The Hoover’s Advantage
How Hoover’s can help you increase revenues, reduce costs, save time, and retire rich.
April 2007
With the pace of change and the sheer volume of
information in today’s business world…
...you need Hoover’s more than ever.
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The Hoover’s Advantage
FACT #1: Business in Flux
In the next 60 minutes:
•
•
•
•
•
41 new businesses will open their doors
81 directorship (CEO, CFO, etc.) changes will occur
11 companies will change their names
58 business addresses will change
246 business telephone numbers will change or be disconnected
*D&B 2005 Business Information Resources
You need a business information resource that can help
you make better, faster decisions.
Hoover’s provides you with a customized solution that offers high level, easyto-read information as well as depth of insight and corporate linkage into
companies and industries you find most relevant.
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The Hoover’s Advantage
FACT #2: Increasing Competition
In an increasingly competitive marketplace, more
businesses than ever before are competing for new
sales and new leads.
You need a business information resource that can help
you stay ahead of the competition.
Hoover’s provides comprehensive coverage and powerful yet easy to use
data mining tools that allow you to identify new customers in the
marketplace.
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The Hoover’s Advantage
FACT #3: Information Overload
Information overload on the web takes a serious toll:
• Time spent on information tasks
UP 5 hours per week (from 8 to 13)
• For information tasks, % of time
spent gathering information
compared to analyzing it
UP from 44% in 2001 to 58% in 2005
• Individuals seeking information/
insight themselves
DOWN 25%
*Outsell’s 2001 vs. 2005 Information Consumers study
You
need a business information resource that can
\
improve your organization’s efficiency and effectiveness.
Hoover’s produces accurate and relevant information that decreases the
amount of time spent researching and provides business insight that helps
your organization reach its goals.
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The Hoover’s Advantage
Hoover’s, a D&B company, gives you a competitive
edge with critical information on industries,
companies, and the people who lead them
Hoover’s global customers include:
• Over 23 million company records worldwide
• Global leader in business intelligence
• Proprietary analysis and search tools
• Best-of-breed technology and continuous enhancements
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The Hoover’s Advantage
Hoover’s is the one-stop resource that helps your
business:
Make Better, Faster Decisions
Maintain a Competitive Edge
Improve Efficiency and Effectiveness
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The Hoover’s Advantage
Make Better,
Faster Decisions
Utilize proprietary analysis
Gain the competitive edge with
accurate business information
Integrate business information into
your CRM applications
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The Hoover’s Advantage
Make Better,
Faster Decisions
Utilize proprietary analysis
Gain the competitive edge with
accurate business information
Integrate business information
into your CRM applications
Hoover’s editorial team focuses solely on research
and analysis to provide your organization with
timely and accurate information.
•
Experts specialize in specific industries, resulting in
clear, concise information and highly informed analysis.
•
The focus on research provides your organization with
insight into emerging business and developing trends.
“The amount of information that resides on the Internet
is the equivalent to upwards of 28 million books, making
the internet one of the largest information repositories
in the world.”
- Online Computer Library Center (OCLC)
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The Hoover’s Advantage
Make Better,
Faster Decisions
Utilize proprietary analysis
Gain the competitive edge with
accurate business information
Integrate business information
into your CRM applications
“The average information worker spends 11
hours per workweek gathering information,
up from 8 hours.
– Outsell
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The Hoover’s Advantage
Hoover’s provides accurate and timely information
when you need it at the click of button.
•
Over 600,000 daily updates
•
Customized databases and saved searches for quick and
easy access
•
Watch lists and automatic email alerts on the companies
and industries that affect you
•
Editorial team resolves inconsistencies across multiple
3rd party data sources
Make Better,
Faster Decisions
Utilize proprietary analysis
Gain the competitive edge with
accurate business information
Integrate business information
into your CRM applications
Hoover’s can be integrated with virtually any
enterprise application.
• Corporate intranets
• CRMs/Contact Managers
(e.g. Salesforce, ACT!, Siebel Systems, Goldmine)
• Microsoft Office applications
(e.g. Word, Excel, PowerPoint, Outlook)
Integration allows data to be accessed for
business tasks.
• Mail merges
• Mailing labels
“Hoover’s is the top website designed to
speed up your sales process.”
– SellingPower.com
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The Hoover’s Advantage
Maintain a
Competitive Edge
Find more qualified leads
Gain better insights to close more
deals
Get more timely information about
current and prospective customers
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The Hoover’s Advantage
Competitive Edge
Find more qualified leads
Gain better insights to close
more deals
Get more timely information
about current and prospective
customers
Identify and profile best markets and prospects
with Hoover’s award-winning, best-in-class
solution.
•
Acquire new customers with easy-to-use list-building
tools that target by over 40 search parameters
•
Use Family Tree to uncover new opportunities inside
multi-divisional companies
•
Get key information about decision-makers including
officer listings, board members, and links to biographies
and affiliations
•
Benchmark prospects against your best customers
Hoover’s awards include:
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The Hoover’s Advantage
Competitive Edge
Find more qualified leads
Gain better insights to close
more deals
Get more timely information
about current and prospective
customers
“The best place we know to do company
research is still Hoover’s.”
