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How Predictive Analytics Contributes to Pipeline and Revenue Growth

Apurva Pathak | August 4, 2022 | 889 views | Read Time : 05:00 min

Contribute to Pipeline and Revenue Growth
For B2B marketers like you, wouldn’t it be great to know which buyers are ready to purchase and when? It would be, but this doesn’t generally happen. Marketing and sales teams across businesses spend their time trying to find the perfect prospects instead of focusing on selling to the accounts that actually want to buy.

What Goes into Prospecting?

Prospecting is an entire process that is not only time-consuming but might not lead to anything worthwhile. Common steps involved in prospecting include:
  • Finding accounts that fit your target account profile
  • Zeroing in on the point of contact to get in touch with the account
  • Creating messaging to influence prospect’s buying decision
  • Wait for the prospect to answer calls

It is no wonder that prospecting is the most difficult part of sales. According to research by Sales Insights Lab, 50% of the prospects you go after aren’t a good fit for your product. To add to the mix, sorting through incomplete forms, questionnaires, anonymous web visits, and event attendee lists is backbreaking work.

Predictive Analytics: Pipeline Growth and Revenue Covered

ABM relies heavily on high-quality data management and analysis. It is based on quality and, not quantity. It can succeed only if the prospect account’s data like management hierarchy, business practices, pain points, requirements, etc. is interpreted, analyzed and utilized properly. This is where predictive analytics comes in. A predictive analytics model looks at how different parts of an account relate to each other and ranks them. A large amount of data can be successfully interpreted this way. Data mining, statistics, and text analytics uncover different patterns and relationships to give insights into an account’s behavior and outcomes based on data.

A Predictive Analytics Model Boosts Your ABM Strategy

Here is how predictive analytics can boost your ABM strategy:
  • Prioritizing Accounts Based on Rating
Marketing representatives need to approach prospects at the right time to capture expected revenue. Predictive analytics gives real-time data, forecasts into when to approach a prospect to get the conversion. With deep data insights, predictive analytics optimizes ABM and the allocated marketing budget.

  • Personalized Messaging
Personalized messaging is possible only when the data at hand goes beyond account intelligence-based numbers. Predictive analytics goes a step ahead, forecasts buyer behavior and gives marketers a tool to create content that appeals to every individual in the prospect account’s buying group and leads to conversion.

  • Objective Scoring
As accounts near the end of the sales funnel, predictive analytics forecasts the best time for sales overview, so risks like data deletion are bypassed.

Getting Ready to Adopt Predictive Analytics

To adopt predictive analytics in your ABM strategy, you need to follow these steps:
  • Create an ABM-centric organization where content marketers apply ABM
  • Marketing and sales teams need to understand predictive insights and its implementation in ABM
  • Align your marketing and sales teams
  • Decision makers understand predictive insights and how they are used at the grass-root level

Wrapping It Up!

Focus your investments on an intent data set based on predictive analytics and AI learning to make the most of the high-quality data insights without worrying about underlying technologies.

Spotlight

Flying Cork

Our name signifies our commitment to success. Your success. We know what it takes to get there and creative ideas aren’t enough. Not when it comes to interactive and digital strategy. Flying Cork is an agency made up of designers, developers, writers and analysts who found each other because of a shared philosophy. We believe digital and interactive marketing initiatives are successful when data leads decision-making and users inspire content creation.

