At the core of any effective sales and marketing effort is a deep understanding of your target audience. Knowing who they are is important but understanding what their tech stack is comprised of can be a game-changer. That’s because, let’s face it, no one wants yet another point solution, and the argument for ripping out and replacing existing technology is an uphill climb for those making the case. No matter what your angle of sell is, you should know which technologies your prospects are using before even making the first call.
This is why we’re thrilled to announce IDC Velocity for Sales’ powerful new technographics feature, providing unprecedented insight into the tech stacks of your target accounts.
This new capability unlocks a whole new level of targeting precision on top of the already robust IDC Velocity for Sales platform:
1. From Conjecture to Confidence (with your Sales Outreach)
This release introduces a new data set into IDC Velocity for Sales, allowing you to see the specific web technologies being used by your target accounts. This filtered view allows you to:
- Personalize your outreach: Tailor your messaging and sales strategy to resonate with the specific technologies your prospects are already using. For example, if you know a target account uses a particular CRM or a website analytics solution, you can highlight integrations with your solution. Let’s use Salesforce as another example – if Salesforce identifies that a prospect is using an outdated CRM system, it could highlight the benefits of upgrading to Salesforce’s cloud-based CRM solution. This targeted approach would not only increase the relevance of their messaging but also improve their conversion rate.
- Prioritize your accounts: Focus your efforts on accounts that are a perfect fit for your technology. See which prospects are using complementary solutions or those that might be looking for an upgrade.
- Gain a competitive edge: Leverage your insight advantage to see which prospects are using competitive vendors, and tailor your approach accordingly.
2. Searching for Accounts Based on the Technologies They Use
Tech stack compatibility is the love language that drives sales. When prospects agree to a sales conversation, a predominant concern they will have is your ability to work with their existing technologies. This means you need to focus your efforts on accounts that you can work with as they are.
Now you can instantly identify all accounts in a specific market of interest that use a particular web technology using IDC Velocity for Sales. You can:
- Build highly targeted lists: Create tailored account-lists for marketing campaigns filtered by a specific vendor.
- Identify ideal customer profiles (ICPs): Refine your ICPs based on real-world technology usage data.
- Diversify your pipeline: Identify in-market accounts in previously untapped or adjacent markets by filtering based on tech spend potential and specific technologies.
3. Explore Popular Web Technologies Within a Category
Let’s explore a different angle. Let’s say you are market planning and have specific market segments you are looking to better understand. IDC Velocity for Sales allows you to explore the most popular web technologies within any category, giving you valuable insights into:
- Market trends: Identify emerging technologies and understand which solutions are gaining traction.
- Competitive analysis: See which technologies your competitors’ customers are using, giving you a better understanding of their target market.
- Product development: Inform your product roadmap by understanding the technologies your target audience relies on.
The Power of Technographics at Your Fingertips
Understanding the vendors your prospects are using offers a significant advantage, enabling you to make smarter, data-driven decisions during the market planning stage.
Contact us today to unlock the power of technographic data and achieve your revenue goals!
