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The post Rich Salerno from OnTarget hosted a LinkedIn Live discussing the state of partnerships, as he calls it the “rumble in the jungle”. appeared first on OnTarget Partners.

For every hour my team spends exploring generative AI, we’ll donate cold, hard cash to Encephalitis411, with a goal of 150 hours in the month of September. Encephalitis impacts 20,000 Americans annually, often leaving survivors with lifelong neurological impairments.

I’m proud of my employees for turning our collective AI curiosity into meaningful support for an overlooked condition. It’s inspiring to see my team unleash their skills not just for business gains, but for the greater good.

Initiatives like this demonstrate how we can creatively blend technology, learning, and compassion. While my team expands their capabilities, we’re also uplifting others in need. That’s a win-win in my book.

The enthusiasm for this challenge has been contagious, and I’m confident we’ll hit our fundraising goal. But it’s about more than dollars raised – it’s about applying our abilities with purpose.

So I’m sharing our experience to spark ideas across my network. How might your company also merge professional development and social impact? When we leverage our skills to serve others, the possibilities are endless.

I welcome your thoughts and encourage you to consider an AI-for-good initiative of your own. Because when knowledge meets compassion, we have the power to change lives through technology. What future might we build if we dare to care?

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Here are the most common types of contact research:

Strategic Contact Research

The goal is to identify high-value prospects that closely fit your ideal customer profile. Strategic research allows you to pursue relevant targets by industry, size, location and other attributes. It lays the groundwork for sales, marketing and partnership opportunities.

OnTarget’s strategic research identifies decision-makers across accounts that match your best-fit ICP criteria. We leverage AI-enabled tools and manual verification to build lead lists of contacts open to exploring your solution. Strategic contact research fuels predictable, scalable pipeline growth.

Tactical Contact Research

This supports specific campaigns and initiatives when launching a new product or entering a market. The focus is compiling contact lists of prospects primed for your messaging. Tactical research sets you up for higher response rates from qualified, interested leads.

OnTarget’s tactical research is campaign-specific. We identify your campaign targets and build customized contact lists to maximize engagement. Our data experts model lookalike profiles of existing customers to uncover net-new prospects that resemble your best buyers. Tactical research, combined with prospecting efforts, converts interest into pipeline.

Customer Contact Research

Understanding your current and potential customers is vital. This research provides insights into customer needs, challenges, buying criteria, and behaviors. It enables you to tailor messaging and offerings to resonate better.

OnTarget investigates your customer base to inform sales, marketing, product and other groups. We uncover trends in demographics, psychographics, buying signals, triggers, pain points and success factors. Customer research is a goldmine for messaging personalization and customer retention.

Competitor Contact Research

Gaining intelligence on competitors is key to competitive differentiation and positioning. Learn about their activities, strategies, messaging approaches, and customer base through this research. It allows you to craft intelligent counter-positioning.

OnTarget’s competitor research informs your competitive strategy. We analyze competitors’ messaging, product launches, marketing campaigns, partnerships, customer reviews, social media presence and more. Competitor intelligence enables you to capitalize on gaps in the market.

Market Contact Research

Keeping tabs on your total addressable market is essential. This research explores trends, developments, emerging players, and new technologies in your industry. It ensures you align your approach to maximize opportunities.

OnTarget Partners conducts in-depth market research to inform strategic planning. We examine market trends, growth factors, consolidation, competitive forces, innovation trends, partnerships, substitutes and more. Market intelligence allows you to lead markets rather than just compete in them.

Partner Contact Research

This identifies win-win partnership potential through a process of mutual vetting. The goal is to find the best combined fit in complementary capabilities and corporate culture. Strategic partnerships can significantly boost capabilities.

OnTarget helps assess partnership opportunities on multiple fronts – technical, operational, financial, cultural. We build partner contact lists for exploratory discussions. Partner research prevents misalignments down the road through rigorous upfront analysis.

OnTarget Partners has deep expertise illuminating the right contacts across these research types to meet any business need. Contact us to discuss a tailored research approach for your organization.

The post 6 Key Types of Contact Research for B2B Business Success appeared first on OnTarget Partners.

This post explains what intent data entails, why it is vital for B2B sales and marketing, and how to put it into action.

What is Intent Data?

Intent data refers to signals that indicate a B2B prospect intends to make a purchase. It shows which companies are actively researching solutions, visiting pricing pages, downloading content, and demonstrating other buying behaviors.

Intent data includes both direct signals, like site searches, as well as less targeted, like firmographic attributes. But all types provide value in proactively locating qualified accounts ready to engage.

