Beneficial Ownership - Why the Devil is in the Detail
Do you really know your customers, your vendors, and your third parties? Melaine Campbell, Dun & Bradstreet's Managing Director explains why it's important as ever to know who you are really doing business with.
Beneficial Ownership and Ultimate Beneficial Ownership (UBO) identification and verification are critical requirements for combating everything from financial crime, tax evasion and corruption, fraud and money laundering, to trafficking and terrorist funding.
In this essential D&B Perspectives Webinar you will learn:
- The most important regulations and challenges are around Beneficial Ownership
- Which are the best practices to safeguard your business
- How accurate data can keep your business safe
- How to accelerate customer and third party due diligence
- How D&B can help you uncover who you really are doing business with
Melaine Campbell is a global authority and writer on business compliance. An experienced lawyer and former prosecutor in the US legal system she has an extensive background in Global Anti-bribery / Anti-corruption and Anti-money laundering and is a widely regarded industry subject matter expert speaking regularly on compliance issues around the world.
RecordedSep 20 201636 mins
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Simon Knight, Product Director Steve Willmott, Solutions Consultant
When D&B Hoovers is integrated with your CRM, you have a powerful combination of your data with leading insight from the D&B Data Cloud. In this short webinar, we will look at the additional capabilities Salesforce and Microsoft Dynamic CRM users can access:
•Key insights available on lead and account pages
•Quickly create and update accounts or leads
•Import and monitor account or lead watchlists
B2B buyers are now expecting to be treated as equal partners by their vendors, and demanding buying experiences that are increasingly open, connected, intuitive, and immediate.
Join Forrester’s Steve Casey as he analyzes the impact of two important trends – the growing realization that all marketing and sales engagement needs to be account-centric and the maturation of AI-powered applications that can create relevant and contextual experiences throughout the entire buying journey – and uncovers:
The importance of quality data as the fuel for more effective engagement.
Why traditional, rules-based approaches fall short of increasing buyer expectations.
Real-life examples of companies that have successfully scaled their account-centric digital engagement.
This session will be 45 minutes in length. The next session 'Moving from traditional interactions to always-on ABM with digital' will start at 12.00pm PDT / 3.00pm EDT
Jennifer Nash, Joseph Pascaretta, and Amber Colley
Finding new opportunities is top of mind during the best of circumstances, but how do you target the best prospects and win them during economic uncertainty? Jennifer Nash, Joseph Pascaretta, and Amber Colley of Dun & Bradstreet discuss how businesses of all sizes can use data to find and evaluate new opportunities, and how to put your best foot forward during an RFP or bid.
In this webinar, you will:
•Learn more about using data to target more strategically
•Discover how data can help you better manage the risk around new opportunities
•Understand how the data Dun & Bradstreet has on your company could be used during the buyer’s journey
Register now and get the information you need to leverage business data to your advantage.
Max Altschuler, VP of Marketing (Outreach.io) | Nipul Chokshi, VP Marketing (Dun & Bradstreet)
As a leader in the sales engagement space, Outreach.io has learned through the years that customer data is one of the most important assets a business holds. Customer Data is the key to understanding the health of your own customers as well as predicting where future business lies. Adopting an Account-Based Sales strategy is critical to your success in 2021 and beyond.
Join us to learn how Outreach.io’s VP of Marketing, Max Altschuler thinks differently about customer data to accelerate revenue and achieve market leadership.
You will learn:
- How to align and organize your sales team, campaigns and programs for success
- Why an Account-Based Sales strategy is necessary, and how to get started
- Keys to building a strong customer data foundation
David Nelson, Managing Director (Traction Complete) | Maggie Granger (Dun & Bradstreet)
Understanding your customer is key to identifying where you have the potential to land and expand in the market. That is easier said than done.
Join Traction Complete and Dun and Bradstreet to learn how referential data and hierarchies can help you better understand your customer, expand into current relationships, as well as access new opportunities by identifying family tree ownership opportunities.