– Barron’s
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The Hoover’s Advantage
Identify specific customer needs and develop
winning sales strategies.
•
Leverage comprehensive company records to fully
understand your customers’ business strategy,
products, and operations
•
Utilize proprietary analysis and pre-sales call
resources
•
Build customizable, presentation-ready reports
•
Analyze prospects by key financials and
performance ratios
Competitive Edge
Find more qualified leads
Gain better insights to close
more deals
Get more timely information
about current and prospective
customers
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The Hoover’s Advantage
Get the most up-to-date business information
about current and prospective customers.
•
Access Hoover’s anywhere:
•
Information based on Hoover’s unique taxonomy of
more than 600 industries
•
Decision-maker information including company
contacts, officer listings and board members
•
•
•
•
Online
Mobile (phone)
Downloadable data and documents
Customized CRM integration
Improve Efficiency
& Effectiveness
Consolidate information resources
Implement enterprise wide
Increase efficiency across your
organization
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The Hoover’s Advantage
Efficient & Effectiveness
Consolidate information resources
Implement enterprise wide
Increase efficiency across your
organization
Hoover’s offers a one-stop resource by providing
the breadth and depth of information you need.
•
Comprehensive coverage (23 million company records,
600 industries, and 29 million key executives)
•
Focused research and proprietary analysis to identify
emerging business trends
•
Financials and key performance ratios
•
Powerful tools to search, sort, download, and
integrate content
“You simply cannot find more information on
Corporate America in any other single source.”
– Business Week
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The Hoover’s Advantage
Efficient & Effectiveness
Consolidate information resources
Implement enterprise wide
Increase efficiency across your
organization
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The Hoover’s Advantage
Hoover’s delivers value to a broad range of users.
•
Sales and Marketing
Build prospect lists and research potential and
existing customers
•
Business Development/Strategic Planning
Evaluate potential markets and perform due diligence
•
Credit and Finance
Evaluate and monitor financial stability
•
Recruitment & HR
Identify candidates and research companies
Efficient & Effectiveness
Consolidate information resources
Implement enterprise wide
Increase efficiency across your
organization
Customize Hoover’s to meet your unique
business needs and to get information about the
companies that matter to you.
•
Tailor your search to a specific business need,
including your choice of regions
• US/Canada
• Europe
• Asia
•
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The Hoover’s Advantage
Choose, define, then target a customized set of
companies for which you require further depth of
information
No other business information source comes close
Factiva
Companies & Executives or
Salesworks
OneSource
Business Browser
Company Coverage
23 million
1.8 million
16 million
People Coverage
29 million
6.5 million
7 million
Industry Coverage
600+
100+
250
Proprietary
Editorial Coverage
yes
no
no
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The Hoover’s Advantage
Enterprise-wide Implementation
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The Hoover’s Advantage
Hoover’s delivers positive ROI through improved
efficiencies…
Example Scenarios
Hours/day each person spends researching
companies
1
3
5
Hours of research per person per year
250
750
1,250
Number of people conducting research
2
5
10
500
3,750
12,500
Annual salary
$50,000
$75,000
$100,000
Hourly value
$25
$38
$50
Total cost of research per year
$12,500
$140,625
$625,000
Efficiency gains with Hoover’s
30%
30%
30%
Total research hours per year saved with Hoover’s
150
1,125
3,750
$3,750
$42,188
$187,500
Total research hours/year
Total Cost Savings
*Future Sight Consulting
ROI Study
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The Hoover’s Advantage
…and improvement in sales effectiveness
Expenses
Hours spent prospecting per call
Typical Operations
0.5
0.4
$14.75
$14.75
440
528
Number of salespeople
20
20
Total Annual Expense
$64,900
$62,304
$2500
$2500
10%
11%
44
58
Total annual revenue
$2,200,000
$2,904,000
Gross annual profit (revenue less expenses)
$2,135,100
$2,841,696
Mean hourly earnings (per U.S. Department of Labor)
Average annual prospecting calls per salesperson
Revenue
Average sales price
Close rate
Number of Sales (prospecting calls x close rate)
Revenue increase
Percent increase in revenue
*Miller Heiman Effectiveness Study
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The Hoover’s Advantage
$706,596
33%
Start growing your business today
Hoover’s delivers a unique combination of up-to-date data, broad coverage, and
comprehensive information that’s simple to use and easy to implement.
• Implement Hoover’s enterprise-wide insight within 24-hours
• Utilize on-going technical support and training
• Risk-free trial and corporate discounts available
“Companies that use a business information resource
grow 40%-50% faster than those that don’t.”
– Dun & Bradstreet
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The Hoover’s Advantage
Let’s start putting Hoover’s
to work for you.
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The Hoover’s Advantage