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© 2014 G2 Crowd, Inc. All rights reserved. No part of this publication may be reproduced or distributed in any form without G2 Crowd’s prior written per-mission. While the information in this report has been obtained from sources believed to be reliable, G2 Crowd disclaims all warranties as to the accuracy, completeness, or adequacy of such information and shall have no liability for errors, omissions, or inadequacies in such information.

GridSM for Sales Intelligence | Spring 2014

Sales Intelligence ProductsProducts shown on the Grid for Sales Intelligence have received a minimum of 10 reviews/ratings in data gath-ered by May 19th, 2014. Products are ranked by customer satisfaction (based on user reviews) and market pres-ence (based on market share, vendor size, and social impact) and placed into four categories on the Grid:

n Leaders offer sales intelligence products that are rated highly by G2 Crowd users and have substantial scale, market share, and global support and service resources. Leaders include: LinkedIn Premium, Dis-coverOrg, and Capital IQ.

n High Performers provide products that are highly rated by their users, but have not yet achieved the market presence and scale of the vendors in the Leader category. High Performers include: SalesLoft, Lead411, and IKO Systems.

n Contenders have significant market presence and resources, but their products have received below average user satisfaction ratings or have not yet received a sufficient number of reviews to validate their products. Contenders include: D&B.

n Niche vendors do not have the market presence of the Leaders. They may have been rated positively on customer satisfaction, but have not yet received enough reviews to validate their success. Niche vendors include: Avention, InsideView, Data.com, Hoovers, and Zoominfo.

LeadersContenders

High PerformersNiche

Satisfaction

Mar

ket P

rese

nce

LinkedIn Premium

Capital IQ DiscoverOrg

SalesLoft

IKO System

Avention

InsideView

zoominfoLead411

D&B

Data.comHoovers

© 2014 G2 Crowd, Inc. All rights reserved. Document #SI14S. 2


Grid Scores for Sales IntelligenceThe table below shows the satisfaction and market presence scores that determine vendor placement on the Grid. To learn more about each of the vendors, please see the executive profiles in the next section.

Product Name # of Reviews Satisfaction(normalized)

Market Presence G2 Score

Leaders

LinkedIn Premium 74 90 93 91

DiscoverOrg 108 98 54 76

Capital IQ 38 70 61 65

High Performers

SalesLoft 11 83 27 55

Lead411 22 74 23 48

IKO System 23 70 22 46

Contenders

D&B 12 25 53 39

Niche

InsideView 18 43 45 44

Data.com 21 35 49 42

Avention 8 49 29 39

Hoovers 19 13 46 29

zoominfo 4 15 32 23



Sales Intelligence DefinitionSales Intelligence refers to software platforms designed to provide a customer with information and support re-garding a company’s products or services. Customer concerns are typically submitted via email, phone or social media channels. Sales Intelligence software provides a ticketing system for staff to organize and respond to customer inquiries as well as create information portals on the company’s website. Sales Intelligence platforms are used to streamline customer service and provide analytics into customer engagement across all communication channels.

Grid Rating MethodologyThe Grid represents the democratic voice of real business and IT users, rather than subjective opinion of one analyst. G2 Crowd rates Sales Intelligence products algorithmically based on data sourced from product reviews shared by G2 Crowd users and data aggregated from online sources and social networks.

Technology buyers can use the Grid to help them quickly select the best Sales Intelligence product for their busi-ness; to set realistic goals for their marketing initiatives, and to find peers with similar experiences. For vendors, media, investors, and analysts, the Grid provides benchmarks for vendor comparison and market trend analysis.

Grid Scoring MethodologyG2 Crowd rates products and vendors based on ratings and reviews gathered from our user community, as well as data aggregated from online sources and social networks. We apply a unique, patent-pending algorithm to this data to calculate the product strength and vendor market presence scores in real time.

The satisfaction rating is affected by the following (in order of importance):

n Overall Customer Satisfaction and Net Promoter Score (NPS) based on ratings by G2 Crowd users

n Customer satisfaction with second-level product attributes based on user reviews

n Popularity and statistical significance based on number of ratings and reviews received by G2 Crowd

The market presence score is affected by the following (in order of importance):

n Number of employees for product and parent company (based on social networks and public sources)

n Market share based on share of voice including number of ratings and reviews received

n Vendor momentum based on web traffic and Google search trends

n Product social impact based on Klout score and Twitter followers

n Vendor social impact based on Klout score, Twitter, and LinkedIn followers

n Revenue and year over year revenue growth rate (if available)

n Age of company (number of years in operation)

n Employee satisfaction and engagement (based on social network ratings)



Vendor Executive SummariesThis section includes summary profiles of each Sales Intelligence vendor with 10 or more reviews, listed by G2 score.

