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10 Benefits to Mapping Hierarchies Across Your Buyer Data
B2B Hierarchy Data
If you’re part of a sales or marketing team, then you’re used to leveraging numerous systems full of people, company and account-level data in an attempt to decide where to focus your resources and effort – but how many of you have hierarchies mapped so that you can explore how your profiles for people and companies connect to each other? Can you look at a company’s profile in your system, then click your way through to that company’s global ultimate, subsidiaries, divisions, employees or buying groups? Do you know who people report to? The parent/child relationships in their corporate family? Can you identify who the decision-makers, influencers and end-users are?
Most sales and marketing teams can’t easily determine any of those invaluable insights because they don’t have hierarchies effectively mapped across their TAM within their CRM and marketing automation systems. That’s unfortunate because understanding hierarchies across your buyer data can provide several significant benefits, especially in enhancing business operations, customer relationships and strategic decision-making. Here are 10 business capabilities that are particularly enhanced by having hierarchies mapped across your buyer data:
Segmentation
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