2010 OnLine Sources of B-to-B Data Released by Grossman and Stevens

May 1, 2010 - PRLog -- Los Angeles, CA—April 28,  2010- James W. Obermayer, executive director of the Sales Lead Management Association, has posted a new white paper, The 2nd Annual Study of OnLine Sources of B-to-B Data published by Bernice Grossman, president of the DMRS Group, Inc., and Ruth P. Stevens, of eMarketing Strategy.      

The observations in the 20 page report has a plethora of comparative charts (15) showing database counts, contact record comparisons and profiles of the participating companies.  It also shows that the “business data tends to be relatively accurate, but the coverage is extremely spotty.”

A significant difference showed up from the 2009 study which indicates, inexplicably, that some vendors reported vastly lower company counts in the same SICs in 2010 versus 2009.   Grossman and Stevens surmise that there has been considerable consolidation in the database industry with several business units reporting as one company and others declined to participate.  “An interesting angle,” the report stated, “is the wide variance between vendors who build their files from the business level and those who build from the contact level.”  (Infogroup and D&B vs. Jigsaw).

The report specifically recommends caution when ordering databases from compliers and they list a 7 Step Guideline before ordering your database.  The participating database suppliers are: DemandBase, D&B, Selectory, Infogroup, Jigsaw and NetProspex.  


The authors of the report are:

Bernice Grossman is president of DMRS Group, Inc., a marketing database consultancy in New York City.  She is past chair of the B-to-B Council of the DMA. Reach her at bgrossman@dmrsgroup.com

Ruth Stevens consults on customer acquisition & retention, and teaches marketing to graduate students at Columbia Business School.  She is the author of The DMA Lead Generation Handbook, and her latest book is Trade Show and Event Marketing. Reach her at ruth@ruthstevens.com

About the Sales Lead Management Association
The SLMA is an association with the mission of helping companies become successful in the critical business process of managing sales leads.  It has 2400 world-wide members.  Membership is free.

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The SLMA is an association with the mission of helping companies become successful in the critical business process of managing sales leads. It has 2400 world-wide members. Membership is free.