Account Based Data
Article | August 19, 2022
Getting the attention of the target audience at the right time is the aim of every B2B marketing strategy. Most consumers research products and services before making a purchasing decision. B2B companies are no different. This means potential accounts are always on the lookout for a solution to a problem they are facing in their business. These are prospects that will convert into approachable leads and eventually customers if you offer them just what they are looking for, just when they are looking for it.
To find these lucrative prospects, marketers like you need to harness B2B buyer intent data. B2B intent data gives you deep insights into your marketing ICP’s behaviour, pain points, and requirements. With this important data, you can give your sales team promising leads they can follow up on.
In an interview with Media 7, Marc Laplante, CEO and Co-founder of Intentsify emphasized the importance of intent data.
“In B2B marketing and sales, intent data is typically understood as a tool to identify or prioritize which accounts we should target for advertising, lead generation, and sales follow-up. These are undoubtedly powerful use cases. But they represent only part of the intent data’s value. You should also use intent data to convert those accounts down the funnel into customers and revenue. Intent data, if granular enough, will highlight your target accounts’ problems, interests, research into competitors, geographic location, and buying stage.”
Let us take a look at what buyer intent data can do to bring you the sales numbers you want and how it can enhance your B2B account-based marketing strategy.
Buyer Intent Data Brings You Ready-to-buy Customers
Every user has a unique online behaviour, which can be distinguished using behavioral signals that uncovers the topic, product, or service the person needs. This information gives insight into the perceived intent of your marketing ICP. As a marketer, this information will help you plan effective advertising campaigns. The sales team can use this data to design the right pitch tracks, demos, and collateral to convert members from your targeted buying group. Additionally, this data can also help your customer success teams identify existing accounts that showcase a churn risk or an upsell opportunity. It’s a win-win for three teams at once.
B2B intent data uses website data, off-site activity, CRMs, social media data, and content consumption data from online content like infographics, blogs, product comparisons and reviews, discussion boards, case studies, and news to pinpoint buyer insights.
Intent Data Improves the B2B Buyer Journey
The B2B buyer journey is a combination of accounts navigating through early stage (awareness content to identify the problem), middle stage (exploring solutions), late stage (comparing vendors that offer solutions) and finally the last stage (purchase/upsell/churn). Between exploring solutions and comparing vendors, lie hidden opportunities that haven’t reached you. Intent data can bridge this gap for you.
Intent data providers give you data that is tailored to keywords that are relevant to your business and use case. This data targets buying locations at the website level and aggregates signals across a corporate family. Deep learning and natural language processing (NLP) are used to screen the content to achieve relevancy and to map billions of unique online engagement events every week. Analytics pinpoint the accounts that are showing any kind of buying activity and correspond to your targeted keywords. All this actionable data can shorten your buyer’s journey towards conversion.
Identifying early-stage prospects
At this stage, intent data signals surge around the keywords or topics that relate to the general challenges and pain points of your prospects because they are looking at the cause of their problem. They will try to find a elementary solution and get to know more about the products and services different brands are offering.
Identifying middle-stage prospects
The intent data signals at this stage will show a higher level of activity around topics or keywords related to a precise product or service category because the prospects have already identified the root of their problem and the options they have to address it.
Identifying prospects ready to purchase
At this stage, the signals are mostly focused on topics related to your brand, your specific product names and features, and your competitors’ product names. These prospects are ready to spend and should be approached at the earliest to achieve conversion.
Sources of Buyer Intent Data
Intent data providers offer two types of intent data:
1. Internal Intent Data (First-party Data)
This data is collected in-house through a marketing automation platform or through application logs if you have a web-based app. You can control what you collect and how you collect it and act on the data instantly. You can customize the purchase intent to your liking.
2. External Intent Data
External intent data is third-party intent data and is collected outside of your business. It is sourced via IP lookups, cookies or specific websites. However, third-party cookies will be phased out soon. So, B2B marketers need to rely on first-party cookies, data points, contextual advertising, and tracking technologies to get information on their prospects. Read more about cookie-less ABM here.
