New Enhancements Provide Expanded Account-Level Insights and Access to Buying Team Insiders to Accelerate Sales Opportunities and Revenue Growth
TechTarget, Inc., the global leader in B2B technology purchase intent data and services announced new updates to its IT Deal Alert Priority Engine platform that help B2B sales teams identify Confirmed Projects within their active Total Addressable Market (TAM). TechTarget’s Priority Engine is the leading SaaS-based B2B purchase intent insight platform, delivering direct access to the most active in-market accounts and named prospects doing pre-purchase research in specific technology markets. The integration of Confirmed Project intelligence within the platform provides an expanded view of the Total Buying Team as well as new deal insights and angles – all in one place – to help sales teams win more meetings, opportunities and deals.
“Sales reps only have so much bandwidth, and using both Priority Engine and Confirmed Projects has really helped our team focus,” said Nicole Williams, Marketing, Rolta AdvizeX. “We’re able to give reps the details about the exact buyer pain points that TechTarget has already uncovered, the exact technologies they’re researching and have installed, and active contacts they can reach out to. It really delivers the whole package.”
In addition to providing accounts ranked by activity and named, active prospects, Priority Engine delivers advanced account-level views on the topical interests of buying teams, vendors under consideration and currently installed technologies at organizations. These insights help inside sales teams more effectively prospect, prioritize accounts and generate personalized hooks for more effective conversations with relevant buyers.
The addition of Confirmed Project data provides a much deeper layer of intelligence on project criteria, specific vendor shortlists and key purchase drivers which enriches and expands insights available within Priority Engine to give sales teams more points of entry into live deals. Purchase details are independently verified by TechTarget through in-depth interviews with “Project Insiders”, real members of the buying team directly involved with the project. Contact details for Project Insiders as well as all other active prospects on the buying team are available within Priority Engine. Enterprise technology sales teams are leveraging this rich insight to generate more meetings and more revenue for their organizations.
“Using [Confirmed Projects] and Priority Engine together has allowed us to do a much better job of account mapping,” said Adam Stein, Marketing, Oracle + Talari Networks. “We’re able to take the confirmed project insights and act on them and Priority Engine then gives us an extended view into the other members of the buying team who are doing research. So we’re getting multiple layers of buyers and buying behavior to help us book meetings more effectively.”
“We saw rapid growth in the use of Priority Engine to fuel inside sales efforts in 2018 as more and more of our customers’ sales teams are using the insights we provide into prospect interests, research focus, vendor considerations, and tech installs,” said Andrew Briney, SVP of Products, TechTarget. “Using this data, leading sales teams have seen up to a 4x increase in opportunity conversion. The addition of Confirmed Projects within Priority Engine will fuel this growth even more.”
TechTarget, recently named a Leader in The Forrester Wave: B2B Marketing Data Providers, Q3 2018, has become a leader in its space because of the significant value and ROI its customers achieve. TechTarget purchase intent insight is uniquely powerful because of how it is made and how it is delivered to B2B tech marketers and sales professionals. The actionable insights within the Priority Engine platform are achievable because of the depth of original decision-support content spanning 10,000 unique IT topics across TechTarget’s network of over 140 enterprise technology-specific websites. Using TechTarget’s purchase intent insight, marketing and sales teams at technology companies can easily understand and leverage directly observed buyer behavior to get the inputs, understanding and execution support they need to achieve better marketing and sales outcomes.