Technology media company IDG Communications acquired Halifax-based intent data vendor LeadSift. LeadSift identifies a daily digest of in-market leads, “allowing B2B marketers to craft the appropriate messaging for outreach and sales follow-up resulting in robust new business opportunities.”
Over the past eighteen months, IDG has been assembling elements of a MarTech solution, having acquired
- Triblio – Acquired in 2020, The Triblio ABM platform supports account-based advertising, website personalization, sales activation, orchestration, and intent-based audiences. Triblio is integrated with Marketo, Eloqua, HubSpot, LinkedIn, Salesforce, MS Dynamics, and Salesloft. In addition, Triblio recently added a Smart Score that employs AI for account prioritization. The Smart Score uses first and third-party intent, website activity, and CRM data “to identify what accounts should be prioritized for sales outreach.”
- KickFire – Acquired in September, KickFire provides a cookieless, privacy-compliant visitor id service (first-party intent) that de-anonymizes website traffic at the account level and enriches it with firmographics.
- LeadSift – LeadSift captures third-party, cookieless intent data at the account and contact level. Each week it captures 80 million intent signals. The LeadSift database spans 20 million companies and 30 million contacts. Customers can create custom triggers based on keywords, job postings, and competitor names.
KickFire and LeadSift are complementary intent services. KickFire identifies in-market buyers on a company website, and LeadSift determines which companies are in-market based on B2B media search activities.
IDG also recently launched a second-party intent data service called IDG Neon that leverages B2B Media interactions with “verified data from personal interactions with technology audiences across events, conversations, and surveys.” Intent data is gathered from the nearly 45 million global B2B technology purchasers and influencers registered across its proprietary network of digital tech publications.
Neon captures branded conversations, event attendance, roundtable participation, conversations with event sponsors, and individuals posing questions at event sessions. This level of “deeper engagement” indicates “stronger intent.”
IDG brands include CIO, Computerworld, CSO, InfoWorld, Macworld, Network World, PCWorld, and Tech Hive.
“Expectations of tech marketers have never been higher as the technology landscape continues to become more competitive. By positioning IDG at the intersection of media and MarTech, we help B2B marketers navigate the customer journey across a dynamic ecosystem by leveraging unmatched data sets. LeadSift’s technology is further enhancing our unique intent data that drives ROI for our customers.”IDG Communications President Kumaran Ramanathan
“The buying journey for B2B technology purchases are extremely complex and involve multiple decision-makers,” said LeadSift co-founder Sreejata Chatterjee. “Having a view into those intent signals at the contact level provides a massive competitive advantage and directs your sales team to engage with the right buyers at the right time.”
LeadSift was founded in Halifax, Nova Scotia in 2012, focusing on “mining information from public web sources to help businesses identify and engage their customers in the buying journey.” They were an early proponent of intent data, recognizing its value before it became a core element of ABM programs.
“It is obvious the company that has the most depth and breadth of data wins the B2B demand generation space,” wrote Das and Chatterjee to their customers. “IDG.com being the #1 Tech Media company with troves of proprietary first-party intent-data across event attendance, engagement with editorial articles, branded conversations, and human-verified insights has a massive head start. Imagine how scalable and actionable our intent signals will be once we integrate our 3rd-party real-time web-based intent signals with this proprietary first-party intent data stream.”
IDG, based in Boston, provides LeadSift with global reach and access to enterprise customers. It also offers complementary intent data sets and the Triblio marketing platform for activating the intent datasets.
“3rd-party intent data is one piece (albeit a very important one) of the overall B2B marketing and demand generation puzzle,” continued Das and Chatterjee. “But what if you could know all the information about your first-party web visitors (IDG | KickFire), cross-reference and prioritize them with 3rd-party intent signals (LeadSift + IDG proprietary first-party data), activate them seamlessly across digital channels (IDG | Triblio), and run highly targeted lead generation programs, all from one single dashboard!”
IDG sees itself at the intersection of media and MarTech. However, it is not the only tech media vendor playing this angle. For example, TechTarget and Ziff Davis also combine B2B media assets, events (TechTarget’s are digital), multiple categories of intent data, and activation platforms.
“IDG’s goal of moving to the intersection of media and MarTech is to help B2B marketers navigate the customer journey across a dynamic ecosystem by leveraging unmatched data sets,” stated Ramanathan. “LeadSift’s technology is further enhancing our unique intent data that drives ROI for our customers.”
Account-level intent starts at $12,000 per year.
Last week, they launched LeadSift 360, a contact-level intent service that supports both keyword and research-based intent signals gathered from over five data sources. LeadSift360 starts at $30,000 per year. IDG did not disclose deal terms. LeadSift’s management and staff of fifteen will continue to operate in Halifax.