TechTarget and DiscoverOrg Announce Partnership to Accelerate ABM Success

TechTarget’s And DiscoverOrg’s Joint Customers Can Now Identify, Prioritize And Accelerate New Pipeline Opportunities More Efficiently Than Ever Before

TechTarget, a leader in intent-driven purchase technology, and DiscoverOrg, the leading sales and marketing intelligence provider, announced the integration of DiscoverOrg’s trusted contact data and buying intent into the TechTarget Priority Engine platform.

In a unified feed, the solution combines TechTarget’s insights into account purchase intent and named active prospect activity with DiscoverOrg’s deep reach into accounts’ contact databases, planned projects and organization structures.

TechTarget delivers direct, real-time access to the most active accounts and named prospects conducting purchase research across hundreds of market segments within key geographies, and ranks those accounts based on likelihood to engage.

The addition of DiscoverOrg’s highly accurate and comprehensive contact and buying intent creates a world-class ABM solution that combines breadth of reach, purchase power insights, and ability to pinpoint and influence key prospects in one place.

Mike Cotoia, CEO, TechTarget, said, “Our goal is to help B2B tech providers discover and influence the Total Buying Unit (TBU) at accounts in their market segment. Our partnership with DiscoverOrg means that our joint sales and marketing customers have the ability to create, prioritize, influence and convert new pipeline opportunities faster and more cost-efficiently than ever before.”

Jointly, TechTarget and DiscoverOrg customers now have unlimited access to DiscoverOrg’s contacts at the accounts that the Priority Engine identifies as being in market. TechTarget-only customers will be able to access a limited number of DiscoverOrg contacts from within the Priority Engine.

Henry Schuck, CEO, DiscoverOrg, said, “Sales and marketing teams need to be able to execute ABM at scale without jumping between a dozen different platforms to get a comprehensive view of their target accounts. We are committed to accelerating our customers’ pipeline and revenue growth by providing easy access to DiscoverOrg data in whatever sales or marketing system they are working in, and our partnership with TechTarget only strengthens that commitment.”

In a recent blog, TechTarget had explained how classical B2B targeting methods rely on the size and seniority titles. For effective ABM strategies, B2B marketers must operationalize micro-messaging to create a clear picture on the roles/titles that are critical to the initial phase of targeting. The TechTarget-DiscoverOrg partnership would enable customers to generate more revenue with near-perfect B2B marketing and sales intelligence that helps close deals faster by targeting, connecting, selling and engaging to the targeted buyer with the most relevant messaging.