If you are reading this article, I am assuming that you landed here because you are in need of reliable ISV data. Software companies with white labelling or embedded offers, and who are looking to sell with or to ISVs are becoming more and more prevalent.
The business model is lucrative and creates a win-win for both parties involved. However, finding an accurate source of ISV data can be highly challenging; in fact, for many, finding a reliable ISV database is nothing more than an oxymoron.
Most database providers don’t even know what an ISV is, much less have a specific category for such accounts. And for those that do, their data is usually a mix of MSP’s, VAR’s and bespoke application developers with a few pure players sprinkled in here and there. Sales teams often complain that third party data purchases don’t provide them with accurate information, and what’s sure is that you can’t do anything with companies that are out of target (especially if they don’t own the intellectual property of the solutions they sell to an end-user customer).
Another frustration for those looking to purchase data is trying to find information about the price. Most offers are far from being transparent, and many require users to lock into yearly subscriptions before getting started. Needless to say the price tag can get high when you think of the volume you would need just to ensure a minimum number of pure ISV accounts. So what can be done to find reliable ISV data without spending a fortune and ending up with a bunch of irrelevant companies? Here are 3 tips to get started…
Tip #1 – Make sure your definition of an ISV matches that of the data provider
I get pitched by a lot of sales people trying to sell me leads, data, you name it. Once someone pitched me data on ISV’s and I was curious to learn more, so I asked him, “What is your definition of an ISV?” I kid you not, the reply back was something autogenerated off of ChatGPT. A complete copy/paste! I questioned further and the guy replied saying that the message he had sent me in the first place had been automated by scrapping information off of my LinkedIn profile. Super. So be aware that most data providers promising you information about ISV’s don’t necessarily have any edge whatsoever. Questioning the data providers definition of an ISV will ensure that they have an understanding about the target industry. If they cannot give you a viable definition then don’t bother doing business with them.
Tip #2 – Ask if you can purchase a data sample
Before spending a lot of money on a database, getting a sample dataset can help you evaluate the likelihood that that data will meet your expectations. However, don’t ask for a free sample. The reason being that anyone can send you a handful of relevant accounts that they compiled manually themselves, and there is zero guarantee that what you get is representative of the larger dataset. However, if you are able to access their data platform and make a small purchase (for $100 USD for example), you are sure there’s no way they’re cheating. Of course you could lose $100 dollars, but it’s way better than losing $10K because you trusted in a free sample.
Tip #3 – Make sure you are dealing with a reputable supplier
Understanding your data supplier’s experience will help you determine whether or not they are capable of providing you with pure ISV accounts. Knowing their strengths and weaknesses, customer base and types of clients they serve will help you determine if they have are likely to follow through on their promises. Data suppliers who service all types of industry sectors are unlikely to have the specific granularity you would need for an ISV because the type of data gathered is very different from your typical end-user account. Everyone and their mother is out there selling data these days, and all of them claim to have “AI-powered” this and that. However, most of them are just scrapping data from third parties and reselling it at an inflated price. Many of them are based in remote offshore locations and some are one-man bands. On the flip side of that spectrum are the giants like Crunchbase, Hubspot and Tech Data who, while reputable, still are not able to hyper segment ISV’s. While they showcase their “buyer intent signals,” they are not able to accurately determine accounts that have a propensity to “buy versus build” when it comes to ISV-OEM partnerships. AND they’ll cost you an arm and a leg… I have worked with MANY customers who have invested hundreds of thousands of dollars in solutions like Tech Target with literally ZERO ROI. They could not track back even 1 sale based off of the data they got from that platform, and when interviewing their sales reps about their use of the tool, they all said without fail that the tool didn’t help them whatsoever.
Conclusion
It is possible to find a reliable ISV database without having to break the bank. In fact, look no further! At MediaDev, ISV’s are the focal point of our business. We have been serving ISV’s since our inception in 1996. In an effort to provide even more value to our customers, we recently launched ISV Link, the world’s first ISV ONLY SaaS data platform that is easy-to-use, with a pay-per-account business model. It’s straightforward and transparent. Plus we guarantee that the accounts you download are ISV’s… Purchase a data sample now to see if this could be the right solution for you and your team. Click here to get started!