B2B Buyer Intent Behavioral Indicators
Actions that prospects carry out on your website or the internet are compared with the behavioral data of prospects that become SQLs (sales qualified leads). Here are some behavioral indicators that show purchase intent:
High intensity engagement with your brand’s social media posts
Exploring your product or pricing pages
Exploring product or service customer review page
Reading articles about your product’s features on your blog
The frequency of prospects’ website visits and the actions they take
Content consumption, like downloading e-books, templates, or any other resources
What Does Buyer Intent Data Do for You?
While implementing account-based marketing techniques, you should prioritize intent data above everything else. Capitalize on the potential of intent data by incorporating it into your sales and marketing workflows. Adjust your interactions to match your prospects’ demands and establish meaningful connections with them.
Primarily, intent data helps prioritize a list of target accounts that need to be pursued. Once the sales and marketing teams are aware of a user's location in the sales cycle, they may focus on moving them along in the purchasing process with customized content. Let us look into what intent data can do for your business in detail:
Efficient Prospecting
According to a survey by HubSpot, 75% of businesses ranked being able to close more deals as their top sales priority. With intent data, a prospect that is in the market to buy is easier to find because of predictive analytics. You already have your ICP in marketing in place and when prospects match this list and are in the market to buy, buying intent data efficiently puts your brand in front of these leads. Apart from this, buyer intent also helps segment your target list based on the intensity of the purchase intent. Targeting accounts with high intent through email marketing, content marketing, advertising and direct mail becomes easier.
Enhances Outbound Sales
The higher the quality of leads, the easier it becomes for your sales team to convert them. Buyer intent data lets your sales team know the exact position of a lead in the buying cycle. Instead of wasting time emailing unqualified leads, your team can approach these prospects which match your ICP in marketing and start a meaningful conversation. Intent data also increases the ROI of your B2B content syndication efforts.
Superior Lead Scoring
Your marketing team can predict prospects’ purchase intent based on what they are researching. They can do lead scoring with precision and supplement your sales team’s efforts. They don’t have to rely on traditional lead scoring methods where they add points to a lead’s score when certain actions are performed. Intent data uncovers possible paths that your leads can take even when they are not on your website.
Personalized and Targeted ABM campaigns
Personalization is key for any B2B account-based marketing campaign to bring the results you expect. The most effective method to enhance your ABM strategy is to map out your buyer journey and sprinkle it with relevant content to influence leads. You can also use intent data to strategically personalize and rank your ABM demand generation campaigns, so that every touch point of your ABM campaign meets your prospects' expectations.
Relevant Content
Creating content that can catch the attention of your prospects while offering solutions and value is crucial to get the conversions you expect. Intent data will help you see the correlation between topics and the context of those topics with the solutions your prospects are looking for. If you are aware of the questions that your prospects have before they go to market, you can answer them through your content. Buying intent data offers you just that. Let intent data drive your content strategy to give your prospects just what they want.
Intent Marketing
Intent-based marketing is when you know just where to spend your time and budget. In intent marketing, the focus lies on analyzing the intent of your prospects and strategizing how to meet them. Spending less time trying to target and rank keywords with low or irrelevant intent can help you increase your ROI, make an ironclad content strategy and a streamlined lead generation process that results in conversion and revenue.
Assessing Buyer Intent
Understanding and calculating buyer intent is not an easy task. It depends on these three factors:
Recency
Buyer intent that reports how recently a prospect engaged with your content is valuable so that your sales team can approach leads who have visited your website.
Frequency
Frequency indicates the intensity of your prospects’ intent to buy a product or service to solve their problems. If they visit key pages that have information on pricing, case studies, customer stories, etc., your sales team can reach out to them immediately.
Engagement
When your sales and marketing teams score leads, one of the most important parameters on their scale is engagement. If a prospect is engaging with the content on your website, through a chatbot, or as a result of an email campaign, you know it’s a great time to reach out to them.
Apart from these factors, buyer intent data tools also use variables like firmographics, technographics, account size, and job titles for accurate buyer intent mapping so that you can reach out to your marketing ICP with a personalized message in your intent-based marketing strategy.
