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How to Triple the Engagement of Your B2B Campaigns with Technographics

February 27, 2018 / Barbara Winters, VP of Marketing HG Data

As marketers, we’re constantly looking to be relevant with our outreach. That’s because we know that relevancy increases the likelihood of recipients engaging with our content. One way to increase your relevancy quotient is to leverage industry news announcements into your marketing campaigns. But to do so, you need to have the right data in place to act quickly on the information – otherwise your outreach becomes dated or worse yet, irrelevant.

Take, for example, the recent legislation passed by the US government banning federal agencies from using Kaspersky Lab’s anti-virus software. If you are a competitor to Kaspersky, a competitive take away campaign aimed at Kaspersky Lab’s customers would be highly relevant.

Having Technographics in Your CRM Lets You Act Quickly on News

If you had your own Kaspersky Lab moment for your industry, how quickly would you be able to act on that information? Well, if you had technographic data (technology install data) in your CRM, you’d be able to generate a campaign-ready list of accounts and prospects (who use your competitor’s software) in minutes. In theory, that means you could see the news in the morning and have a campaign ready to go in the afternoon.

News Announcements Provide an Opportunity to Act and Be Relevant

The news about Kaspersky Lab is pretty dramatic, but every day there are a wide range of other types of announcements that can provide us with opportunities to be relevant, including:

Mergers and Acquisitions: provide an opportunity to re-evaluate existing technology purchases and look for alternatives

Industry Promotions: a great chance of getting out in front of new decision makers

New Round of Funding: could indicate that a startup may have the funding to invest in your solution

Negative Reviews: bad news on a competitor solution gives you a chance to highlight how your technology can help

End of Life: announcements regarding certain software or hardware being discontinued or no longer be supported allow you to enter the conversation as a potential replacement solution

But remember, you can’t act quickly on the information, if you don’t have the technographics in place to take action.

Using Technographics to Increase Engagement

At HG Data, we’re big believers in using technographics for our own opportunistic news-based marketing campaigns. In two basic e-mail campaigns we produced based on acquisition news from Eventbrite and HPE, the big thing that stood out was the open rate. At 53% and 68% respectively, these rates were more than double and triple the percentages we’ve achieved with other outreach e-mail. This confirmed to us that building a campaign around relevant news is a great way to engage your audience and get the conversation started.

Example of Eventbrite acquisition news e-mail

Example of HPE acquisition news e-mail

Make Integrating Technographics into Your CRM a Priority for 2018

According to the 2017 ABM Benchmark Survey Report by Demand Gen Report, 30% of the companies surveyed said they planned to use technographic data for their ABM programs in 2018 and we hope you can now see why.

If you’re ready to become more relevant and better prepared to move quickly with news-based marketing campaigns in the new year, we have the data and tools to help you, including:

HG Data for Salesforce: embeds technographics directly into Salesforce so that sales and marketing teams can easily sort, filter and use the data to create campaign segments, score and rank accounts, generate reports, and implement workflows and triggers to build more intelligent business processes.

And if you want to try before you buy, we offer a free Chrome extension (HG Data for Salesforce Lite) that allows you to see the software and hardware installed at any of your accounts while in Salesforce.

 

Learn more about HG Data for Salesforce

 

If you don’t have Salesforce, visit our HG Enterprise page.

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