Leadspace Blog

Thoughts, tips and best practices for B2B Sales and Marketing
  • Leadspace Ranked a Leader in the Forrester New Wave: B2B Standalone Customer Data Platform Q4 2021


    Forrester New Wave b2b CDP

    Today marks an important milestone for Leadspace, our customers, our data suppliers and our GTM partners.  We are one of three companies that is ranked a Leader from the more than a dozen select companies that Forrester invited to participate in its Forrester Wave™ evaluation, The Forrester New Wave™: B2B Standalone CDPs, Q4 2021. If […]

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  • How to Double Your Account-Based Marketing Performance


    Leadspace customer data platform, Enterprise profiling

    Choosing ABM accounts based on gut or table stakes profiling – like firmographics – isn’t enough anymore. Successful ABM comes down to discovering your TAM, building profiles at the person, account, and buying center levels, and then comparing them against your ICP in order to focus your time and effort on the accounts most likely […]

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  • 5 Ways to Use Intent Data for Sales and Marketing


    leadspace b2b customer data platform

    B2B Marketing and Sales leaders are constantly looking for the next innovative method to give them a competitive edge—particularly in driving revenue for their business. If you work in sales or marketing, there probably hasn’t been a day where you have not heard about implementing or operationalizing intent data to target and engage your prospects […]

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  • What is Enterprise Profiling?


    Leadspace customer data platform

    As B2B marketers, our goal is to deliver effective campaigns targeted at the best opportunities that exist within our Total Addressable Market (TAM) – at the lowest possible cost. This means identifying your TAM, developing your Ideal Customer Profile (ICP), and comparing your ICP throughout your TAM to determine which opportunities to focus on, then […]

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  • Managing B2B Profiles for Full Funnel Optimization


    leadspace customer data platform

    As B2B marketers, our goal is to deliver effective campaigns targeted at the best opportunities that exist within our Total Addressable Market (TAM). Of course, this means identifying your TAM is the first step. The following steps are – developing your Ideal Customer Profile (ICP), comparing your ICP throughout your TAM to determine which opportunities […]

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  • Martech Interview with Amnon Mishor, Founder and CTO, Leadspace


    Interview with Amnon Mishor

    Leadspace Founder and CTO, Amnon Mishor sheds light on how technology is upgrading the marketing sector and how they are preparing for an AI-Centric world. AI can dramatically improve the world we live in, and we have to shift the general paradigm to that, which requires education and scientific thinking. 1. Tell us about your […]

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  • Moving Beyond Demand & ABM With B2B Customer Data Platforms


    Customer data platform, leadspace, account based marketing

    In this increasingly complex and dynamic B2B marketing environment, marketers are struggling to keep up with legacy demand and ABM strategies. Cutthroat competition and advancements in AI technologies are driving the need for B2B marketers to take full advantage of any and all tools available to stay one step ahead of their competitors. This means […]

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  • Arming Your Team for the Future of B2B Marketing


    Leadspace customer data platform

    In a recent report, The Future of B2B Marketing, Forrester indicated that B2B marketers are going to need to step up their game to meet marketing’s new challenges. Significant changes in buyer behavior, evolving business models, and technological advances in conjunction with a global pandemic are forcing an evolution in B2B marketing from—changing corporate purpose, […]

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  • What is the Difference Between B2B CDPs and B2C CDPs?


    Leadspace B2B CDP, customer data platform

    With ninety percent of companies either evaluating or deploying a CDP, the question comes up as to the difference between a B2B CDP and B2C CDP. In a recent BrightTalk webinar, Amish Sheth (Leadspace VP, Solution Engineering) explored the capabilities and differences between a business-to-business customer data platform and a business-to-consumer customer data platform. What […]

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  • Taking the Guesswork Out of Sales & Marketing


    Leadspace B2B customer data platform

    It’s always that time of year – in sales and marketing we’re always starting a new quarter, ending a new quarter, trying to create demand for the following year or just planning. We always want to start strong and grow better. Let’s assume you start strong. But how do you grow better? How do you […]

