Account selection is the most critical component to ABM success. That’s why 66% of marketers surveyed by Demand Gen Report indicated that they are using or plan to use technology intelligence to select the right accounts for their ABM programs.
Technology Intelligence Helps You Target the Right Accounts from The Start
- ICP Definition: use technology intelligence to see which accounts have technology products that are competitive or complementary to yours so you can target them with highly relevant offers
- Look Alikes: having tech install data in your CRM allows you to identify accounts that resemble your best customers so you can focus your outreach on the right accounts
- 360 Degree View: do your accounts use old or legacy products? Do they invest in SaaS? Technology intelligence provides the answers, allowing you to select accounts that are ready to upgrade or consider an alternative solution