1. Source Data.

Aggregate a comprehensive list of account data and append information to customer lists. Ensure the list includes relevant data on each account that can be leveraged to run opportunity & correlation analyses. This data can include:

​

• Customer Relationship Management data: Opportunity “Closed Lost” and “Closed Won” data from your CRM.

• Segmentation datasets: Segmentation Analytics data sourced from years of years of segmentation exercises.

• Third-party data: Firmographic and Technographic data sourced from Segmentation Analytics data partners.

• Intent data: Data indicative of motivation to purchase your solution.

 

2. Define ICP.

Determine the profiles of prospect accounts that would be a great fit for your solution using both qualitative and quantitative inputs. Develop an Ideal Customer Profile (ICP) scoring system to stack-rank prospect accounts based on their overall alignment. When defining the ICP, we will consider:

​

• Win Rate: Which account characteristics are associated with higher opportunity win rates?

• Sales Cycle Length: Which account characteristics are associated with shorter sales cycle lengths?

• Average Deal Value: Which account characteristics are associated with higher average deal values?

• Aggregate Deal Value: Which account characteristics are associated with higher aggregate deal values?

• Growth Expectations: Which account characteristics do you associate with high revenue growth potential?

​

3. Identify Intent.

Finalize the profile of prospect accounts that would be a great fit for your solution, then determine factors that would indicate the account is in-market for the solution based on a variety of intent triggers. Possible intent triggers include:

​

• Keyword Searches: Keywords that an in-market account might be researching on the internet.

• Job Postings: Roles that an in-market account could be hiring for on their "Careers" page or a third-party job board.

• Competitor Research: Competitors that an in-market account could be speaking with.

• Website Visitors: IP addresses and related accounts visiting your website.

• Event Attendance: Accounts attending events or conventions related to your offering.

​

4. Isolate Top Prospects.

Combine high-ICP prospects with high-motivation accounts, enabling us to identify the prospects that are both a great fit and in-market for your solution. This list of accounts comprises your target prospect list. Once we have defined the target prospect list, we work with your team to develop Buyer Personas and source direct buyer contact data to support outbound sales and marketing campaigns, enabling your team to begin driving incremental revenue immediately.

 

​

Enhanced Revenue Growth.

By focusing your team on these identified target prospects, you should expect positive results in the form of higher win rates, increased deal values, & shorter sales cycle lengths.