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  • Optimizing Account Hierarchy with Leadspace’s Lead-to-Account Matching Maximizes Sales & Marketing Efficiency


    Leadspace b2b customer data platform

    Lead-to-Account Matching is an often overlooked capability of Customer Data Platforms. Depending upon volume, routing complexity, and the response time required in your GTM system, seemingly small errors in your pipeline can snowball into serious distractions and missed opportunities. Accurate lead-to-account matching is critical to response times in today’s GTM funnel.  It provides a clearer […]

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  • 200 Marketers Survey Says…


    Leadspace b2b cdp, customer data platform

    As we all know, great Marketing is the right balance of art and science. This week let’s take a look at how to use marketing science to free up time for marketing art.  Last week, Leadspace participated in the GDS Summit event along with roughly 200 marketing executives to explore how technology is changing the […]

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  • Revenue by Design: Creating Closeable Inbound Lead Flow


    leadspace b2b customer data platform

    As a leader in the Forrester Wave, Leadspace is fortunate enough to meet with hundreds of companies every quarter who are looking to tackle sales & marketing challenges. Typically, the challenges fall into 4 categories – profiling, targeting, campaigning, and closing. Let’s take a look at one of the most interesting customer use cases with […]

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  • Revenue by Design: Grow Better in 90 days or Less


    leadspace b2b customer data platform

    Why is it that Forrester Research finds that 90% of B2B companies are either implementing or looking to implement a CDP? This is an astonishing statistic. It’s surprising because most people question themselves with respect to what a Customer Data Platform (CDP) really is and whether they could describe it to their colleagues. Here are […]

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  • How to Choose a B2B Customer Data Platform. Walking the Walk Through Our Execution Roadmap.


    leadspace, b2b customer data platform

    Keeping your word is arguably one of the most accurate measures of integrity and gives insight into the level of trust someone can put in you – the same goes for companies. However, when it comes to companies, especially within the B2B technology industry, carrying out a plan to deliver a promise and meet customer […]

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  • How to Choose a B2B Customer Data Platform. Is your Market Strategy Aligned with Your CDP’s?


    leadspace, b2b, customer data platform

    Market strategy is always an interesting topic to me as a product and go-to-market professional. Most often I think about it from the point of view of the company strategy rather than from the perspective of the customer. After all, it’s about how your company penetrates a market right? The phrases “actions speak louder than […]

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  • How to Choose a B2B Customer Data Platform. Our Vision is All About Enabling Your Mission


    Leadspace B2B customer data platform

    A platform vision starts with the scope of the company, the product itself and the ecosystem that is built to enable a thriving market. It’s a description of the essence of the product: what are the problems it is solving, for whom, and why now is the right time to build it. A Product vision […]

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  • How to Choose a B2B Customer Data Platform. Boost Sales & Marketing Op. Efficiency with Seamless Application Integration.


    leadspace, b2b customer data platform

    Marketing & sales operations systems are multifaceted, occupying across databases, channels and applications. Odds are that your team is using dozens of applications, each requiring different operational parameters. This brings us back to the challenges of leveraging siloed data and sharing scores and updated profiles in applications like CRM, bots, etc. While both are cumbersome […]

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  • How to Choose a B2B Customer Data Platform. Know Your GTM Metrics & Data Inside & Out.


    b2b customer data platform, Leadspace

    Low conversion rates from campaigns, high email bounce rates, and poor pipeline velocity are symptoms of a bigger problem – poor data health. Inaccurate, inconsistent, missing, or incomplete data can all negatively impact your bottom line and muddle most other sales and marketing metrics you are trying to optimize. Being able to evaluate your data’s […]

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  • How to Choose a B2B Customer Data Platform. Achieving Actionable Insights with CDP Decisioning.


