silver one

Question 1

Zoominfo / DiscoverOrg

Answer 1

great for contact data, they focus on NA, S&P mid market, accuracy drops off out of these companies
How we collect our data is different (server pings+webscraping vs a mixture of public facing documents (ie press releases, whitepapers, earnings call ext), but where we really differ is we purchase job postings, resumes, and CV’s, sourcing our data and synthesizing the 5 billion documents a month

Question 2

Slintel

Answer 2

Acquired by 6Sense in 2021. Provider of Technographic data, and company contact info.
the fundamental difference is accuracy in install - our customers tell us they’re 40-60% accurate due to the fact they only webscrape and server ping to gather install information at the firewall level - we go behind the firewall spending Chedder every year on primary documents from the global job boards giving us emperical evidence of the technologies presently and historically in use across organizations -
That’s why our customers tell us we’re typically within 90-96% accurate

Question 3

TechTarget

Answer 3

We license 10% of our data to them but we have a lot more install data that we don’t license to them. They also don’t have plan optimize and execute all in one platform.

Question 4

data fox

Answer 4

That’s great, DataFox is actually a partners of ours. We license 5-10% of our data to them but we have a lot more install data that we don’t license to them. They also don’t have plan optimize and execute all in one platform.

Question 5

6sense

Answer 5

6Sense does a good job with intent, but they can’t tell you the why behind the signal whereas we do contextual intent, so not just a signal of a company evaluating or researching, we then discern the narrative as to why they’re searching whether it’s for a new solution, displacing their current solution, or expanding on a solution set they already have. We would consider 6Sense more complimentary in terms of a company’s tech stack, rather than a competitor.

Question 6

Bombora

Answer 6

Bombora does a good job with intent, but they can’t tell you the why behind the signal whereas we do contextual intent, so not just a signal of a company evaluating or researching, we then discern the narrative as to why they’re searching whether it’s for a new solution, displacing their current solution, or expanding on a solution set they already have. We would consider Bombora more complimentary in terms of a company’s tech stack, rather than a competitor.

Question 7

Demandbase/DemandMatrix

Answer 7

DemandMatrix acquired by DemandBase in 2021.
Typically we have seen better geographic and company firmo coverage when compared to most other providers. Reminder that our key differentiators are our ability to contextualize - for example, companies showing Intent for an certain solution who currently have a competitor in place (displacement), as well as our ability to identify buying stage (research vs evaluating) using NLP

Question 8

Gartner

Answer 8

Largest analyst firm
$4B+ ARR
Gartner tended to be more focused on corporate viability and overall business/financial metrics
Gartner remains technology-focused
Because it gets at least 70% of its revenue from end users, it also exerts the most power in the industry
Gartner’s Magic Quadrant

Question 9

IDC

Answer 9

IDC is arguably the most unique
Primarily analyzes market trends, publishing industry forecasts, with a focus on numbers and impartiality.
Smallest of the big 3

Question 10

forester

Answer 10

Forrester tended to be more focused on the actual technology and capabilities of the product.
Examines how technology relates to business challenges
Forrester Wave
2nd largest of the firms

Question 11

Marketing

Answer 11

Strategically, with bottom up TAM sizing, reducing expense to revenue ratios, increasing marketing’s contribution to new logo acquisition, and understanding competitive market share for positioning and improving conversion rates

Question 12

Intelligence

Answer 12

Director/Manager of Market/Competitive Intelligence
with on-demand operational views into market size, structure, and addressability painting immediate pictures for where growth, whitespace, and competitive trends and opportunities lie,ULTIMATELY driving efficient resource allocation and reducing GTM process inefficiencies

Director of Business Intellgence/ Analytics
to provide foundational firmographic and technographic data layers for the business really supporting cross-functional use cases with executive leadership like strategic planning, corporate strategy, acquisitions, and growth forecasts while also backing downstream GTM use cases like territory optimization based on attainable wallet share and account prioritization.