Fliptop (Discontinued Product) vs. Global Database Sales & Marketing Platform

1. Be sure to specify and understand the impact on your model when looking at volume versus value factors. 2. Ask all your potential vendors about set-up costs and time. 3. Understand, with any predictive model, how it will affect both marketing and sales - a predictive tool should bring the two closer together. 4. Remember - its predictive, not all-knowing and brief/train your teams accordingly.

I haven't tried all of their solutions. We use their sales and marketing platform and data enrichment and it is a great fit for our lead generation needs. We use their data to help our clients achieve their goals too and have been satisfied so far. The platform is easy to use, and filters are pretty straightforward. An example of how we use it is take a certain region, industry, number of employees, some other criteria based on the task and what we get is a list of companies. We either narrow down the results by adding more requirements or export that data to our automation tools to start our campaigns.

• Listening to customers - very responsive customer success team.
• Working with customers to build the most predictable model.
• Easy to set up and get useful reporting quickly.

• Extensive company profiles.
• Efficient data enrichment.
• Information about companies that is hard to find manually.
• Great customer support and friendly team.
• We have not hit invalid emails so far.

• A little more explanation of how different factors can affect the model in terms of the customer objectives - they've really listened here and have really focussed on the changes we needed to make.
• Update specific fields/features e.g. multi-currency support (now done), non-confusing field names (being released), custom fiscal years for reporting (coming I believe)

• For some regions it takes a bit longer to find the required data, but I guess it's more of an availability issue rather then the company's fault. They tell us though how long it may take so we can make plans accordingly.

The platform and data proved to be useful for the goals we pursue, so data quality and lead generation is what I rate their usability for.

We pushed Fliptop through to preferred vendor because (at that time):

• Fast set up time with zero cost
• Public appexchange listing (passed salesforce security)
• Demonstrated best understanding of our requirements

• Before fliptop around 50% of our MQLs were in lower quality accounts, that number has reduced to around 15%.
• We have identified the key market segments that drove over 50% of our growth last year.
• Real focus for the marketing teams and intel on where to focus key email and nurture campaigns.

• We save a lot in costs and time.