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How Can an Effective Intent Data Strategy Enhance ABM?

Apurva Pathak | February 23, 2022 | 487 views

Effective Intent Data Strategy
Harnessing the power of intent data to create effective account-based marketing strategies can help sales and marketing teams effectively achieve their goals. According to HubSpot, Google processes approximately 63,000 search queries every second. Of these queries, a significant few may be associated with your business. These web searches count as behavior, and they make up intent data. Intent data is of two types: internal (gathered from websites, automation systems, and other software like CRM) and external buyer intent data (review sites, competitor’s websites, forums).

Intent data is captured by buyer intent data tools. It provides insights into a customer’s behavior, interests, pain points, needs, and expectations. These insights can be leveraged to pinpoint users closest to making a purchase decision. You can then work to convert them into customers swiftly.

The Power of Intent Data

Intent data is the number one priority for account-based marketing strategies. Companies harness the power of intent data by integrating it into the workflows of their sales and marketing teams. With the help of intent data, they can tailor their interactions to the needs of their users and create valuable connections with them.

Primarily, intent data helps prioritize a list of target accounts that should be pursued for conversion. Furthermore, some companies also create specialized groups and targeted lists to hyper-personalize their content offerings to influence purchase decisions. Once the sales and marketing teams are aware of the position of a user in the sales cycle, they can focus on pushing them forward in the buying process with the help of personalized content.

Charles Crnoevich, Vice President of Partnerships & Business Development at Bombora defines intent data as:

“Intent data helps B2B teams better their prospect and customer experience at all stages of the buyer journey. From top-funnel ad messaging that meets prospective buyers in their initial research phase, to bottom-funnel sales messaging that includes context around specific product needs, intent insights give every touchpoint the ability to be backed by data. It eliminates room for human guessing and the risk of being irrelevant to your audience.”

Let us look at how intent data is transforming businesses and the importance of an intent data strategy to scale your business.

Target Account Selection

Relying only on basic firmographic data is a thing of the past when it comes to selecting a target account. Here are five steps that you can follow to create a target account selection based on the intent data you gather:
  • Defining Your ICP
Revenue should not be the only factor you consider while defining your ICP. Look at the cost to convert, lifetime value, and churn rate. Observe what your best customers have in common. Is it their company size, their domain, the challenges they face, or their growth rate? Once you know these details, consider finding a solution for their problems. You may have more than one ICP if you have multiple products, features, and services on offer.
  • Understanding the Intent
Based on the key signals like downloads, sign-ups, booked demos, or reading certain pages on your websites that buyer intent data tools record, you can understand the intent of the user. Once the intent is clear, you can gather your data with the help of buyer intent tools. 
  • Gathering Relevant Data
Lead generation platforms like Leedfeeder, email marketing platforms like MailChimp, CRM platforms like HubSpot CRM, and marketing automation platforms like WebEngage are your sources of intent data. How you gather data depends on the platforms you are using. Most lead generation platforms will allow you to download the data in an Excel sheet or a CSV file. What is great about this kind of data is that you can always combine the spreadsheets from all these sources and clean up the inconsistencies.
  • Segmenting the Target List
Segmenting your target list is very important to understand which accounts are high intent. The other categories can be of medium or low intent. Filter out the low intent accounts first. These accounts aren’t quite ready to make any purchase decisions. Add them to your remarketing list or your account development team can nurture them. The medium and high-intent accounts can stay on your list so your sales and marketing can focus on them.
  • Targeting Key Accounts
Once your teams have the list of key accounts they need to target, they can create an effective strategy to approach these accounts and push them towards conversion. They can accelerate their conversion efforts with the help of email marketing, content marketing, advertising, and direct mail. Finding the right leads at the right time can help a great deal with targeting. With the help of B2B intent data, everything functions smoothly once you find the right key accounts.

Message Selection

The best part about B2B intent data is that it doesn’t miss any important information about the account, so your messaging strategy is based on facts and not speculation. Quality intent data will provide the prospect’s research history, going as far as including searched products and companies. The otherwise invisible, actionable prospect trends can thus come to light, and you can create messaging that can help you beat your competition.

According to a Gartner research study, more than 70 percent of B2B marketers will utilize third-party intent data to target their prospects or initiate engagement with buyer groups in selected accounts by the end of 2022.

Message optimization may not be at the top of the chart for the most impactful uses of intent data, but it does play an important role in helping content marketers be successful. Buyer intent data enables them to better align their sales pitches to accommodate the buyers’ interests and needs that they discover using the third-party site buyer signals.

