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Playbook
Leveraging Technographic Installations for Precise Targeting
Role:
KPIs:
Target Market:
GTM Motion:
Account-Based Marketing (ABM), Outbound
The Problem
Sales teams often lack precise, actionable data on companies’ technology stacks. Without this insight, outbound campaigns are often misaligned, resulting in wasted efforts and missed opportunities. You need reliable technographic data that aligns with your ICP and go-to-market strategy to target companies that would benefit from your solution effectively.
This is for GTM functions that:
- Want to generate leads based on detailed technographic criteria.
- Focus on technographic-based targeting to identify high-value prospects.
- Seek to streamline their GTM efforts with accurate, tech-specific prospect lists.
- Require a systematic approach for identifying companies using complementary or competitive technology stacks.
What KPIs will this impact?
- Increased lead generation by targeting companies using relevant technology.
- Higher conversion rates through highly targeted outreach based on precise technographic insights.
- Improved opportunity identification by focusing on companies that are an ideal match for your product or service.
- Shorter sales cycles by reaching out to prospects already aligned with your technology ecosystem.
Leveraging Technographic Installations for Precise Targeting
This play empowers sales and GTM teams to capitalize on technographic data by identifying companies using specific technologies or tools that align with your Ideal Customer Profile (ICP). Using tools like BuiltWith, you can generate highly targeted leads based on tech installs, enabling precise, data-driven outreach. By filtering and enriching this data, you can target prospects using the right technology stack, maximizing the impact of your outbound efforts and accelerating your sales pipeline.
The Solution & Process
We use BuiltWith to extract a list of companies based on specific tech installations and usage patterns.
The list is filtered to match your precise technographic criteria, ensuring it aligns with your ICP.
Our researchers then verify the context and specific use case of the identified technology.
We enrich the filtered list with detailed account and contact-level data, providing actionable insights for your sales and GTM teams.
The refined, enriched list is handed over for targeted outreach, allowing you to engage prospects with timely, relevant messaging.
Real-world use case:
"Using technographics to pinpoint high-value prospects."
Our client sought to target companies in the dealership management space. Using BuiltWith, we identified and curated a list of potential accounts based on specific technology installations they were using, such as e-commerce platforms and dealership management software.
The Results:
- Generated 40 qualified leads from companies using relevant tech solutions.
- Closed five new deals by precisely targeting tech-aligned prospects.
- Shortened the sales cycle by 20%, thanks to more focused outreach and aligned messaging.
This ensures:
- Increased lead generation by leveraging technographic data to target ideal prospects.
- Higher conversion rates by reaching companies already using complementary technologies.
- Accelerated sales cycles through strategic, data-driven targeting.
- Greater market penetration by aligning outreach with specific tech environments.
This play is particularly effective for:
- Sales teams aiming to target companies based on their technology usage and installations.
- Organizations in competitive SaaS, tech, or enterprise markets where technographic insights can provide a competitive edge.
- GTM functions looking to streamline their outreach by focusing on prospects using specific tools, platforms, or solutions.
See how [insert case study] used this exact strategy to achieve x goal
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