The 2009 Rising Stars - Jigsaw
Purifying the Data
For the rest of the September 2009 issue of CRM magazine please click here

Since its inception in 2003, Jigsaw has been referred to as "the world's biggest Rolodex" and "the Wikipedia of business cards." It's mastered the art of deploying buzzwords like "user-generated content" and "crowdsourced database."

With the release of its Data Fusion product a few months ago, Jigsaw seemed to set its sights much higher. Prospect names have always been thrown at salespeople, says Michael Dunne, research vice president at Gartner, but far too often the plethora of bad data drives salespeople to ignore the good. By focusing on data hygiene, he says, "you're making sure you can avoid the situation of garbage going in."

[Editors' Note: For a video clip of Jigsaw CEO Jim Fowler accepting the award at CRM Evolution 2009, please click here.]

Through Data Fusion, Jigsaw can call upon its community of 800,000 users to engage in manually updating and cleansing information in both the CRM system and Jigsaw's database. Users are incentivized by the most powerful force known to any salesperson: self-interest. The more they contribute to the system, the less it costs. China Martens, senior analyst of enterprise software at The 451 Group, speculates whether the unique pricing model will actually encourage adoption.

Either way, Martens says, by enabling the integration of third-party data, Jigsaw has overcome its previous weakness-lack of research-and is an appealing offer to small and midsize businesses that have wrestled with data hygiene. For now, Data Fusion is only fully integrated with Salesforce.com, but Jigsaw promises more integrations this year and into 2010.

Martens also applauds Jigsaw's effort to partner with leading CRM vendors such as Salesforce.com, Oracle, SugarCRM, and NetSuite, and its relationships with marketing automation providers such as Alterian and Eloqua, and even competitors Dun & Bradstreet and LexisNexis. Despite a whopping 12 million records in its database, Jigsaw still faces some stiff competition, including ZoomInfo, infoUSA's OneSource,Harte-Hanks, and LinkedIn. Accolades don't hurt: In May, Jigsaw scored the Software & Information Industry Association's CODiE Award for Best Online Directory and Business Leads Service.

The best piece in Jigsaw's puzzle, Dunne says, is its pairing with (fellow Rising Star) InsideView, which integrates Jigsaw's data into an environment salespeople can really use. Alex Jefferies, senior research associate at Aberdeen Group, says that Jigsaw's ability to deliver targeted contacts paired with InsideView's ability to provide in-depth context and strategic insight is "truly helping sales reps maximize their selling time and reduce the amount of time wasted searching for information."

Page 1
To contact the editors, please email editor@destinationCRM.com
Every month, CRM magazine covers the customer relationship management industry and beyond. To subscribe, please visit http://www.destinationCRM.com/subscribe/.
Learn more about the companies mentioned in this article in the destinationCRM Buyer's Guide:
Related Articles
Aggregating the Data
Methodology and training firm Sales Performance International gathers up its scattered client data with Jigsaw Data's online contact management.
The online business directory's new Data Fusion product targets issues of data quality.
We cover CRM every month, of course, but this month is special. This is when we pull out all the stops to recognize excellence—the vendors leading the marketplace across 10 categories; six Rising Stars making their presence felt; eight Influential Leaders inside and outside CRM who are changing the direction of the industry; and, best of all, four companies using CRM to connect with their customers.
Riding the Cloud-Computing Wave
Friending Consumers
Trusting the Community
Making Social Media Matter
Information Industry Summit '10: Panelists share their secrets to shaking up the information industry.
In a definitive agreement, the software-as-a-service pioneer will absorb the provider of crowdsourced business data.
The cloud computing company brings its newly acquired data services piece in-house with Jigsaw for Salesforce CRM.
Popular Articles

Home | Get CRM Magazine | CRM eWeekly | CRM Topic Centers | CRM Industry Solutions | CRM News | Viewpoints | Web Events | Events Calendar
DestinationCRM.com RSS Feeds RSS Feeds | About destinationCRM | Advertise | Getting Covered | Report Problems | Contact Us