What in case you might see alternatives come up along with your prospects earlier than they go public?
Many go-to-market professionals already use intent knowledge to identify prospects which can be fascinated by their services or products. However superior customers know that intent will also be a useful device for forecasting main company bulletins like layoffs, acquisitions, or knowledge breaches — occasions that may drive big alternatives for any enterprise capable of capitalize.
Let’s break down a couple of examples to indicate how intent will be your crystal ball.
Intent Knowledge: The way it Works
Intent knowledge detects what your leads and accounts are actively researching on third-party websites throughout the online. When an organization is consuming a larger-than-usual quantity of data on a selected subject, the ZoomInfo platform will show an intent spike for that account.
We combination these spikes so your go-to-market groups can get forward of buyer issues and alternatives, whether or not which means gross sales reps reaching out to key contacts or account-based advertising and marketing campaigns that may get your model in entrance of decision-makers.
ZoomInfo covers over 4,500 subjects, starting from gross sales enablement instruments to M&A to non-public fairness. We additionally run a dwell feed of firms spiking on varied subjects. In the event you’re undecided the place to begin, you may flick thru the Intent Matter Explorer — it doesn’t matter what business you’re employed in, we now have intent subjects that may enable you pinpoint precisely when your subsequent greatest prospect is out there.
Listed here are a couple of examples:
Twitter’s Rebrand
On July 22, 2023 simply earlier than midnight, Elon Musk introduced the rebrand of Twitter to “X.”
Within the days and weeks main as much as this second, Twitter’s profile registered ZoomInfo Intent spikes on subjects together with:
- Area Identify Companies
- Trademark Registration
- Copyright Licensing
Whereas Musk’s affinity for the letter “X” (which is featured in different firms he owns like SpaceX, and even his baby’s identify X Æ A-12) makes the letter a probably predictable mascot to exchange the corporate’s blue chicken icon, ZoomInfo Intent might have helped you see the rebrand was brewing.
Washington Commanders Sale
On Nov. 2, 2022, the homeowners of the Washington Commanders introduced they had been placing the workforce up on the market.
In September and October, the workforce was spiking for “mergers & acquisitions (M&A),” “mergers & acquisitions due diligence,” and “acquisition technique.” ZoomInfo CEO Henry Schuck highlighted on LinkedIn how useful this info could be to these working in M&A.
T-Cellular Knowledge Breaches
On Jan. 19, 2023, T-Cellular revealed that somebody had hacked into their methods and accessed private knowledge affecting 37 million clients.
5 days earlier than the announcement, ZoomInfo Intent tracked spikes for T-Cellular on these subjects:
- Cyber Threats
- Cybersecurity
- Cybercrime
- Laptop Hacking
Apparently, it seems that intent spikes aren’t confined to comparatively huge occasions. ZoomInfo Intent registered comparable safety spikes for T-Cellular in mid-March and early April, and in late April, the firm disclosed one other knowledge breach, this time affecting fewer than 900 clients.
Amazon Layoffs
On Nov. 16, 2022, Amazon confirmed that it was shedding 1000’s of workers. Within the weeks earlier than the announcement, ZoomInfo recorded intent spikes for “layoffs,” “severance pay,” “labor relations,” and “unemployment claims administration.”
Unlock Insights with ZoomInfo Intent
Whether or not you’re employed in cybersecurity, legislation, PR, HR or finance, ZoomInfo has useful intent knowledge that may assist your organization go to market extra successfully. Armed with our intent indicators, you may attain out to prospects proper after they want you — and earlier than your opponents.
Able to capitalize in your subsequent large prospect? We’ve put collectively an explainer for how one can incorporate intent indicators into your gross sales technique.
