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Buyer Intent Detection or Intent Recignition is a relatively new and specific tool for digital b2b marketing. Who wouldn’t like to know whether the potential new customer has already taken the bait and is perhaps currently searching intensively for additional information on your website? For account-based marketing, this information is even crucial for success: the earlier it is available, the sooner the sales team can take action. But new customers like to keep a low profile. They want to continue their decision-making process anonymously and rarely fall into the carefully prepared form traps.
That’s why today there are service providers who check the IP address and other invisible signatures of website visitors against comprehensive databases. From this, it is often (but not always) possible to deduce which company the visitor belongs to and how great his interest really is (scoring). And the sales team is thus quite a bit further ahead in its detective work.
We looked at a whole range of providers of appropriate intent detection software. Decisive for us was the data quality and user ergonomics. In cooperation with our partner, we propose to integrate its Intent Detection solution into your website. Furthermore, we advise you on the evaluation of the data and its use in the context of your specific digital marketing strategy (ABM and SMA).