OTHER ARTICLES
ACCOUNT BASED DATA

Top 10 Rich Buyer Intent Data Software for More Sales in 2023

Article | August 19, 2022

Boost your sales in 2023 with these top 10 rich buyer intent data programs. Gain insights into customer behavior and purchasing patterns to drive conversions using the top buyer intent data platforms. Contents 1. Market Dynamics of B2B Buyer Intent Data Software 2. KPI for Good Purchase Intent Data and How Does a Buyer Intent Data Software Determine the Purchase Intent? 3. Optimizing Your B2B Buyer Intent Data Using Software to Drive Sales 4. Top 10 B2B Buyer Intent Data Tools to Accelerate Sales with B2B Account-based Marketing 5. Summing up Driving conversions has become more precise and predictable with the use of high-quality buyer intent data. As buyer intent marketing has emerged as one of the most promising tools to get the most out of your account based marketing campaigns, companies can quickly reach out to their highest potential prospects. This way companies can better plan the sales numbers and keep up with the rising demand for their products and services in the market while maintaining consistent customer experiences. Buyer intent data software are capable to - Provide granular insights into customer behavior and purchasing patterns. Identify potential customers who are actively in the market for a product or service. Improve target marketing efforts by enabling companies to reach the right people with the right message. Enhance sales team's ability to close deals by providing them with valuable information about their prospects. Improve overall marketing ROI by focusing resources on high-value prospects. Facilitate data-driven decision making by providing actionable insights. Monitor and analyze market trends and competition. By using buyer intent data software, companies can gain a deeper understanding of their customers, making it easier to deliver a personalized and relevant experience, and ultimately increase conversions and sales. 1. Market Dynamics of B2B Buyer Intent Data Software “The buyer intent data software market is projected to reach USD 15 billion at 20% CAGR by 2025.” This growth is attributed to data-driven decision making, digital transformation, and e-commerce initiatives among businesses that has increased the adoption rate for buyer intent data software among large progressive enterprises. The demand for personalized shopping experiences and refined customer engagement drives rapid market growth in the buyer intent data industry. 2. KPI for Good Purchase Intent Data and How Does a Buyer Intent Data Software Determine the Purchase Intent? Key Point Indicators (KPIs) for Good Buyer Intent Data: 1. Relevance: The data should be directly related to a buyer's intention to purchase a product or service. 2. Timeliness: The data should be collected and analyzed in real-time to accurately reflect a buyer's current purchasing intentions. 3. Accuracy: The data should be accurate and verified to ensure its reliability and usefulness. 4. Completeness: The data should include all relevant information about a buyer, such as demographics, previous purchases, and search history. 5. Consistency: The data should be collected and analyzed using consistent methodologies to ensure comparability over time. 6. Privacy: The data should be collected and stored in a way that protects the privacy and confidentiality of the buyer. How Does Buyer Intent Data Software Determine the True Intent of a Customer Behavior? Buyer intent data software determines the true intent of a customer behavior through various methods such as: Natural language processing (NLP) Machine learning algorithms Data analysis of customer interactions and behaviors Integration with other data sources (e.g. search history, demographics, etc.) Predictive analytics The software analyzes a wide range of data points to understand the motivations behind a customer's behavior, such as their search queries, content they engage with, and the actions they take on a website. It refers to information about a potential customer's interest or intention to purchase a product or service, usually gathered through online behavior such as web searches, social media activity, email interactions, and previous purchase history. This data can provide insights into what a customer is looking for, their buying journey, and the likelihood of them making a purchase. It can help businesses to tailor their marketing and sales efforts, better understand their target audience, and increase the chances of successful sales. This information is then used to create a comprehensive profile of the customer's intent and provide insights into how they are likely to behave in the future. 3. Optimizing Your B2B Buyer Intent Data Using Software to Drive Sales Monitoring the impact of your account-based marketing efforts is important to drive sales. Checking what has worked in the past using the historical data helps understand the patterns in your data which in turn helps you learn and narrow your focus when it comes to purchase intent data. These trends will change as per your industry however, they all help large enterprises to bring in more sales and data intelligence. As far as the buyer intent data goes, gathering and analyzing the data from all the sources using technology and algorithms refine your intent data and helps you find higher potential accounts and take data-driven decisions. 4. Top 10 B2B Buyer Intent Data Tools to Accelerate Sales with B2B Account-based Marketing Depending upon your specific needs and budget as well as your B2B industry, you can select an account-based marketing software with buyer intent data tools. We have listed some of the top B2B intent data providers to accelerate your B2B account based marketing down below. 6 sense:6Sense is a leading ABM software that provides buyer intent data to help B2B marketers personalize their outreach and drive pipeline growth. The platform uses artificial intelligence and machine learning to gather insights on your target accounts' digital behavior and buying signals, enabling you to prioritize your outreach and tailor your messaging to their specific needs and interests. Additionally, 6Sense offers a range of ABM solutions, including account identification, account engagement, and account orchestration, to help B2B marketers effectively plan, execute, and measure the impact of their ABM programs. Albacross: Albacross is an ABM software that provides buyer intent data to help B2B marketers personalize their outreach and improve their pipeline. The platform uses lead generation and account-based marketing technology to gather insights on your target accounts' digital behavior, enabling you to prioritize your outreach and tailor your messaging to their specific needs and interests. Albacross helps B2B marketers identify their ideal customer profile and generate high-quality leads by tracking website visits and providing information about the companies visiting your website. The platform also offers a range of features, such as lead scoring, account-based retargeting, and email tracking, to help you optimize your ABM strategy and improve the impact of your campaigns. Bombora: Bombora is a B2B data solutions company that provides account-based marketing (ABM) software for buyer intent data. The platform aggregates business intent data from various sources, including content consumption, social media activity, and job postings, to help B2B marketers gain insights into the buying signals of their target accounts. Bombora's technology provides actionable data on the topics that your target accounts are researching, enabling you to personalize your outreach and tailor your messaging to their specific needs and interests. The platform works with ABM and marketing automation tools like Marketo, Pardot, and Eloqua to help you streamline your ABM processes and make your campaigns more effective. MadisonLogic: Madison Logic is a B2B marketing technology company that provides account-based marketing (ABM) software for buyer intent data. The platform offers a range of solutions for B2B marketers, including lead generation, content syndication, and programmatic advertising. Madison Logic's technology helps B2B marketers personalize their outreach by providing insights into the buying signals of their target accounts. The platform tracks the online behavior of your target accounts, such as website visits, content downloads, and email opens, to help you identify opportunities to engage with your prospects and improve the impact of your campaigns. Also, Madison Logic's ABM platform works with marketing automation tools like Marketo, Eloqua, and Pardot to help you streamline your ABM processes and improve your campaigns. Qualified.com: Qualified.com is an ABM software that provides buyer intent data to help B2B marketers personalize their outreach and improve their pipeline. The platform uses artificial intelligence and machine learning to gather insights on your target accounts' digital behavior and buying signals, enabling you to prioritize your outreach and tailor your messaging to their specific needs and interests. Qualified.com offers a range of ABM solutions, including account identification, account engagement, and account orchestration, to help B2B marketers effectively plan, execute, and measure the impact of their ABM programs. The platform works with marketing automation tools like Marketo, Eloqua, and Pardot to help you streamline your ABM processes and improve your campaigns. Demandbase: Demandbase is a leading account-based marketing (ABM) software that provides buyer intent data to help B2B marketers personalize their outreach and drive pipeline growth. The platform uses artificial intelligence and machine learning to gather insights on your target accounts' digital behavior and buying signals, enabling you to prioritize your outreach and tailor your messaging to their specific needs and interests. Demandbase offers a range of ABM solutions, including account identification, account engagement, and account orchestration, to help B2B marketers effectively plan, execute, and measure the impact of their ABM programs. Also, the platform works with a number of marketing automation tools like Marketo, Eloqua, and Pardot to help you streamline your ABM processes and improve your campaigns. Demandscience: DemandScience is a company that provides buyer intent data software. This software helps businesses understand the buying behaviors and interests of their target audience. By analyzing a large amount of data, such as search queries, social media activity, and other online interactions, the software provides insights into what potential customers are looking for, what challenges they are facing, and what solutions they are considering. This information can be used by sales and marketing teams to better target their efforts and increase conversions. Salesintel.io: Salesintel.io is a company that provides a B2B contact and company data platform that includes a buyer intent software component. This software uses artificial intelligence and machine learning to analyze large amounts of data from various sources, such as social media, search engines, and business news, to identify patterns and signals that indicate a company's buying intent. This information can be used by sales and marketing teams to prioritize their efforts and engage with potential customers at the right time, in the right way. By understanding a company's buying intent, businesses can increase their chances of closing deals and growing their revenue. Terminus Account-based Marketing: Terminus is a company that provides an account-based marketing (ABM) platform that incorporates buyer intent data. ABM is a B2B marketing strategy that focuses on targeted and personalized outreach to specific companies rather than large groups of leads. The Terminus platform integrates buyer intent data to help sales and marketing teams better understand the buying behaviors and interests of their target accounts. By analyzing data such as website activity, social media engagement, and other online interactions, the software provides insights into the challenges and solutions that target accounts are interested in, allowing teams to personalize their messaging and outreach for maximum impact. The use of buyer intent data in the Terminus ABM platform can help businesses increase their conversion rates and drive revenue growth. Zoominfo: ZoomInfo is a company that provides a B2B contact and company data platform, including a buyer intent data software component. The platform uses artificial intelligence and machine learning to analyze large amounts of data from various sources, such as social media, search engines, and business news, to identify patterns and signals that indicate a company's buying intent. This information can be used by sales and marketing teams to prioritize their efforts and engage with potential customers at the right time. With a deep understanding of a company's buying intent, businesses can increase their chances of closing deals and growing their revenue. Additionally, the platform includes features for data enrichment, lead generation, and account-based marketing, allowing sales and marketing teams to have a comprehensive view of their target accounts and personalize their outreach for maximum impact. 5. Summing up Utilizing advanced technology and machine learning algorithms to gather and analyze data about potential customers, providing valuable insights into their buying behaviors and intent helps businesses gain an edge over competition. By utilizing this information, businesses can tailor their marketing and sales strategies to better target and convert leads into paying customers, ultimately driving more sales. Scaling your buyer intent marketing efforts has become a lot easier with the machine learning and predictive analytics.