As buyer behavior continues to change, B2B companies are significantly increasing their spend on digital demand gen efforts. However, the biggest challenge today is selecting the right accounts and engaging them consistently across channels.
Join Brandon Friesen, CEO, as he covers how big brands are igniting growth and accelerating digital engagement using intent and behavioral signals. as they cover what’s changed, what’s coming up in the near future and, how to address those opportunities to deliver breakthrough results.
In this session you will learn:
• Using intent data to identify what companies from your target accounts are in-market and what use case they’re interested in.
• 3 examples of companies using data, insights and AI to identify and engage buyers with the right message at the right time.
• How to create a winning digital strategy to attract and engage in-market buyers across channels align and organize cross functional teams to set campaigns and programs for success.
• How to set the right metrics and measure for success across channels.
The sales environment has drastically changed in 2020. Now, more than ever, being relevant and truly understanding your customers is critical for modern sales teams to succeed… especially as businesses adapt to changes in the market.
Join us as we speak with True Influence’s Chief Revenue Officer, Peter Larkin, who will be sharing how he transformed his sales reps into consultative sellers. Building sales event triggers using AI and Data which help his sales team stay up to date with their accounts and are alerted in any changes to the business.
By attending this session you’ll learn:
- How AI + Data can be used to help your sellers build a 360-degree view of their target accounts
- Strategies to build a strong data foundation that enables your sales team to win more
- How to transform your sales team into consultative sellers – selling the right product, at the right time to the right buyer
Marina Schubow, Senior Director of Analytics & Automation (BMC) | Nipul Chokshi (Dun & Bradstreet)
• What a successful program looks like from a goal, tactic and tech stack standpoint
• Key challenges from a data, content, and organization standpoint
• How data/insights are driving segmentation and personalization
• What are the key metrics they are using to evaluate success
This session will be 30 minutes in length. The next session 'How to plan your "Land & Expand" Strategy with Customer Insights' will start at 12.30pm PDT / 3.30pm EDT
Modern ABM is shaping towards higher digital engagement as the main approach to influence buying groups. As buyers have now taken control of the customer journey, it is all about account-based engagement and how to leverage those interactions to grow revenue.
Join Marie-Laure Carvalho, VP, Marketing Technology, and find out how they are accelerating digital success and increasing pipeline by using profile indicators, intent, and other behavioral signals as they cover:
• Shifting towards digital-first interactions to better serve modern-buyer preferences
• Leveraging insights and predictive AI to prioritize businesses more receptive to your solutions
• Architecting and deploying always-on personalized buying experiences to help drive higher engagement with B2B buying groups
This session will be 30 minutes in length. The next session 'Decoding Intent Data: Finding In-Marketing Buyers Within Target Accounts' will start at 12.30pm PDT / 3.30pm EDT
Julie Thomas, President and CEO (ValueSelling Associates) | Sean Crowley (Dun & Bradstreet)
As we begin to plan for our recovery and rebound from the current economic situation, sales executives should be considering how they will add value to their prospects and clients. ValueSelling is often confused with your value proposition. To survive in today’s competitive markets, your value proposition is important. And the skillset to understand your prospect’s specific value from you is even more critical.
Julie Thomas, President and CEO of ValueSelling Associates, will discuss the three keys to accelerating your results and ignite your sales team’s growth.
Julie will cover:
• How to rethink your Value Proposition and arm your sales teams to uncover enough value to motivate change.
• Why being different is not the same as being differentiated.
• How to successfully position yourself to win the fight for capital
This session will be 45 minutes in length, with the following session 'Driving Digital Transformation in 2021' starting at 12pm PDT / 3pm EDT
Markus Kuger - Chief Economist, Mark Preston - Finance Subject Matter Expert
The UK Commercial and Economic Realities of COVID-19 have been quite something! Dun & Bradstreet will review what has been seen and what may be yet to come covering: D&B’s proprietary insights, country risk and economic analysis.Through operating in a Pandemic, including observations from across the front line of many industries. We will outline which Businesses are likely to survive? Even if they are forced into a ‘Review and Reset’ mode.
