B2B companies are the talk of the town, and they get most of the attention because they are constantly growing and are doing well for the economy of the USA and India. B2B companies have good funding, with an employee count of more than 1000/5000. Their buying decisions, marketing, and technology differ from B2C companies. However, the buying decisions of B2B companies are complex as they involve many people. The USA has the highest number of B2B companies.
You will get millions of B2B companies all over the world. Therefore, you will have to dig deeper into what kind of companies you want to target. You can choose by geography, revenue size, and employee count, as these are the earliest and the most basic filters. Then it would be best to look at their customer persona because that’s what you want to target.
You should build your customer persona by segregating it into:
1. Company search: where you look for company Intel.
2. People search: where you look for
• The kind of designation you want to reach.
• The way you want to approach them, like by email or phone number.
• The channel on which you want to reach out to them.
These are the things you should look for if your ticket size is high/low.
1. If your ticket size is low, you should NOT go for outbound marketing.
2. If your ticket size is >5000 USD, you should go for outbound marketing.
3. It would be best to experiment with LinkedIn phone numbers before spending money on a large database.
4. Experiment with small databases and begin with easy channels like LinkedIn before going to more challenging channels like direct mail.
You can experiment with email, LinkedIn, and direct dials in that order. This order is recommended due to the cost associated with it. Every company has to figure out the channel before scaling it up.
When you scale, you will have three sets of data to consider:
1. Contact data (with list of people and companies)
2. Technographics (describing the technologies used by companies): you can shortlist companies based on technologies they use.
3. Intent data: you can shortlist companies showing interest in your field of expertise/offerings.
Choose employee count as the primary filter if you are focused on selling IT outsourcing services, HR Tech, or solutions where ticket size increases with an increase in employee count. Generally, these companies will be from B2C and Banking and Financial domains. Choose developed countries as geography if your solution makes people more efficient.
Choose revenue as the primary filter if your ticket size is fixed at company level irrespective of the number of employees. If revenue is not available, choose funding data.
The other filter to choose in the primary list can be industry. Using the linkedin industry is acceptable in the beginning. As your operations grow, check the accuracy of linkedin industry data. Shift to Global Industry Classification System or North American Industry Classification System (NAICS).
OceanFrogs can give you all the filters mentioned above and also the filters by technologies, teams, and Intent. We can help you analyze and find the right companies you should target instead of the large pool of B2B companies.
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