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The 5 Things to Know About Account-Based Marketing

Article | August 11, 2021 | Sponsored

If you’ve been keeping up with new terms in B2B marketing, by now you’ve likely heard of account-based marketing (ABM). The term itself has been around for years, but with recent advances in technology, this tactic is now being adopted at a much larger scale than ever before. Still, surprisingly, I find that many B2B marketers are in the dark when it comes to ABM. So here’s a quick look into the future of B2B enterprise marketing, and why I think account-based marketing will be one of the biggest revenue drivers for B2B businesses in the very near future.

Read More
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5 Steps for Succeeding in Account-Based Marketing

Article | March 14, 2022

Relative to the mass-market approach of the B2C world, B2B promotion requires a much more targeted approach. The customers are fewer and more discerning but commensurably more valuable and enduring so whether you’re trying to win over a new client or simply keep an existing client on your side, you need to be very careful with what you’re putting out. This is the reasoning behind account-based marketing, otherwise known as ABM. Instead of distributing generic marketing materials, it picks out specific prospects (or sets of prospects grouped by various shared elements) and creates personalized campaigns to suit them. It can be extremely cost-effective, but it needs to be done smartly (which isn’t easy). To help you run a flourishing account-based marketing campaign, we’re going to look at five steps you should take along the way.

Read More

How to Successfully Set Up and Measure Your Account-Based Marketing Strategy

Article | February 10, 2020

The first lesson in this article is to stop thinking differently about ABM and B2B. Sangram Vajre is spot on when he exclaims that “ABM is B2B.” There is no real difference. Whether named or unnamed, every single campaign you launch as a B2B marketer caters to personas in different accounts. Another reality about account-based marketing is that due to the nature of omnichannel marketing and the fact that every prospect does its own research, you’re going to have to process different sets of traffic no matter how much control you think you have over your funnels. With these two things in mind, let’s look at what’s common in a successful ABM strategy, and also how to segment your audience in a way that tells the story of all the steps in your user acquisition models.

