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OneSource Aims for New Markets with Streamlined Product
by
Posted On January 24, 2005
Business information aggregator OneSource Information Services has introduced a new streamlined service targeted to sales and marketing professionals in small and mid-sized businesses. The new OneSource Express offers a package of essential company and executive data that is smaller than its enterprise Business Browser products, but at a price that is affordable for this market. The new service represents the first move by OneSource beyond its core market of large customers and is clearly designed to go head-to-head in this market segment with services offered by Hoover's, a D&B company. OneSource Express also takes advantage of the content synergies achieved by the integration of OneSource into its parent company, infoUSA.

OneSource Express covers more than 500,000 U.S. and 20,000 international companies. More than 1.3 million executive contacts are included, many with additional biographical information regarding work history and education. Content is drawn from OneSource, as well as from infoUSA, CorpTech, idEXEC, and Reuters. OneSource Express also provides a 12-month news archive and e-mail alerts that draw on more than 2,500 worldwide news sources. The news content and the interface are the same as in the OneSource Business Browser products.

"Small and medium-sized businesses (SMB) dominate the U.S. business census but trail large companies in cashing in on new business from online services," said Chuck Richard, vice president and lead analyst for Outsell, Inc., an information industry research and advisory firm. "The SMB market is underserved by lead generation tools designed to meet these firms' needs of affordability, accuracy, quick payback from sales, new sales, and ease of use."

"Winning sales and marketing teams know their clients' and prospects' businesses, and [they] recognize opportunities more quickly than the competition," said Yvonne Cekel, president of OneSource. "OneSource Express offers a streamlined package of essentials that can make any sales and marketing organization more effective. It is a great way to tap into the uniquely relevant, actionable information that OneSource is known for."

Company representatives say the product offers a "zero-training interface." It hides the complexity of searching behind clear and easy-to-use menus and doesn't force users to pick among databases. Users can easily search for companies by size, location, or line of business and for executives by name, location, job, or biographical details.

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OneSource Express also provides corporate family tree information that details the relationships of parent organizations to branches and subsidiaries. Most helpful to users will be an alert feature that flags current or pending business events (such as mergers, acquisitions, and bankruptcies) and then links directly to the news item.

OneSource's primary products (the OneSource Business Browser products) are subscription-based products that provide industry and company profiles, research reports, media accounts, executive listings and biographies, and financial information on more than 1.7 million public and private companies. The OneSource Express product is a derivative, scaled-down offering that provides "thinner" company profiles and lacks certain content offered by Business Browser, such as analyst reports, industry reports, and IT profile information.

Pricing for OneSource Express starts at $5,500 for a five-user annual subscription. The core package includes downloading executive information for up to 1,000 companies at a time. A premium add-on to Express for an additional $1,000 adds the ability to download unlimited executives for 5,000 companies at a time. Further details on OneSource Express, including a free trial offer, can be found at http://www.onesourcexpress.com.

In comparison, in order to access corporate hierarchy information in Hoover's (its family tree viewer), you'll need to choose the highest of four subscription options, the Pro Premium package, which comes at a premium price—$9,995 for a 1-year subscription for up to five users (this will increase to $11,995 on Jan. 28). But, this also includes access to the two Hoover's databases and the D&B Company and International databases as well and unlimited downloads of prospect lists. All four Hoover's subscription levels include industry fact sheets and profiles. However, Hoover's only provides 30 days of news and 90 days of press releases.

In related news, OneSource parent company infoUSA, Inc. just announced that its fourth-quarter profit rose 19 percent as the company cut costs and completed its integration of acquired companies, including OneSource. Sales rose 14 percent to $90.1 million from $79.1 million. infoUSA acquired OneSource in June 2004. (For more information, see the interview with Raymond Butkus, president of infoUSA's Donnelley Group, in the November 2004 issue of Information Today, or go to http://www.infotoday.com/it/nov04/hane2.shtml.)


Paula J. Hane is a freelance writer and editor covering the library and information industries. She was formerly Information Today, Inc.’s news bureau chief and editor of NewsBreaks.


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