Metadata Sees 42% Dip in CPL with G2 Buyer Intent
Metadata, a demand generation platform that runs paid campaign experiments and self-optimizes them to generate revenue, invested in G2 buyer intent. Their cost per lead (CPL) dipped 42%, their click-to-open rate for ads increased 114%, and their average deal size for ads spiked by 18%.
Final Thoughts
Buyer intent data changes the way you interact with your prospects and leads. Harness buyer intent data tools to have an edge over your competitors and get more conversions.
FAQ
What are the essential elements of an intent data strategy?
Align your intent data strategy with your ABM strategy, get buy-in from the C-suite, begin with a small pilot, analyze performance metrics, and integrate your systems with intent data.
How are B2B marketers leveraging B2B buyer intent data to boost revenue?
B2B marketers use intent data to create effective content, identify buyer groups, improve lead qualification, boost team productivity, and increase customer retention to boost revenue.
How does intent data enhance your lead scoring process?
Predictive purchasing insights help you find prospects in the market so you can make a list of accounts that are close to making a purchase decision. This makes your lead scoring process easier and better.
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Account Based Analytics
Article | August 3, 2022
Have you browsed about account-based marketing and how successful it has proved for businesses? Do you wonder whether your business fits in the ABM strategy? And even if you practice ABM, what is to be done differently for your business?
Well, we have answers to all your questions.
As Clive Armitage, CEO at Agent3, said,“We have to act as the eyes and ears of marketing innovation for our clients; they trust us to help them navigate the pace of change in the way that the process of marketing is evolving.”
Thus, your marketing and sales team should be on the same page to deliver an excellent and personalized customer experience.
The implementation of ABM in different industries may be different but the challenges faced are somewhat the same.
The baisc challenge for ABM are personalization and quality content.
So, let us dig deeper into how ABM works for different industry segments. And also focus on how each industry should strategize for successful account-based marketing.
How Is ABM Different for Different Industries?
Every company has different products to sell to various companies. Also, if you sell the same product to distinct companies, you need a unique tactic for every organization.
Account-based marketing is crafting such individual approaches for every client that matters.
For example, if you are an advertising company and you need a luxury car brand account, your ABM strategy will be different for different car brands. It can also be designed differently for every decision-maker.
Thus, you have to be very focused and delicately plan strategies for the target account.
Apart from the people you target, also keep in mind the industry segment that you target. It will help to align strategies with both brands.
Now let us discuss some different types of ABM strategies that work for distinct industry segments.
Types of ABM Strategies (with Real-time Examples)
ABM is a beneficial strategy for all types of companies. But it works wonders for organizations that target large companies who have relatively long sales cycles.
According to the State of Account-Based Revenue Engine 2019 report, organizations saw a whooping 91% improved ROI post-ABM implementation.
Hence, let us see how different ABM strategies have their way of working.
Events
Events have proved to be the most successful of all the ABM strategies.
Once target clients accept the personalized invites to the events, the sales team can easily have in-person meetings. Also, a souvenir, gift, or a creative way of a follow-up meeting should be an incorporated strategy of the event.
Example:
Thomas Reuters is an organization that provides news and information tools for professionals. Their challenge was retention and expansion with their key accounts. Thus, they created an event opportunity for these accounts.
In these events, the top executives of the exclusive accounts could speak. And Thomas Reuters would quote them in whitepapers, blogs, and more.
It ensured that the sales team would be in contact with the key accounts all year round. Thus, it increased retention and built good relations.
Webinars
A webinar is an option when the physical presence of clients at a similar geographical location is not possible.
But a webinar allows curating a more personalized experience and at convenient times with less utility of resources.
Example:
HotJar Lightning Talks conference is a webinar hosted by HotJar. This webinar gives the speaker maximum of five minutes to address a particular topic. Thus, no long presentation but just a short glimpse of informative or marketing strategies.
Businesses participate in the webinar to present the challenges and solutions to their prospective clients.
Thus, HotJar had many B2B clients participating in the conference and, the idea became a big hit!
Direct Mails
Gifts, marketing material, and creative packages sent through direct mail are a success in ABM. However, account-based marketing requires personalization and direct mail is the best tactic to deliver that.