Read More
ACCOUNT BASED DATA

How Buyer Intent Data Gets You More Customers

Article | August 19, 2022

Boost your sales in 2023 with these top 10 rich buyer intent data programs. Gain insights into customer behavior and purchasing patterns to drive conversions using the top buyer intent data platforms. Contents 1. Market Dynamics of B2B Buyer Intent Data Software 2. KPI for Good Purchase Intent Data and How Does a Buyer Intent Data Software Determine the Purchase Intent? 3. Optimizing Your B2B Buyer Intent Data Using Software to Drive Sales 4. Top 10 B2B Buyer Intent Data Tools to Accelerate Sales with B2B Account-based Marketing 5. Summing up Driving conversions has become more precise and predictable with the use of high-quality buyer intent data. As buyer intent marketing has emerged as one of the most promising tools to get the most out of your account based marketing campaigns, companies can quickly reach out to their highest potential prospects. This way companies can better plan the sales numbers and keep up with the rising demand for their products and services in the market while maintaining consistent customer experiences. Buyer intent data software are capable to - Provide granular insights into customer behavior and purchasing patterns. Identify potential customers who are actively in the market for a product or service. Improve target marketing efforts by enabling companies to reach the right people with the right message. Enhance sales team's ability to close deals by providing them with valuable information about their prospects. Improve overall marketing ROI by focusing resources on high-value prospects. Facilitate data-driven decision making by providing actionable insights. Monitor and analyze market trends and competition. By using buyer intent data software, companies can gain a deeper understanding of their customers, making it easier to deliver a personalized and relevant experience, and ultimately increase conversions and sales. 1. Market Dynamics of B2B Buyer Intent Data Software “The buyer intent data software market is projected to reach USD 15 billion at 20% CAGR by 2025.” This growth is attributed to data-driven decision making, digital transformation, and e-commerce initiatives among businesses that has increased the adoption rate for buyer intent data software among large progressive enterprises. The demand for personalized shopping experiences and refined customer engagement drives rapid market growth in the buyer intent data industry. 2. KPI for Good Purchase Intent Data and How Does a Buyer Intent Data Software Determine the Purchase Intent? Key Point Indicators (KPIs) for Good Buyer Intent Data: 1. Relevance: The data should be directly related to a buyer's intention to purchase a product or service. 2. Timeliness: The data should be collected and analyzed in real-time to accurately reflect a buyer's current purchasing intentions. 3. Accuracy: The data should be accurate and verified to ensure its reliability and usefulness. 4. Completeness: The data should include all relevant information about a buyer, such as demographics, previous purchases, and search history. 5. Consistency: The data should be collected and analyzed using consistent methodologies to ensure comparability over time. 6. Privacy: The data should be collected and stored in a way that protects the privacy and confidentiality of the buyer. How Does Buyer Intent Data Software Determine the True Intent of a Customer Behavior? Buyer intent data software determines the true intent of a customer behavior through various methods such as: Natural language processing (NLP) Machine learning algorithms Data analysis of customer interactions and behaviors Integration with other data sources (e.g. search history, demographics, etc.) Predictive analytics The software analyzes a wide range of data points to understand the motivations behind a customer's behavior, such as their search queries, content they engage with, and the actions they take on a website. It refers to information about a potential customer's interest or intention to purchase a product or service, usually gathered through online behavior such as web searches, social media activity, email interactions, and previous purchase history. This data can provide insights into what a customer is looking for, their buying journey, and the likelihood of them making a purchase. It can help businesses to tailor their marketing and sales efforts, better understand their target audience, and increase the chances of successful sales. This information is then used to create a comprehensive profile of the customer's intent and provide insights into how they are likely to behave in the future. 3. Optimizing Your B2B Buyer Intent Data Using Software to Drive Sales Monitoring the impact of your account-based marketing efforts is important to drive sales. Checking what has worked in the past using the historical data helps understand the patterns in your data which in turn helps you learn and narrow your focus when it comes to purchase intent data. These trends will change as per your industry however, they all help large enterprises to bring in more sales and data intelligence. As far as the buyer intent data goes, gathering and analyzing the data from all the sources using technology and algorithms refine your intent data and helps you find higher potential accounts and take data-driven decisions. 4. Top 10 B2B Buyer Intent Data Tools to Accelerate Sales with B2B Account-based Marketing Depending upon your specific needs and budget as well as your B2B industry, you can select an account-based marketing software with buyer intent data tools. We have listed some of the top B2B intent data providers to accelerate your B2B account based marketing down below. 6 sense:6Sense is a leading ABM software that provides buyer intent data to help B2B marketers personalize their outreach and drive pipeline growth. The platform uses artificial intelligence and machine learning to gather insights on your target accounts' digital behavior and buying signals, enabling you to prioritize your outreach and tailor your messaging to their specific needs and interests. Additionally, 6Sense offers a range of ABM solutions, including account identification, account engagement, and account orchestration, to help B2B marketers effectively plan, execute, and measure the impact of their ABM programs. Albacross: Albacross is an ABM software that provides buyer intent data to help B2B marketers personalize their outreach and improve their pipeline. The platform uses lead generation and account-based marketing technology to gather insights on your target accounts' digital behavior, enabling you to prioritize your outreach and tailor your messaging to their specific needs and interests. Albacross helps B2B marketers identify their ideal customer profile and generate high-quality leads by tracking website visits and providing information about the companies visiting your website. The platform also offers a range of features, such as lead scoring, account-based retargeting, and email tracking, to help you optimize your ABM strategy and improve the impact of your campaigns. Bombora: Bombora is a B2B data solutions company that provides account-based marketing (ABM) software for buyer intent data. The platform aggregates business intent data from various sources, including content consumption, social media activity, and job postings, to help B2B marketers gain insights into the buying signals of their target accounts. Bombora's technology provides actionable data on the topics that your target accounts are researching, enabling you to personalize your outreach and tailor your messaging to their specific needs and interests. The platform works with ABM and marketing automation tools like Marketo, Pardot, and Eloqua to help you streamline your ABM processes and make your campaigns more effective. MadisonLogic: Madison Logic is a B2B marketing technology company that provides account-based marketing (ABM) software for buyer intent data. The platform offers a range of solutions for B2B marketers, including lead generation, content syndication, and programmatic advertising. Madison Logic's technology helps B2B marketers personalize their outreach by providing insights into the buying signals of their target accounts. The platform tracks the online behavior of your target accounts, such as website visits, content downloads, and email opens, to help you identify opportunities to engage with your prospects and improve the impact of your campaigns. Also, Madison Logic's ABM platform works with marketing automation tools like Marketo, Eloqua, and Pardot to help you streamline your ABM processes and improve your campaigns. Qualified.com: Qualified.com is an ABM software that provides buyer intent data to help B2B marketers personalize their outreach and improve their pipeline. The platform uses artificial intelligence and machine learning to gather insights on your target accounts' digital behavior and buying signals, enabling you to prioritize your outreach and tailor your messaging to their specific needs and interests. Qualified.com offers a range of ABM solutions, including account identification, account engagement, and account orchestration, to help B2B marketers effectively plan, execute, and measure the impact of their ABM programs. The platform works with marketing automation tools like Marketo, Eloqua, and Pardot to help you streamline your ABM processes and improve your campaigns. Demandbase: Demandbase is a leading account-based marketing (ABM) software that provides buyer intent data to help B2B marketers personalize their outreach and drive pipeline growth. The platform uses artificial intelligence and machine learning to gather insights on your target accounts' digital behavior and buying signals, enabling you to prioritize your outreach and tailor your messaging to their specific needs and interests. Demandbase offers a range of ABM solutions, including account identification, account engagement, and account orchestration, to help B2B marketers effectively plan, execute, and measure the impact of their ABM programs. Also, the platform works with a number of marketing automation tools like Marketo, Eloqua, and Pardot to help you streamline your ABM processes and improve your campaigns. Demandscience: DemandScience is a company that provides buyer intent data software. This software helps businesses understand the buying behaviors and interests of their target audience. By analyzing a large amount of data, such as search queries, social media activity, and other online interactions, the software provides insights into what potential customers are looking for, what challenges they are facing, and what solutions they are considering. This information can be used by sales and marketing teams to better target their efforts and increase conversions. Salesintel.io: Salesintel.io is a company that provides a B2B contact and company data platform that includes a buyer intent software component. This software uses artificial intelligence and machine learning to analyze large amounts of data from various sources, such as social media, search engines, and business news, to identify patterns and signals that indicate a company's buying intent. This information can be used by sales and marketing teams to prioritize their efforts and engage with potential customers at the right time, in the right way. By understanding a company's buying intent, businesses can increase their chances of closing deals and growing their revenue. Terminus Account-based Marketing: Terminus is a company that provides an account-based marketing (ABM) platform that incorporates buyer intent data. ABM is a B2B marketing strategy that focuses on targeted and personalized outreach to specific companies rather than large groups of leads. The Terminus platform integrates buyer intent data to help sales and marketing teams better understand the buying behaviors and interests of their target accounts. By analyzing data such as website activity, social media engagement, and other online interactions, the software provides insights into the challenges and solutions that target accounts are interested in, allowing teams to personalize their messaging and outreach for maximum impact. The use of buyer intent data in the Terminus ABM platform can help businesses increase their conversion rates and drive revenue growth. Zoominfo: ZoomInfo is a company that provides a B2B contact and company data platform, including a buyer intent data software component. The platform uses artificial intelligence and machine learning to analyze large amounts of data from various sources, such as social media, search engines, and business news, to identify patterns and signals that indicate a company's buying intent. This information can be used by sales and marketing teams to prioritize their efforts and engage with potential customers at the right time. With a deep understanding of a company's buying intent, businesses can increase their chances of closing deals and growing their revenue. Additionally, the platform includes features for data enrichment, lead generation, and account-based marketing, allowing sales and marketing teams to have a comprehensive view of their target accounts and personalize their outreach for maximum impact. 5. Summing up Utilizing advanced technology and machine learning algorithms to gather and analyze data about potential customers, providing valuable insights into their buying behaviors and intent helps businesses gain an edge over competition. By utilizing this information, businesses can tailor their marketing and sales strategies to better target and convert leads into paying customers, ultimately driving more sales. Scaling your buyer intent marketing efforts has become a lot easier with the machine learning and predictive analytics.

