All you need is the right data
Savvy consumer marketers are known for their use of data-driven strategies to pinpoint their best customers and prospects. The task has been more challenging for B2B marketers—until now. Today, the availability of accurate, predictive business data is helping companies of all sizes target high-value commercial opportunities with the speed and precision of B2C programs.
Grow more by knowing more
B2C marketers have long used consumer purchasing behaviors derived from credit transactions to identify, model and grow their ideal customers. Comparable insights are now available to B2B marketers through the Cortera Credit Exchange, which combines commercial trade data with business firmographics and public records. This exclusive network provides participating businesses with unique, in-depth views into the financial health of private companies. The data captured includes company spend and payment behaviors across 20 million business locations, $1.4 trillion in B2B transactions and 45 supplier types.
With this type of on-demand access to deeper business intelligence, businesses can:
- Better understand commercial buying cycles, transactions across industries and impact of geographic locations
- Get daily alerts on financial operations such as expansions, M&A’s, bankruptcies and more
- Anticipate and address customer needs earlier by knowing what products and services are being purchased
- Proactively manage emerging opportunity and risk by recognizing when a customer’s business operations are ramping up, or scaling back
Tailor your audience and message
Personalization— something that B2C marketers typically do very well—is the number one B2B marketing trend for 2019, according to a recent Forbes article. This involves knowing more about a commercial customer’s goals and direction, financial trajectory, product consumption and more in order to drive tailored marketing content and strategies that actually motivate businesses to act.
Here too, the Cortera Credit Exchange can help. We offer highly-exclusive business insights that B2B marketers can use to intelligently segment commercial prospects and craft meaningful messages that address specific business needs. Companies can access hyper-relevant data such as year-over-year business growth trends, longitudinal payment behavior, loan capacity attributes, financial product buying scores, purchase behavior insights and more. These business-critical details can help marketers sharpen their messaging precision in order to:
- Boost B2B response rates
- Cross-sell and up-sell more effectively
- Strengthen and retain existing relationships with commercial customers
Score more businesses, win more customers
The personal FICO Score helps B2C marketers identify the “sweet spot” of score ranges where their highest-value customers reside. Business marketers can use the same approach with commercial customers; however, the trick is finding adequate credit information on private companies, because not all companies have a business credit profile.
For this, the Cortera Score is an ideal resource. Our score offers the commercial equivalent of a consumer credit score, with robust coverage of private businesses. Since our data is part of an exclusive trade credit data exchange program, the Cortera Score offers fresh, differentiated business insights that simply aren’t available anywhere else or through traditional sources. Marketing and sales leaders can access scores on an as-needed basis, or scores can be appended to existing customer files as a strategy for identifying and modeling high-value customers and prospects.
If you’re ready to take your B2B marketing and sales strategy to the next level, we can help.
For more information, call 855.667.8594 or request more information.