Example:
Billing Tree is a technology-driven payment processing organization.
It faced the challenge of scheduling meetings with the targeted accounts. Thus, they mailed 100 locked cases secured with two combinations of padlocks. These cases contained US$ 100 Amazon gift cards. Billing Tree gave the combination once they got the appointment with the account.
And once the client opened the case, the lid had a video player embedded in it that played the video pitch for the account.
Billing Tree generated an account engagement rate of 60% with the ABM strategy of direct mail.
Advertising
Personalized advertising has become an easy thing, thanks to IP targeting and re-targeting technology. It allows you to target the big fishes rather than the traditional wide net fishing.
Example:
DocuSign is an eSignature transaction management and solution provider company. It wanted to generate more traffic and click-through rates to form gated content.
The company executed personalized ad campaigns to the target accounts that contained industry-specific images, content, and peer logos. And with detailed web analytics, they targeted the accounts at specific times.
This personalized ads ABM strategy boosted DocuSign’s age views by 300% with a massive conversion rate!
Personalized Website Experience
Technology these days has expanded its horizons to provide incredible experiences, and personalized website experience is one of those. Once you get the technicalities right, your target accounts can have an out-of-the-world personalized experience when they visit the desired page or the website.
Example:
Savi provides sensor analytics solutions for organizations. Their main client bases are the ones that give critical decisions based on the location and status of people. Thus, Savi has to deal with private and government organizations.
Therefore, as a part of specific marketing and sales strategy, they personalized their home pages differently for different clients.
Thus, when government organizations the homepage was:
And for the corporates, the page was:
Ways to Implement ABM
According to the 2020 State of ABM Report, 94.2% of respondents have successfully implemented this marketing strategy.
Thus, you too can implement account-based marketing with these simple steps.
Identify your high-value clients.
Conduct extensive research on those clients.
Strategize your personalized ABM campaigns.
Implement the account-based marketing strategy.
Analyze the campaign regularly.
Importance of Personalization
Personalization is a crucial part of account-based marketing. Your extensive research about the clients helps you craft unique, creative, and personalized content for them.
A personalized experience ensures an enriched and engaging customer experience.
If a campaign exclusively provides solutions to pain points, clients become customers for life. It also helps to develop good relations.
Remember, account-based marketing is not only about conversions but also about creating brand awareness and relationships.
As Andy Bacon, VP Consulting at Momentum, has quoted, “ABM is all about building better quality relationships; the ROI will follow.”
Frequently Asked Questions
Do different industries need different account-based marketing strategies?
The meaning of account-based marketing is to provide tailored solutions to exclusive clients. So yes, different industries will require different ABM strategies.
One should use distinct and personalized approaches to target different people of the same organization. However, you have to ensure that the marketing message is the same for all, despite the personalization.
What are the different types of account-based marketing methods?
The different types to implement ABM strategies are:
Events
Webinars
Direct Mails
Advertising
Personalized Website Experience
Social Media
What role does personalization play in ABM?
ABM is all about personalization. The more personalized your content is, the more likely the chances are for conversion.
Imagine someone selling you a product designed just for solving your problems. You do not even need convincing if it is the answer to all your pain points. That is the same way in which ABM works.
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Programmatic ABM
Article | June 9, 2022
Personalization is an essential component of an ABM strategy. Without content personalization, it is difficult to target decision makers and influence their purchase decisions. Within this content personalization, ABM landing pages play an important role in offering your target account just what they are looking for. However, without proper personalization, your ABM landing pages will not perform as expected and remain industry-specific pages that are too generic to create any impact. With the help of technology, it is easy to create hyper-personalized ABM landing pages. Here is how you can build your landing page strategy:
Categorize Your Accounts
Break your accounts into clusters, map patterns and choose relevant, effective content for each landing page. Use industry or firmographic details in the beginning and then switch to using account-specific pain points that each segment might face. Based on this data, you can build account personas. If you can, make a separate persona profile for each job role for certain accounts. This will make things run more smoothly.