Read More
ACCOUNT BASED DATA

10 Astounding Account-Based Marketing Stats for Marketers

Article | August 11, 2021 | Sponsored

If you’ve been keeping up with new terms in B2B marketing, by now you’ve likely heard of account-based marketing (ABM). The term itself has been around for years, but with recent advances in technology, this tactic is now being adopted at a much larger scale than ever before. Still, surprisingly, I find that many B2B marketers are in the dark when it comes to ABM. So here’s a quick look into the future of B2B enterprise marketing, and why I think account-based marketing will be one of the biggest revenue drivers for B2B businesses in the very near future.

Read More
ACCOUNT BASED DATA

How Does Buyer Intent Data Boost Sales?

Article | March 14, 2022

Relative to the mass-market approach of the B2C world, B2B promotion requires a much more targeted approach. The customers are fewer and more discerning but commensurably more valuable and enduring so whether you’re trying to win over a new client or simply keep an existing client on your side, you need to be very careful with what you’re putting out. This is the reasoning behind account-based marketing, otherwise known as ABM. Instead of distributing generic marketing materials, it picks out specific prospects (or sets of prospects grouped by various shared elements) and creates personalized campaigns to suit them. It can be extremely cost-effective, but it needs to be done smartly (which isn’t easy). To help you run a flourishing account-based marketing campaign, we’re going to look at five steps you should take along the way.

