Outsell e-briefs November 5, 2004:
Since its acquisition by infoUSA, all signs show that OneSource is doing well in its new home. In a recent investor call, infoUSA highlighted the integration of OneSource and noted that the combined savings from eliminating the cost of being a public company and integrating finance, accounting, IT, and HR functions has boosted operating income from 10 percent last year to 25 percent now. Two additional announcements were made this week:

- A "content upgrade" will replace D&B content, which was dropped as expected since infoUSA and D&B are direct competitors. OneSource turned to national and regional sources of company information (including Experian, Coface SCRL, and Asian Company Profiles), and in the process gained information on 10 percent more companies and 20 percent more executives - with prices staying the same.
- The other news is an "Account Intelligence" offering for salesforce.com users, allowing them to integrate OneSource content directly with salesforce.com applications for fast and flexible access by sales professionals. OneSource has been very forward-thinking with the integration of its content into Siebel enterprise-scale CRM systems; now salesforce.com will reach small and mid-sized firms of typically 10 to 300 salespeople, so this move fills a gap in CRM market coverage for OneSource. It also leverages what it has already learned about the sales and CRM tasks on the high end of the market spectrum, with a partner in a market segment where the sales cycle will be much shorter.

OneSource continues to operate in a sweet spot for content providers, integrating content into critical workflow tasks. All signs show it''s paying off.