How to identify and engage your B2B target audience
The foundation for any successful B2B marketing and advertising strategy is a clearly defined and deeply understood target audience. Crafting this audience requires a disciplined, data-driven approach, leveraging insights from a diverse range of sources.
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B2B marketers face a fundamental challenge: An increase in information availability and proliferation of touchpoints has created unprecedented engagement opportunities, but has also introduced layers of complexity. Buying groups span multiple departments, research happens across dozens of channels, and purchase decisions can take months. The solution? Targeting strategies that allow you to focus your efforts in the highest return places.
B2B audience targeting that combines firmographic characteristics, behavioral intelligence and real-time intent can identify not only who should be targeted, but why they’re ready to engage, what subjects might pique their interest and when your outreach will have maximum impact. This article will explore the critical target audience intelligence B2B organizations need to collect and apply to optimize their targeting strategies—and how Bombora can help.
What is B2B audience targeting?
B2B audience targeting is the practice of using data signals and behavioral insights to deliver your message to the individuals and companies most likely to buy your product or service. It combines first party and third party data sources including real-time Intent data to identify B2B audiences based on their actual research behaviors and buying signals.
This approach goes beyond traditional audience segmentation to understand not just who your potential customers are, but what they’re actively researching, when they’re in-market, and how they prefer to consume information. The result is precision targeting that reaches the buying group (influencers, stakeholders, and decision-makers) at the right accounts at the right moments in their buyer journey.
Why target audience identification is critical for B2B marketers
Today’s B2B buyers expect personalized experiences that speak directly to their specific requirements and challenges. According to Forrester, 73% of B2B buyers actively avoid suppliers who send irrelevant outreach, and 66% expect the same or better personalization in their professional lives compared to their personal lives. Getting B2B audience targeting right can result in:
Why target audience identification is critical for B2B marketers
Today’s B2B buyers expect personalized experiences that speak directly to their specific requirements and challenges. According to Forrester, 73% of B2B buyers actively avoid suppliers who send irrelevant outreach, and 66% expect the same or better personalization in their professional lives compared to their personal lives. Getting B2B audience targeting right can result in:
- Higher engagement: When you understand exactly who you’re speaking to and what they care about right now, you can craft messages that address their professional interests, requirements and challenges, leading to higher engagement.
- Faster conversions: Targeted, personalized campaigns reach prospects who are primed to take action. These audiences don’t just engage more—they take action faster because they’re already actively researching solutions in your category.
- Better ROI: Precise targeting eliminates the waste that comes from broad-based campaigns by directing marketing and sales investment toward accounts that have the potential to buy your product and the employees that are likely to be a part of the buying group.
Steps to identify your target B2B audience
B2B audience identification has changed dramatically over the past few years. AI and machine learning technologies can now analyze almost infinite data points, from content consumption patterns to technology adoption signals, to reveal buyer behaviors that were previously invisible and help make your audience targeting for marketing and sales motions more effective. First we’ll review how to identify and build your target audience, and then we’ll go into the best ways to engage your chosen audience.
Define your ICP
The first step is to clearly define the ideal customer profile (ICP). In B2B, an ICP represents the accounts that are the best fit for a company’s product or service. An ICP is not an exact account list but rather an articulation of the characteristics that consistently describe companies that would likely be high-value customers. The most effective ICPs incorporate factors like your existing customer data, firmographic data like industry and revenue, geographic data, and technographic data like digital maturity to build a nuanced picture of not only who is most likely to buy, but who will get the most value from your product or service.
Build your key account list
Once the characteristics of an ICP have been defined, they can be used to create a key account list, which includes the specific, high-potential companies and prospects your campaign will target. To determine who belongs on your key account list, first look at basic characteristics like revenue and growth potential, product fit, and competitive tool usage. Then refine your list further with more sophisticated data.
