Leadspace
Enriching and Integrating Siloed Data for Improved Sales and Marketing Opportunities
Shane Pearson, Vice President, Product Management and MarketingLeadspace was established a decade ago to help B2B companies better understand and manage their customer data, improve the value of that data, and enhance their sales and marketing processes. Fast forward to today, the company is a venerated member of the US’s business community and provides solutions that comprehensively address all aspects of a business when it comes to using customer data, including–sales, marketing, merger and acquisitions, decision quality data, and more. Leadspace’s entire product portfolio comprises open-platform solutions that can be integrated with first-party and third-party data sources.
By employing Leadspace’s solutions, sales and marketing teams can gain a competitive edge by knowing who their best customers are, understanding their whitespace opportunities, and dramatically improving the effectiveness of their sales and marketing programs. Its powerful classification engine uses AI and ML to generate enriched data. Furthermore, the solutions generate customer profiles by combining the various data generated by different departments–sales, finance, marketing–and provide marketers an extensive view of their client base. In addition to organizing the data, Leadspace assists its customers in identifying their total addressable market and developing an ideal buyer profile. Elaborating on this, Pearson adds, “By plugging in third-party data services and combining it with the first-party data, we define a very accurate addressable market. This also helps clients identify whitespace, which is prevalent amongst many businesses today.”
Leadspace practices a three-stage client onboarding strategy that typically lasts for six weeks. As part of the first stage, Leadspace’s teams build a tailored graph of their clients’ B2B space. Utilizing this graph, the teams develop the total addressable market model and ideal buyer profile, identify whitespace opportunities–concluding the second stage. In the final phase, Leadspace implements the customized model built into the clients’ operations. “This is where our clients are able to utilize customer scoring functionalities to identify the most valuable customers who account for the majority of their revenue,” extols Pearson. As a forerunner in the martech realm, Leadspace, over the years, has provided its solutions to several industry behemoths. To paint an evocative picture, Pearson shares the customer success story of FreshWorks, a global SaaS brand.
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By plugging in third-party data services and combining it with the first-party data, we define a very accurate addressable market. This also helps clients to understand their best customers, understand and identify whitespace opportunities, and dramatically improve the effectiveness of their sales and marketing program
FreshWorks uses Leadspace to optimize all the data and achieve consistent visibility over its customer base. As a provider of open platforms, Leadspace seamlessly integrated its solutions into the third-party applications FreshWork utilized, such as Zoom and Dun & Bradstreet. By gathering all the critical information in one place, the client was able to better understand its customers and improve its sales and marketing strategies. Leadspace also helped them prepare the total addressable market and determine whitespaces, which helped them identify five million additional potential customers. As a result, FreshWork improved its marketing qualified leads six times the previous conversion rate and increased their account-based marketing (ABM) program’s output by 2.5%. Leadspace has scripted similar success stories with Hewlett Packard and Gojo & Company. Both the companies utilize their solutions for the ABM program and have experienced a 30% improvement in their sales pipelines post-implementation. Looking ahead, Leadspace aims to continue to advance on three facades.
Leadspace will continue to invest in its ability to unify first-party and third-party data in its platforms, upgrade the solutions’ analytical capabilities and incorporate more standard reports that align with marketing, channel, and sales management processes. Riding on the coattails of numerous successful implementations, Leadspace is pushing boundaries of innovation and is en route to becoming a force to be reckoned with in the martech arena.
Leadspace News
Leadspace Launches Revenue Radar,
Leadspace Acquires Competitor Reachforce
The acquisition means Leadspace will make ReachForce’s products – which include SmartSuite and SmartForce – available to its customers.
Reachforce staff will also become part of Leadspace. This will add an office in Austin, Texas to Leadspace’s locations which currently include San Francisco, California and Hod HaSharon in Israel.
Doug Bewsher, CEO at Leadspace, said ReachForce was a well-respected brand with an
experienced team
in the
B2B marketing tech space
“We’ve known them, and competed against them, over the years, so we’re excited to be joining forces now to move the B2B customer data platform space even further,” he said.
David Cowings, chief marketing data scientist at cloud communication platform RingCentral – a customer of both ReachForce and Leadspace – said he felt the two firms would work well together.
“We see a lot of value in unifying all the data expertise that the ReachForce team brings on Leadspace’s powerful and flexible platform. More and more companies are starting to see this value too, so we look forward to where the new Leadspace team will take it in the future.”
Adapt or die? Leadership in the era of the martech transformation
The martech transformation is upon us. This report looks at the role tech is playing in enabling change and how marketing leaders are responding.
