Targeting the Right People for Your Solution

By Kirk Crenshaw  - February 22, 2007

Taking the Time to Target Those Who Will Most Likely Buy Your Solution

I came across an interesting article yesterday at RainToday.com.  It focused on the core concept of targeting the right people, at the right companies for your demand generation efforts, and the excuses that keep companies from putting the effort into doing so. 

A specific section of this article caught my attention:

"Just buy a list. Someone sells the right list for us, right?

Every once in a while a list broker or association has just the right list for you. Typically, they don't. When it comes to list compilers (e.g. D&B and InfoUSA), in my experience, the data isn't clean enough for decent lead generation without a lot of scrubbing of the lists. The mythical "perfect list" is usually just that: a myth."

Most marketers feel this pain on a daily basis. Issues like:

• Finding lists that fit their exact needs
• Being unable to pick exact tiles, levels, roles, company size, industry, etc.  (I am  forced to  choose from a   predefined list of "selects")
• Lack of visibility into the data being "purchased" (This is a big problem specifically with rental lists)
• Having to purchase a set minimum (I can't buy only the info I want)

Demandbase will be a releasing an online service that will help marketers (and salespeople) solve these issues by allowing users to buy email, mailing, and postal lists On Demand - With no subscriptions or purchase minimums - and provide deep segmentation capabilities.

Interested?  You can sign-up for the beta.