Think about it: Your best customers often share common characteristics. They might belong to specific industries or have a certain organizational size. Take a closer look at your customer list, and you’ll uncover fascinating patterns.
But here’s the game-changer: Firmographic data unlocks the potential to identify all the prospects who match those patterns, making sure you never miss a valuable opportunity. Get ready to supercharge your sales efforts with the power of firmographics.
Firmographics help B2B teams identify potential customers.
Similar to how demographics are used to categorize individuals based on age, gender, and other attributes, firmographics categorize companies based on factors such as:
6sense has over 65 million companies in our database – including detailed firmographics, technographics, and much more.
By understanding firmographics, businesses can better understand their target audience, or Ideal Customer Profile (ICP). Businesses can use firmographic filtering to personalize their messaging and offerings to meet the needs of prospective customers.
Firmographic data is just one part of the equation when it comes to understanding your ICP. Here are additional types of data to factor into your ICP.
Technographics provides insights into the software, hardware, and IT infrastructure that companies use. Build audiences based on competitors you’d like to displace, gaps you can fill, or complementary technologies.
Keyword intent reveals what accounts are researching. Revenue teams can use this to understand an account’s interests and concerns, and tailor their outreach to meet their needs.
Accurate and up-to-date contact information, like verified email addresses and phone numbers, is necessary for reaching the right decision-makers within target accounts.
Firmographics can also include data like:
These insights can help prioritize outreach to accounts that are most likely to buy.
6sense uses firmographics to target accounts that match our ICPs. We use artificial intelligence to analyze our historical deal patterns and identify ICPs, which removes guesswork from the process of choosing the best accounts to go after.
Firmographic data also helps us separate our ICPs into groups. Small business customers, enterprise customers, and companies in different industries can have very different needs. They can also have different procurement processes that require adjusting sales approaches.
6sense leverages predictive intelligence to identify hidden opportunities. Advanced algorithms and machine learning analyze vast amounts of historical and real-time data, including firmographic data, intent data, and behavioral data.
By analyzing patterns and trends in this data, 6sense can predict which accounts are in-market and ready to make a purchase.
in net-new pipeline
in-market buying growth
