Actionable Intelligence for ABE with Bob Samuels
Bob, Leslie, and Rohan discuss various aspects of data collection and use, including identifying which data is most essential to your purposes and competitive intelligence.
Bob Samuels is the principal of TechConnectr, a B2B performance marketing advisory firm. He’s known as a ‘rain-maker’ & sales-enabler in the B2B targeted marketing ecosystem. He works with agencies, enterprise marketers, publishers, channel partners, and predictive and data players.
Leslie Alore, Global VP of Growth Markeitng, is a strategic leader with a passion for people, technology and problem-solving. She draws energy from building and nurturing diverse global teams and helping them unlock their best selves in order to make a measurable, lasting impact.
Rohan Salgarkar, Consultant at Leads Infra, connects clients with their ecosystem through interactive platform. Building uses cases and operationalizing revenue impact. Cutting down on decision making cycle by 3-6 months. Helping the leader to stay at the top, pushing the new entrants to establish firm grounds in a niche high growth area.
Competitive intelligence goes beyond just analyzing what your neighbor is doing. It’s speaking to the customers they are targeting
The best ways to get intelligence is a combination of first party and third party information with both qualitative and quantitative information.
Distill information down to those key pieces that are most important.
Questions to Ask Yourself about your Data
How does this fit into the current market ecosystem?
What is the total addressable market that this product can help?
Who is vended and unvended?
Is this competitive replacement, or something new?
Which companies meet the best fit for this product?
What are the most important account attributes?