Typical B2B Customer Profile
Company• Revenue• # of Employees• HQ Location• Industry• Contact info. (title, etc.)The average B2B marketer uses less than 10 criteria for segmentations and lead scoring
Good and bad leads look similar…94% of your MQLs will never convert
When Marketing has insight into hundreds of additional customer characteristics, you can
identify the common buyer attributes (=cDNA)…
and use these “genetic markers” to more quickly identify and engage the best leads
passing the most likely buyers to sales and guiding the rest through the optimal nurture program!
Appended Predictive Marketing Profile: “cDNA”
Technologies• API Provider• is Saas• Databases:
MySQL User, MS SQL Server, Oracle DB• Databases: NoSQL• Mobile Developers
• iOS Developers• VMWare User & Virtualization Experts• Oracle or SAP User• Cloud Computing Tech: AWS• Cloud Computing Tech: Azure• Data Center User
Apps & Tools• Email Service: MS Exchange Online• MS Office 365 User• MS SharePoint User• Collaboration Tools User: Jive, Yammer, Chatter• Atlassian & Jira Users• Hiring Enterprise Content Mgmt Expert
Web Technologies• DNS: Neustar, GoDaddy, Dyn, MadeEasy, Amazon• CDN Technology: Akamai, Level 3, Incapsula• CMS Technologies:
SiteCore, Joomla, WordPress, Drupal• Web Analytics Technologies:
WebTrends, Optimizely, CoreMetrics, Adobe Omniture, WordPress Stats
• Website Technology: Ad Services, Live ChatLog-In, SSL
Programming & IT• Hiring SOA Related Positions• Programming Languages: Javascript, PHP, Perl• Hiring ETL related positions• Responsive Web Design Hiring and Developers• Datawarehouse User: Use Oracle OBIEE, SAP
Business Objects
Company• Growing Company: Hiring >250 Employees
Annual • Has Multiple Locations• Company Employs Field WorkForce• Mobile: BYOD Initiative• Mobile: MDM/MAM Technology• Alexa Ranking• PPC Budget Spend• Company has Call Center• Compliance: SOX, HIPAA, FINRA/FISMA• Advertising Technologies: Atlas, Google Adroll,
Google Adwords, DoubleClick for Advertisers
native integration
EMPLOYMENT & HIRINGFRAUD, RISK, OPS TITLES
INFRASTRUCTUREHAS CALL CENTER, eBILLING
INDUSTRY INFOENERGY, ECOMMERCE