According to TOPO research data, “organizations that have developed a strong ICP average 68% higher account win rates.” If you sell a software or hardware product, technology intelligence plays a critical role in defining your ICP because it allows you to identify the accounts that have the highest propensity to buy.
How Technology Intelligence better defines your Ideal Customer Profile:
- IT Spend intelligence tells you how much your accounts are spending in particular product categories, allowing you to see where your highest revenue potential lies.
- Technology Install intelligence tells you what products your accounts have installed. This enables you to run competitive, complementary, and upsell/cross sell campaigns.
- Contract Data identifies when the products your accounts have installed are up for renewal, which helps you prioritize your outreach on prospective buyers who are ready to buy today