Decreasing Churn Rate

By monitoring the intent data signals of clients who search your competitor’s website to find alternatives to the products or services you provide, you can know which clients need more attention and support. This information indicates that these clients do not find your product or services up to the mark or are not fulfilling their needs and expectations. You can set up triggers for such clients and ask for feedback from them to find out the shortcomings of your product or service. You can use the feedback as a guide for future product development and reduce your churn rate by retaining clients. Another interesting approach would be to provide your team access to reliable and clean intent data so they can make decisions to enhance the sales strategy.
Image Source: Orbitmedia

Sales Outreach

According to Gartner research, prospects spend about 50% of their time trying to find information from third-party sources. Usually, the sales team has to wait for a buyer to either fill out a form or perform a trigger action to be classified as a prospect. However, with buyer intent signals, prospect movement is revealed. The prospect’s intent indicators help the sales team decide when to outreach.

Enhancing Content Personalization

Use third and first-party data to create informed blog content, email marketing campaigns, and other content marketing initiatives to appeal to your prospects. By leveraging the intent data at hand, you can offer what the clients want in an appealing way. You can target their entire buyer persona by creating a more effective content strategy. Your content marketing team can know the topics they need to cover in their marketing efforts. It can also improve the existing content to make it more impactful.

Discovering New Leads

Whenever a customer searches for products or services that you offer or topics relevant to them, third-party intent data aggregators can track them and notify you about this customer. If this customer hasn’t already interacted with your business, then these are new leads your teams can pursue with appropriate messaging and tailored content.

Enabling ABM Strategy

In ABM marketing, knowing which accounts to target is the most crucial step. With the help of data insights on specific accounts, you can build a focused ABM strategy. You can analyse their research data and interpret their buying intent, and based on that, you can add them to your target list. Measure and test the content they interact with and what makes them move further along the sales funnel. You can find the content that isn’t creating any impact and replace it. Adapting an ABM strategy in real time becomes easy, so you are more customer-centric than ever before.

Improving Marketing Automation

Intent data tells you exactly where your prospects are in the sales funnel. Use this information to trigger certain actions to nurture these prospects. For example, once you find that a certain prospect has stopped consuming the awareness-stage content on your website and starts devoting time to consideration or conversion-stage content, you can trigger a change in the kind of marketing content you send out.

Targeting Keywords Effectively

Search engine marketers find long-tail keywords important because they are descriptive, relevant, and do a great job of implying the buyer’s intent. However, it is challenging for advertisers to target long-tail keywords because they do not have enough search volume. This affects ad visibility as compared to when high volume keywords are used. To get the same results with the long tail keywords, companies need to optimize many long tail keywords.

Automated bidding technologies can easily carry out this task. By using your third-party intent data, you can know the kind of long-tail keywords your audience is searching for. Use your website analytics to discover fresh information on keywords and then use it to target keywords or create relevant ads.

You can also automate ad personalization with the help of intent data aggregators that identify qualified leads based on information like domain and device advertisement. You can then place the right ads on your audience’s devices.

Now that we know how intent data helps with account-based marketing, intent based marketing, and other marketing endeavors, let us look at the key elements of an intent data strategy and how to make the most of it.

8 Key Elements of an Effective Intent Data Strategy

We have already established how important intent data is in B2B marketing in improving targeting, lead generation, lead nurturing, and overall customer experience. When it comes to creating an effective intent data strategy, you should follow these guidelines:

Align ABM Initiatives & Intent Data Strategy

In an ABM strategy, you can deploy intent data for account prioritization in the following ways:
  • Fuse intent data with your defined ICP
Identify your target accounts and check which of these are showing buyer intent. Your sales team can have relevant information to talk to these accounts and convince them to make a purchase.
  • Segment accounts showing intent but don’t align with your ICP
You can increase your sales pipeline by segmenting the new accounts by showing buyer intent but not aligning them with your ICP. This is especially useful for companies with a smaller database.

Define Your Goals and Strategies

Break silos and work towards the same goals. Get a buy-in from the higher-ups in the company and let the teams know what to achieve with the intent data. Share the intent data strategy with every team member, align the goals and metrics, and train those who need to know more about intent data.

Integrate the Data from Different Systems

Increase the efficiency of your intent data strategy by integrating systems like CRM to improve the visibility and performance of the funnel. A step-by-step approach goes a long way when it comes to an intent data strategy.

