TechTarget, which gathers second-party, opted-in intent data, released IT Deal Alert Priority Engine Email Alerts. The overly wordy offering helps “enterprise technology sales teams quickly identify and take action on the best opportunities in their territory.”
TechTarget research found that firms that “target active prospects with timely, relevant outreach generate twice as many opportunities.” Active prospects are more likely to respond to sales rep outreach, accept meetings, attend meetings, and convert to opportunities (see TechTarget graphic on the bottom).
Priority Engine Email Alerts are delivered weekly and customized for each recipient. Alerts may be set up by sales rep territory or ABM account lists to monitor “relevant buyer activity” at target accounts. Sales reps can then click on the alerts to view account reports, contacts, and purchase intent insights (e.g. buying stage, competitors under consideration, relevant topics).
TechTarget offers both first and second-party intent, so reps know about both technology research conducted on TechTarget’s 140 B2B Technology media sites and on their company’s website (first-party intent is supported via a KickFire OEM deal).
As TechTarget Account profiles include detailed intent data, reps are better able to qualify opportunities, tailor their message, and avoid landmines set by potential competitors. Ideal Customer Profile Accounts are labeled, helping reps prioritize key Accounts.
“Sales reps are busier than ever and can easily miss opportunities, especially if they don’t have the right data in front of them,” said TechTarget SVP of Products Andrew Briney. “Priority Engine Email Alerts deliver the best opportunities in their territory directly to their inbox with all the intelligence they need to close more deals faster.”
In their investor presentation in November, TechTarget laid out a series of future enhancements including timeline views of territory activity, contact-centered call lists, SFDC single sign-on, opportunity timelines, leveraging data on customer website visitors, and individual-level qualification and ranking. Several items, including alerts, territories, and Salesforce syncing, have already been released.
TechTarget will also be launching a Priority Engine Express service for SMBs and resellers this quarter.