In this release we have made enhancements including Company Taxonomy updates and Branch Matching.
Company Taxonomy Updates
We have made several updates to our company data taxonomy across all products including:
- Company Status
- Company Type (previously called Ownership Type)
- Business Structure
- Site Types
We are making these updates to more accurately provide company information that is crucial for understanding customer and prospect accounts. Many customers need to know if a company record is a branch versus a global parent for account assignments, lead routing, and to determine if it is a viable account for sellers to pursue.
Click the links below to learn more:
- Updates to the Company Record
- Updates to Exporting a Company Record or a Branch Record
- Updates to Search Results
- Updates to Global Search
- Updates to Company Preview
- Updates to the Edit Match Page
- Updates to List Build Filters
- Updates to the List View Page
Updates to the Company Record
Updates to the company record now include the following:
- The company type and business structure are now shown below the company name.
- Exception: When the company status is something other than Operating for both type and structure it will be replaced with status such as Acquired by XYZ or Out of Business.
- When the site type is known it is shown under the company address.
- The Ultimate Parent button that shows a hierarchy diagram for some subsidiaries has been removed.
Updates to Exporting a Company Record or a Branch Record
When you export a company record or a branch record, the left-hand column now shows the business structure under the company name. In the example shown below, the business structure for Jones Lang LaSalle Chicago is the Branch of Jones Lang LaSalle Incorporated.
You can also choose to export the parent record to your CRM instead of the branch record by clicking the radio button to the left of the parent company logo.
Updates to Search Results
The Autocomplete search results and the Recently Viewed results now exclude the company type (for example, Public versus Private company).
The information now included under the company name in the search results includes:
- Business Structure
- Industry
- Location
Recently Viewed results now include branch records with business structure and location shown below the branch name.
Out of Business companies and branches also now appear in the Recently Viewed results.
Updates to Global Search
The Global Search table now includes additional columns for business structure and branch count.
Branches can now be expanded by clicking on the number or the arrow next to them. Only 5 branches will load at a time. You can click the View More link to view additional branches.
When you perform a search with a location, the system now searches and filters across the associated branches. If a branch matches the search result, you have the option to expand the branches section.
Updates to Company Preview
The Company Preview now shows the company type and business structure below the company name.
- Exception: When the company status is something other than Operating for both type and business structure it will be replaced with status such as Acquired by XYZ or Out of Business.
When the branch site type is known it is shown under the company address.
Updates to the Edit Match Page
The Edit Match page now includes the company type, business structure and branch count.
Updates to List Build Filters
List build filters now include the following fields:
- Company Status
- Company Type (previously called Ownership Type)
- Business Structure (this is a new field)
Under Company Status, the Operating field is automatically selected by default.
Updates to the List View Page
Business structure is now shown as a column on the List view page.
Branch Matching Updates
In this release you can now identify branch records and match them to specific branch locations. A branch is an outlet of a company or, more generally, an organization that (unlike a subsidiary) does not constitute a separate legal entity, while being physically separated from the organization's main office.
For example, Demandbase, Inc. is a Global Parent company headquartered in San Francisco with branch locations in New York, Seattle, San Mateo, and England.
Branch matching is important because it allows for:
- Higher account and lead match rates
- More accurate matches
- More accurate account hierarchies
- Better organization of family tree records
Click the links below to learn more about Branch Matching updates in Data Integrity and Insights.
Branch Matching Updates in Data Integrity
In this section, you can view Branch Matching updates to Data Integrity. Click the links below to learn more:
Review Account Matches
- You can now clearly view the business structure of a matched account record (for example, a branch versus a subsidiary versus a global parent).
- You can now view the full address details for branch records.
Change Account Matches
- Now you can choose to match to a branch, subsidiary, global parent, or independent company.
- Admins can change matches within the Data Integrity Review Matches page.
- You can change matches within the CRM via the Data Integrity Update button.
Use Cases
Tag Branches and Maintain CRM Quality
Automatically enrich account records in CRM with proper firmographics, including business structure and address fields.
- Use Data Integrity to match and enrich account records at scale to enable proper account qualification, scoring, and assignment.
- Leverage end users to update matches in the CRM to ensure data quality standards are met.
Manage Account Hierarchies in CRM
Automatically build out account hierarchies leveraging native CRM technology.
- Use Data Integrity to automatically link account records in the same family tree to enable proper account qualification, scoring, and assignment.
- Leverage the Sales Intelligence Cloud to fill out missing entities in family trees that sellers should add to their prospect lists.
Branch Matching Updates in Insights
In this section, you can view Branch Matching updates to Insights. Click the links below to learn more:
- Branch Records: CRM and Browser Extension
- Export and Sync Branch Data
- Branch Export Settings
- Use Case
Branch Records: CRM and Browser Extension
Branch records are searchable and matchable in the CRM app as well as the browser extension.
Export and Sync Branch Data
- You can view branch records in bulk from the parent account record.
- You can filter branches by Location and Site Type.
- You can now select and export branch records in bulk.
- Branch records can now be synced as net new records in the CRM if the admin enables that feature.
- Existing CRM records can now be matched to and updated with branch data regardless of the admin settings.
Branch Export Settings
Admins can now allow end users to create branches as net new records in a CRM
- This option does not affect the ability to match to and update existing CRM records with branch data.
- This option is disabled by default.
Use Case
Qualify Prospect Accounts
Research an account or lead to determine if it’s a viable prospect.
- When using Insights to research leads and accounts, if you encounter a branch record, ask yourself “Do branches make local purchase decisions?” If not, look at the parent record instead.
- When you find a relevant branch record, move up the family tree to a branch’s parent account to find viable decision makers.