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Salesintel

SalesIntel lets businesses identify and reach millions of decision-makers in B2B industries including IT, education, finance and banking, recruitment, professional services, and more. Additionally, SalesIntel provides technographi...Read more about Salesintel

Seamless.AI

Seamless.AI is a lead management solution that helps businesses streamline processes related to contact search, market research, lead conversion, data importing, and more on a centralized platform. With the pitch research tools, t...Read more about Seamless.AI

ZoomInfo Sales

ZoomInfo Sales is the modern go-to-market platform for B2B companies. We have the biggest, most accurate, and most frequently refreshed database of insights, intelligence, and purchasing intent data about companies and contacts. ...Read more about ZoomInfo Sales

ZoomInfo Marketing

ZoomInfo MarketingOS is a demand side platform (DSP) and buyer intent solution that helps businesses streamline processes related to display advertisement management, conversion rate optimization, visitor tracking, and more on a c...Read more about ZoomInfo Marketing

4.3 (4 reviews)

Dealfront

Dealfront, (formerly Echobot & Leadfeeder), is a cloud-based software-as-a-service application that tracks traffic to user websites in order to collect and score potential leads. It is suitable for business of all sizes across all...Read more about Dealfront

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LeadIQ

Designed for small to large businesses, LeadIQ is a cloud-based lead management solution that helps manage contact data, prospect communications, sales triggers and more. Key features include lead capturing, data synchronization, ...Read more about LeadIQ

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6sense

6sense is an account engagement platform that provides buyer journey insights to B2B organizations. It is designed to help sales, marketing, and customer success teams generate growth and revenue. This solution offers AI-driven ca...Read more about 6sense

B2B Intent

B2B Intent uses AI to interpret software buyer behavior and predict which companies have the highest intent to purchase software in your categories on Capterra, SoftwareAdvice, and Getapp. Now, you can reduce acquisition and reten...Read more about B2B Intent

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ML Platform

ML Platform by Madison Logic is an account-based marketing solution for B2B organizations. It helps sales and marketing teams manage account prioritization, campaign strategies, and customer journey acceleration. ML Platform ident...Read more about ML Platform

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Priority Engine

Priority Engine offers intent data and insights to help B2B sales teams increase conversions. To target qualified technology buyers, teams can build customized prospect lists based on firmographics, tech interests, installed produ...Read more about Priority Engine

4.0 (2 reviews)

N.Rich

N.Rich is a company established in Helsinki, Finland in 2016. It offers an ABM advertising platform that enables the display channel for B2B companies. You can use it to segment your target account list and deliver personalised ad...Read more about N.Rich

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eCHO

eCHO is an account-based intent solution for B2B organizations. It provides insights to help companies prioritize the right accounts based on intent data. eCHO enables marketing and sales teams to align various campaign strategies...Read more about eCHO

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Intent Activation

Intent Activation is a cloud-based solution that provides businesses with tools to analyze and determine the behavior of target buyers, improving marketing operations and facilitating decision-making processes. Professionals can u...Read more about Intent Activation

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Slintel

Slintel is the industry leader in capturing technographic-powered buying intent. It helps companies uncover active buyers in their target market and identify the specific products and services that are most likely to be of interes...Read more about Slintel

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Lead Forensics

In our fast-paced world, real-time engagement has never been so important, and even better when it is human-to-human. Statistically, 84% of B2B buyers will purchase from the first organization they engage with, and yet reacting q...Read more about Lead Forensics

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Demandbase One

The Demandbase One Smarter GTM™ platform helps teams hit their revenue goals with fewer resources. It uses Account Intelligence, rich and reliable account-level insight, to help you orchestrate sales and marketing moves and inject...Read more about Demandbase One

Klarity

Klarity® - Save time with One-Click Prospecting™. Klarity is B2B marketing and sales prospecting tool for building, sharing and saving contact lists for outreach and lead prioritization. Allowing you to build and view prospect li...Read more about Klarity

Lead411

Lead411 is a B2B data platform offering highly accurate and verified email/direct cell dials all backed by triggered company event data. This data includes event like recent funding, IPOs, Hiring Trends, Recent Awards, New Locati...Read more about Lead411

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TrustRadius

TrustRadius is a buyer intent software that helps businesses track verified reviews and ratings of different products. The platform enables managers to add products across various categories to attract and engage prospects. Admin...Read more about TrustRadius

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Pathmonk

Pathmonk is a lead generation solution that helps businesses analyze the actions of website visitors to deliver personalized micro-moments that further optimizes visitor conversion rates. Intent data and micro-moments allow busine...Read more about Pathmonk

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Buyers Guide

Last Updated: March 16, 2023

Buyer intent software provides third-party external customer data to help product marketers make more targeted decisions.

