Powering your GTM strategy with PDL data to target high-impact accounts and identify key decision makers
On December 31st, 2024, one of the market's most popular sales insights products will sunset. We’ve spent the last 6+ months working with clients who needed to find a replacement solution.
During these conversations, we noticed a few common things that customers were struggling with:
1. Scalability & Infrastructure. They were looking for a more flexible solution that allowed them to work with this type of insights data in their own data warehouses
2. Linked Person Data. Building buyer personas in the interface was great for understanding headcount rollup, but they weren’t able to easily verify who those specific employees were.
3. Better Headcount Data. They sometimes found the headcount rollups to be inaccurate or unreliable due to entity resolution issues and stale self-reported user data. In addition, they were also looking for more granular headcount trends over specific time periods. We’ve built our datasets from the ground up to address some of these challenges (and you can deep dive into our methodology and analysis on headcount accuracy here).
Check out the full GTM recipe below, inspired by our clients transitioning to PDL!
An effective GTM engine is the heart of every successful B2B organization, but building a successful GTM strategy can be challenging and requires a clear understanding of your target market. Finding the right accounts and the key contacts within those accounts is essential but difficult to do at scale.
In this recipe, you’ll find a powerful data-driven approach for building your own high-impact GTM strategy to start unlocking significant revenue-driving opportunities no matter what stage you’re at.
With a focused target account list and a list of key decision makers at each of those accounts, you will be equipped with a powerful set of information that can be applied across nearly all aspects of your GTM strategy:
Account-Based Marketing (ABM): Using your target account list and decision maker contacts, you can run highly personalized and targeted ad campaigns to start driving high quality inbound traffic. (see also Custom Audience Generation Recipe)
Outreach and Prospecting: Using your list of key decision makers, you can build high quality outreach sequences to proactively engage with your highest value prospects.
Product-Led Growth Strategy: Design customized product offerings and packages for your target accounts and key contacts to drive engagement and increase conversions.
Customer Success: Using headcount insights and other account-level information, you can identify which of your existing customers have the most revenue expansion potential or the highest risk for churn
Ongoing Refinement of GTM Strategy: Using PDL’s ongoing data updates, you can track changes across your target accounts and key decision makers to continue to refine and adjust your GTM strategy (for example by looking at headcount trends, conversion rates, and talent movement of key contacts).
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