Keyplay

Keyplay’s product offers several notable features for B2B SaaS sales and marketing:

1. Automated Research with Signals: It enriches accounts with unique market signals, reducing research time.
2. Custom Scoring: Users can define their Ideal Customer Profile (ICP) scoring without coding.
3. Market Mapping: Keyplay helps in identifying and classifying the right accounts for B2B SaaS markets.
4. Unique Data Points: It includes hiring signals by role, modern industry categories, relevance signals, and recruiting velocity.
5. Visual Research: Allows quick browsing of key website pages.
6. Customizable Signals: Users can request new signals for specific needs.
7. Common Firmographics and Tech Stack Signals: Provides basic company information and identifies technologies used by companies.

Based on my experience with Keyplay, here’s how I would rate certain areas:

• Ease of use: 4.8 out of 5. It’s a new-school, intuitive tool with no baggage. Setting it up was fast, the Salesforce integration straightforward, and adjusting the scoring model couldn’t get any easier. The only knock against it on ease of use is that some fields aren’t visible in the app, like B2B SaaS score, and are only available by CSV downloads.
• Ease of Doing Business and Customer Support: 5 out of 5. The sales/buying process was one of the best I’ve experienced. Having the founder-led sales of Adam Schoenfeld was a breath of fresh air. He was open and honest about what the tool could and could not do. He wasn’t just looking for a quick sale. He wanted the right customers for his business. Obviously, he knows his own product inside out. He walks the walk with being product-led by offering lots of data upfront to demonstrate what we would get as a customer. By contrast, we evaluated another similar tool offered by a similar early stage company, and the process was terrible. It was very sales-y (e.g. a Sales rep asking after every. single. feature. presented. “can you see yourself getting value from that?”), there was no data provided upfront for us to evaluate what we would get (“we do everything custom”), and when we asked for a proof of concept to get some data, their founder looked offended, shook his head, got up and left the Zoom meeting…Keyplay’s customer success is also best-in-class. I can’t say enough nice things about our CSM, Lauren Hayes Brown, who truly seems to be focused on our success (versus the all too common experience of CSMs going through the motions to check in to see whether we’re on track to renew or expand). Lauren’s always finding ways for us to get more from our Keyplay subscription.
• Value for money: 4.5 out of 5. The price relative to other, more established sales intelligence vendors, is very competitive and appealing. The only downside here is that its range of functionality is a bit limited (there’s no contact data or intent data; it does firmographic data and account scoring, and it does it well, arguably better than anyone else. But you (Sales) still need to figure out who to contact at each account and if you want to further focus on the right accounts who are showing signs of being in-market, you’ll need a complementary solution for it.)
• ROI: 4 out of 5. The only reason why I wouldn’t rate it higher is because there isn’t an easy way to measure it’s post-implementation impact.