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Evolution of B2B
Lead Generation Strategies

Tracing the transformation of B2B lead generation strategies from demographic-based approaches to technographic insights.

Early Approaches – Demographic Database

Most efficient in 1980s-1990s.

  • Key Characteristics
  • Name, Age, Gender, Income to identify target based on basic demographic information.
  • Industry and Company Size to focus on firmographics, identifying potential businesses.
HR line
  • Key Characteristics
  • Website Interactions via monitoring user engagement on digital platforms.
  • Content Engagement to analyzing how leads interact with various content forms.
  • Company Attributes to consider the factors like company revenue and number of employees.
Shift to Behavioral and Firmographic Data

Shift to Behavioral and Firmographic Data:

Mostly used in late 1990s-2000s.

HR line

Emergence of Technographics

In trend since 2010s till present.

  • Key Characteristics
  • Technology Stack Analysis for identifying the software and hardware used by potential customers.
  • Digital Maturity Assessment for evaluating a company's adoption level of new technologies.
  • Integration Capabilities to understanding compatibility with existing systems.

Benefits of Technographic Data

  • Enhanced Target-Specific Marketing
  • Improved Lead Generation
  • Cutting-Edge Competitive Advantage
  • Predictive Market Analytics
  • Real-Time Data Integration

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