What’s New: Buying Group Intent and Lead Activation Summaries

This September, we're thrilled to introduce our biggest product update of the year: Buying Group Intent. This groundbreaking capability, along with our new AI-generated Lead Activation Summaries released earlier in the month, represents a significant step forward in addressing the ongoing challenges of aligning GTM efforts. This new data granularity that lets marketers and sellers understand which specific personas within an account are showing interest in particular topics or solutions. 

Let's explore how these new solutions can strengthen and accelerate your path to revenue. 

Buying Group Intent Uncovers Group Dynamics 

• The reality for B2B teams is that account-level intelligence alone isn't enough. Intentsify’s Buying Group Intent provides a holistic view of account research at the persona level, enabling you to easily prioritize specific audiences (accounts, personas, leads, and contacts) and personalize engagement efforts based on the behaviors of people that really matter.  
   
  This powerful new product builds upon and supports our existing Buying Group Contact Data solution, which already delivers key contacts within each buying committee and insights into what they care about most. 

Key Features  

• Persona-level topic scores: Provides index-based topic scores for each target persona within an account, compared to its historical baseline. 

• Research-stage identification: Highlights each persona’s level of readiness by topic of research.  

• Uncovered personas: Identifies additional titles and functions showing a high level of interest, indicating buying-group involvement. 

• Job-level and function filtering: Enables users to filter personas by job level and job function. 

• CRM integration: Allows users to view buyer intelligence directly within the systems they use every day. 
  

Lead Activation Summaries Help Contextualize Every Touchpoint 

Lead Activation Summaries transform complex lead data into clear, easily shareable insights, letting teams effortlessly communicate lead quality and origin to both internal stakeholders and external partners. This in turn, streamlining collaboration and boostings confidence in lead generation processes. 

Lead Activation Summaries complement the account-level insights with detailed, AI-generated profiles of individual leads that contain intent signals, job title and department, company details, engagement data (for integrated programs, including website visits and ad impressions), and top research topics of interest to the account, all generated and updated weekly using AI. This allows for you to:  

• Quickly identify leads and accounts that match your ideal customer profile, a crucial factor in prioritization. 

• Understand each account's strategic priorities and how your solution aligns, ensuring you focus on accounts where you can make the most impact. 

Key Features  

• Comprehensive lead-level information (title, company, downloaded assets) 

• Account-level context (buyer's journey stage, messaging resonance) 

• Intent data highlighting key research topics 

• Digital engagement metrics and first-party website data  

Using these tools, GTM leaders can establish clear, data-driven prioritization criteria, fostering alignment across motions and departments. Having a shared playbook built on comprehensive account and lead-level insights also makes for a multi-faceted approach to prioritization.   

These tools enable personalized engagement at scale, allowing teams to tailor outreach strategies based on buying-group dynamics and individual lead interests. This level of customization ensures that messaging resonates with both the collective needs of the buying group and the specific concerns of each decision-maker.

The result is accelerated pipeline velocity, as teams can engage accounts at the right time in their buyer's journey with relevant, persona-specific content. By quickly identifying and acting on emerging opportunities within target accounts, GTM teams can drive more efficient and effective revenue generation processes.