B2B Marketing Lists With A Twist - The New 2009 Flavor

B2B Marketing Lists With A Twist - The New 2009 Flavor

This is about the time of the year when B2B marketers and sales professionals start sharing their forecasts of trends we are all likely to see in the year ahead. We all think about them, debate them, place our bets and take these into consideration and keep them in mind while developing sales and marketing strategies for the year ahead. So it just seems to make sense that we here at ReadyContacts share some of our views on what we can expect to see with marketing lists and data for 2009. Marketing lists and data??? Change? 

Ofcourse. Why not? If you asked the same question just 15 years ago in 1994, the B2B marketing list would have looked quite different. For starters, it would either be a written list or perhaps an MS Excel, Dbase or FoxPro list which simply had company names, postal addresses, telephone numbers and possibly a fax number. It wouldn't be unusual to see lists without "website URLs" and "email addresses" which became a standard field in most company databases sometime later. So if you are a skeptic, take my word for it...marketing data and lists do evolve! Moving a few years ahead, 2008 has seen a lot of activity and technology which has impacted the way we sell.

It's been the year of Twitter, inbound lead generation, online marketing, SEO, content development, marketing automation, lead nurturing and a whole lot more. The absolute fundamentals of sales and marketing may not change but the approach and tools certainly have been so it's only natural that the lists that we use and the data in our CRMs also get impacted by these trends and we will demand better and higher quality data. If I had to pick one word to summarize how data in the form of CRMs, cold calling lists, email marketing lists and others would change in 2009 it would be "Rich".

Marketers will demand richer data which will be reflective of what data they need to equip themselves for the kind of marketing and sales programs that are relevant in 2009.  What has become relevant is the multi-touch approach that companies have been adopting where they use multiple channels from email, phone calls, website content, newsletters, direct mail, social networking like Linkedin, Twitter & blogs to connect with companies and decision makers rather than sticking to just one or two modes of communication. What's the result on lists and data? I believe we will start seeing more companies need richer data on their target accounts and decision makers.

We will see data points such as Linkedin account, company blog, and Twitter id become standard fields in many databases. Companies will demand these details to connect with their customers, comment on their blogs, follow them on twitter and connect with them through these channels. Even inbound leads through online form fills which are incomplete will only be really valuable with complete contact data and the more information you have on your accounts and customers, the more you understand them, the better informed your own reach out will be. 2009 will see a shift in focus on quality of data i.e.

  • Richer company or account data including detailed profiles, product lines/offerings, news, intelligence, blogs and online channels
  • Inbound leads that have been cleaned, completed, qualified and enriched with additional data points
  • Decision makers which have been qualified, relevant or useful for the database and can be nurtured till ready
  • Complete contact details for decision makers including direct phone numbers, email addresses, profiles, blog links, social/business network profiles, Skype / Twitter ID, RSS feed etc
 So the next time you are looking to build a list, you may want to add some more data points it.

Why Ready?


Quality of the data changes campaign outcomes. That is why customer trust Ready.

Anna Jensen testimonialAnna Jensen Digital shadows
The quality of the contact data is well above industry average and our sales development teams have seen great success tapping into new geos using lead data from ReadyContacts. Their customer support and responsiveness also making working with them extremely easy.
Jim Everidge testimonialJim EveridgeRapidLD
I have been pleasantly surprised by the quality of the leads purchased from ReadyContacts. The team there has been extremely easy to work with. They have been very responsive and stand by the quality of their leads. This allows my team to work in a very focused manner when identifying new opportunities in the market.

Speed is of the essence when revenue targets are on the line. Ready ensures it.

Katie May testimonialKatie MayShippingEasy
Ready Contacts has been a great partner since we started ShippingEasy. They are wickedly fast and very open to feedback on lead quality, etc as we embark on new campaigns. We have found their leads to be higher quality than any other vendor we have tried. Their team is a pleasure to work with and always responsive.

When specialized datasets are needed, customers rely on Ready again & again.

James Lepper testimonialJames LepperProspect Research
We had a need for a very specialised dataset to launch a campaign. I approached Ready Contacts to see if they could provide this dataset having tried other providers without any success. ReadyContacts rose to the challenge and provided us with a reliable dataset that met our criteria and allowed us to take on a campaign that we would otherwise have had to abandon.

Customers value Ready's responsiveness & professionalism.

Allison Parker testimonialAllison ParkerElemental
ReadyContacts consistently does an exemplary job of building campaign-specific marketing data sets, and is always unfailingly professional and responsive to work with.
Alex Mitchell testimonialAlex MitchellStepOne
Ready was great to work with. They took the time to understand our needs to generate the best lead list for our requirements.

Fair pricing helps Ready build long term relationships.

Meyleen Biechler testimonialMeyleen BiechlerIdEngines
ReadyContacts is great to work with and always produced the results we wanted. They are fair with their pricing & always wanted to make sure we get the value for our investment.

Customers consider Ready as a true partner & highly recommend us.

kyle testimonial Kyle Martinowichsmartling
ReadyContacts has been instrumental in our demand generation strategy at Smartling. ReadyContacts continues to clearly understand our ideal customer profiles and buyer personas to curate accounts & contacts. ReadyContacts ability to deliver high quality leads while being flexible with our timelines has been instrumental in growing our pipeline. They have been a true partner!
Katie McEachern testimonialKatie McEachernpega
ReadyContacts has been an extremely reliable source to get embedded contact for our key targets accounts for marketing campaigns. I would recommend them without reservation.