“We believe that data is only good if you can get to it when you need it” – Mr. Pankaj Joshi,Head of Sales and Marketing-India,InsideView
Mr. Pankaj Joshi,Head of Sales and Marketing-India,InsideView shares his views with Technuter.com:
Could you please tell us about InsideView?
InsideView powers the world’s business conversations with our market intelligence, which enables the 20,000-plus companies using our solutions to drive marketing effectiveness and deliver sales results.
Our big data platform gathers and triangulates data from more than 40,000 sources and adds it to existing sales and marketing applications. The intelligence that we provide includes company and contact data, social and news insights, and business connections. Marketers clean and enrich their leads and more accurately target the right leads. Sales finds better ways to engage with more leads at the right times. Developers use our APIs to fuel CRM, marketing automation, predictive analytics, and a range of business applications.
With accurate and timely data, insights, and connections, InsideView makes every business interaction more relevant, valuable, and productive.
What is the USP of InsideView?
InsideView’s unique selling proposition is based on three things: accurate company and contact data, real-time insights, and access to valuable business connections.
InsideView supplies more than 40 fields of actionable company and contact data, updated in real-time. Our customers use it to identify prospects, score and route leads, segment territories, do pre-call research, enrich leads, clean their CRM and marketing data, and more.
We pull, analyze, and curate relevant news and insights from tens of thousands of global news and social sources, ranging from the New York Times to Africa News Wire. InsideView insights are delivered within your CRM, by email, or through our APIs to alert you to timely business triggers and take you inside your prospect’s world, which helps you better market and sell to them.
We also consolidate your connections, and those of your colleagues, into a private network that shows how you’re connected to your prospects, so you can get warm introductions to open doors and close deals. We let you leverage your connections from Outlook, Gmail, LinkedIn, Twitter, work and education history, reference customers, board memberships, and more. We’ll add even more leads from our database that match your profile.
How InsideView CRM Solutions and InsideView API work?
We believe that data is only good if you can get to it when you need it. InsideView puts business-relevant data and insights at your fingertips, anytime, anywhere, on any device, and in any app, and we do this via our own suite of sales and marketing applications and through partnerships with developers and other solution providers.
Our own solutions deliver accurate company and contact information, including business insights and professional connections, to increase sales and marketing effectiveness. InsideView for Sales makes it easier than ever to find, engage with, and win deals.InsideView for Marketing puts the most accurate company and contact data into your marketing process for better response rates, more leads, and higher win rates. We also help clean your existing database, enrich incoming leads, and build highly-accurate outbound target lists from the same great data.
InsideView also provides direct integrations to CRM systems, from Salesforce and Oracle to Microsoft Dynamics CRM and SAP, and to marketing automation systems, like Marketo and Eloqua. Even more, our Open APIs allow for custom applications, helping make other applications more valuable. Our Open APIs can append missing information to lead records, refresh company profiles, find people, download details, and find more prospects that match an ideal customer profile.
What are the good trends in Market intelligence?
The trends in market intelligence revolve around companies moving from a focus on working faster to a focus on working smarter.
CRM and marketing automation tools have helped sales and marketing teams be more efficient. But companies are now looking to accelerate their business growth by using data to better target, better engage, and better close deals. Market intelligence gives them the data and insights they need to do all of those things, and more.
We’re also seeing companies from wider ranging industries take part in these trends, even beyond the early adopters. More traditional industries, like commercial real estate, banking, and manufacturing, are all seeing the value of market intelligence and taking advantage of it to gain a competitive edge and drive their revenues.
What is InsideView doing differently to increase its market share in India?
InsideView’s marketing efforts in India are geared towards evangelizing sales2.0 concept in the market. Two important themes of this concept are integration of social selling into traditional sales and marketing process and driving digital transformation of sales and marketing through CIO’s/CMO’s office.
We identify early adopters by participating in marketing events and partnering with prominent industry associations as knowledge partners. To lower the entry barrier, we offer pilots that clearly demonstrate the ROI of our solutions before the customer makes a longer-term investment. To handhold them further, we associate them with customer success managers that work to drive adoption of the new sales and marketing methodologies at the user level.
These concentrated efforts are supported by a wider coverage of digital media marketing campaigns on Google and LinkedIn. The prospects engaged from these channels are taken through a carefully planned nurturing campaign until they are ready to take next steps.
Would you please reflect upon your InsideView Partner Program?
InsideView helps solution providers and application developers maximize their ability to increase sales and marketing effectiveness, CRM adoption, and data quality, while driving more revenue to their own bottom lines.
InsideView offers a wide range of partnership opportunities in our Partner Program. We believe that using our data—proven again and again to be the industry’s most accurate—is the best and fastest way to build apartner’s reputation as an innovator in the market intelligence space. Our Partner Program offers a wealth of resources, programs, and incentives to help companies succeed and profit.
We decided from the beginning to base our platform on the aggregation of public data, and only include proprietary information to augment the core set of information. It allows us to be more flexible and provide data that’s more accurate because it’s gathered from across 40,000 sources. Our strategy also allows us to make a commitment to our development partners and customers: InsideView Open APIs will remain open to everyone.
Your message to the IT and Tech community…
InsideView’s goal is simple: to give more companies a deeper understanding of their market, better sales and marketing alignment, and an unparalleled competitive advantage. To do so we have defined market intelligence and we continue to lead this industry.
Successful companies recognize the need to first understand their markets so they can better target, engage more deeply, maximize the potential of every opportunity, and create tighter long-term relationships. These are the keys to being a competitive B2B company. Market intelligence makes it happen and InsideView is market intelligence.