Freddie Liversidge, Director of Digital Activation, HP, Nipul Chokshi, VP Marketing, Dun & Bradstreet
Modern ABM is shaping toward higher digital engagement as the main approach to influence buying groups. However, a recent Forrester study found that roughly 37% of B2B companies waste marketing spend as a result of poor-quality data.
Join us on July 30th at 10:00 AM PT as we speak with experts at HP and find out how leading ABM practitioners ignite growth and accelerate digital engagement using profile indicators, intent and other behavior signals.
In the webinar you will learn how to:
• Identify and prioritize the right buyers
• Design 1:1 omni channel digital buyer journeys that can accelerate engagement
• Organize and align your demand gen, digital, content and sales teams for success
Plus, register and get exclusive access to our newest report on how to use intent data in your ABM strategy.
Barry Burns & Richard Shore Dun & Bradstreet, Barry Magee Citrix
As the world continues to change we are seeing more importance placed on the Digital Marketplace and the ability of sales and marketing teams to adjust their growth strategies has never been more important. This is the time for Marketing and Sales Operations to be agile, particularly around Account Based Selling.
Please join us for a webinar on Thursday 30th July at 10am where experts from Dun & Bradstreet will be joined by Barry Magee, Director of Business Intelligence at Citrix, providers of the leading Digital Workspace, Networking and Analytics System, to discuss how your CDP can drive Sales Efficiency and Growth.
Chris Laws, Head of Product & Strategy, Dun & Bradstreet
Since the COVID pandemic began, many organisations have identified a need to make changes in their compliance processes. Regulators still expect institutions comply with their requirements, and keep on top of changes – which is difficult when everything is fast-paced and often changing on a daily basis. During this webinar, Dun & Bradstreet outline how to approach compliance risk in the new paradigm, including streamlining your compliance processes and improving resilience – ultimately helping you manage the risk associated with whom you’re doing business.
Simon Knight, Product Director Steve Willmott, Solutions Consultant
57% of businesses say sales people are not properly prepared for their first meeting. In this short webinar, we will look at how you can use D&B Hoovers to efficiently and effectively prepare for sales calls via a single source. The practical demonstration will cover the insight available via:
•Corporate family structures
•Up to date events with news & triggers
Sir Douglas Flint, Sally Block, Anthony Scriffignano
As our people, businesses and government organisations join forces to fight the medium and long-term impacts of COVID-19, Dun & Bradstreet would like to invite a select group of individuals to join us for a virtual briefing to discuss how business data and analytics could support public sector progress and collaboration.
Dun & Bradstreet see inter-departmental collaboration pivotal to tackle big issues seen in the UK and Ireland, like the recent pandemic, Brexit and economic recovery. Therefore, in the face of this unprecedented period, our commitment to clients, our colleagues and our communities is stronger than ever before. We have therefore introduced several complimentary resources to help our clients make informed decisions about challenges no one imagined six months ago. Our capabilities provide relevant insights to prioritise emergency management and economic support for the industries, businesses and communities with the most pressing needs. Examples include the assessment of supply chain risk, disruption to workforces, the identification of alternative suppliers and modeling scenarios to aid in economic recovery.
In order for Government to formulate a joined up response and ongoing strategy for these challenges, data is key.
As a responsible business, Dun & Bradstreet would like to discuss and explore how data and analytics strategies can be used to manage risk and turn the uncertainty of the moment into confidence in the future.
Dun & Bradstreet (NYSE: DNB) grows the most valuable relationships in business. By uncovering truth and meaning from data, we connect customers with the prospects, suppliers, clients and partners that matter most, and have since 1841. Nearly ninety percent of the Fortune 500, and companies of every size around the world, rely on our data, insights and analytics.
Beneficial Ownership - Why the Devil is in the DetailMelaine B. Campbell, Managing Director of Global Compliance Solutions, Dun & Bradstreet[[ webcastStartDate * 1000 | amDateFormat: 'MMM D YYYY h:mm a' ]]35 mins