According to SiriusDecisions, 67% of the buyer’s journey is now done digitally. So getting in front of prospects during that journey with relevant messaging is increasingly critical to successful B2B sales and marketing. Powered by Company SurgeTM data, this is exactly what DiscoverOrg’s OppAlerts aims to provide its customers.
“The holy grail of the B2B sales and marketing world is to know when customers are actively researching your product or service,” said Henry Schuck, DiscoverOrg CEO. “The DiscoverOrg – Bombora partnership allows our customers to know specifically what their prospects are researching and then which decision-makers to connect with, all in one place.”
In OppAlerts, intent signals are automatically identified and ranked by a Company Surge™ score and then combined with DiscoverOrg’s firmographic, technographic, and contact data to identify those responsible for related purchases. Armed with these insights, B2B sales and marketing users can engage with the buyers that have the highest propensity to purchase, delivering faster and better-quality pipeline.
“We’ve already been relying on Company SurgeTM data from Bombora to deliver significantly warmer leads from emails and ads to our lead qualification reps. Making the data available seamlessly in DiscoverOrg means that our outbound prospecting can be aligned to the same strategy,” noted Mike Ballard, Senior Manager of Global Digital Marketing for Lenovo.
With the latest release of OppAlerts, DiscoverOrg customers can:
- Identify which accounts within DiscoverOrg are researching their solution across the web and rank them based on intensity of intent
- Route high-intent prospects to sales for immediate outreach, with the corresponding contact information for the decision-makers most likely to be involved in the purchase
- Sync Company SurgeTM Intent data with Salesforce to show sales reps if their accounts are currently researching certain topics
- Personalize engagement to the best contacts based on topics that accounts are expressing intent with
“As prospecting efforts have evolved from mass emailing to Account Based Prospecting, there are often concerns from the sales teams that they don’t know what accounts to target – or that by not blasting out emails, we might be missing out on low-hanging fruit. DiscoverOrg’s OppAlerts has helped us identify accounts that we should be targeting in our prospecting efforts,” said Jeff Austin, XMatters Vice President of Sales Operations.
For more information about OppAlerts, please visit the DiscoverOrg website.