What is B2B Purchase Intent Data?

Aberdeen HCM Essentials

The B2B marketing world is abuzz with “purchase intent data.”. I write about it often enough, so to make sure my proselytizing is accurate, I often reference a super-handy guide Aberdeen produced, “Demystifying B2B Purchase Intent Data: Understanding the Basics.”. Demystifying B2B Purchase Intent Data. Okay, first off, what is intent data? Intent data comes in two flavors: First-party and third-party. How Intent Data is Captured.

Are Advertisers Getting Purchase Intent All Wrong?

Martech Advisor

Purchase intent is when a consumer expresses an actual desire to buy a product through their behavior, yet confusing “interest” with “intent” can be a stumbling block, shares, Daniel Heer, Founder & CEO at zeotap. Of course, online shopping takes place every day — millennials, for example, are making 60% of their purchases online in 2019, up from 47% in 2017 according to a CouponFollow survey. B2B vs. B2C Intent.

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On-Demand Webinar – How Travel Brands Are Powering Customer Acquisition with Purchase Intent Data

V12 Data

[On-Demand Webinar] How Travel Brands Are Powering Customer Acquisition with Purchase Intent Data. In this webinar, V12 discusses how travel and hotel brands are using active purchase intent behavioral data to reach consumers in the market for travel. Key Topics: An overview of different types of real-time purchase indicators and data sets. How to use online browsing behavior to reach consumers actively searching for travel options.

AI vs. Intent Data: Only One Knows Your Intentions

Aberdeen HCM Essentials

Somehow, out of all this, they have to find trusted vendors who can help them make the right purchase decisions. They simply hope that some of their marketing campaigns will reach potential buyers who are in the market and ready to purchase. AI vs. Intent Data. Intent Data.

AI vs. Intent Data: Only One Knows Your Intentions

Aberdeen HCM Essentials

Somehow, out of all this, they have to find trusted vendors who can help them make the right purchase decisions. They simply hope that some of their marketing campaigns will reach potential buyers who are in the market and ready to purchase. AI vs. Intent Data. Intent Data.

How Google SERP Layouts Affect Searching Behavior

Moz

Two things I have never seen tested are the actual user reactions to and behavior with SERPs. Biometric technology measures physical and behavioral characteristics. By combining the data from eye tracking devices, galvanic skin response monitors (which measure your sweat levels, allowing us to measure subconscious reactions), and facial recognition software, we can gain useful insight into behavioral patterns. Purchase intent searching.

SERP 58

Customer Journey: Leveraging Behavioral Insights for Maximum Conversions

Unbound B2B

Does getting a prospect in your funnel mean that there is purchase intent and that your work is done? One of the most important tools in use today for customer conversion is behavioral insights and such insights are especially impactful during late stage buying. How, therefore, do you make use of behavioral insight to achieve maximum conversions? Why Behavioral Data. Or, if a prospect displays purchase intent, how do you respond to that person?

Buyer Intent May Be There, But is it the Right Fit?

Aberdeen HCM Essentials

Confirming buyer intent matters. Even if the lead you’re handing to Sales has high intent to purchase, they won’t be a viable lead if you don’t serve their industry or can’t meet their needs. However, if Marketing can ascertain the prospect has intent to purchase and expressed that their needs and goals fit what your organization provides, you have a qualified lead to give to Sales. Buyer Intent Data Must be a Good Fit.

Data-Driven Personalization – How Do Consumers Feel About Sharing Their Information

V12 Data

In order to personalize the customer experience, marketers need data in order to know their customers and prospects, which channels they prefer, what motivates them, what they are intending to purchase next and so on. Purchase history was also very important, with retailers leading at 94%.

Why Timing Is Everything in Digital Advertising

Aberdeen HCM Essentials

Not just people who fall in your target demographics and buyer personas—but those who have exhibited purchase intent and have a higher chance of converting. How Intent Data Shapes Timing for Digital Ads. All too often, marketers lack the data necessary to target digital ads on the granular level necessary to reach a buyer right at the point of highest purchase intent. That’s where third-party intent data can come into play for digital advertisers.

Building Intent Data into Your Sales Enablement Process

Aberdeen HCM Essentials

Target account lists remain static and ignore lookalike companies that might show intent. Company intent can’t be tracked to specific contacts for sales to engage. Working with a third-party intent data provider might seem like a magic bullet solution to these problems. And while intent data is certainly valuable, your investments will be wasted without a strategy for getting the most out of it. 4 Main Categories for Intent Signal Scoring.

Solving the Bad Data Problem in Marketing

Aberdeen HCM Essentials

The right approach to intent data can get you the results you need. While first-party data gives you a strong foundation for marketing strategies, solving bad data problems requires verified intent data that gives you deep insight into the contacts you’re trying to reach. Solving Bad Data Issues with Intent Data. Third-party intent data is the key to overcoming marketing’s bad data problem.

Differentiate Buyer Intent Analysis with Advanced Analytics

Aberdeen HCM Essentials

Advanced statistical analysis enables market research organizations to derive meaningful insights into key market trends, demystifying buyer intent. Market research firms cannot retain clients without satisfying their customers , demystifying buying behavior, and gleaning actionable insights from their own research programs, which explains another key finding from Minkara’s report: The 10.7% Demystifying Buyer Intent with Advanced Analytics.