Read More

How to Successfully Set Up and Measure Your Account-Based Marketing Strategy

Article | February 10, 2020

The first lesson in this article is to stop thinking differently about ABM and B2B. Sangram Vajre is spot on when he exclaims that “ABM is B2B.” There is no real difference. Whether named or unnamed, every single campaign you launch as a B2B marketer caters to personas in different accounts. Another reality about account-based marketing is that due to the nature of omnichannel marketing and the fact that every prospect does its own research, you’re going to have to process different sets of traffic no matter how much control you think you have over your funnels. With these two things in mind, let’s look at what’s common in a successful ABM strategy, and also how to segment your audience in a way that tells the story of all the steps in your user acquisition models.

Read More
MORE ARTICLES

Spotlight

Flying Cork

Our name signifies our commitment to success. Your success. We know what it takes to get there and creative ideas aren’t enough. Not when it comes to interactive and digital strategy. Flying Cork is an agency made up of designers, developers, writers and analysts who found each other because of a shared philosophy. We believe digital and interactive marketing initiatives are successful when data leads decision-making and users inspire content creation.

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Anteriad Named a Strong Performer in B2B Intent Data Provider Research

GlobeNewswire | May 31, 2023

Global B2B marketing solution provider Anteriad today announced that they have been named a Strong Performer in The Forrester Wave™: B2B Intent Data Providers, Q2 2023. In the report, Forrester notes that Intent Data Providers included “must demonstrate their proprietary means of collecting either second- or third-party intent signals. Forrester did not include pure data aggregators or resellers that don’t offer proprietary data.” Forrester notes that companies should look for providers that meet the distinct needs of their marketing and sales use cases, offer incremental insights with unique collection methodologies and align with their geographic coverage requirements. Anteriad earned a 5, the highest possible score, in seven criteria including: Innovation Data security and compliance Accuracy and noise filtering Data delivery The Forrester report evaluated the 14 most significant Intent Data providers against current offering, strategy and market presence criteria to help marketers to identify the companies most aligned with their needs. Forrester notes that, “Anteriad is a full-service marketing execution partner leveraging diverse intent signals.” The Forrester report also states that Anteriad’s “diverse set of captured intent signal types, advanced noise filtering, strong options for data delivery, and outstanding achievement in data security and privacy certifications strengthen its current offering.” Forrester also writes, “Innovation is a strength, including advancements in future-proofed, compliant capture of their proprietary signals, a strong B2B identity graph, and a clear strategy for enabling customers to leverage intent in increasingly mature ways.” The report continues, “Reference customers highlighted its service and support, data accuracy, and level of granular detail available in its campaign targeting.” “We believe that being named a Strong Performer validates our diverse intent signals, data quality and accuracy. This Forrester Wave for Intent Data Providers highlights for us our focus on bringing innovative and effective solutions to our customers. We continue to add breadth and depth, as well as global coverage, to our offering while maintaining our focus on quality and accuracy, giving B2B marketers more opportunities to get in front of their next customers faster,” said Rob Sanchez, CEO at Anteriad. About Anteriad Anteriad puts B2B marketers in front of their next customer and ahead of their competition. Companies such as IBM, Microsoft, Forbes, SHRM, and Lenovo have benefited from our high-fidelity B2B buyer data, full and self-service multichannel execution, tele-based conversion services, analytics, and expert advisory to generate impactful ROI multiples. Our award-winning Anteriad Marketing Cloud platform tracks more than 500 billion buyer-related signals each month. BNZSA, our international division, delivers GDPR-compliant data and qualified prospects directly to sales teams with BDRs that offer local expertise in 26 languages. Start creating your future today – get to know us at https://anteriad.com/.

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6sense Announces Inspire UK 2023 to Showcase Actionable Insights for Today’s Revenue Leaders

Business Wire | May 23, 2023

6sense, the leading platform to revolutionise the way B2B organisations create, manage and convert pipeline to revenue, announced its inaugural Inspire UK event to take place in London on 20 June 2023. The event aims to showcase tangible business impact possible with strategies centred on leveraging data and intelligence to scale and mature ABM programs. The exclusive one-day event will bring together enterprise sales and marketing leaders to share actionable insights and practical how-to’s to move the needle in revenue generation. Inspire will feature commentary from 6sense leaders like Chief Market Officer, Latané Conant, and global brands including LinkedIn, Amplience, Cora Systems, and Trend Micro with more to be announced. “This is our first opportunity to host members of the RevTech community together in London and we are delighted at the opportunity,” said Paul Gilhooly, 6sense Vice President of Sales in EMEA. “Supported by some of our customers, partners, and industry visionaries, Inspire UK will be instrumental in bringing account-based revenue strategies to the forefront of the EMEA market. We hope to make Inspire an ongoing tradition that enterprise leaders look forward to each year.” Inspire is designed to provide enterprise leaders with ideas and solutions to kickstart innovation and help attendees better solve their day-to-day pipeline and revenue creation challenges. Attendees will have the opportunity to participate in 1:1 revenue clinic sessions, in-depth workshops and training, panel discussions, and hands-on product demos. “Our goal with Inspire is to give marketers the tools they need to be successful,” said Latane Conant, Chief Market Officer at 6sense. “Sales and marketing teams are asked to do more with less but they are not always equipped properly to make that possible. Data intelligence will unlock opportunities for them to reach their goals and we are excited to showcase that with UK enterprise leaders.” Inspire will take place at Events @ No. 6, a state-of-the-art space located in the heart of the City, providing an intimate setting for attendees. The venue, with consideration to environmental impact, features sustainable design elements including a living rooftop to serve as a habitat for local wildlife and reduce the volume of rainwater runoff. For more information or to register, visit https://6sense.com/events-webinars/inspire-uk and follow along on LinkedIn, Twitter, and Instagram for the latest on Inspire UK news. About 6sense 6sense is on a mission to revolutionise the way B2B organisations create revenue by predicting customers most likely to buy and recommending the best course of action to engage anonymous buying teams. 6sense Revenue AI™ 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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ACCOUNT BASED DATA