Why Intent Data Matters

Intent Data:

• Identifies “hand raisers” – Intent data surfaces companies demonstrating active interest versus just spraying the entire market randomly. You can focus sales resources on hot prospects poised to convert.
• Enables account-based marketing – Combining intent signals with your ideal customer profile allows you to hyper-target key stakeholders showing buying signals. Intent data gives ABM the precision required to succeed.
• Overcomes the new “cookieless” challenge – As third-party cookies continue to decline, intent data will become even more vital to identify and engage high-value prospects across channels throughout the buyer’s journey.

Types of Intent Data

1. Search Intent Data

Search intent includes the keywords prospects are entering on sites like Google to hunt for solutions. Someone searching for your product name has high intent and is highly targeted.

• Engagement Intent Data

Engagement Intent tracks prospect actions on your owned channels like visiting specific pricing pages, downloading branded content, email opens/clicks, and site time spent. High intent and targeted.

• Profile Intent Data

Profile intent is firmographic, or technographic data, that indicates a prospect matches your ideal customer profile has lower intent signaling but can still be useful when combined with higher-intent datasets.

• Technical Intent Data

Technical intent offers insights on prospects’ tech stack and installed technologies that may indicate opportunities like upsells, cross-sells or switching. Lower intent signaling but can indicate pockets of interest.

Collecting Intent Data

1. First-Party Data

Your website, CRM, email, and other owned channels provide invaluable first-party intent data from direct prospect engagement.

• Second-Party Data

Partners can share intent data on engagement with their channels. Brands like G2 Crowd or Glassdoor provide second-party data.

• Third-Party Data

Firms like OnTarget Partners provide purchased B2B data assets on companies, attributes, and technologies used to infer intent.

Activate Intent Data for Sales Success

• Create hyper-targeted campaigns for segments showing high intent signals like content downloads.
• Build account lists for outreach by filtering for prospective companies that match your ideal profile criteria.
• Identify cross-sell/upsell opportunities by analyzing prospects’ installed technologies.
• Prioritize prospecting sequences using advanced lead scoring models that quantify intent.

In summary, intent data is a must-have ingredient for successful B2B sales and marketing. OnTarget Partners brings together data expertise and human insight to help you capitalize on intent intelligence. Let’s connect to discuss how our solutions can amplify your pipelines and efficiency.

The post Leveraging Intent Data to Supercharge B2B Prospecting appeared first on OnTarget Partners.

We started with a long lunch together at a local restaurant, Quartino’s. The hour-long meal gave us a chance to chat casually about non-work topics and get to know each other better on a personal level. Lots of laughter filled our table!  We also had a presentation given by the charity we sponsored Q32022, our “steps challenge”, when the team walked/ran over 300 miles to earn donation dollars from OnTarget to Encephalitis411 (www.encephalitis411.org).  We were presented the “Team Spirit Award” (which I think is VERY appropriate!) by Becky Dennis, the president of the charity, and a true friend of the firm.

After lunch, we headed to a nearby Immersive Gamebox facility. For those unfamiliar, Immersive Gamebox offers interactive digital games played together in “smart rooms.”

We were excited to try out the cooperative games which require teamwork and communication to succeed. The games use motion tracking, projection mapping, touch screens and surround sound to create an incredibly engaging experience.

The games sparked our creativity and got us cheering each other on. We learned how well we collaborate under pressure!

Bonding experiences outside of day-to-day work are so valuable. They remind us how much we enjoy each other’s company.

We highly recommend Immersive Gamebox or similar creative team building activities. Taking a break from regular routines to play together builds trust and strengths relationships. Now when challenges arise in work projects, we feel even more united as a cohesive team.

Does your company prioritize team building activities? What unique and fun ways have you bonded with coworkers? Share your stories and ideas with us!

The post The Joy of Team Building appeared first on OnTarget Partners.

This in-depth report from OnTarget Partners explains what data enrichment entails, why it’s a critical activity, and how to fully leverage enrichment for success.

What is B2B Data Enrichment?

Data enrichment is the process of appending additional details to existing customer, lead, contact, and account records in order to enhance their usefulness. It involves adding more context beyond the initial data collected.

Typical data points appended during enrichment include:

• Firmographic details like company location, revenue, headcount, years in business
• Technographic intel such as technologies used, software installed, tech stack insights
• Individual decision-maker demographic info – name, title, contact information, tenure, background.  Direct contact information for outreach like phone, email, and LinkedIn profiles.
• Organizational charts, purchasing committees, and buying process insights

With a more robust dataset, you can personalize touchpoints, optimize budget allocation, and implement more targeted initiatives to drive growth.

