Hoover s Training: Hoover s Quick Reference Sheet The Hoover s Value: Hoover s provides easy access to comprehensive insight on companies, people and industries to develop, plan and execute sales, marketing and business strategies. RECENT ENHANCEMENTS: Increased company records from 37 to more than 85 million Includes 63 million small, international companies and 22 million North American companies Use this data to prospect for new customers and identify potential overseas business and outsourcing partners Increased people contacts from 41 to 106 million global contacts New Source indicators give you insight into the people data: Blue Hoover s icon LinkedIn icon = personally researched and verified by a Hoover s editor = LinkedIn profiles available ConnectMail Expansion and Integration with Build A List Over 20 million email addresses available Includes direct phone numbers and email addresses View contact information via two options: list or table view Millions of LinkedIn profiles available LinkedIn hover widget will be provided for all people with a LinkedIn profile and will allow you to preview a summary of the associated LinkedIn member s profile Create unlimited vcards (electronic business cards) in Outlook for your people contacts, or connect to the person via LinkedIn or send messages to LinkedIn members you re already connected to via Actions dropdown menu Enhanced company records with more insightful data points Most new data elements found under Key Information within a company record Example: Prescreen Score High, Medium or Low Risk indicators that predict the likelihood a company will pay its bills on time or has been delinquent (90+ days past terms) over the next 12 months. Scores are calculated using statistical models and most recent payment information in D&B s commercial database. Intended for marketing prescreening purposes only. Target companies in accordance with required credit terms, if credit terms are strict, consider targeting only Low Risk companies Select the relevant Prescreen Score in Build A List to help improve your prospecting by eliminating leads that are not needed 01
8 digit SIC codes allow for more granular prospecting, especially if you have a niche product to support/sell Sell To This Industry section allows you to access call prep questions and other industry insights directly from the company overview page IT Spotlight Reports Add-on Gives you a look inside IT departments of top companies, making it easier to learn, prepare and sell to the IT professionals that lead them Offers over 700 reports on the IT departments of Fortune 1000 companies Includes exclusive content on software and platforms currently in use, an overview of the IT department and their strategy, IT executive contacts, and more Search by technology keyword and access reports from dedicated library page, company search results and company profile page Downloadable Family Tree Full Family Tree available for download, including companies that are out of business, have requested not to be marketed to, have an undeliverable name and address combination, and companies that may be missing some data Review and download a company s Family Tree to help you understand the scope of a company, create sales territories, develop rules of engagement for your sales teams and make better business decisions based on that insight Family Tree downloads require normal download credits Upload the file in your CRM system and identify cross-sell and up-sell opportunities Manage User Permissions for Downloads, ConnectMail, and Add-ons Allocate Downloads, ConnectMail and Add-ons to specific users, groups, or the entire account Create user groups (e.g. Sales Team) and allocate credits and add-ons at the group level Choose to share credits equally within a group, or specify the number of credits for each user Analyst Reports Power your client conversations and gain more in-depth insight by combining Hoover s company and industry insight with Morningstar Equity Research reports and balanced analyst Bulls Say/Bears Say commentaries for approximately 1800 companies Review to make more informed decisions and find new opportunities Located in Company Overview and Financial Summary sections of a Company Record Top 5 Industries for analyst reports include: Independent Oil & Gas, Electric Utilities, Biotechnology, Business Services, and Oil & Gas Drilling and Exploration Tip last 2 pages of analyst report contain a useful glossary of key terms/definitions Customizable Financial Charts and Graphs Increase your financial acumen by reviewing the useful terms and definitions provided and contextual help to answer the question of Why should I care? Incorporate the charts and graphs into presentations 02
NAVIGATION: Navigate through the site quickly to find what you need with our improved layout and design. Use this easy-to-read Company Index at the top of all Company, People and Industry records to see all available content. Hover over the triangles on About, Financials, and Competition to see a menu with more options. Unavailable content at user s subscription level is grayed out. Enhancement Preview Area See this area at the top of our website to learn more about upcoming enhancements Typically available approximately two weeks prior to a new feature release Breadcrumb Trail Find your current location and move around the site using the breadcrumb navigation at the top, left of the page Example - Hoover s > D&B > Company Overview Tags, Notes and Contacts Now available to the right of a Company Record in a tabbed format MY TOOLS Easy access to your customized tools no matter where you are within the Hoover s site. Use these options to make the data actionable My Tools options