May 2017 Summaries

In launching Batch Enrichment, Clearbit provided a tool for customers to efficiently run lists through Enrichment to gather detailed person and company data, achieving significant usage with over 50,000 batches and 20 million records processed. Recently, they introduced Batch Reports, enhancing the batch process by offering free visual reports that analyze uploaded data before any purchase, breaking down information by location, category, company size, and more. This feature helps users analyze their customer base and target accounts, such as identifying that over 80% of Clearbit's customers use Google Apps and are predominantly in the B2B space, with a notable concentration in sales and marketing roles. The reports also reveal that Clearbit's ideal customer profile includes companies with 50 to 250 employees. By providing quick insights, Batch Reports aids in understanding and qualifying leads effectively, encouraging users to utilize historical data for better customer comprehension.

Reveal Loop in Salesforce is a newly introduced tool that combines Clearbit's IP address lookup service, Reveal, with its Prospector service, enabling organizations to build prospect lists from companies that have anonymously visited their website. This integration allows users to create targeted lists from companies, such as those with over 200 employees, who have visited their site within the last day, and then deduplicate these lists against existing accounts in Salesforce. The tool is particularly beneficial for crafting highly personalized and targeted email campaigns, as demonstrated by Segment's growth team, which achieved a 55% open rate and a 200% increase in outbound email engagement by targeting website visitors. Reveal Loop aims to enhance the efficiency of sales teams by giving them the capability to transform anonymous web traffic into actionable sales leads within Salesforce.

Dave Gerhardt, Director of Marketing at Drift, highlights the benefits and challenges of using live chat for increasing conversion rates on websites. While live chat can lead to unqualified sales conversations and increased support requests, the integration of Clearbit Reveal with Drift Messaging allows companies to target only qualified prospects by utilizing personalized campaigns based on industry, company size, and technology. This approach has led to significant increases in engagement and conversion rates, as seen with Segment's marketing team, which reported a 5x increase in engagement and a 2x increase in conversion. The integration allows for personalized messages to be shown to website visitors, routing the most valuable prospects to sales teams without requiring visitors to fill out forms, thus streamlining the process and enhancing the effectiveness of B2B marketing strategies.