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Unrival Messaging (Competitors (Other companies (LinkedIn Sales Nav…

- - - - Similar cost
      - GDPR compliant
      - Build lead lists - lots of functionality for Sales & demand gen activity
      - Global reach
      - Content & insights
      - No relationship mapping functionality
      - Poor user experience
      - High data quality
      - No contact information (unless provided by individuals on their profile) - can contact through messaging
      - Filtering options
      - Great training/customer success
    - - Difficult user experience
      - Poor data quality
      - Limit on no. of accounts
      - Outdated / inaccurate information
      - Can't segment contacts
      - Org charts functionality
      - Provide contact information
      - Good lead generation tool
      - Not GDPR compliant in Europe
      - Priced per user, with extra cost per market segment (limit on accounts)
- - - - Access to analytics to understand usage & champion users
      - All of the below!
    - - Identifying new prospects & buying centres
      - Understanding internal relationships
      - Up to date personalised messaging during outreach - speeds up time taken to personalise messaging by providing all insight on an individual in one place - improves activity rates if less time spent researching and personalising
      - Referencing a prospect's colleague or a particular piece of insight on a call to establish credibility/trust
      - Having account maps/insights in front of you during your calls
      - Prioritisation of accounts
      - Segmenting account data to understand whole markets or role groups
      - Collaboration with AEs around strategy for outreach
      - Supports SDR during account-based approaches
      - Unlimited access to wide range of accounts across multiple geographies and sectors
      - GDPR compliant tool to support SDRs in their social selling approaches (LinkedIn)
      - View of technology landscape of an account - competitors, partners
      - PIPE BUILDING & OPENING THE DOOR
    - - Identifying new buying centres for up/cross sell opportunities
      - Proactively adjusting your strategy and account plan according to changes in the business or the market
      - Ensuring your messaging and approach is aligned with business priorities for your accounts
      - Understanding internal relationships to leverage introductions into new lines of business or to more senior stakeholders
      - Improved account planning & strategy based on live insights
      - Identify champions or detractors in accounts
      - Collaboration with whole account teams to drive an account-based approach
      - GDPR compliant solution
      - View of technology landscape to understand account ecosystem and identify potential partners or competitors
      - CLOSING BUSINESS
    - - Personalised approach with each stakeholder
      - Understand stakeholders needs/relationships etc.
      - Having account maps/insights in front of you during your calls with prospects
      - Having a view of the whole buying centre
      - Opening & closing opportunities (smaller ops) - Inside Reps (outbound, inbound, channel)
      - CLOSING BUSINESS
  - - - How to go to market
      - Which companies should we target & how should we be targeting
      - At scale - ability to plan in an agile way (importance of that in a B2B space) - with data you are constantly in a state of reiteration
    - - How you should execute
      - Marketers are guessing - informed by how well their content is performing, not by what the market is looking at overall
      - At scale - not customised or specialised as usual (expensive, time consuming, not agile)
      - Best execution product (not planning!) - are you tired of using tools that don't help you execute at scale?
      - Provide insight that leads to execution
      - Prioritisation at scale
    - - Ensuring that this is aligned / collaboration
- - - - Are you tired of using tools that don't enable you to execute your go-to-market in an agile and scalable way (Scale)
      - Understand which accounts are a priority in your territory by using data driven insights (Scale & prioritisation)
    - - Understand which accounts are a priority in your territory by using data driven insights (Scale & prioritisation)
    - - Customer engagement made easy