Start with a Small Pilot

Trial and tweaking your intent data strategy can be a good idea. Create an intent data framework for a small set of accounts and share it with a limited group of sales team members at your company. Streamline your processes through this pilot test. Once you know the intricacies of what works and what doesn’t, you can launch intent data strategies with other sales teams.

Collect Performance Metrics

Ensure you collect your conversion rate before rolling out a pilot program for testing. This way, you can compare the before and after. Monitor the performance metrics throughout the program. Your marketing and sales teams can go over the metrics together to see what tweaks are needed to the intent data strategy before multiple teams adopt one. 

Gather Buyer Journey Intelligence

Identify trends through specific search terms, topics, asset types, features or product interests so you can create topic clusters for specific content that can be distributed throughout the funnel. You can do this by gathering first-party data from your marketing automation software, CRM, and other customer-data platforms. You can also interview customers to get any other useful information to understand a buyer’s journey better. You can also engage intent data providers to find out more about historical buyer journey analysis.

Monitor Important Topics

Select the right topics to monitor. The intent data will only work if you know which specific topic or clusters of topics will determine the status of a prospect. Choose the topics that are critical for success. Remember, the higher the use cases in a fuller, the lower the number of topics you should monitor. As you move down the funnel, be more specific about the topics you want to monitor.

Explore Potential Integrations

By integrating your intent data with the right platform, you can amplify the results of your intent data strategy. Since intent data supports the complete customer lifecycle and increases the value of your other martech software or sales-tech investments, it is important to explore integrations that may enhance your sales and marketing strategy. When used wisely, intent data can transform your business, one department at a time. It can also ensure customers’ satisfaction and help you scale your business faster than you ever imagined.

Ultima Generated ROI in Eight Weeks Through Cognism

Ultima, a UK-based infotech company led an example by generating ROI in just eight weeks using intent data provided by Cognism. "Our sales cycle is typically 6-8 months long. At Cognism, we saw ROI in 8 weeks from intent data and direct dials. One deal pays for a year’s Cognism subscription." - George Mckenna, Head of Cloud Sales at Ultima.

Conclusion

Creating an effective intent data strategy can be a game-changing factor for your business. With its implementation, not only will you be able to connect with your customers on a deeper level, but you will also be able to get higher win rates than your competitors that practice manual prospecting.

FAQ

How can you collect intent data?

You can collect intent data through signals like website clicks, social media ad clicks, length of time spent on a website, email newsletter subscription behavior, or frequent website visits.

What are the benefits of intent data in B2B marketing?

With the help of a good intent data strategy, you can find new potential leads, focus on companies already a part of your sales funnel, promote yourself to your customers early on in their decision-making process, prioritize your leads, and personalize your outreach. These benefits can drive your sales growth.

How does intent data help in ABM marketing?

ABM marketing is also intent-based marketing. Intent data for ABM is an asset as it helps with account prioritization (lowering the scale of the program to focus better on key accounts) and account activation through personalized and specific marketing messaging.

