Damn. I just realized that there are three ways technographics data is used.
1. Compete – To identify customers of your competition
Most of the businesses these days are replacement businesses and hence finding your competition’s customers have become quite important. We learned to call it “compete” because our customers call it so.
For example, Snowflake will want to know the # of DataBricks customers by region. Browserstack will want to know about LambdaTest’s customers.
2. To identify the customers that belong to eco-systems such as: Salesforce, SAP, ServiceNow, Microsoft, AWS, GCP, Hubspot, Redhat. I am sure there are more.
Growing using the eco-system is something that Startups miss to do. Those who do it well, grow fast.
3. This one is the easiest one. You use techno graphics data to put a company record in your target list. Usage of certain technology also helps you know that this company has the purchasing power.
For example, Companies using ABM tools such as DemandBase, 6Sense are spending at least 60K USD a year or so.
To summarize, technographics data helps you size the market. It also helps you do sales planning for the entire year.
I hope you will remember it. Otherwise, I would have to come on video and share it with you again…and you don’t want me on the video, do you ?