    Leadspace, b2b cdp, better decisions

    Over the last few blogs, we have moved through the process of building out and fueling your CDP, but how do you analyze high-volume data to derive and prioritize those most actionable insights to accelerate business outcome and maximize ROI? How do you determine your next best action? Which segments should you focus on? Which […]

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  • How to Choose a B2B Customer Data Platform. Better Segments. Better Activation. Better Decisions.


    Leadspace Customer data platform, b2b cdp, marketing technology

    In the last three blogs in this series, we discussed how to get your data together to fuel great buyer profiles and then how to use AI/ML-driven identity resolution to match incoming leads and changing buying signals with each of the profiles. Now let’s look at how to turn those profiles into actionable segments to […]

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  • How to Choose a B2B Customer Data Platform. Achieving Better Unified Buyer Profiles.


    Leadspace Customer data platform, b2b cdp, marketing technology

    In the last two blogs we’ve discussed how to get the best data together to drive complete, accurate and easily managed buyer profiles. Sales & Marketing teams know that targeting customers with incomplete and siloed data is tricky at best. Having a single, comprehensive view of your customer’s data in one place makes targeting the […]

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  • Stop creating self-fulfilling prophecies: How to apply AI to small data problems


    leadspace, customer data platform

    Over the past decade or so, the digital revolution has given us a surplus of data. This is exciting for a number of reasons, but mostly in terms of how AI will be able to further revolutionize the enterprise. However, in the world of B2B — the industry I’m deeply involved in — we are still experiencing a […]

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  • How to Choose a B2B Customer Data Platform. Better Data Sources mean Better Decisions.


    Leadspace Customer data platform, b2b cdp, marketing technology

    As we all know, buying signals come in many shapes and from many sources.  In last week’s blog we discussed how to bring them all together to create buyer profiles at the account, buying center and contact level. Now let’s look at how to practically source all of this data easily while understanding how you can […]

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  • How to Choose a B2B Customer Data Platform. Better Data Integration means Better Decisions.


    Leadspace Customer data platform, b2b cdp, marketing technology

    Complete buyer profiles at the account, buying center and contact level are critical. This starts with leveraging your ongoing 1st party data with a variety of 3rd party data to create profiles (or a full buyer data graph) — combining what you know about the customer with what the world knows about the customer — […]

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  • Forrester Says the Need for More and Better Data Is Driving CDP Adoption


    Point cloud graphic

    What’s new in Forrester: New-Tech Customer Data Platforms, Q3 2021 It’s been over two years since Forrester last published the Forrester New Wave™: B2B Customer Data Platforms, and a lot has happened since then. At the end of last month, the newest version of The Forrester New Tech: Customer Data Platforms, Q3 2021 was released. […]

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  • Delivering on the M&A Growth Promise: A CDP Can Help You Beat the Odds


    Leadspace Customer data platform, b2b cdp, marketing technology

    M&A on the rise As a viable growth strategy, there’s often an uptick in M&A after events like the 2008 recession. This looks to be ringing true as the U.S. economy rebounds from COVID-19. M&A activity set records for the first half of 2021 with deal counts up 19% from 2020 (Refinitiv). And things don’t […]

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  • From Customer Data to Customer Intelligence: The Evolution of the B2B CDP


    Leadspace Customer data platform, b2b cdp, marketing technology

    If you’ve read more than a handful of marketing blogs, you’ve likely come across the phrase “a 360-degree view of the customer.” That’s the ideal for every marketer and sales rep, right? The more you know about your customers, the more likely you are to use your time and effort wisely when engaging those customers. […]

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  • 7 B2B Lead Scoring Best Practices for 2021


    Hand turning dial from traditional method to predictive method

    Generating a ton of leads for your B2B company seems great…until you realize that those leads aren’t turning into opportunities at rates anywhere near where they should be.  This is a common issue B2B companies have been battling for a while now. Almost a decade ago, Marketing Sherpa’s B2B Marketing Benchmark Report revealed that 61% of […]

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  • Is Your MarTech Stack Hindering Your B2B Growth?


