What when you might see alternatives come up together with your prospects earlier than they go public?
Many go-to-market professionals already use intent information to identify prospects which can be serious about their services or products. However superior customers know that intent can be a useful device for forecasting main company bulletins like layoffs, acquisitions, or information breaches — occasions that may drive big alternatives for any enterprise capable of capitalize.
Let’s break down a number of examples to indicate how intent will be your crystal ball.
Intent Knowledge: The way it Works
Intent information 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 knowledge on a selected subject, the ZoomInfo platform will show an intent spike for that account.
We mixture 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 matters, starting from gross sales enablement instruments to M&A to non-public fairness. We additionally run a dwell feed of corporations spiking on numerous matters. When you’re unsure the place to begin, you may flick thru the Intent Matter Explorer — it doesn’t matter what trade you’re employed in, we’ve got intent matters that may assist you to pinpoint precisely when your subsequent greatest prospect is available in the market.
Listed here are a number 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 matters together with:
- Area Title Companies
- Trademark Registration
- Copyright Licensing
Whereas Musk’s affinity for the letter “X” (which is featured in different corporations he owns like SpaceX, and even his little one’s title X Æ A-12) makes the letter a probably predictable mascot to interchange 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 have been placing the staff up on the market.
In September and October, the staff was spiking for “mergers & acquisitions (M&A),” “mergers & acquisitions due diligence,” and “acquisition technique.” ZoomInfo CEO Henry Schuck highlighted on LinkedIn how worthwhile this info can be to these working in M&A.
T-Cell Knowledge Breaches
On Jan. 19, 2023, T-Cell revealed that somebody had hacked into their techniques and accessed private information affecting 37 million prospects.
5 days earlier than the announcement, ZoomInfo Intent tracked spikes for T-Cell on these matters:
- Cyber Threats
- Cybersecurity
- Cybercrime
- Laptop Hacking
Apparently, it seems that intent spikes aren’t confined to comparatively huge occasions. ZoomInfo Intent registered related safety spikes for T-Cell in mid-March and early April, and in late April, the firm disclosed one other information breach, this time affecting fewer than 900 prospects.
Amazon Layoffs
On Nov. 16, 2022, Amazon confirmed that it was shedding hundreds 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, regulation, PR, HR or finance, ZoomInfo has worthwhile intent information that may assist your organization go to market extra successfully. Armed with our intent alerts, you may attain out to prospects proper once they want you — and earlier than your rivals.
Able to capitalize in your subsequent large prospect? We’ve put collectively an explainer for how one can incorporate intent alerts into your gross sales technique.
