benefits more from tablet use than salespeople.
Salesforce.com recently pointed out that 40% of sales teams use a tablet, according to the Sales Management Association, and they outlined six ways how tablets are transforming sales. How? For example, portable devices allow you to conduct B2B market research when you're about to head into a client meeting and even to optimize your product pitch based on the sales intelligence you gather. Yet these aren't the only reasons tablets are ideal for sales reps.
Makes Multitasking Easy
Tablets are everything rolled into one—laptop, your product catalogue and even means of communication with the rest of your team. In the CDW survey, this ability to do many things at once provides us with more than 1.1 hours in gained productivity every day. According to the survey's info graphic, 84% of the respondents said tablets make them better multitaskers.
This is essential to sales reps who are driving revenue. It frees up time when you're able to add another slide to your presentation before entering a client meeting and take notes right on your tablet instead of having to transcribe them into the computer later on. With sales reps already pressed for time, salesforce.com suggested tablets provide teams with access to insights in real-time, which results in smarter selling strategies—and here at FirstRain we have many enterprise customers that are already seeing these benefits with FirstRain for Touch solutions.
Increase Customer Visibility
You always need to have your finger on the pulse of your customer's market, but this can be difficult when you can't access information when you're away from your desk. Apps from FirstRain and companies like salesforce.com provide teams with a way to collect customer insights, which can do more than just help you maximize sales strategy.
Salesforce.com suggested reps use tablets to boost customer engagement by loading the device with videos, slideshows and other types of media. When your client is able to see your pitch in action, they're often more willing to purchase it.
Stay Constantly Connected
One of the greatest advantages of tablets is the ability to always be connected with the rest of the team. According to the survey, respondents said they couldn't live without email access when they are away from the office—we all know how that feels! In addition to being connected, being able to communicate with co-workers can help sales reps improve their sales pitch and receive additional insight about their customer's markets.
In fact, salesforce.com says that being able to communicate with colleagues on the go is a great advantage to sales reps. With cloud-based CRM systems, professionals can access customer records and keep track of opportunities. There is no question that being able to connect with your team and your CRM system is essential to maximizing your time and ensuring no opportunity is lost.
So yes, tablets are transforming the sales environment—is your team ready?