Enterprise B2B companies often work with 6 to 12 different data vendors across departments – from marketing and sales to operations and analytics. While this patchwork approach may seem comprehensive, it often results in duplicated records, conflicting data, inconsistent scoring models, and costly operational inefficiencies.
Consolidating vendors simplifies your tech stack, improves data consistency, and reduces wasted spend. More importantly, it creates a single source of truth that enables better lead routing, more accurate segmentation, and stronger alignment between teams. Fewer vendors means fewer gaps – and faster, more confident go-to-market execution.
B2B sales and marketing success is increasingly driven by the quality, accuracy, and actionability of your data. And if your current data vendor isn’t delivering, you’re likely wasting budget, missing high-fit leads, and slowing your pipeline.
But switching data vendors isn’t just about finding a new source of contact information – it’s about aligning your entire go-to-market engine around better, faster, and smarter data. Before you make the move, here are 10 things you must consider.
1. Data Quality and Accuracy
This should be non-negotiable. Poor-quality data leads to poor decisions – bad leads, low engagement, wasted spend, and lower win rates. When evaluating a new vendor, request a data sample and compare match rates, fill rates, and accuracy across key fields like company name, title, email, industry, employee size, revenue, and more.
Look for: Multi-source verification, enrichment freshness, and error rates.
2. Coverage Across Your TAM
Does the vendor cover the full scope of your Total Addressable Market (TAM)? You’ll want confidence that they can provide deep coverage across the industries, company sizes, geographies, and personas you care about. Too often, vendors overpromise and underdeliver – especially in niche verticals or certain regions.
Look for: Net-new coverage reports, geo/persona breakdowns, and account discovery capabilities.
3. Real-Time Enrichment and Sync
In today’s dynamic market, data can’t sit static. You need real-time enrichment that updates your records as people and companies change. Whether for inbound leads or outbound campaigns, having current data is critical to performance.
Look for: Real-time syncs with Salesforce, Hubspot, Marketo, and APIs that support on-demand enrichment.
4. Identity Resolution & Hierarchy Mapping
Your leads are only valuable if you know who they are and how they connect to broader account structures. Without identity resolution, duplicates pile up and buying groups stay hidden. Without hierarchy mapping, you end up targeting the wrong division or missing global expansion opportunities.
Look for: Automated hierarchy mapping, parent/child resolution, and buying group identification.
5. Lead-to-Account Matching Capabilities
With anonymous form fills and webmail addresses becoming more common, your ability to accurately match inbound leads to accounts is critical. A good data vendor should help you match, enrich, and route leads instantly – so no opportunity gets lost in the shuffle.
Look for: Match rates, SLA benchmarks, and integration with routing logic.
6. AI & Scoring Models
AI-driven prioritization is essential to modern GTM success. Ask whether the vendor provides scoring models based on your historical win data – including Fit/propensity, Intent, Persona, Lookalike, etc. These scores help you focus sales and marketing efforts on the accounts that are most likely to convert.
Look for: Custom scoring models, dynamic segmentation, and integration into lead scoring workflows.
7. Integration With Your Tech Stack
Even the best data won’t help if it lives in a silo. Ensure the vendor integrates natively with your existing tools – like Salesforce, Microsoft Dynamics, Marketo, Eloqua, Salesloft, or Hubspot – and supports seamless workflows across systems.
Look for: Plug-and-play connectors, API availability, and integration health monitoring.
8. Data Governance and Compliance
Data privacy isn’t optional – it’s a risk management necessity. Your new vendor should be fully compliant with GDPR, CCPA, and other regulations. Beyond legal, make sure they have clear sourcing policies and security practices you can trust.
Look for: Compliance documentation, data sourcing transparency, and privacy certifications.
9. Support, Onboarding & Flexibility
Switching vendors is a change management exercise. You need a partner who will guide you through the transition and tailor the implementation to your business goals. Ask about onboarding, dedicated support, and how they handle evolving business needs.
Look for: Customer success programs, onboarding timelines, and support SLAs.
10. Cost vs. Total Value
Don’t fall for a lower price tag that hides higher opportunity costs. Evaluate what the vendor enables – better targeting, cleaner pipelines, faster sales cycles, and increased conversions. It’s not about data cost – it’s about business impact.
Look for: Value metrics like pipeline lift, conversion rates, and sales productivity gains.
How Leadspace Checks Every Box
At Leadspace, we built our platform to solve all the above – not just as a vendor, but as your AI-powered data partner for revenue growth.
- Best-in-class data quality from 30+ embedded B2B sources
- Real-time enrichment and lead routing in <90 seconds
- Proprietary identity resolution and account hierarchy mapping
- AI scoring models for Fit, Intent, and Persona prioritization
- Deep integrations with Salesforce, Marketo, Hubspot, and more
- Proven success helping enterprises clean data, convert faster, and win smarter
If you’re considering switching vendors, it’s not just time for a new database – it’s time for a dynamic, connected data engine that drives pipeline and revenue.
Ready to see the difference? Contact us to learn how Leadspace can help you modernize your data foundation and go-to-market execution.
