Intent Data

Our client converts high-value prospects throughout their funnel by powering email and Linkedin campaigns with a blend of high, medium, and low-intent signals. In just three months they saw a significant lift in campaign performance and generated 27 free trial downloads by targeting companies showing high intent to purchase on the world’s largest professional network. As they’ve expanded their use of Buyer Discovery intent data to email, they have targeted companies comparing their product to a competitor. Their Chief Marketing Officer reports Buyer Discovery helped them win $50K in annual recurring revenue and build an additional $75K in pipeline for Q2 2021 alone!

Organizations with complex sales and marketing structures enable strategic sales teams to use their time judiciously and engage high-value accounts using Buyer Discovery. With the support of our Client Success team, our client created a report to immediately alert their team when one of their Top 180 accounts began shopping on GDM sites but hadn’t been identified from another source. Soon after, the Director of Demand Marketing shared that their sales team was able to get their foot in the door and develop an $89K opportunity, far exceeding their average sales price, as a result of early detection with Buyer Discovery. 

In 2020, Buyer Discovery identified two current customers actively comparing competitive products in our client’s category and alerted their Customer Success representatives of the potential risk for churn. Proactive engagement allowed the representatives to surface why their needs shifted and diagnose a need for greater functionality. The CEO reports that they retained both customers by expanding their packages to include the additional functionalities they required. The retention allowed them to hold strong on their retention goals, save $10K in annual recurring revenue, and add an additional $2,000 in new revenue for the remainder of their term.