InsideView vs LinkedIn Sales Navigator

• InsideView has a large repository of companies with lots of information: company size, revenue, employees, articles as well as industry specific information.
• My reps love the option to view "more" and look at discovery questions by industry. It gives them questions to lead with, as well as ideas of what they should be researching.
• InsideView has a new look and feel rolling out soon. VERY excited about the update.

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• LinkedIn Sales Navigator takes the guesswork out of contacting potential lead sources. Rather than spending an exorbitant amount of time and energy trying to find the right people you wish to connect with, it lets you drill down and find contacts on a granular level.
• LinkedIn Sales Navigator has add-ons that we pay for, and they are well worth the cost. We are now able to send more LinkedIn InMails each month, and we get a higher response rate from recipients.
• We use Salesforce, and LinkedIn Sales Navigator saves leads and contacts into this platform with a simple click. There is no need to enter information multiple times, which is a real time saver.

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• While the company now supports 12 million global companies and 30 million executives, this is significantly below that of their primary competitors. Other sales intelligence vendors provide up to 10x the company coverage and up to 3x the contact coverage. Coverage of AsiaPac and Latin America is quite limited.
• Family Trees are limited to subsidiaries so it is difficult to identify local opportunities for leveraging an MSA or targeting local branches.
• Most US profiles are thin Equifax profiles providing little detail (e.g. no family tree linkage, business descriptions, or contacts).
• Financials limited to public company Income Statements. For some reason, they never added the Balance Sheet or Cash Flow Statement.
• The company has not rolled out any significant enhancements to their sales product since 2013 with the exception of adding more profiles. They have shifted their focus to marketing and an API.
• While they offer some industry content, it is significantly weaker than that found in Hoover's and Avention.
• They have moved to limit the number of downloads in the service as they sell an InsideView Target service to marketers. Competitors provide few restrictions on company and contact download (though most limit the number of downloadable emails).
• There is no way to target executives by function across a company and download the prospectinglist. This is becoming a key requirement as firms move to Account Based Marketing and Account Based Sales Development. Competitors such as Hoover's and Avention provide screening across the family tree by job function and level. They also have a deeper set of company linkages than InsideView.

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• With my current company I only have a limited amount of inMails that I can send per month (50) which limits my use of the product. I wish that I was able to have unlimited to get the full functionality.
• One complaint I have about targeting specific types of prospects is that when you do narrow the list within a company sometimes unrelated prospects still come up in the search and you have to weed through them.
• I wish that regular linkedIn and Sales Navigator could be linked together at least message wise so that you didn't have to remember if you sent a prospect a message through Navigator or just from being a contact.

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• Something positive is that it helps you when identifying a company opportunity because it gives you the data where they're not doing good to focus on those points and also help you with the information of the company in one easy-to-use tool.
• Something negative is that it should look for more info on Latin America market, sometimes info is missed on middle markets for this region.

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• In my last business, it enabled me to quickly target high value prospects and reach out to them. It led to enough success that I used it regularly.
• It also offers and (I took advantage of) the ability to seek out introductions. This led to a large number of prospect conversations and some sales.
• In my current business, we used it to beta test heavy outbound email campaigns, which it proved out because of the accuracy of the data.

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