Prospecting to IT Buyers: How Nine Data Vendors Stack Up
The answers to these questions, in general, was YES. The data reported was surprisingly accurate, especially given how much business marketers complain about the data they get from vendors. And the coverage was wide, meaning there seem to be plenty of IT names in a variety of industries for us to contact.
But the data also revealed some interesting trends in business marketing in general and tech marketing in specific.
- Prospecting data is being sold these days out of massive databases, which makes it far easier for marketers to select exactly the targets they want, by such criteria as title, company size and industry, irrespective of whether a "compiled" or a "response" name.
- Company counts by SIC varied widely among the vendors, reminding us that data providers may have their own proprietary systems for flagging a company by industry code.
- Job titles are getting fuzzier than ever. We found real IT professionals using titles such as Platform Manager and Reporting Manager-which makes it tough to know what they really do.
Given these developments, we urge our fellow marketers to probe carefully on data sourcing and categorizing practices, and to specify in great detail exactly what targets you're going after, when buying data for new customer acquisition. And we suggest that you source from multiple vendors, in order to expand your market coverage potential. Happy prospecting to all.
Ruth P. Stevens consults on customer acquisition and retention, and teaches marketing at companies and business schools around the world. She is past chair of the DMA Business-to-Business Council, and past president of the Direct Marketing Club of New York. Ruth was named one of the 100 Most Influential People in Business Marketing by Crain's BtoB magazine, and one of 20 Women to Watch by the Sales Lead Management Association. She is the author of Maximizing Lead Generation: The Complete Guide for B2B Marketers, and Trade Show and Event Marketing. Ruth serves as a director of Edmund Optics, Inc. She has held senior marketing positions at Time Warner, Ziff-Davis, and IBM and holds an MBA from Columbia University.