    Leadspace Customer data platform, b2b cdp

    What do most B2B marketers do when building their first martech stack? Odds are, they begin with a Google search and end up with a dozen open tabs for the solutions they’re considering. Martech tools, after all, abound. In fact, according to ChiefMartec.com, in 2020, there are over 8,000 martech solutions available, a figure that has grown […]

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  • B2B Segmentation vs. B2C Segmentation: A Look at the Differences


    Person moving figurines on table

    What’s the difference between marketing for a B2B company and a B2C company?  While some might argue that the lines are blurring, we think there are still some key differences.  One thing that sets the two apart is in the way you approach your target audience. B2C businesses tend to focus on appealing to their […]

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  • How to Choose a Data Unification Platform


    Leadspace Customer data platform, b2b cdp, marketing technology

    Data for businesses in 2020 is like gold was in the Wild West of the 19th century. It’s the lifeblood of the biz-economy, and folks will do (almost) anything to get their hands on it.  Now that the data gold rush is well established, data is easier to come by. However, businesses now have to learn how […]

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  • Look-Alike Modeling: The B2B Marketer’s Secret Weapon


    b2b customer data platform, Leadspace

    It’s 2020 — are you excited about building your next target accounts list?  Probably not.  It’s true you want to expand your current list of accounts, but you’re likely not looking forward to going through the slow, manual process of finding and handpicking who to target.  Unfortunately, this is the sad truth for too many B2B […]

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  • How to Use Intent Signals: 4 B2B Marketing Tips


    What if there was a way your sales team could be notified when an account was ready to be pitched your product or service? It sounds too good to be true, so it probably is…right? Not exactly. There are already B2B companies boosting their revenue with timely targeting. And it’s all thanks to intent signals. […]

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  • How to Use ICPs and Buyer Personas for Sophisticated Segmentation


    Animated people standing in the form of a peace symbol

    You created an ideal customer profile — what next? If you’re like most businesses, you’re using ICPs to develop your marketing campaigns.  The issue with this is that your data may be incomplete. Because of this, your campaigns are bound to struggle (or even fail).  Let’s take a look at what you can do to […]

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  • 5 Ways to Handle Customer and Market Segmentation Like a Pro


    Hand holding a magnifying glass looking at figurines of people

    Marketers who use market segmentation are seeing a 760 percent increase in revenue. What’s stopping you from seeing similar results? If you’re not already using market segmentation techniques and would like to, then make sure you’re doing it the right way. You can use segmentation to improve your email campaigns, ads, and even your blog content. In this guide, […]

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  • 6 Ways to Make Your Data Analysis More Reliable


    Looking out large windows on to a city skyline

    In recent years, big data has exploded, and big data analytics are now more accessible and of higher quality than ever before. This has led to a scrambling among business owners to improve their own data collection and analysis. There are a lot of tactics you can implement to improve data quality and achieve greater […]

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  • 7 Best Practices for Effective Data Management in 2019


    A hand touching a touchscreen

    As digital marketing evolves, data management is becoming the backbone of a good online marketing strategy. Having clean, quality, reliable data that gives strong insight into your customer data and behavior patterns is essential to creating marketing campaigns and automations that properly nurture your leads and turn them into buying customers. To ensure your company’s data […]

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  • Marketing Effectiveness: What It Is and 4 Ways to Measure It


    A person sitting at a table looking at charts

    Marketing effectiveness is measured by how well a company’s marketing strategies increase its revenue while decreasing its costs of customer acquisition. You will always win the day if your marketing continually lowers the costs of finding and winning business, while also increasing the value of that business. However, how does one go about measuring both […]

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  • The 5 Most Popular Methods of Segmentation for B2B


    A laptop with a "startup" slide on it

    Customer segmentation is powerful because it allows marketers to draw an accurate picture of their customers, group them according to similarities, and devise pinpointed messages to specific segments of their customer base. Inevitably, these messages are personalized and tailored, which results in a significantly higher number of conversions. But there is no one single way […]

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