Most B2B businesses will identify prospects by vertical sector and basic financial parameters using Companies House data. Incomplete records and out-of-date data can lead to very generalised campaigns and inaccurate targeting, meaning a low or sub-optimal ROI.
We go deeper into the data to identify better prospects, analysing trends, not just the moment in time numbers, and factoring in external indicators of performance and credit quality.
Once we know the companies we want to target, we identify the decision makers and their contact details.
We start with the email addresses, using an auditable discovery process that is GDPR compliant and does not involve scraping data from target websites.
All the email addresses that we find are tested and independently validated before use. Where email addresses cannot be found, alternative contact mechanisms are employed.
The outcome is more accurate campaigns with higher degrees of personalisation, which rapidly reflects itself in the results. In areas where we have deployed our data discovery approach, we have seen lead volumes increase by 80% and quality scores increase by 500%.
by Jason Dilworth, 13 minute read