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6sense, the leading platform to revolutionize the way B2B organizations create, manage and convert pipeline to revenue, today announced significant enhancements to 6sense® Conversational Email with the launch of its AI Writer functionality. This new functionality expands on the generative AI capabilities customers are currently using within 6sense Conversational Email to maximize the effectiveness of email outreach and marketing. Leveraging the power of intent, predictive, and other first-party signals with the latest advancements in generative AI, demand generation teams can use AI Writer to efficiently create personalized, targeted, and on-brand email campaigns that engage prospects, and ultimately build pipeline. Emails that compel a response are more engaging and targeted than the informational tone of typical marketing automation emails. Using AI Writer functionality within 6sense Conversational Email, demand generation teams quickly craft tailored emails aimed to trigger a response. The Conversational Email assistant then manages replies, routing conversations to the appropriate seller at the right time. This combination of personalization and scale allows demand generation teams to generate more pipeline more effectively and efficiently. Today’s announcement builds on the 6sense Conversational Email launch in October 2022 which transformed one-way email sends into engaging conversations that book meetings at scale. Leaning on powerful AI models, including GPT-4 combined with intent data and predictive analytics, 6sense Conversational Email delivers hyper-personalized, hyper-relevant emails to qualify and convert leads to sales meetings. “Conversion rates are down across industries, it takes more touches across more buying team members to advance opportunities, and prospect expectations for a deeply personalized experience feel unrealistically high with the tools marketers have been given,” said Latané Conant, CMO at 6sense. “Leveraging our 6sense Conversational Email product and this new AI Writer has been a game changer for our own demand generation team as the generative AI capability has delivered real results, building 10% of new pipeline from accounts engaged.” Maximize Efficiency with Self-Service Capabilities 6sense Conversational Email with AI Writer functionality offers a self-service platform for demand gen teams to quickly create highly engaging email campaigns, saving time and energy currently spent on multiple rounds of writing and editing email content with low conversion rates. Demand generation teams can utilize 6sense Conversational Email and its AI Writer functionality to: Take on the heavy lift of creating contextual emails for various demand gen plays, such as educating low-intent leads, prospecting in-market accounts, and re-engaging lost opportunities. Engage in back-and-forth conversations with prospects via email during hours when time zone constraints might otherwise hinder communication or early in the prospecting cycle, leading to more engaged prospects, better-qualified leads, and significant pipeline, allowing BDRs to instead focus on social touches and live conversations. Link traditional marketing automation and sales engagement platforms together, without replacing existing systems or relying on generic mass-market emails Establish Your Own AI Brand Voice With 6sense Conversational Email and AI Writer functionality, email content always sounds on brand. Each customer trains and customizes their model by uploading their brand style guide, product messages, and contextual content. Designed with B2B sales and marketing email best practices in mind, AI Writer ensures that content is tailored to individual recipients by combining customized product and brand content with predictive intent data to improve the quality and relevance of email campaigns. Next-Gen Email Metrics in the Age Of AI Using 6sense Conversational Email with AI Writer functionality, demand gen teams finally have useful insights that have been difficult to access before, enabling them to evaluate and report on the actual effectiveness of email campaigns in building a net new pipeline. Measuring and reporting impact is critical as current email metrics, such as open rates, are misleading and don’t provide the useful information demand gen teams need to evaluate the efficacy of their campaigns and contributions to pipeline reliably. "The team I'm working with is incredibly hardworking and dedicated, averaging 50 calls daily to new and existing businesses. But with the help of Conversational Email, we've been able to exponentially increase our outreach,” said Walker Smith, Custom Truck Manager of Sales Development. “It's like having five more of us working simultaneously - saving us time and allowing us to reach thousands more potential customers in a single day." Use Generative AI in a Safe and Secure Environment Teams can confidently upload brand documents, pre-release product details, and other internal communications in combination with intent, technographic, firmographic, first-party or other data sources, knowing that content and data are stored in segregated, highly secure environments and not used to train any other models. The systems that deliver 6sense Conversational Email and AI Writer functionality are SOC 2, Type II certified, undergoing rigorous third party security audits confirming infrastructure, systems, applications, data and networking controls. About 6sense 6sense is on a mission to revolutionize the way B2B organizations create revenue by predicting customers most likely to buy and recommending the best course of action to engage anonymous buying teams. 6sense Revenue AITM is the only sales and marketing platform to unlock the ability to create, manage and convert high-quality pipeline to revenue. Customers report 2X increases in average contract value, 4X increases in win rate and a 20-40% reduction in time to close deals. Know everything. Do anythingⓇ, with 6sense.

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BUYER INTENT DATA

Bombora Named A Leader in B2B Intent Data Providers Evaluation by Independent Research Firm

EIN News | May 31, 2023

Bombora, the leading provider of B2B Intent data solutions, has been named a Leader in The Forrester Wave™: B2B Intent Data Providers, Q2 2023. “Bombora’s current offering features some of the strongest buying cycle analysis in the industry, outstanding accuracy, and a differentiated means of capturing B2B intent,” according to the Forrester report. “Its Company Surge methodology has become the de facto industry standard for noise filtering, and its co-op of more than 5,000 sites is a differentiator due to the exclusivity agreements it’s negotiated with 87% of the sites.” One of the originators of the B2B Intent data industry, “Bombora is a trusted source for both clients and other intent providers,” according to the Forrester report. 6Sense and Madison Logic, two other companies named Leaders in the report, have integrated Bombora data within their offerings. “Bombora’s strategy has always been to make our Intent data available within the tools that sales and marketing teams use on a daily basis, and we believe the Forrester Wave proves that our data is the fuel powering the B2B insights landscape,” said Mark Connon, President of Bombora. “For us, our Leader position is a testament to the product we’ve built.” Bombora was one of only two companies that received a “5” rating from Forrester in the Data Acquisition & Processing criteria, and the only company to receive the same score in the Reporting & Insights criterion. Bombora also received the second highest number of 5/5 scores in the Wave, doing so in twelve out of 26 criteria. Forrester evaluated companies on criteria from three high-level categories: -Current offering. Each vendor’s position on the vertical axis of the Forrester Wave graphic indicates the strength of its current offering. Key criteria for these solutions include data coverage, data granularity, intent data types, data acquisition and processing, accuracy and noise filtering, customer marketing, retention, cross-sell, data security and compliance, analytics capabilities, reporting and insights, and data delivery. -Strategy. Placement on the horizontal axis indicates the strength of the vendors’ strategies. We evaluated vision, innovation, roadmap, partner ecosystem, pricing flexibility and transparency, and global delivery strategy. -Market presence. Represented by the size of the markers on the graphic, our market presence scores reflect each vendor’s number of enterprise-level intent customers and product revenue. About Bombora Bombora tells businesses which companies are researching their products and services. With this understanding, sales and marketing teams can be more relevant and consistent and improve performance across all activities. This intent-driven approach revolutionizes the way businesses market and sell to other businesses through transparent data built on an ecosystem of quality, collaboration and innovation. With direct integrations with dozens of leading data and media-buying platforms, Bombora is building a world in which business buyers value sales and marketing for its relevance, timeliness and accuracy. To learn more, visit www.bombora.com.