Mark DePalma Joins DemandScience as Chief Technology Officer

GlobeNewswire | May 23, 2023

DemandScience, a leading B2B demand generation company that makes marketing and sales easier by enabling organizations to find the right prospects faster and target in-market buyers, today announced that Mark DePalma has joined the company as Chief Technology Officer. In his new role, DePalma will oversee product engineering and the company’s data factory. DePalma brings nearly a decade of senior technology leadership in the B2B data and demand generation industry to DemandScience, including serving as Chief Data Officer and Chief Technology Officer at Spiceworks Ziff Davis, Chief Technology Officer of Aberdeen, and Vice President of Engineering at The Big Willow Inc. “We are thrilled to welcome Mark DePalma to DemandScience. He is an outstanding addition to our high-caliber team,” said Peter Cannone, Chair and CEO of DemandScience. “Mark’s leadership in building and managing technology teams at B2B demand generation organizations and his expertise with complex software development makes him uniquely qualified to lead and manage the expansion of our product offerings, data factory, and generative AI initiatives.” DePalma’s appointment comes during a time of heightened focus on innovation at DemandScience. So far in 2023 the company has launched: The DemandScience Live Data Factory of more than 70 million B2B contacts from 1.2 million companies. The LDF uses DemandScience’s proprietary email verification and validation technology, and records are enriched with four different sources of Intent Data covering 7,000 topics and Install Data for 7,000 technologies. Klarity, the next-generation self-service Sales Intelligence Tool for building, sharing, and saving contact lists. Klarity’s Chrome Extension, easy-to-use interface, and email accuracy makes ‘one-click prospecting’ a reality for sales professionals. ReplyForce, the free, easy-to-use email tool for sales and marketing professionals at small and mid-sized organizations. ReplyForce includes 100 free, user-defined contacts every month with customizable templates to help users prospect efficiently, book more meetings, and accelerate growth. “Like many other people working in the B2B demand gen industry, I’ve watched DemandScience’s impressive growth over the past several years and have admired its product vision and its focus on innovative technology,” said Mark DePalma. “I am very proud to be a member of the DemandScience team and look forward to the exciting work ahead.” About DemandScience DemandScience is a leading B2B demand generation company that makes marketing and sales easier by enabling organizations to find the right prospects faster and target in-market buyers. The DemandScience Live Data Factory uses innovative technologies to deliver accurate data with relevant intent signals, helping organizations accelerate the buyers’ journey from top-of-funnel to conversion. Founded in 2012, DemandScience’s products, data and leads benefit more than 1,500 customers worldwide. With offices in 7 countries and 800+ employees, DemandScience is #5 on Fortune Magazine’s list of the best workplaces in advertising & marketing.

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BUYER INTENT DATA

Anteriad Named a Strong Performer in B2B Intent Data Provider Research

GlobeNewswire | May 31, 2023

Global B2B marketing solution provider Anteriad today announced that they have been named a Strong Performer in The Forrester Wave™: B2B Intent Data Providers, Q2 2023. In the report, Forrester notes that Intent Data Providers included “must demonstrate their proprietary means of collecting either second- or third-party intent signals. Forrester did not include pure data aggregators or resellers that don’t offer proprietary data.” Forrester notes that companies should look for providers that meet the distinct needs of their marketing and sales use cases, offer incremental insights with unique collection methodologies and align with their geographic coverage requirements. Anteriad earned a 5, the highest possible score, in seven criteria including: Innovation Data security and compliance Accuracy and noise filtering Data delivery The Forrester report evaluated the 14 most significant Intent Data providers against current offering, strategy and market presence criteria to help marketers to identify the companies most aligned with their needs. Forrester notes that, “Anteriad is a full-service marketing execution partner leveraging diverse intent signals.” The Forrester report also states that Anteriad’s “diverse set of captured intent signal types, advanced noise filtering, strong options for data delivery, and outstanding achievement in data security and privacy certifications strengthen its current offering.” Forrester also writes, “Innovation is a strength, including advancements in future-proofed, compliant capture of their proprietary signals, a strong B2B identity graph, and a clear strategy for enabling customers to leverage intent in increasingly mature ways.” The report continues, “Reference customers highlighted its service and support, data accuracy, and level of granular detail available in its campaign targeting.” “We believe that being named a Strong Performer validates our diverse intent signals, data quality and accuracy. This Forrester Wave for Intent Data Providers highlights for us our focus on bringing innovative and effective solutions to our customers. We continue to add breadth and depth, as well as global coverage, to our offering while maintaining our focus on quality and accuracy, giving B2B marketers more opportunities to get in front of their next customers faster,” said Rob Sanchez, CEO at Anteriad. About Anteriad Anteriad puts B2B marketers in front of their next customer and ahead of their competition. Companies such as IBM, Microsoft, Forbes, SHRM, and Lenovo have benefited from our high-fidelity B2B buyer data, full and self-service multichannel execution, tele-based conversion services, analytics, and expert advisory to generate impactful ROI multiples. Our award-winning Anteriad Marketing Cloud platform tracks more than 500 billion buyer-related signals each month. BNZSA, our international division, delivers GDPR-compliant data and qualified prospects directly to sales teams with BDRs that offer local expertise in 26 languages. Start creating your future today – get to know us at https://anteriad.com/.