Differentiate Intent Data Analysis with Advanced Analytics

Aberdeen HCM Essentials

Market research firms cannot retain clients without satisfying their customers , demystifying buying behavior, and gleaning actionable insights from their own research programs, which explains another key finding from Minkara’s report: The 10.7% Demystifying Buyer Intent with Advanced Analytics. Do the outcomes of Minkara’s research also apply to buyer intent data? Demystified” buyer intent data is not a commodity that teams can share via zipped folder sent over Slack.

Differentiate Intent Data Analysis with Advanced Analytics

Aberdeen HCM Essentials

Market research firms cannot retain clients without satisfying their customers , demystifying buying behavior, and gleaning actionable insights from their own research programs, which explains another key finding from Minkara’s report: The 10.7% Demystifying Buyer Intent with Advanced Analytics. Do the outcomes of Minkara’s research also apply to buyer intent data? Demystified” buyer intent data is not a commodity that teams can share via zipped folder sent over Slack.

Don’t Overlook Intent Data for Data Governance

Aberdeen HCM Essentials

For an example, pretend you are tasked with purchasing a cake for an event your company is hosting, but you don’t know: the number of attendees, how many folks have food allergies, if it’s only gluten allergies, or if there are also egg allergies, what the cake is specifically celebrating, or. Buyer Intent Data Governance. Buyer intent data is, for some Marketing and Sales organizations, uncharted territory. brink enterprise data intent data purchase intent

Don’t Overlook Intent Data for Data Governance

Aberdeen HCM Essentials

For an example, pretend you are tasked with purchasing a cake for an event your company is hosting, but you don’t know: the number of attendees, how many folks have food allergies, if it’s only gluten allergies, or if there are also egg allergies, what the cake is specifically celebrating, or. Buyer Intent Data Governance. Buyer intent data is, for some Marketing and Sales organizations, uncharted territory. brink enterprise data intent data purchase intent

Who’s Who in the Intent Data Business?

Aberdeen HCM Essentials

Buyer intent data is gold, and like the eponymous rush of 1848, data-driven organizations are scrambling to make the most strategic and lucrative use of this digital resource, particularly for account-based marketing (ABM). We’ve compiled some big names in the intent data space. A leading provider of B2B intent data, Bombora relies on a data co-op to track content consumption behavior of B2B buyers. ” Leadspace also partners with Bombora for their intent data.

How Buyer Research Behavior Impacts Content Consumption

Aberdeen HCM Essentials

Check out Aberdeen’s comprehensive report Demystifying B2B Purchase Intent Data to learn more. The post How Buyer Research Behavior Impacts Content Consumption appeared first on Aberdeen. ERP Featured Articles Marketing Effectiveness AI B2b B2C blockchain buyer research buyers' journey content alignment intent data oracle research phase Uber Freight

Data-Driven Marketing – What Investments are Making a Difference to the Bottom Line?

V12 Data

Purchase-Intent Data. More companies are also investing in purchase-intent data. While demographics and lifestyle data will always play a critical role in developing a comprehensive customer view, newer types of purchase intent data are providing deeper insights into what a consumer is likely to purchase next. With consumers having so many choices in where and what to purchase, brands must continuously strive to stay one step ahead.

81% of Digital Retailers Rank Customer Acquisition as Highest Marketing Priority

V12 Data

More than half of consumers (54 percent) report using social media as part of their path to purchase in some capacity, whether it’s to browse, research, gain inspiration or purchase. According to recent data by Avionos,40 percent of consumers have made a purchase via Facebook, 13 percent have made a purchase through Instagram and 12 percent have made Pinterest purchases. 3) Purchase Intent Marketing.

Online Shopping, Evolving Consumer Behaviors and the Importance of Consumer Data in Today’s New Economy

V12 Data

They may find something online and then head to the store to purchase or go the store and then do research online before making a purchase. However, as we have all witnessed, everything has changed in recent months and the types of products consumers now purchase and the way purchases are made looks completely different. Among consumers whose spending has dropped since the start of the COVID-19 pandemic, the majority have purchased products on Amazon.

What is Buyer Intent Data? A Guide for 2020

Zoominfo

You use intent data. Intent data predicts purchase intent by analyzing a prospect's behavior across the web. The average B2B buyer is mostly through the buyer journey before they ever engage with a salesperson. So how do you intercept buyers in the early part of their journey? Learn how it can help you beat the competition to a deal. B2B Growth B2B Sales

The Next Stage of Intent Data – Part 1

Aberdeen HCM Essentials

Rather than segmenting based on gut feel, or even historical sales data, we recommend leveraging intent data and segmenting the market based on the observed behavior exhibited of potential customers. We also recommend using this same behavioral data, rather than the latest buzz word, to inform marketing content, messaging, and strategy. Behavioral Segmentation. The specific behavior I chose to focus on was consumption of Excel tutorials and visits to Excel user forums.