Create Value-added and Relevant Content for Each Cluster
Your deep research into your target accounts will help you understand what kind of content will be valuable for each account. With your buyers in mind, create content that empowers them and facilitates their purchasing journey. Avoid creating fluffy content that raves about your brand. Instead, give the visitor something that can help them solve their business problems.
Offer Personalized Offers for Each ABM Landing Page
In a 2019 study conducted by Hanover Research for PROS, 69% of buyers said that personalized offers helped them purchase a product and that they were willing to pay more if a specially tailored price was quoted. Having relevant promotions and offers for a landing page that targets an account can get you the conversions you desire. Every visitor that arrives on the page should know that you have created specific content for them that can add value to their business.
Delegate a Dedicated Sales Representative
Your visitors may be used to chatbot automation, but they might still want to interact with a sales representative to get their queries cleared or to make special demands. Assign one sales representative to handle an account. This representative’s information should be available on the landing page so the visitors know who to get in touch with.
Design a Personalized ABM Landing Page Layout
Your landing page should follow a layout that aligns with the customized content. It should have a nice flow and should guide the visitor towards the call to action. It should influence the visitor through content they might find resourceful. Elements like a custom logo and the company’s banner will enrich the page with branding. The most important part of the page will be relevant content pieces like the visitors’ pain points, their industry highlights, product comparisons, and case studies. These are lucrative resources that the visitors might find useful. Using a landing page builder tool that is up-to-date, you can easily make campaigns for different campaigns.
Focus on Your Call to Action
Don’t hesitate to offer your visitors multiple calls to action. Offer them lead magnet downloads, specially tailored resources, tools, app downloads, upsells/cross-sells, etc. to entice them. Think about all the possible ways that could help your target accounts throughout the buying process and post-conversion. Multiple CTAs can be your way of showing how much you care about the visitors’ needs and experience.
What’s the Bottomline?
The pressure to bring in new customers is higher than ever before. Marketers need to get creative, revamp their acquisition strategy, and start talking to their target prospects directly through relevant content. Only then can ABM deliver the results you are looking for.
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Core ABM
Article | May 13, 2022
Account-based marketing brings in a higher ROI compared to other marketing activities. It targets key accounts, but not always at the right time. The buyer experience gets compromised if the strategy does not align with the account’s buyer journey.
Demandbase CMO John Miller paints an interesting picture of what ABM is.
“The analogy that I've always used to describe ABM was fishing with spears, which was an effective analogy. But at the same time, it doesn't feel very good to get poked by a spear.”
-Demandbase CMO John Miller
If ABM pokes accounts without respecting them or creating an emotional connection with them, customer success cannot be guaranteed. This is where ABX comes in. It’s a GTM strategy that puts the value of customer experience above the value of key accounts.
ABM ››› ABX: Why Are B2B Marketers Adopting ABX?
B2B marketers clearly understand how effective the ABX strategy is compared to good old ABM.
Here are the reasons why:
Buyer groups are the stars of the show.
AI insights provide accurate information on which accounts exhibit buyer intent and what they are looking for. These accounts are engaged through hyper-personalized campaigns only when they are in the buying phase.
Marketing, sales, and customer success teams ensure every touchpoint consistently delivers value to the customer.
ABX execution involves being agile enough to adapt to the ever-changing behavior and needs of the customer.
Every customer is nurtured to deepen loyalty for a long-term business relationship.
Why Does ABX Matter?
Upgrading your plain old ABM strategy to an ABX strategy simply means applying customer experience best practices to your marketing processes. Consequently, your campaigns are trustworthy, impactful, empathetic, and relevant to every stage of your customer’s journey. Targeted messaging that appeals to every member of the customer’s buying team influences the buying decision of the account. The strategy brings sales, marketing, SDR, and customer-facing teams together so they work towards creating a wholesome customer experience consistently across all the touchpoints.
Conclusion
In a world where there is a continuous influx of information and a scarcity of attention, any kind of interruptive marketing may be ineffective and off-putting. Companies should focus on ABX to build trust with key accounts and create engagement that isn’t forced through perfectly orchestrated interactions across a project or management lifecycle.
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