include: Print Quick Report, Download Data, Receive Alerts, View Company Tags, View Company Notes, View My Contacts, Find Similar Companies, Print Preview and Email This Page SEARCH Search for business information on Companies, People, Industries and All Categories to gain insight on current customers, prospects, competitors or market segments Perform an All Categories search and see list results within subsections of companies, people and industry Search Results refine your results by any of these options: Refine By options on the left; customized number of results per page; on the list results page, use the arrows within the blue columns to resort your list as desired Auto-suggest responses provided to help you quickly find what you re looking for CONNECTMAIL CONTACTS Access 20 million email addresses Get email addresses and direct-dial phone numbers for your key business contacts, including mid-level managers, directors, supervisors, etc. Find contacts to view and download via Key People section of a Company Record or click People and Contacts area within the Company Index for a complete list of contacts Number of contacts available for download is dependent on individual subscription level and available at the account level Click on Manage Account link at top of page and look at ConnectMail Activity section to see number of Contacts Purchased (ConnectMail credits), Used and Available at the account level ConnectMail credits can be shared among all users, assigned credits to individual users, or be setup as equal distribution among all users. Your Hoover s Administrator has the capability to make any of these selections for your company s end users 03
CHARTS AND GRAPHS: Review useful business intelligence illustrated in the form of charts and graphs. Change your view to your preference (bar, line or area charts) Right click on Financial Charts and Graphs to download the images and use elsewhere, such as presentations BUILD A LIST: Generate targeted marketing and prospecting lead lists by choosing from 50+ criteria options including location, industry, people and more. Access the tool and the most popular criteria directly on the homepage near the bottom left or you can access the tool for a complete list of criteria via the Build A List Tab at the top of the homepage Find the right contacts and speed up sales cycles with more than 800 granular job functions. Simply browse job functions or type functions using autosuggest feature LinkedIn person icon shows in Build A List for anyone that has a LinkedIn profile Select Any or Every criteria on company size Exclude industry and location data from your lists, as needed Select which contacts you want to export in Build A List Download capability is dependent upon subscription level You select the companies you want to download, including only companies with a URL. You can download 50,000 records at one time You ll receive an email message when your downloaded file is completed. Go to My Hoovers, then Saved Searches and Downloads section to retrieve your list Exclude all previously downloaded company records from other downloads within the past year, if needed. This excludes list of companies by DUNS# and does not exclude people When naming your downloaded file, you must use underscores to connect file names of more than one word if you want to save the complete file name to your computer Access your downloaded Build-A-List file via My Hoover s Tab in the My Saved Searches and Downloads section Step by step instructions for downloading information into a CRM, Contact Manager or Microsoft Office program are accessible within Hoover s Help Knowledgebase. Simply type CRM into the Keyword Search text box Each user is allowed up to 20 saved searches, which are stored in My Hoover s. Pick a naming convention that will serve as a helpful reminder of the type of list results included Build-A-List Pro Add-on: Users can choose files to use for exclusion, upload lists of industry SIC/NAICS codes (up to 1000 total) and zip codes as exclusion criteria, and upload lists of DUNS numbers, zip codes and industry codes for global exclusion Exclude lists of DUNS numbers and previously downloaded lists of companies by date range or by cherrypicking Exclusion of home-based businesses Users can upload and exclude lists of up to 5000 DUNS numbers Build more targeted lists with new criteria: franchise status and legal ownership My Global Files in My Hoover s allow you to upload files from your computer to personalize your Hoover s experience 04
COMPETITIVE INTELLIGENCE: View useful competitive information at your finger-tips On Industry Overview Page, learn about: the industry in general, top companies in that industry, related industries, view all companies in that industry, hot news about that industry, and related SIC and NAICS codes Competition/Competitor s List area within Company Index: see a list of competitors Click on Compare Companies to select your choice of up to 3 competitors that you d like to compare Competition/Competitive Landscape area within Company Index: leverage charts for sales and net profit margin, contextual data definitions are available for bolded terms FINANCIAL SUMMARY: View critical financial information for a company Use the Financials drop-down menu in the Company Index to look up key financial information including items like Financial Summary, Stock Quote, Balance Sheet and SEC Filings Use this information to make effective business decisions regarding the health and vitality of a business Streamlined, easy to read statements INDUSTRY OVERVIEW: Educate yourself on the latest trends within a given industry Search by Industry to pull up Industry Overview page full of detailed information to help