In periods of economic uncertainty focusing your limited resources where they will have the most impact is critical to maintaining a healthy business. However, reprioritizing which leads your sales and marketing teams should target and engaging them with relevant messaging can be both challenging and time consuming. With the right technology intelligence embedded in your CRM or MAP, you can identify the best accounts and leads quickly and easily, and reach out to them with hyper-targeted messaging.
Technology intelligence reveals in-depth insights about your prospects that go beyond traditional firmographic lead and account scoring criteria. With technology intelligence you can dig deep and prioritize prospects based on their technology adoption fingerprint. For example, you can segment your prospects based on whether they are using a competing or complementary technology product to yours, whether they are a late or early adopter of SaaS applications, and even how much they are spending in specific areas of IT.
Having these unique insights allows you to better understand your audience and reach out to them with a message that they are more likely to respond to because it directly addresses their specific pain points during economic disruptions. With the right prospects prioritized, it also makes it easier to deliver more MQLs, create better sales and marketing alignment, and convert leads to sales.
Popular Scoring & Prioritization Use Cases
By using technology intelligence to automatically score and prioritize your prospects based on your true ideal customer profile, you can ensure your sales and marketing teams stay focused on pursuing accounts that need your services the most during unstable economic periods. Here are a few of the most successful scoring and prioritization use cases our customers have implemented using technology intelligence:
- Competitive Displacement: boost scoring for companies using weaker competitors’ solutions and target them with specific messaging addressing likely pain points.
- Complementary Campaigns: prioritize accounts that use a technology product you enhance or integrate with, and reach out to show how you can make the most of their investments.
- Upsell/Cross-sell: know the technology environment of your prospects and prioritize those that are using legacy products or have fragmented tech stacks to your sales and marketing teams for outreach.
Technology Intelligence Scoring & Prioritization in Action – Case Study
Alfresco needed a way to efficiently prioritize their accounts to boost sales and marketing alignment and achieve better results. Using technology intelligence from HG Insights when account scoring, Alfresco increased engagement rates by 75% for their online ad program, while reducing their cost per lead by 50%.
Prioritize your Outreach with Technology Intelligence Now
Let technology intelligence streamline and automate your marketing process while increasing engagement and conversion rates. Book a demo now and get in front of the accounts with the highest likelihood to buy your solution.