In this guide, we’ll cover: What is buyer intent software

Common features of buyer intent software

What type of buyer are you?

Benefits and potential issues

Market trends to understand

What is buyer intent software?

Buyer intent software allows businesses to gain insight on a customer's purchase intent through features like customer journey mapping, predictive analytics, and competitor data. This software can analyze buyer intent for B2B lead generation to target interested prospects. It can also allow companies to create customized content marketing.

Essentially, a company can gain insight to consumers in two ways: through internal data and/or external data. Using your company’s internal data, you can see what your customers do on your site(s), such as their journey across your owned content, downloads, leads data from forms, time on site, and page views.

However, in addition to what you can see with your own site data, you may also want to see how your customers behave externally—such as how they interact with competitor sites, or other content across the web. This is where third-party, external data comes in the form of buyer intent software. This software aggregates data from advertising networks, publishing co-ops, and individual sites. Buyer intent data is gathered through what a user types in search, the content they consume, and their public postings and comments.

third-party-intent-data-sources

Common features of buyer intent software

When comparing buyer intent software, it’s important to know the typical functionality provided. Below are common features of buyer intent software.

Intent data

View data results that indicate future customer interest in products

B2B lead generation

Manage the process of attracting and converting business prospects into leads

Competitor analysis

Evaluate strengths and weaknesses of companies with the same target audience

CRM integration

Integrate with your customer relationship management (CRM) software to better connect all aspects of your business

Lead scoring

Score a lead on their quality or likelihood to buy based on certain behaviors

Channel attribution

Create a set of rules that assigns credit for sales and revenue to touchpoints across the customer journey

What type of buyer are you?

Understanding typical companies who purchase buyer intent software can help you figure out if it’s right for your business.

B2B. Largely, B2B companies invest in buyer intent software. More precisely, B2B companies who launch account-based marketing (ABM) programs need intent data in order to create successful target audiences.

Midsize to large businesses with complex sales processes. Gartner predicts 70% of mid-sized to large businesses will launch ABM programs by the end of 2022 (full content available to Gartner clients). Thus, these types of companies will likely also need buyer intent software.

High tech. ABM is a newly emerging strategy and many companies investing in these programs are in the high-tech and related industries. Buyer intent software is also seeing growth in the business services, manufacturing, and finance industries.****

Benefits and potential issues

Buyer intent software can benefit companies in a few key ways:

  • Account-based marketing. Account-based marketing means a business targets a particular audience that represents a particularly high growth opportunity with a much more tailored approach, as opposed to casting a wider net to a broad audience (full content available to Gartner clients). Having solid buyer intent data helps a business create better target accounts.

  • Content marketing. Buyer intent data can also allow content marketers to target buyers who are at different stages of the buying journey. Content marketers who know what stage a buyer is in can serve the right content at the right time, helping their buyers make better purchasing decisions.

There are also some potential concerns with buyer intent software:

  • Privacy. Recently there have been concerns with online consumer data collection. Regulations are changing the way marketers can handle data, including requiring users to provide consent. Because intent data is company-level and anonymous, it shouldn’t cause issues for compliance with GDPR or CCPA.

  • Skills shortage. Not many marketers currently use ABM as a strategy because it’s so new. Thus, marketers may not have the skill set to launch an ABM program, and don’t have experience working with buyer intent platforms. As a result, there may be a lag in adoption as professionals grow up to speed.

  • Organizational change. Successfully executing ABM or content marketing strategies requires collaboration between many departments and management buy-in. Because many organizations are used to traditional marketing, it may be difficult to change their tech stack to support the use of buyer intent data.

Market trends to understand

Buyer intent data software purchases will likely increase over the next few years since buyer intent data is a necessary ingredient for targeted marketing. In addition, as content marketing continues to become more targeted, buyer intent data will be needed to be able to reach buyers at their specific stage in the buying journey funnel. Essentially, as digital tracking increases, the need for buyer intent data will also increase, as the two go hand-in-hand.