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Company
Leadspace
Management
Shane Pearson, Vice President, Product Management and Marketing
Description
Leadspace is the world's #1 B2B Customer Data Platform (CDP). The company powers leading enterprises like Microsoft, Salesforce, and Zoom Video to find, create and accelerate closeable business. The platform uses tens of thousands of buying data signals to build and operationalize a company's total addressable market, ideal customer profile, fit, intent and engagement models. This helps sales and marketing teams gain a competitive edge. Hence, they know who their best customers are, understand their whitespace opportunities, and can dramatically improve the effectiveness of their programs.
AUSTIN - Leadspace,, announced Revenue Radar. Revenue Radar is the industry's first revenue navigation system to use multi-signal AI targeting to map the fastest route to revenue. Sales and marketing teams can now minimize spend and maximize revenue by proactively targeting the accounts and people with the highest likelihood to buy. LeadspaceTM also appointed Scott Jones, Marge Breya and David Gai as its new executive team to accelerate innovation and seize category leadership. The moves are intended to fuel the company's next stage of growth in revenue automation, one of the hottest revenue AI markets.
"We are delighted to welcome Scott Jones as our executive chairman, Marge Breya as our new president, and David Gai as COO," said Erel Margalit, Chairman of JVP and Leadspace. "As veterans in the AI/BI space, this team of experts are in a truly great position to spearhead the Leadspace Drive platform and revolutionize the world of revenue generation from an art to a science. Leadspace identifies your most relevant customers, the profile of the people that can buy your product and the buying team around them. Its revenue AI produces the best roadmap to reach your next quarter, or next year's revenue growth. It's all about targeting the relevant customers and the relevant people in the right organizations."
Revenue Radar. The quickest route to Revenue.
"More than 5 million sales people and $25B of marketing programs are aimed at driving B2B revenue – and they need a map," stated Marge Breya, President of Leadspace. "Google Maps revolutionized the way we travel efficiently every day. Revenue Radar and our four-signal AI targeting is the revenue navigation system that will change the game in revenue generation."
Revenue RadarTM applies four-signal AI targeting to narrow the target by focusing on companies with a 2X, 6X or even 12X chance of closing. As a result, sales and marketing teams understand exactly which accounts are likely to buy their product, who are the best contacts within those accounts, and who is showing interest and timing this week or month. While basic or advanced profiling tools populate profiles with various types of firmographics and technographics such as company revenue, size, industry, sub-industry, region ownership, website and installed base technologies, Revenue Radar analyzes them as buying signals to generate algorithmic insights so sales and marketing can focus on closeable business. Available in the Leadspace Studio or integrated into popular CRM systems like Salesforce and Marketo, Revenue Radar makes campaign targeting easy with buying propensity, intent, persona and engagement signals.
The Leadspace Drive Platform takes revenue operations across sales and marketing to the next level by determining which buying centers, accounts and people to focus on based on likelihood to buy. As a result, Sales operational teams can create equitable territories and account plans based on TAM (Total Addressable Market) opportunity profiling. Marketing teams can create intelligent ABM campaign segments tuned by territory and activated across the most popular digital platforms. HG Insights cites that, "Companies that purchased AI-assisted sales tools to improve their customer experience—and their revenue operations—saw the greatest new revenue lift, while slow adopters suffered as a result."
The New Executive Team of Revenue Experts
The Leadspace executive team are each recognized leaders in every aspect of revenue – from sales to marketing to services.
• Scott Jones joins the Leadspace board of directors as the company's Executive Chairman. Scott has more than 25 years of experience in building and managing global go-to-market teams in the enterprise software and marketing services industries from early stage and high-growth, to market-leading, public companies. Scott is formerly the CEO of Incorta, a unified data and analytics company. He also served as President and Chief Revenue Officer for automated analytics company Alteryx, a company he joined prior to its IPO. Scott helped build and scale Alteryx from $75M in revenue to more than $450M over four years and the customer base from 2,500 to more than 6,000 companies.
• Marge Breya has been named President of Leadspace. Marge Breya joined Leadspace in 2021 and most recently served as the company's Chief Operating Officer. Marge is an eight-time Chief Marketing Officer and recognized category creator who has held executive leadership positions at leading technology companies including Sun Microsystems, HP and SAP. She is a 20-year operating officer of public and private technology and companies and a 15-year board member.
• David Gai has been named Chief Operating Officer of Leadspace. David joined Leadspace in 2022 as the company's Chief Experience Officer. David is an expert in customer operations. He brings more than thirty years of executive leadership in high-tech customer and field operations. His experience spans startup, turnaround and rapid change environments. He has held executive customer operations roles at CentralSquare Technologies, BMC Software, JDA Software, BEA Systems and Hewlett Packard.
See us at the Forrester B2B Summit
Leadspace is a sponsor of the Forrester B2B Summit and can be found at booth 414 for a demo of Revenue Radar. The company is presenting a case study on how the Informatica team harnessed Leadspace Revenue Radar in their state-of-the-art marketing engine to drive 50% of net-new pipeline at 2:50pm in Room17A on Monday, June 5 at the Austin Convention Center.