While a relatively new concept, Buyer Intent Analytics allows a company to identify its Total Active Market much earlier than previously possible. Buyer Intent reveals the readiness-to-purchase calculated by analyzing the digital footprints from online product research. Identifying opportunities normally hidden during the research phase of the buyer’s journey provides a First-Mover Advantage over your competitors.
As a proof point, we took 838 opportunities from a prospect’s Salesforce system, including final status, open date, and close date. Looking back over the previous 52 weeks, Buyer Intent identified deals earlier – demonstrating real-world First Mover Advantage in action.
This graphic shows seven indicative deals from the list of 838. The green dot is when the deal was first entered into SFDC. The red dot is the deal’s close date. The orange dot is when The Big Willow (recently acquired by Aberdeen) first measured significant Buyer Intent for the deal.
The gap between orange and green is the First Mover opportunity in which the seller could focus sales and marketing efforts to identify decision makers, position against competitors, engage campaigns, alert territory managers, and ultimately win these deals.
Do you know which specific companies are currently in-market to buy your product? Wouldn’t it be easier to sell to them if you already knew who they were, what they thought of you, and what they thought of your competitors? Good news – It is now possible to know this, with up to 91% accuracy. Check out Aberdeen’s comprehensive report Demystifying B2B Purchase Intent Data to learn more.
