Marketplace tracking is giving you the ability to onboard your marketplace, your CRM data, and attach it to our identity graph. In essence, this gives you the ability to track them. So if you have 50,000 companies and you want to onboard five employees at those 50,000 companies, so then you’re onboarding 250,000 records to our identity graph.
Which now means that as we bring in 40 billion pieces of behavior every day, we are looking to see if any of those 40 billion pieces of behavior belonged to the 250,000 people in your marketplace. Next we’re looking at the behavior to see if this is something a prospect does when they are researching to buy what you sell.
The other part to marketplace tracking is that we give you back all of the identifiers, the personal identifiers for those 250,000 people. Because when you onboard their business email, this may not be their primary email if you want to run ads to them at channels like Facebook, Google and other ad platforms.
By giving you back all the personal identifiers that go along with that B2B record, you’re then going to be able to upload them yourself and run ads. With every click you get to your website, we have the ability to resolve the identity on those clicks.
So to recap, when you onboard your data (both your CRM data and your marketplace data) to our identity graph, that now gives us the ability to collect, track and monitor those 250,000 people. All we’re doing as we bring in our 40 billion pieces of behavior every day is resolving the identity and looking to see if they’re one of the 250,000 that has the behavior profile of a previous conversion.
Active internet searching
When we sign up your company, we will build out all of the keywords, all of the content, all of the behavior that somebody would do on their way to buying what you sell. So active internet searchers are prospects that are actively pursuing a purchase of what you sell. By actively pursuing, what we mean is their URL-level navigation, keyword search, content consumption, and campaign response.
Basically, if you were to purchase something, we would look at all the behavior that led up to that purchase. We can go back three months, six months, and even nine months, to look at all of the chronological behavior that led up to that event.
That piece of information, a chronological path to purchase, the chronological buyer’s journey is what’s called the training sample. Machine learning is a subset of AI. Machine learning is a system that can learn from data. Data is the teacher.
This chronological path to purchase is the training sample data that we feed into our machine learning algorithm. And our system looks at the path to purchase for all your prospects, and it builds a behavior pattern. It’s a pattern recognition, regression algorithm.
Vizi Pixel Insight
This is when you have a prospect that is actively pursuing your product or service…and is on your website. They’re considering you. They’re in your sales funnel. So every time a prospect lands on your website, our smart pixel looks at the identity of that visitor, goes up to our identity graph and evaluates who it is deterministic-ally.
How? Our cookie, or one of the prospect’s identifiers – their browser ID, their mobile ID, or it could even be a persistent identifier with one of our partners, is already associated with that visitor.
Why should you do this? Well, companies who leverage buyer journey transparency, buyer journey insight, are going to receive many competitive advantages. They’re going to get sales efficiency, which means they’re only going to target those prospects that are actively researching and considering a purchase of what they sell.
So imagine two prospects standing in front of you.
- Prospect A: Has done nothing behaviorally to give you a reason to contact them
- Prospect B: Has searched dozens of keywords, read white papers, read articles, etc. Has even committed as on a company level, not just on an individual personal level, because our system shows two or three people are actively InMarket pursuing this
Which prospect would you want to engage with? Prospect A who has done done nothing, or Prospect B who has done several buying behaviors?
Your best chance of a sale is obviously Prospect B. The advantage here is you’re not going to waste one extra minute talking to a prospect that doesn’t deserve your time. We’re going to always give you the greatest probability of profit, the quickest path to profit, and the best allocation of your resources for a sale.
Every morning when your staff comes in, you’re going to have a list of where your best opportunities are, and where your largest opportunities for profit for that day are. We call it Profit efficiency. More profits by eliminating deadwood prospects, and eliminating prospects that are not ready just yet.
The side benefit to this is that you’re going to also no longer burnout your sales staff due to all that cold calling, cold prospecting and daily negativity. Your teams are going to become more sales efficient.