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ACCOUNT BASED DATA

Integrate Launches New Product Features to Enable Connected Data Anywhere at Any Time

PRWeb | June 09, 2023

Integrate, the leader in B2B Precision Demand Marketing (PDM), today announced at Forrester’s B2B Summit North America the launch of Mobile Connect, a new app that enables B2B marketers to capture data at third-party events, field events, and anywhere connections happen. Mobile Connect is a new feature included with the Integrate Demand Acceleration Platform (DAP) and will be available to download on iTunes and Android app stores in Q3 2023. In a recent study conducted by Integrate and Demand Metric on “The State of B2B Marketing Budgets 2023,” nearly 50% of B2B marketers cite the difficulty of using data to inform decisions and measure performance as their biggest challenge. Additionally, about 90% of marketers surveyed report that data compliance and accuracy is a priority at their company, underscoring the importance of connected, clean, and compliant data. “One of the biggest hurdles B2B marketers face is the ability to connect their leads and related data from multiple channels, and that includes receiving consent and getting quality leads at live events,” said Aaron Mahimainathan, Chief Product Officer at Integrate. “We’re committed to developing products that support B2B marketers toward more predictable and scalable ways to ensure connected data and buyer signals, and in turn, better, more connected B2B buying experiences.” Mobile Connect lets marketers get opted-in leads at all third-party events regardless of API connectivity by capturing images of trade show badges, business cards, or additional buyer information for transcription. Mobile Connect also features a dynamic form experience, including opt-in and custom questions, to automatically standardize, validate, and ensure compliance across all your leads. The new Mobile Connect also eliminates manual processes by routing buyer data to CRM and Marketing Automation systems in real-time for faster nurture or follow-up. “Sales conversations can happen anywhere and at any time, and making sure marketing and sales can stay aligned with clear visibility into pipeline is critical in today’s fast-paced B2B world,” said Colby Cavanaugh, SVP, Marketing at Integrate. “Mobile Connect not only connects data from events, but it also provides a way for teams to easily ingest data into the Demand Acceleration Platform and other martech systems of record to build a unified view of digital customer journeys.” In addition to Mobile Connect, Integrate is also releasing two new features, including an improved universal API and display ads pacing dashboards. The new universal API supports the ability to ingest leads into the Integrate Demand Acceleration Platform and keep data secure through new permissions and token authorization. The new ads dashboard provides more insights to track and optimize ad delivery. The ads report shows how often impressions are delivered and how delivered impressions affect conversion rates. To learn more about Integrate’s new product features that combine offline activities with online data and behaviors to create a seamless and effective way to connect with customers across all touchpoints, please visit our blog, “Connecting on All Fronts: 3 New B2B Connected Marketing Features to Build Stronger Teams, Data, and Strategies.” About Integrate Integrate connects, governs, and measures marketing campaigns across demand channels. This enables marketers to launch cross-channel buyer experiences, ensure data integrity, measure the impact of their programs, and inform the next best investments. Integrate works with high-growth and enterprise organizations like Salesforce, Microsoft, Akamai, and Pluralsight to power their Precision Demand Marketing strategies. Today, Integrate’s Demand Acceleration Platform helps create more precise and personalized buying experiences that reach the right buyer with the right message at the right point in their buying journey, and ultimately convert more leads to revenue. For more information, please visit http://www.integrate.com or follow us on LinkedIn, Facebook,Twitter and Instagram.

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Events