1. Executive Summary
Sales productivity solutions such as CRM/SFA and data providers don’t ensure sales
performance. Managing pipelines and accessing account data is necessary but not sufficient to
sales success. In fact, the extra data entry steps imposed by CRM/SFA can take time away from
customer engagements. First-generation sales intelligence and lead qualification tools deliver too
much irrelevant information, leaving reps with a big research burden.
To achieve real performance breakthroughs, sales must become more quality-driven and less
quantity-driven. Reps need a way to rapidly target key selling opportunities and provide the fact-
based justifications to close the deal.
A new class of sales intelligence technology from InsideView, called Opportunity Intelligence,
delivers the critical capabilities missing from earlier-generation tools.
Opportunity Intelligence:
• Detects and alerts sales reps of opportunities, in real time
• Identifies decision makers and your connections to them
• Provides the precise strategic information needed to engage and
close the sale
InsideView transforms sales into a highly targeted, efficient and effective process, and gives sales
organizations a decisive advantage in an increasingly competitive marketplace.
Conventional Sales Tools: What’s Missing
In today’s accelerated selling environment, traditional methods such as cold calling are less and
less effective. Sales success has become highly opportunity-based. Maximizing revenue means
focusing on the right opportunity, the right offering, and the right call to the right person at just the
right time.
Traditional sales tools don’t address the challenge. They don’t help sales reps recognize
opportunities, identify key prospects and capitalize on strategic insights and connections ahead
of the competition.
Opportunity Intelligence:
Sell Smarter, Exceed Quota.
No More Hit or Miss
Until now, finding
opportunities has
been hit or miss. Sales
organizations compiled
account lists, made
large volumes of cold
calls and occasionally
got lucky. Today, there
is a different and far
more efficient way to
build your sales pipeline.
A new-generation
sales technology from
InsideView called
Opportunity Intelligence
can rapidly identify
opportunities for you--
and deliver the critical
information you need to
turn those opportunities
into deals.
In today’s complex and fast-changing sales environment, working harder isn’t
enough. To consistently meet or exceed quota, sales organizations have to
work smarter–by quickly identifying the best selling opportunities and taking
advantage of them before the competition does.

2. Introducing Opportunity Intelligence
Opportunity Intelligence provides this key missing piece. It applies recent advances in information
aggregation, search and analysis to automate the most difficult and time-consuming aspects of
the sales process, informing sales reps when and where new opportunities arise, who to call and
why. Using InsideView Opportunity Intelligence, salespeople can go straight to engagements and
do what they do best: sell.
InsideView Builds a Better Pipeline
Opportunity Intelligence was technically impractical until now. Recent technology advances and
market dynamics have made it possible. These changes include:
• Information Aggregation
Intelligent aggregation reduces data fragmentation and information overload due to
the exponential growth of content on the Internet.
• Interchange Standards
Data interchange standards like RSS and XML make it possible to aggregate information
from many sources in real time.
• Relevancy
Relevancy filters use proven analytic techniques that recognize patterns and determine
meaning in data to identify vital information.
• Web 2.0
Social networking and user-contributed content is revolutionizing the way information
is shared.
InsideView leverages these advances in its proprietary Opportunity Discovery technology.
InsideView creates rich profiles on all major North American companies, including their market
and personnel data, business news and events, financial filings and competitive information
from hundreds of verified sources such as Hoover’s, Reuters and ZoomInfo. Company profiles
are continuously updated in real time and enriched with details that give salespeople significant
leverage when engaging prospects and customers.
Additionally, InsideView monitors the target companies and uses techniques such as language
processing and semantic analysis to extract the information relevant to each sales rep in the
organization. It identifies top selling opportunities such as leadership changes, new product
offerings, acquisitions, expanding operations, and positive or negative financial results. Users
choose which events to look for by selecting from a range of predefined Selling Triggers. Users
can also quickly create their own custom Selling Triggers. Custom Selling triggers are company-
or product-line specific and are based on the individual needs of each sales rep.

3. When it detects relevant opportunities and company activity, InsideView notifies users proactively
by sending automatic Opportunity Alerts. Sales guidance is delivered through InsideView’s
easy-to-use web-based account dashboard. The dashboard is designed specifically for busy
salespeople, providing the information they need at a glance.
Using the dashboard, sales reps can view Opportunity Alerts, ranked by Selling Trigger activity to
highlight the most promising opportunities. The InsideView dashboard also displays details on the
target company, key decision makers and business connections that reps can leverage to engage
and make the sale.

4. For example, InsideView finds decision makers who are linked to your company through your
reference customers, boards of directors and current executives. Sales reps can also drill down to
research executive biographies, SEC fillings, company news and competitors.
InsideView’s prospecting capabilities let users combine traditional search terms describing the
company, its market and geography with Selling Triggers. For example, InsideView could find
all the medium-sized software companies in a territory that are expanding operations or have
made recent acquisitions. This ability to find companies based on opportunities enables far more
targeted and effective prospecting than conventional tools.

5. InsideView also supports seamless integration with a leading CRM/SFA provider, Salesforce.com,
via Appexchange. Overall, InsideView gives sales teams all the information they need to quickly
and easily target, contact, engage and sell.
Transforming Sales
InsideView’s Opportunity Intelligence changes the rules of engagement. It takes time-consuming
research and cold calling out of the equation, and delivers big gains in productivity. It enables
sales to go immediately to engagements and greatly improves the success rates of those
potential deals. It transforms selling from a tactical, reactive process into a proactive, strategic
discipline that is more effective and more efficient.
InsideView builds a better sales pipeline by
locating the best prospects and customer
opportunities. It helps sales organizations
make better forecasts and increases the
number and size of closed deals. It levels
the playing field for all sales reps, and
closes the gap between the middle 60
percent of reps who are below quota and
the top 20 percent who are above quota.
These benefits are more than a promise.
Companies are already using InsideView
with impressive results. One InsideView
customer, a top vendor of computer security solutions, estimates that InsideView will save nearly
21,000 hours of research time over the next year, increasing sales by $16 million over that time.
This estimate is based on usage by 105 sales reps.
In an increasingly complex and fast-changing business environment, sales can no longer
get by on cold calls and luck. Successful organizations will be those who are first to see and
seize critical opportunities as soon as they appear. By enabling strategic selling, InsideView’s
Opportunity Intelligence is positioned to reshape the competitive landscape and become a must-
have tool for high-impact sales teams.