The most successful marketing and sales teams often use behavioral data to refine their basic, characteristic-driven key account list. For example, Intent data (like Bombora Company Surge®) can be used to identify the set of accounts, and the buying group personas within that account, that are actively in-market for a company’s product or solution. Global factory automation leader Siemens Digital Industries leveraged our data to see buying intent across their key account list, resulting in an 80% reduction in cost-per-click and a 94% win rate.
Analysis of Intent data trends over time can help marketers identify groups of accounts that are looking for their product but did not align with their original ICP definition. Website traffic data (like that provided by Bombora’s Visitor Insights identity solution) can also be a valuable way to prioritize a key account list or expand it.
Profile the buying group
According to Gartner, B2B purchasing decisions at middle and large market companies are typically led by a buying group of 5-16 employees representing a range of roles, functions, and levels of seniority. Each of these personas has different priorities, requirements, and evaluation criteria. Further, their level of influence may change throughout the buying process, with some influencers staying hidden until late in the process. Effective B2B audience targeting involves identifying and engaging individual stakeholders, influencers and decision makers based on their roles, influence levels, and information needs.
To do this, marketing and sales need to define the buying group personas that typically shape the account’s decision-making process. Good sources of data for this include analysis of touch points from real-life, account-level sales journeys (for example, who engaged with marketing, who attended events, who was present at critical meetings) and prospect and customer interviews.
B2B data providers like Bombora can provide valuable insights. Bombora enriches its Company Surge® Intent data with B2B Persona data. This persona data uncovers the functions, seniority, and decision-maker status of the employees driving the research at a specific account. Historical analysis of closed-won and closed-lost accounts can help marketers define their buying group definition or revise it (for example, if they had overlooked a persona that data suggests consistently plays an active role in research across account journeys).
Build campaigns to engage your key account list
Now you’re ready to begin creating specific target campaign audiences from your key account list. To shape your B2B audience targeting strategy, you first need to understand where your accounts are in their relationship with you and in the buying journey. Bombora analyzes a company’s closed-won list to identify how research across topics changes over the months and weeks prior to the successful sale. This analysis allows a marketing team to understand what content topics indicate early, mid-stage, and late-stage research, which is critical to building a campaign that will have the greatest impact.
This model can then be applied to segment your key account list into sub-segments that reflect their position in their buying journey, so you can create relevant content and choose the right channels to engage them:
- Awareness campaigns increase visibility for your brand. They target industry professionals who may not know about your solution yet and leverage content focusing on industry trends or your target audience’s topic interests, distributed through channels like social media or your company blog.
- Consideration campaigns drive engagement and interest in your product or service. They should target buyers actively researching your category and include more detailed information about the benefits of your product or service. Content like infographics, ebooks, or webinars distributed through channels like native ads on partner websites work well at this stage.
- Lead generation efforts capture leads or drive form fills from prospects with high buying intent who are ready for sales conversations. They use highly personalized content like industry-specific case studies, distributed through channels like targeted advertising on display networks or through publisher partners.
- Retargeting campaigns focus on re-engaging people who previously showed interest but didn’t convert. They can be similar to lead generation in messaging and channel selection, but might include acknowledgment that they know your company or an incentive to come back.
Tips for effectively engaging your B2B target audience
Once you’ve identified your ideal B2B audiences and understand their buying behaviors, the next challenge is creating campaigns that drive action. Delivering results depends on messaging, timing, and engagement strategies that resonate with your prospects’ current priorities.
Combine first-party and third-party data
First-party data from your website, CRM, and marketing platforms is an excellent source for B2B audience targeting, but it only tells part of the story. Many B2B organizations miss critical signals, like competitor research and solution evaluation, that don’t happen on their owned platforms. The most successful companies combine their first-party data with third-party intelligence from across the broader web.
This involves creating partnerships with third-party data providers who can deliver accurate, real-time signals that integrate seamlessly with your existing systems. Bombora provides industry-leading Intent data derived from our one-of-a-kind Data Co-op. We’ve spent years building direct relationships with Co-op members. Our proprietary Javascript tag on their websites allows us to collect, transform, and retain B2B data in ways no one else can.
