RevOp teams won't trust a score without visibility into its signals. Sales won't act on one without a reason to call today. This white paper breaks down why that trust gap is capping intent data's ROI, and gives you a recommendation for how to audit any scoring platform.
Ninety-one percent of enterprise B2B companies have adopted intent data. Results haven’t followed at the same rate. DemandScience found that 87% of these organizations call their intent data unreliable or inflated, and only 26% of flagged accounts convert into real opportunities.
“Being able to pipe in all these different data sources into a centralized platform and have that show up in Salesforce in a way that the reps can leverage. That’s the secret sauce with HG Insights.”
– Ryan Kelly, VP of Growth Marketing, Cockroach Labs
Built for VPs of RevOps and SDR Leaders
Reps spend 21% of their week re-verifying accounts because they don’t trust the model that scored them. Read this paper to see that pattern narrowed to one variable: whether you can see the reasoning behind a score. You won’t get that from signal volume alone.
In this paper:
- The evidence behind the 87% vs. 26% split between signal volume and signal quality across enterprise B2B teams
- A three-question framework for testing whether a scoring platform explains its own logic or displays a number without explaining it
- A full/partial/none transparency comparison across major account-scoring platforms
- A five-minute audit any RevOps leader can run before their next vendor renewal review