Continuing my coverage on TechTarget’s Prospect-Level Intent from yesterday…
Prospects are scored and ranked within accounts and across all accounts based on “their recent research activity across the TechTarget network as well as their direct engagement with the customer’s content, website, and advertising.”
To assist with account planning and messaging, Priority Engine added Entry Points, a set of user-defined talking points based upon “a prospect’s recent technology and vendor interests mapped to the particular company’s strengths.” Entry Points are also delivered at the account-level. They are defined by client teams to call out the topics most salient to company positioning and capabilities. Client-defined Entry Points are visible within Priority Engine, Salesforce, and export files and are reflected in both the account and prospect rankings.
Prospect-Level Intent is also available within Priority Engine’s Connected App for Salesforce. Sales reps can quickly fill sales cadences and call lists with high-priority prospects and focused prescriptive insights. With a single click, Sales reps can add new prospect names to Salesforce, providing a direct path from buyer intent to active leads and contacts. Prospect and account-level insights, including Entry Points and behavioral intelligence, are displayed within Salesforce Account, Contact, and Lead records.
When uploading Accounts, domains are used for account matching and duplicate prevention. If a Prospect cannot be associated with an account record, it is uploaded as a Lead.
Account-level fields include account rank, domain, employees, industry, revenue, account address, and up to ten account entry points. Other account insights include five account signals (e.g. Widespread, Sustained, Late Stage, Stakeholder, Cross-Vendor), an account active this week flag, and behavioral flags for marketing (e.g. visited website, engaged with content, clicked banner), ICP match flag, and their Account Star Ranking.
Contact-level fields include name, title, email, content downloaded, a prospect active this week flag, up to ten Prospect Entry Points, contact address, contact phone, LinkedIn URL, and Priority Engine Contact URL.
Ongoing Salesforce enrichment is not yet available but is on the Priority Engine roadmap.
Priority Engine also supports Marketo, Eloqua, Pardot, and HubSpot out-of-the-box, with custom support for other platforms.
Prospect-Level Intent is available in both Priority Engine and the SMB Priority Engine Express subscriptions. The Salesforce connector is included as part of a standard Priority Engine license.