The Key Benefits of Data Enrichment

• Increased data accuracy reduces errors from decisions based on incomplete or incorrect intel. With reliable data, you mitigate risks from drawing flawed conclusions.  We like to say “garbage in, garbage out”.
• Advanced segmentation allows you to tier and target accounts based on attributes like industry, technologies used, buying stage, role, geo-location, and more. More refined segments means more relevant messaging.
• Higher conversion rates stem from tailored outreach campaigns focused on the highest probability targets. Enriched data helps you hyper-focus efforts only on real opportunities.
• Deeper customer insights enable you to engage contacts based on their priorities, pain points, and success criteria. Understand nuances across segments to boost retention and lifetime value.
• Optimized budget allocation focuses spend only on the best-fit accounts and campaigns primed to deliver ROI. Avoid wasting resources chasing irrelevant prospects.
• Competitive edge comes from leveraging intelligence to outmaneuver rivals. Know their strategies, weaknesses, and customer profiles to occupation expansion spaces.

In summary, highly enriched B2B data amplifies the impact of strategic sales, marketing, and account management initiatives.

Best Practices for Impactful Data Enrichment

Follow these steps to maximize the value of your enrichment efforts:

1. Audit current data health – Thoroughly inspect your database to pinpoint gaps that may be negatively impacting decisions, performance, or data hygiene. Assess accuracy, completeness, relevance, timeliness.
2. Define specific enrichment goals – Determine precisely what details you need appended to existing records in order to answer key questions, fill insight gaps, and meet objectives. Enrichment goals vary across use cases. Clearly identify yours.
3. Rigorously vet potential data partners – Assess their expertise in your industry, technical integration capabilities, data sourcing methods, hygiene practices, privacy standards, and more. Not all partners are equal. Choose carefully to avoid issues down the road.
4. Prioritize high-value target accounts – Enrich data on your most important prospects and customers first to gain quick wins. Focus enrichment capital where it will have the biggest performance impact.
5. Integrate enriched data across systems – Sync updated account, contact, and other records across your CRM, marketing automation platform, analytics tools, and other systems. Consolidate the single source of truth.
6. Closely monitor performance lift – Define KPIs and track impact across lead gen, pipeline velocity, deal sizes, retention, lifetime value, and other metrics. Refine based on insights uncovered.
7. Maintain ongoing hygiene – Set schedules for continuous data enrichment to keep details current. Consistently replace outdated or incorrect information to preserve quality over time.

The OnTarget Partners Approach

OnTarget cleans and enriches B2B data using both advanced AI tools and manual research conducted by experts. We uncover the buyer details sales and marketing teams need to drive performance.

Let us customize a data enrichment roadmap tailored to your specific business goals. Contact OnTarget Partners today to get started.

The post OnTarget Guide to B2B Data Cleansing and Enrichment appeared first on OnTarget Partners.

One of our core values is ‘give until it hurts’, and we really believe in helping local charities achieve their incredibly important goals. Women Rock’s mission is saving and changing lives by increasing awareness and the early detection of breast cancer and by providing hope and support to those we serve.

We heard from several breast cancer survivors, who all wore pink sashes and told their stories about diagnosis, need for support, and the help Women Rock provided them. These stories are empirical evidence of the great work this fine non-profit has done and continues to do. OnTarget and our associates are very proud to be involved, and thank all involved for such a wonderful experience!

Women Rock: Giving Hope. Making a Difference. Defeating Breast Cancer.

The post OnTarget Agrees, Women Rock! appeared first on OnTarget Partners.

Nicole’s Challenge: The Walk to Cure Encephalitis is Encephalitis411’s signature fundraiser. For this year’s special 10th anniversary edition, the theme of the challenge is Wipe Out Encephalitis.

From July 28-September 30, we invite you to join us in honoring the stories of those impacted by encephalitis, continuing the legacy of Nicole Seiler and her philanthropic family, and advancing encephalitis research, advocacy, and awareness efforts.

For some, encephalitis is fatal. Nicole tragically passed away in 2011 only days after being diagnosed with the disease. For survivors, encephalitis is a stubborn beast. It leaves its victims with an acquired brain injury that can take years to recover from, with many falling short of making a full recovery.

Yet most suffer in silence. 20,000 people are diagnosed with encephalitis in the U.S. each year, yet 8 in 10 people don’t even know it exists. Symptoms can be invisible to casual observers, leading to negative psychosocial impacts. Lack of awareness extends even to medical professionals: patients are often misdiagnosed, resulting in delayed treatment, decreased recovery potential, and worse quality of life outcomes.

Fortunately, this is a solvable problem. While a cure may remain a dot on the horizon, we are certain that we can raise the bar significantly higher on average recovery outcomes today.