you become an expert in any given industry Understand the challenges facing the industry with call prep questions, executive insight and top business challenges Get the big picture about the industry with growth ratings, forecasts and more Print quick industry reports or sales prep sheets with industry overview, call prep questions, business challenges and more SOCIAL MEDIA CENTER: Review this content for real-time company insight as a way to stay informed and make better, quicker business decisions Available on the Company Overview page featuring LinkedIn, Twitter, YouTube, and Facebook content, when available, from a given company Social Media Center data only available on companies for which Hoover s has a primary URL Millions of LinkedIn Profiles available based on company and name match. LinkedIn Profiles for up to 5 people you are connected to for that company and their degree of connectivity to you Twitter feeds for about 200,000 companies Facebook wall posts for about 1700 companies YouTube videos for about 100,000 companies 05
CUSTOMIZABLE SALES TRIGGERS: Triggers allow you to track breaking company news by setting up alerts. You can then receive relevant, real-time, event-driven information about prospects and customers sourced from news feeds and company web sites delivered via email to your inbox. Set alerts for any company in the database Alerts may or may not be available daily, depending on the company Create triggers on up to 100 companies to help you create and track sales opportunities Look for Receive Alerts option in the My Tools section on the company record Select the types of Sales Triggers to watch for a given company; choose from a pick list of critical business events like Merger and Acquisition, Executive Activity, New Product or Alliance, Regulation or Litigation, etc. Setup custom company triggers, industry triggers, and keyword triggers to stay in tune with information important to you See and manage all triggers from within the My Hoover s tab under the Manage Triggers section Receive a daily email of your alerts Alerts are saved on the Company Overview page for 30 days Tip: use a thesaurus to help you find the right keywords CRM-LIKE FUNCTIONALITY TAGS/NOTES/CONTACTS: Great personalization feature allowing you to setup Notes and Tags to track and organize your leads while you work and create your personal rolodex of contacts. Notes create written reminders or document personal interactions with a company; use to list the next steps in your sales process; summarize your latest discussion with key decision-makers Tags label a company using special keywords for future reference; use from selected options or create your own; categorize companies into groups that are relevant to you; mark targeted companies as part of a custom marketing campaign, offer group or lead list Contacts create your own customized rolodex within Hoover s; find key contacts within Hoover s and use the Copy to My Contacts feature to add them to your personalized contact list found within My Hoover s section MY HOOVER S: Customization tool that houses Saved Searches and Downloads, My Contacts, Recent Notes, My Tags, My Companies and link to Training Center Saved Searches and My Downloads 20 Saved Searches per user at a time Downloads available for 60 days Ability to download My Contacts is based on subscription level My Recent Contacts Save people to your personal contact list, located within My Contacts Find and manage the business contacts that you ve downloaded Recent Notes See a list of your recent notes you ve added to companies Search for companies with specific notes My Tags See a list of your recent tag assignments Filter through My Companies for specific Tags that you ve assigned 06
My Companies Create notes and tags on any company record and manage them here See a list of your companies that you ve appended a note or tag or setup an Alert My Alerts View a summary of all alerts for companies and industries that you are watching Manage your alert preferences and email settings Training Center Check out the Training Center to access tutorials and other learning resources My LinkedIn Network Updates See your LinkedIn network updates HELP & TRAINING: Visit this section to access our Help Knowledgebase, Glossary, Open Training Schedule, Video Tutorials, view important forms and contact information. Register for Open Trainings at http://hooverstraining.webex.com Customer Support at 1-800-486-8666 from 7am 6pm CT Contextual Help: Available throughout the site as indicated by the question mark icon. Review the contextual help to educate yourself on new data elements and terms Key Terms: Hover over key bolded terms for a rollover definition Find links to update a company record or add a company Twitter: follow us to stay in touch with latest Hoover s news and updates MANAGE ACCOUNT: This section provides detailed information regarding your account Overview of subscription and features your company has purchased Snapshot of Download and ConnectMail Activity Edit your username or password Look for the name of your Hoover s Administrator and your Hoover s Account Manager Go to My User Information to reset your Hoover s password and manage your personal Newsletter preferences The Hoover s Administrator has the capability within Manage Account section to share ConnectMail and Download credits among all users, assign to individual users and set equal credit amounts per user DB-331 2_2012-03-1 9 The Hoover s Administrator has the capability within Manage Account section to create Groups of users and assign Add-ons, ConnectMail, and Downloads to Groups For more information, visit: www.hoovers.com Hoover s, Inc. 5800 Airport Blvd. Austin, TX 78752-4204 07