Personalize your messaging
Effective personalization goes beyond using a prospect’s name or company. It requires understanding what specific challenges or opportunities drive a typical buying journey and where specific accounts and members of the buying committee are in that journey. The most impactful messaging positions your solution as directly relevant to their current priorities.
Bombora has a number of data solutions that help marketers develop their personalization strategy. Our Company Surge® Intent data allows marketers to understand the topics that are typically part of the buying journey for their product or solution. These advanced insights can help you customize messaging for sales outreach, ad creative, websites, chatbots, and more.
Enable better audience targeting with Bombora
The success of your B2B audience targeting strategy ultimately depends on the quality and sophistication of the data and technology that powers your campaigns. Not all solutions are created equal—the accuracy, relevance, and effectiveness of your campaigns all rely on access to high-quality data processed through advanced analytical methodologies.
At Bombora, we’ve built the industry’s most comprehensive and innovative B2B database, combining proprietary data collection with cutting-edge AI and machine learning to deliver unmatched insights into buyer behavior and purchase intent:
- Unparalleled quality at scale: We derive our industry-leading Intent data from the first and only B2B Intent Data Co-operative, made up of thousands of B2B publishers, brand websites, and premium data providers.
- Advanced contextual understanding: We were the first Intent data solution to use AI, machine learning, large language models, and natural language processing to understand the true context of the content on a web page. Our models can differentiate accurately between homonyms and understand relationships between topics through our one-of-a-kind topic taxonomy of over 19,200 topics and counting.
- Proprietary analytical models: Company Surge® was the first Intent data solution to apply proprietary models that study digital activity over time and establish a baseline that allows us identify when companies are conducting significantly more research on a topic than their baseline behavior.
- Sophisticated identity resolution: Our patented composite approach to identity resolution leverages both robust deterministic data sets and probabilistic methodologies to deliver accuracy and a comprehensive B2B profile beyond the industry standard IP-to-domain matching.
- Buying group analysis: Bombora’s B2B Personas enrich Company Surge® by revealing the roles, seniority, and decision-maker status of the people driving activity at your target accounts.
- Deployable anywhere: Our data integrates seamlessly with all the leading ad tech, rev tech, mar tech, sales management and CRM platforms (100 and counting!) and unlike other providers, there are no limitations on how or where you can use your data.
Ready to see how Bombora can improve your B2B audience targeting and drive more effective engagement with our marketing and sales strategies? Talk to an expert today to discover how our industry-leading data and innovative methodologies can help you reach the right prospects at exactly the right time.
FAQs about B2B audience targeting
Why is target audience identification important in B2B marketing?
Target audience identification impacts every metric that matters to your business, from engagement rates to pipeline velocity to marketing ROI. Precise targeting helps reduce wasted marketing and sales investments by directing relevant content toward individuals showing a need for that content, leading to more meaningful conversations and faster conversions.
How can I build a target market audience?
Start by analyzing your existing customer data to identify common attributes and success patterns, then add firmographic, geographic, and technographic data to create your ideal customer profile (ICP). Layer on intent data and real-time research signals to identify prospects who are actively evaluating solutions in your category—that’s your key account list. Finally, profile your buying group and build campaigns based on buying stage and intent level.
What are key characteristics to consider for B2B audiences?
Beyond traditional firmographic factors like industry and company size, consider technographic signals that reveal digital sophistication, behavioral patterns that indicate buying stage, and intent data that shows active research activity. Buying group dynamics within target accounts, such as specific job functions and information needs, are also critical for creating a precise target audience.
What tools can help with audience targeting in marketing?
Effective B2B audience targeting requires a combination of customer data platforms, identity resolution tools, and intent data providers that can integrate seamlessly with your existing marketing technology stack. Look for solutions that combine first-party data from your website and CRM with trusted third-party data to create comprehensive prospect profiles and enable real-time targeting based on research activity.