Web 2.0 Generated Information Database of 12 Million Contacts to Enhance Sales and Marketing Business Solutions for D&B’s Customers

SHORT HILLS, N.J.–(BUSINESS WIRE)–Apr. 29, 2009– D&B (NYSE:DNB), announced that it has entered into an alliance with Jigsaw, a leading provider of business-to-business company and contact information. D&B will provide their customers with Jigsaw’s deep business-to-business contact information for their sales and marketing activities.   Jigsaw currently has over 12 million business contacts in its rapidly growing database, each containing a contact name, title, company, address, email address and phone number. It includes C-level and VP-level contacts, as well as key mid-level managers who make and influence purchase decisions. The breadth, depth and accuracy of Jigsaw’s contact database is driven by its unique Web 2.0 environment that leverages user-generated content contributed by its global community of 800,000 members.

 “Our customers are asking for solutions to broaden and accelerate their sales and marketing activities – especially their email campaigns.  The combination of Jigsaw’s contact information with D&B’s global business database will provide customers with a one-stop shop for company and contact information. With Jigsaw, D&B can provide a more timely, flexible and cost-efficient source of critical business information that our customers can use to access key people who make and influence purchase decisions.” said Steve Alesio, D&B’s Chairman and CEO.  Source: D&B Press Release

HOW THE MARKET SEES IT: COMMENTS ON JIGSAW

Jigsaw announced a deal to license its executive contact information to D&B. It’s a pretty slick maneuver when you can turn a competitor into a sales channel, and if nothing else, it’s a major validation of Jigsaw’s data quality and increasingly comprehensive database.

Jigsaw announced in the same week the launch of Data Fusion, a service that truly qualifies for the label “revolutionary.” Simply described, Data Fusion hooks seamlessly to company CRM databases to perform continuous data scrubbing. This scrubbing goes far beyond merely standardizing existing data to deleting dead records, updating current records and even adding new records. Data Fusion is a SAAS (software as a service) offering, meaning no software to buy or install, and steady recurring revenue for Jigsaw. I’ve been in this business for nearly 25 years, and publishers have been fantasizing about an offering like this for at least 24 of them.

Lessons for the rest of us? First, you can build a trusted, quality database off user-generated content if you go about it correctly. Second, the users who contribute data to you don’t seem to mind at all if you aggressively monetize the resulting database, provided they continue to see value in participating. Third, with a well-crafted licensing agreement, it is possible to do business with competitors, so don’t rule out this possibility without thorough examination. Fourth, software can add tremendous value to data when it empowers the business processes and workflow of your customers. The goal, as I like to put it, is to move from reference-oriented data to “data that does stuff.” Jigsaw is showing us all that success in data publishing isn’t puzzling at all.   Jigsaw is an InfoCommerce Group 2005 Models of Excellence winner.   Source:  InfoCommerce Group

BIIA Newsletter April 2009 Issue