LinkedIn Premium

DiscoverOrg

(113)

(109)

LEADERLEADER

SPRING2014

SPRING2014

LEADERLEADER

SPRING2014

SPRING2014

3.9 out of 5 stars

4.8 out of 5 stars

SAMPLE REPORTPurchase Sales Intelligence Research to download all Vendor Profiles and Data.

www.g2crowd.com/categories/sales-intelligence/research



https://www.g2crowd.com/products/linkedin-premium/reviews

https://www.g2crowd.com/products/discoverorg/reviews





https://www.g2crowd.com/categories/sales-intelligence/research




HIGH PERFORMERHIGH PERFORMER

SPRING2014

Capital IQ

SalesLoft

(43)

(14)

LEADERLEADER

SPRING2014

SPRING2014

4.3 out of 5 stars

5.0 out of 5 stars





https://www.g2crowd.com/products/capital-iq/reviews

https://www.g2crowd.com/products/salesloft/reviews









Lead411

IKO System

(25)

(23)

4.5 out of 5 stars

4.5 out of 5 stars


SPRING2014


SPRING2014





https://www.g2crowd.com/products/lead411/reviews

https://www.g2crowd.com/products/iko-system/reviews









D&B

InsideView

(81)

(26)

3.7 out of 5 stars

3.8 out of 5 stars





https://www.g2crowd.com/products/d-b/reviews

https://www.g2crowd.com/products/insideview/reviews









Data.com

Hoovers

(27)

(23)

3.6 out of 5 stars

3.0 out of 5 stars





https://www.g2crowd.com/products/data-com/reviews

https://www.g2crowd.com/products/hoovers/reviews









Satisfaction Ratings G2 Crowd users rated sales intelligence software vendors ability to satisfy their needs as shown in the table below. Average satisfaction levels across survey questions were varied across all vendors in the range of 73% to 96%. Users validated that these providers meet their requirements at levels between 74% and 91%.






Customer Segments Served As shown in the table below, sales intelligence vendors serve a range of small, mid-market, and enterprise cus-tomers.

Mobile Applications Some Sales Intelligence platforms on the Grid include mobile applications to access contact information on the go. Native iOS and Android app ratings are provided below. Vendors without a native app may provide mo-bile-friendly versions of their platform to be accessible via a smartphone Internet browser.






Vendor and Product ScaleKey data on the vendor’s scale and impact are summarized below. Additional vendor demographic data is avail-able for download in the Grid Spreadsheets.






Rating Changes and Dynamics

The ratings in this report are based on a snapshot of the user reviews and social data collected by G2 Crowd up to May 19, 2014. The ratings may change as the products are further developed, the vendors grow, and as addi-tional opinions are shared by users. G2 Crowd updates the ratings on its website in real-time as additional data is received, and we will update this report at least once per quarter. By improving their products and support and/or by having more satisfied customer voices heard, contenders may become leaders and niche vendors may be-come high performers.

TrustKeeping our ratings unbiased is our top priority. We require the use of a LinkedIn account to validate a G2 Crowd user’s identity and employer and verify all reviews manually. We do not allow users to rate their employer’s prod-ucts or those of their employer’s competitors. Though we share reviews from business partners (they often con-tain valuable content), we filter out business partner ratings in our aggregate ratings to avoid bias.

Our G2 Crowd staff does not add any subjective input to the ratings, which are determined algorithmically based on data aggregated from publicly available online sources and social networks. Vendors cannot influence their ratings by spending time or money with us. Only the opinion of real users and data from public sources factor into the ratings.

Grid Inclusion Criteria All products in a G2 Crowd category that have at least 10 reviews/ratings from real users of the product will be included in the Grid. Inviting other users, such as colleagues and peers to join G2 Crowd and share authentic product reviews will accelerate this process.

If a Sales Intelligence product is not yet listed on G2 Crowd and it fits the Sales Intelligence market definition above, then users are encouraged to suggest its addition to our Sales Intelligence category on our website at www.g2crowd.com.

http://www.g2crowd.com

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