Buying signal detection systems to fill B2B sales pipelines

Requirement:
The sales team of this cloud computing consultancy needed to target businesses in the health sector that run Google Cloud Platform. GCP is backend infrastructure, so is invisible to standard lead-gen tools, so they weren’t able to to simply buy or ‘scrape’ lists of prospects.

Solution:

• A custom ‘technographic discovery pipeline’

• It crawls all UK health sector businesses looking for GCP footprints

• Industry / tech criteria can be changed to new audiences any time.

• Tracks down decision-makers at matching companies (by job title)

• Enriches contacts with email & LinkedIn data

• Auto-inserts the prospects straight into the client’s CRM (Pipedrive).

• Result: A continual stream of ‘ideal fit’ prospects in the CRM ready for the sales team’s ABM campaigns

Requirement: The partnerships team at one of the best-known ecommerce email marketing platforms wanted to identify ecommerce retailers using their competitor’s technology - but rather than reach out to the retailers, wanted to establish contact with the agencies behind those sites in order to build partner relationships at scale.

Solution:

• A custom potential partner data pipeline

• It finds websites by specific CMSs (Shopify & Adobe Commerce)

• Cross-references by specific email marketing technologies.

• My system then finds the agencies the retailer works with

• Then finds agency account director / owner names and contact data

• Sends the results directly into my client’s CRM (Salesforce).

• Result: Many hours of tedious, manual research for their partner marketing team is now fully automated.

Requirement:
The UK division of a global hosting provider wanted a ‘competitor pricing and packaging intelligence’ system, which would give them a real-time, live view of hundreds of their key competitors’ pricing packages and feature offerings. As well as a breakdown of data by competitor, they also needed an aggregated real-time view of the ‘market averages’ for a range of specific features to help benchmark their own offering against their entire competitor market landscape.

Solution:

• A daily crawl of every one of their competitors’ websites

• A scan of all features and pricing pages across the market

• A custom process to ‘normalise’ a huge amount of un-structured data

• Converts messy, raw text data into standardised data points

• Automatically flags updates or outliers in the data

• Result: A competitive matrix dashboard giving the product team a real-time view of the entire market landscape - both on a per-competitor basis and a global aggregated data view.
  

Requirement:
A recruitment agency specialising in fintech engineering roles wanted to automatically monitor a list of over 200 of their ideal target clients for relevant new job postings - and receive an instant alert whenever their target accounts showed signals of hiring relevant roles.

Solution:

• 200+ ideal target clients setup in a signal monitoring system

• System monitors their job posting activity, primarily via their ATS postings

• Whenever a new vacancy is posted, the recruitment agency is alerted

• Automatic contact-finding is triggered to source hiring manager’s email

• Instant email and Slack alert to the agency, with job and contact details

• Result: The client can proactively contact the right person at the target company with speculative CVs the instant a matching role is published, with no manual monitoring required

WorkingWith.io is a SaaS tool that gives users insight into the clients their competitors are working with.

Users can scan their own list of competitors Or do a broad scan of their whole market to find their competitors and uncover who those competitors' clients are.

The app then enriches the data with the full contact details of those clients as well as other insight like software platforms they use, ad technology and campaigns, industry sector data, etc.

Solution: The best prospects are often those which already have budget assigned to similar services with a competitor, but may be drifting apart from or outgrowing them.

www.workingwith.io lets users 'self serve' their competitor research to surface the best prospects that are already working with their competitors - data which is ideal for ABM or outreach marketing activity