That’s why Encephalitis411 was founded. Our mission is to improve the quality of life for those impacted by encephalitis—not just for the future, as we work towards a cure; but for those impacted TODAY, who are often struggling to achieve optimal recovery outcomes. But we need your help to accomplish this.

We urge you to consider how you can be a part of the solution. Can you join us as a walk participant? Or can you make a donation—even just the cost of a coffee from Starbucks? Every little bit makes a difference.

Over the past decade, your generous contributions have enabled us to directly help thousands of patients, caregivers, doctors, and other community members impacted by encephalitis. Some of our most impactful services include a free support hotline, online and in-person support groups, educational webinars, and research collaborations with UCSF.

More information can be found on our Nicole’s Challenge: The Walk to Cure Encephalitis homepage. For media, comments, or inquiries, please email info@encephalitis411.org

OnTarget is proud to support this fine charity, and the great work Becky Dennis is doing for the encephalitis community!

The post OnTarget Taking Steps to Wipe Out Encephalitis and Raise Funds for a Great Cause! appeared first on OnTarget Partners.

You see, everything came together to create something magical. I partnered with a couple of old friends, who are also the owners of FunFilmCo. They created “an immersive cinematic team building experience” for me and my team. And it was everything I could have hoped for!

Our theme for 2022 is “Bleed Blue 22!”. We want our associates to live and love OnTarget, at least while they are at work. Bleeding blue is all about believing in OnTarget, and doing the best you can for your clients, the OnTarget way. Late last year, I had a crazy idea to bring everyone together for team building, and to create something special. I cooked breakfast, then my buddies set up the cameras.

We decided on a Back to the Future plot: Sheila and I would be frustrated and concerned with the business; We would decide to go back in time to make a small change which would have a big impact; We would slip a young me a note, reminding me that I “haven’t come this far to come this far”; I should “remember to bleed blue!”.

When we first arrived back in time, we found our teammates in a disco. It was 1977, after all.

The disco was created using a green screen. My friends filmed my associates dancing in groups in our conference room. They had no idea exactly what was going on…they were just asked to wear 70’s style clothes, dance, and have fun.

Later that day, in early December, Sheila and I filmed our parts, and the car scenes.

In February, we filmed the outdoor shots of young Ed with the bow and arrow, and our CFO Bob Long as the camp counselor. Jeff Fischer, our business partner, chipped in as the antagonist. He took one take (and if you know Jeff, you know why).

I am so proud of what we accomplished as a team. It was truly immersive, and certainly cinematic. And it was a bit scary (see Sheila below).

I can’t wait for the sequel!

-Ed

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The past quarter has been a whirlwind. 

We celebrated Thanksgiving in the office with families.  Each year, we have a Thanksgiving celebration and OnTarget provides ‘the meat’, usually not turkey since we celebrate the Wednesday before.  Our Associates bring their favorite sides, enough for everyone, and share food and fellowship.  Over 30 people joined in this year.

One of my favorite activities is cooking breakfast for the team.  I do this a couple of times a year.  Breakfast is my favorite meal to cook.  And in early December, I wanted to bring folks to the office to feed them breakfast.  Truthfully, I had a bit of an ulterior motive. I also wanted to shoot a short film. 

I have several friends from high school who are very creative.  They are artists and crazy good at just about everything they touch.  I feel blessed to have them in my life, and I enjoy working with them on “special projects”.  We created a green screen “disco” in our conference room, and on Friday afternoon the team and I danced the day away.  It was truly awesome.

We like to give back at OnTarget.  We are big believers in doing well and doing good.  Our Q4 charity event for 2021 was Toys for Tots.  Our Associates really came through for the underprivileged kids in our area, and I could not be prouder of them.

Christmas season came quickly.  We believe in recharging and relaxing during the holidays, and we closed our office for the last two weeks of the year.  Our Associates spent time with their real families and enjoyed the time off.

At kickoff, the first Monday of the new year, which was January 03 this year, we discuss strategy, changes, and goals.  In addition to the business meeting in the morning, we celebrate the new year together.  This year, we raced go-carts and bowled.  The team really had a great time. 

Each new year, we design a theme for our team.  The theme is meant to motivate and inspire.  In 2022, we are celebrating 25 years in business, a great feat indeed!  This year’s theme had to be bigger and better, and we created the largest piece of wall art in the office for this year.

BB22 stands for “bleed blue ‘22”.  We want our team to live and breath OnTarget, and we want the OnTarget family to be with and for our Associates at all times.  The relationships we have at work are some of the most important we have in our lives, and we want our family to be supportive and successful. We certainly haven’t come this far to come this far.

Of course, time will tell how well we will do in 2022, but I have a feeling this family business will be just fine.

-Ed

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