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ACCOUNT BASED DATA

6sense Announces Inspire UK 2023 to Showcase Actionable Insights for Today’s Revenue Leaders

Business Wire | May 23, 2023

6sense, the leading platform to revolutionise the way B2B organisations create, manage and convert pipeline to revenue, announced its inaugural Inspire UK event to take place in London on 20 June 2023. The event aims to showcase tangible business impact possible with strategies centred on leveraging data and intelligence to scale and mature ABM programs. The exclusive one-day event will bring together enterprise sales and marketing leaders to share actionable insights and practical how-to’s to move the needle in revenue generation. Inspire will feature commentary from 6sense leaders like Chief Market Officer, Latané Conant, and global brands including LinkedIn, Amplience, Cora Systems, and Trend Micro with more to be announced. “This is our first opportunity to host members of the RevTech community together in London and we are delighted at the opportunity,” said Paul Gilhooly, 6sense Vice President of Sales in EMEA. “Supported by some of our customers, partners, and industry visionaries, Inspire UK will be instrumental in bringing account-based revenue strategies to the forefront of the EMEA market. We hope to make Inspire an ongoing tradition that enterprise leaders look forward to each year.” Inspire is designed to provide enterprise leaders with ideas and solutions to kickstart innovation and help attendees better solve their day-to-day pipeline and revenue creation challenges. Attendees will have the opportunity to participate in 1:1 revenue clinic sessions, in-depth workshops and training, panel discussions, and hands-on product demos. “Our goal with Inspire is to give marketers the tools they need to be successful,” said Latane Conant, Chief Market Officer at 6sense. “Sales and marketing teams are asked to do more with less but they are not always equipped properly to make that possible. Data intelligence will unlock opportunities for them to reach their goals and we are excited to showcase that with UK enterprise leaders.” Inspire will take place at Events @ No. 6, a state-of-the-art space located in the heart of the City, providing an intimate setting for attendees. The venue, with consideration to environmental impact, features sustainable design elements including a living rooftop to serve as a habitat for local wildlife and reduce the volume of rainwater runoff. For more information or to register, visit https://6sense.com/events-webinars/inspire-uk and follow along on LinkedIn, Twitter, and Instagram for the latest on Inspire UK news. About 6sense 6sense is on a mission to revolutionise the way B2B organisations create revenue by predicting customers most likely to buy and recommending the best course of action to engage anonymous buying teams. 6sense Revenue AI™ 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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ACCOUNT BASED DATA

Mark DePalma Joins DemandScience as Chief Technology Officer

GlobeNewswire | May 23, 2023

DemandScience, a leading B2B demand generation company that makes marketing and sales easier by enabling organizations to find the right prospects faster and target in-market buyers, today announced that Mark DePalma has joined the company as Chief Technology Officer. In his new role, DePalma will oversee product engineering and the company’s data factory. DePalma brings nearly a decade of senior technology leadership in the B2B data and demand generation industry to DemandScience, including serving as Chief Data Officer and Chief Technology Officer at Spiceworks Ziff Davis, Chief Technology Officer of Aberdeen, and Vice President of Engineering at The Big Willow Inc. “We are thrilled to welcome Mark DePalma to DemandScience. He is an outstanding addition to our high-caliber team,” said Peter Cannone, Chair and CEO of DemandScience. “Mark’s leadership in building and managing technology teams at B2B demand generation organizations and his expertise with complex software development makes him uniquely qualified to lead and manage the expansion of our product offerings, data factory, and generative AI initiatives.” DePalma’s appointment comes during a time of heightened focus on innovation at DemandScience. So far in 2023 the company has launched: The DemandScience Live Data Factory of more than 70 million B2B contacts from 1.2 million companies. The LDF uses DemandScience’s proprietary email verification and validation technology, and records are enriched with four different sources of Intent Data covering 7,000 topics and Install Data for 7,000 technologies. Klarity, the next-generation self-service Sales Intelligence Tool for building, sharing, and saving contact lists. Klarity’s Chrome Extension, easy-to-use interface, and email accuracy makes ‘one-click prospecting’ a reality for sales professionals. ReplyForce, the free, easy-to-use email tool for sales and marketing professionals at small and mid-sized organizations. ReplyForce includes 100 free, user-defined contacts every month with customizable templates to help users prospect efficiently, book more meetings, and accelerate growth. “Like many other people working in the B2B demand gen industry, I’ve watched DemandScience’s impressive growth over the past several years and have admired its product vision and its focus on innovative technology,” said Mark DePalma. “I am very proud to be a member of the DemandScience team and look forward to the exciting work ahead.” About DemandScience DemandScience is a leading B2B demand generation company that makes marketing and sales easier by enabling organizations to find the right prospects faster and target in-market buyers. The DemandScience Live Data Factory uses innovative technologies to deliver accurate data with relevant intent signals, helping organizations accelerate the buyers’ journey from top-of-funnel to conversion. Founded in 2012, DemandScience’s products, data and leads benefit more than 1,500 customers worldwide. With offices in 7 countries and 800+ employees, DemandScience is #5 on Fortune Magazine’s list of the best workplaces in advertising & marketing.

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