B2B Account Based Marketers Better Able to Identify, Reach and Engage Target Accounts
ZenIQ, the leading Account Based Marketing and Sales Orchestration platform, announced its partnership with HG Data, the global leader in company intelligence for B2B technology marketers. The partnership addresses one of the most challenging issues B2B Account Based Marketing (ABM) professionals face: developing an accurate Ideal Customer Profiles (ICP) that draws focus on the characteristics of target accounts most important to building and nurturing relationships.
Defining an accurate ICP remains a top concern for many marketing and sales leadership and business operations professionals. The reasons for this concern are many, ranging from a lack of existing customer data to inaccurate, incomplete data. Without an accurate and complete ICP, targeting the right accounts with the right message becomes a roadblock to building revenue pipeline and growth.
Through the partnership, ZenIQ’s platform now incorporates technographic information from HG Data to better describe target accounts by including technology products they use. This information allows marketers to determine the marketing, sales, operations, human resources, financial and other technology systems, and stacks a prospect has deployed, which can then be used to build target account lists and refine ICPs.
Technographics from HG Data have been incorporated into the workflow of the ZenIQ platform to makes it easier to operationalize this data without the need for it to be downloaded or further manipulated. HG Data has assembled the world’s largest and most granular collection of global B2B technology install intelligence data available.
“HG Data provides immediate and tremendous value for all our customers. The incredible breadth of technographic information across marketplace segments and vertical markets means marketers are better able to analyze, segment and target accounts with a significantly improved level of detail while building more accurate ICPs,” said Srihari Kumar, CEO ZenIQ.
ZenIQ customers already agree. “Using technographic filters to identify and select target accounts within ZenIQ is extremely easy and a great time saver. We seek to constantly improve our ideal customer profile description, and the HG data within ZenIQ significantly contributes to our efforts,” states Henson Gawliu Jr., VP of Digital Marketing at CallidusCloud.