Partnerships, Wine and Relationships: A Recap of the Equilar and Introhive Partnership Launch Event

May 25, 2021

Amit Batish

Last month, Introhive, one of the fastest-growing sales enablement and intelligence companies, and Equilar, the leading corporate leadership data solutions provider, announced a partnership to help revenue teams uncover advanced relationship intelligence insights.

To celebrate the announcement, Equilar and Introhive hosted a virtual wine tasting event with their valued customers across multiple cities and countries. Participants enjoyed a variety of red and white wines and prosecco while learning about each wine, as well as the power of the new Equilar and Introhive joint solution.

During the event, questions arose on the best approach to discover relationships to win deals. David Chun, CEO of Equilar, and Diana Sapienza, Global Head of Strategic Partnerships and Alliances at Introhive, provided a live demonstration of Connection Cloud, which is an integration of both companies’ solutions. “It was a no-brainer for us to combine our offerings to bring more value to our customers by helping to shed light on who-knows-who, how well, and who those people know, to help teams build their network and grow their business.” explained Chun.

In the above image, which was presented during the demonstration, Chun explained that in a typical CRM, there are various silos of data. The sparse datasets prevent customers from receiving the best insights into their key accounts: who knows who within an organization, how are the external executives connected and what are their activities across the CRM, marketing automation and ABM platforms. By combining the sparse datasets in a data warehouse, and adding relationship intelligence on the datasets, Equilar and Introhive were able to create the “holy grail” of Relationship Capital Management.

Chun continued to demonstrate examples of accounts that displayed various elements of critical intelligence in a consolidated location. The above example shows account information, such as the account owner and ownership from Salesforce, the account score from ABM platform DemandBase, and email activity and other assets from Pardot, a marketing automation platform. If you desire to reach this particular account, you will quickly see direct connections and the strength of those relationships, powered by Introhive. On the third line, you see Amit Batish has a connection to Michelle Nettles based on interactions through emails and meetings. Equilar data shows that Nettles serves on the board of ManpowerGroup along with Patricia Hemingway Hall, who also serves on the board at Cardinal Health. One’s pathway to Hemingway Hall could be through Batish.

An IBM preference study found that cold calls are 97% ineffective with decision makers. A recent G2 Review revealed that an Introhive customer was quickly able to close a deal worth $250,000 after implementing and discovering relationships. Relationship Capital Management is the future of driving business. The key to reaching target accounts is through warm introductions and referrals.

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Amit Batish

Director of Content & Communications at Equilar

Amit Batish, Director of Content & Communications at Equilar, authored this post. Please contact him at abatish@equilar.com for more information on Equilar research and data analysis.