InsightSquared and RingLead Partner, Enriching Contacts Throughout the Buyer’s Journey

InsightSquared and RingLead Partner to Deliver a Complete, Accurate View of Contacts Throughout the Buyer’s Journey

New integration provides automated enrichment and analytics of contacts identified during active sales cycles and customer relationships to reduce risk and improve forecast accuracy. Sign up for a demo of RingLead + InsightSquared today! 

BOSTON — JUNE 8, 2021  InsightSquared, a leader in revenue intelligence and forecasting, and RingLead, a leader in data orchestration and RevOps automation, today announced a strategic partnership providing customers a unified, accurate view into every prospect and customer, their activity and their influence—throughout the buyer’s journey. The new integration combines the power of InsightSquared’s real-time Activity Capture and Analytics, with RingLead’s Data Orchestration and multi-vendor enrichment, making it easy for revenue teams to automatically identify, enrich and analyze contacts engaged during active sales and customer success cycles, ultimately increasing conversion and retention rates, as well as customer lifetime value.

“Being single threaded is one of the biggest challenges in sales and customer success, yet most organizations lack visibility into which contacts are engaged, those that are not, and  opportunities to deepen relationships,” said Russ Artzt, Executive Chairman, RingLead. “By using InsightSquared as a mini customer data platform and integrating RingLead’s data orchestration platform, we now have deep insight and detailed account records of every contact involved in the revenue journey. This real-time visibility allows reps to focus on the go-to-market activities that truly make an impact, while helping sales leadership create highly accurate forecasts and identify risks ahead of key decisions.” 

In most B2B organizations, contact enrichment is commonly applied to inbound contacts and during BDR/SDR outbound prospecting, however additional contacts identified later in the sales cycles are rarely captured nor enriched, due to the reliance on sales reps to manually enter this data. Based on InsightSquared’s work across hundreds of revenue teams, it is estimated that most organizations are missing 70 percent of the contacts that enter during the sales process.

This current workflow leads to incomplete contact data, creating significant blindspots for revenue teams that impact overall win rates and execution: 

  • Marketing is challenged to run effective persona-based nurture programs;
  • Sales Leaders struggle to understand the true health of their pipelines and deliver accurate, predictable forecasts;
  • Customer success teams are limited in their ability to run enablement, cross-sell and upsell campaigns; and
  • Operations teams cannot conduct deep analytics, assess the effectiveness of sales processes, or identify next steps to optimize outcomes.

With this new integration, InsightSquared and RingLead will automatically identify and enrich new contacts at the point of engagement (emails, meetings, etc.) and throughout the customer lifecycle, writing the data back to the customer’s CRM for immediate use in campaigns, pipeline management, forecasting and more. The workflow leverages RingLead’s multi-vendor enrichment, featuring more than 31 partners including ZoomInfo, Clearbit, Crunchbase and Dun & Bradstreet, to append full names, titles, contact information, account data and more, all behind the scenes, requiring no work from sales or operations teams.

“Every sales organization is looking to improve operational efficiencies by understanding which activities and customer roles actually translate to revenue. However when it comes to running these analytics, the output is only as good as the data that is used to generate it. That data must not only be clean, but also complete,” said Todd Abbott, CEO of InsightSquared. “Together with RingLead, we have eliminated the need for reps to manually input this contact data and created an automated enrichment workflow, handing revenue teams a massive trove of data and intelligence they can use to speed sales cycles, improve rep effectiveness and boost forecast accuracy.” 

Beyond the high quality data now available for sales and marketing execution, customers can leverage RingLead’s complete data management solutions including intelligent routing, meeting scheduling and scoring. Customers can also take advantage of InsightSquared’s advanced revenue analytics and contact reporting to understand the impact specific contacts and titles have on their sales outcomes, assessing engagement by contact seniority, engagement by normalized title, campaign success by title, and more. As buyer groups continue to grow in size, trusted data is critical to optimizing revenue team investments and scaling successful sales processes. 

SignUp for a demo of InsightSquared + RingLead.

About InsightSquared

InsightSquared empowers revenue professionals to make better decisions by equipping them with actionable, real-time intelligence that drives predictable growth. B2B organizations worldwide rely on the company’s full funnel revenue analytics and forecasting solutions to build healthier pipelines, boost forecast accuracy, target rep coaching, and significantly increase competitive win rates. For more information, visit www.insightsquared.com.

About RingLead

RingLead, Inc. is an industry leading data management provider with over a decade of experience in solving the dirty data problems of enterprises, Fortune 500 companies and small businesses across the globe. RingLead’s complete, end-to-end data quality platform integrates with leading CRMs and MAPs like Salesforce and Marketo to empower businesses to clean, protect and enhance company and contact information in a series of seamless, fully automated processes.For more information, visit www.ringlead.com.

You Might Also Like…

The Pipeline Coverage Ratio Fallacy
The Pipeline Coverage Ratio Fallacy
“Do we have enough pipeline?” Sales leaders hear this sentiment in their sleep. It’s what drives them. It’s also their #1 challenge. Historically we’ve seen this question answered by looking at pipeline coverage. Do we have enough pipeline heading into a specific period to succeed? Unfortunately, CROs aren’t always given enough factual information about the health of a funnel to see a clear picture. But, why? Before they can answer whether or not salespeople can hit their numbers, it’s essential to break down how they are established. Where do revenue expectations originate? And how accurate and helpful are they in…
View Now
sales forecasting benchmark calculator blog image
Introducing Our Sales Forecast Calculator
Does your forecast process have room for improvement? Unsure where to start? Sales Forecasting informs every layer of your business, from individual revenue goals to the implementation team’s staffing strategy to product expansion. Confident in your forecast for growth? You can move fast when it comes to hiring and roadmap innovation. Unsure, decisions get much trickier. According to the 2021 State of Sales Forecasting Report: 68% of participants missed their forecast by more than 10% 9 out of 10 reported missing their predicted forecast by 6% or more Only 52% acknowledged even measuring forecast accuracy Suffice to say, there’s significant…
View Now
sales dashboard examples and templates
7 Sales Dashboard Examples and Templates
Looking for Sales Dashboard examples and templates? You’re not alone. Everyone wants to be data-driven. But too many people take the wrong approach when it comes to analytics – they lack focus and intent. They report reactively, as opposed to monitoring the data in real-time, even better, predicting, so they can coach and optimize. Why Use Sales Dashboards? Sales teams move fast. And their progression towards goals impacts almost every area of the business. From marketing to implementation, product to finance. On a daily basis, revenue leaders have critical questions they must answer — and the answers must be rooted…
View Now

See Revenue Intelligence in action.

Schedule a demo of our 6 in 1 platform today!