5 Sales Trends to Look for in 2020

Aberdeen HCM Essentials

In addition to the continued growth of salestech , B2B sales teams have embraced wider trends in consumer behavior. As buyer behavior evolves, sales teams have to be ready to keep pace with rising expectations. B2B sales has undergone major transformation in recent years.

5 Sales Trends to Look for in 2020

Aberdeen HCM Essentials

In addition to the continued growth of salestech , B2B sales teams have embraced wider trends in consumer behavior. As buyer behavior evolves, sales teams have to be ready to keep pace with rising expectations. B2B sales has undergone major transformation in recent years.

How Intent Data Unlocks the True Potential of Email Personalization

Aberdeen HCM Essentials

From your contact information to intent data , search data, purchase history, and beyond, you need the full context of individual relationships to properly personalize emails in larger volumes. Behavioral Context. One of the hardest aspects of email personalization is tracking customer behavior effectively. But when it comes to external behavior like interactions with competitors, you’re often left in the dark. Solving Email Personalization with Intent Data.

Facebook Advertising for Dummies (Wiley)

Buzz Marketing for Technology

And according to a study by Neilsen on Facebook Ads there is much better awareness, ad recall and best of all purchase intent when your friend “likes&# or mentions a company to you via Facebook. Tags: Advertising Facebook Interactive Marketing behavioral targeting

5 Sales Trends to Look for in 2020

Aberdeen HCM Essentials

In addition to the continued growth of salestech , B2B sales teams have embraced wider trends in consumer behavior. As buyer behavior evolves, sales teams have to be ready to keep pace with rising expectations. B2B sales has undergone major transformation in recent years.

ABM Myth-Buster #1: There IS NO Target Account List

Aberdeen HCM Essentials

The Total Active Market is based on a number of data points, derived from: Intent-based behavioral data. If you work with an intent data supplier that can deliver prioritized lists of accounts based on consumption of content across the Web in categories that represent what you sell –at levels well above what is normal for that account – then you are looking at companies exhibiting potential Buyer Research Behavior.

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Mind the Surge

Aberdeen HCM Essentials

And if they do, is it a strong representation of buying behavior? And therein lies the rub: if you are going to use buyer intent behavior as a key part of your ABM strategy, it’s important to develop and automate your next-best-action playbook; allowing you to intersect with these various moments in a group research journey on the way to a purchase decision. Yet, this often happens because intent vendors are not delivering historical context.

Intent Data Improves Sales Reps Onboarding and Retention

Aberdeen HCM Essentials

Research in Intent Data Can Help. Intent data reflects buyer behavior today which allows new sales people to react to pending deals immediately. Best-in-Class intent data reflects not only the company showing intent but also the location and persona-based contacts which reduces wasted cold-calling time (a particular drag on a new salesperson’s time). Intent data is an insightful means of determining quota potential of a territory.

When PLM Met Machine Learning: The Beginning of a Great Relationship

Aberdeen HCM Essentials

PLM systems collect vast amounts of data, with most of the product attributes housed in a PLM system, from user behavior, seasonality, materials, specifications and more. The Numbers: Manufacturer Buyer Intent in Machine Learning and PLM. Aberdeen tracks buyer behavior and content consumption across millions of websites to connect web-based search activity to discernible purchase intent signals. Figure 2: Machine Learning and PLM Buyer Intent in Manufacturing.

Is Your Intent Solution Detecting Buyers or Bots?

Aberdeen HCM Essentials

In the online buying journey, the concept is realized anew in the form of fraudulent bots and crawlers that consume content, ad placements, clicks and dollars from advertisers — skewing analytics and falsely inferring buyer intent when none truly exists. A “focused capture” approach — which detects intent signals only on a fixed, “in-context” set of publications — will generate far too few signals to allow for proper identification of fraudulent devices.

Anatomy of a Buyer Intent Signal

Aberdeen HCM Essentials

The accuracy of buyer intent data depends upon an accurate interpretation of an intent signal. Intent signals are given off by a prospective buyer’s behavior during their web-based research. Below is a list of the vital parts of a valid intent signal — for this example, I’ve used the category of ‘Corporate Wellness Programs,’ which would be targeted towards HR and benefits staff in medium and large corporations.

Approaching Intent Data: Why the Disillusionment?

Aberdeen HCM Essentials

Intent data is nothing new, and neither are the advantages it’s utilization offers. B2C companies have continued to push the envelope of what intent data can offer and how it can revolutionize their marketing efforts. So why is it that so many B2B major players have ridden on the coattails of this success, rather than approaching intent data in a way that provides new details for each industry, company and even the individual user ? Intent’s humble beginnings.

Why Intent Data Context Means Everything When Marketing to Buying Groups

TrueInfluence

More than 60 percent of B2B purchases are made by these multi-functional teams within buying organizations, according to Sirius Decisions, and that number seemingly grows with each new market research report. Coupled with market-wide intent monitoring and analysis, buying group modeling gives B2B marketers powerful insights into the collective purchase journey of targets in their Account-Based Marketing (ABM) and other revenue marketing strategies. B2B Marketing Intent Data