Resource

BAO Opportunity Identification (OppID™)

April 23, 2019

Your Best Prospects, Identified by the Exact Account Insights and Buyer Signals that Matter to Your Organization.

There’s a lot of prospect data out there designed to identify qualified prospects. Unfortunately, information that is customized to your sales and marketing efforts, actionable, and live-validated by phone is a lot harder to come by.

As a result, you have data points,but you don’t have a clear picture of your target market, where the real opportunities are, and how best to capture them. BAO’s Opportunity Identification (OppID™) service delivers your best prospects, identified by the exact account insights and buyer signals that matter to your organization.

BAO Opportunity Identification (OppID)It’s highly customized intelligence that enables you to fuel sales and marketing success, whether you’re looking to execute account-based marketing programs, identify the competition’s vulnerable accounts, or generate leads to enable a sales or businesses development team.

The Numbers Don't Lie

  • 21 years in the industry
  • 239,000+ OppIDs completed to date
  • 34,200+ Account-based marketing insights identified

What You Gain

BAO’s OppID™ provides you an in-depth, real-time, segmented view of your market with intelligence that gives your sales and marketing efforts a competitive edge. You get account-based insights like:

  • TECHNOLOGY STACK 
    and the make-up of the organization’s IT infrastructure
  • TRIGGER EVENTS 
    such as contract expirations
  • PAINS AND CHALLENGES 
    that led the prospect to consider a new solution
  • COMPETITORS INSTALLED 
    and satisfaction with that solution
  • WHO WILL OWN/INFLUENCE THE DEAL 
    and when buyers are planning to make a purchase

Best-in-class marketing and sales leaders know that custom insights are a powerful tool for driving better results. We always encourage our clients to invest in finding the most specific insights possible about their target buyers, because the more customized the insights, the greater the competitive advantage they provide. In the end, the more you know about those you are trying to influence -their technology landscape, initiatives, pains and challenges - the more equipped you will be to drive better opportunities.

- Alisa Groocock, Research Director at Forrester

How It Works

  1. STRATEGY:
    We work with you to define the list of accounts you want to target, and then develop a custom profile designed to capture specific account-by-account intelligence that’s relevant to your business.
  2. ACCOUNT-BASED RESEARCH:
    Then our team of highly experienced and professional Market Research Specialists (MRS) goes to work, calling into the organizations and conducting live interviews with key influencers and decision-makers.
  3. SEGMENTATION AND DELIVERY:
    With every OppID™ engagement you get an in-depth, real-time, segmented view of your market. And it’s fast. You get this critical insight in days or weeks, not months.

Valuable Intelligence For Sales and Marketing

Empower Competitive Displacement:
Be at the right place, at the right time, with the right message to unseat the competition.

Fuel Account-based Marketing (ABM):
Understand details of target accounts to craft highly customized messages and programs.

Generate Qualified Leads:
Give your sales development teams leads with real revenue potential.

Inform Content Marketing:
Develop content based on the topics your target market cares most about and the questions they need answered.

Improve lead nurturing:
Place longer-term opportunities in relevant nurture streams with better targeted messaging.

Opportunity Identification Delivers Custom, Relevant, and Timely Insights

Opportunity Identification goes beyond simply identifying active initiatives. We provide you with actionable intelligence about your prospects, including insight into the current state of their IT infrastructure, specific trigger events like contract expirations, the pains and challenges they are experiencing, the competitive products that are installed, and who will own the deal. It’s insight that enables you to strategically execute account-based marketing programs to unique segments, increasing your ability to win deals. With OppID, you get data that’s:

  • CUSTOM Gathered specifically for your solutions and value propositions
  • LIVE-CONFIRMED via phone so it’s current, not pulled from a stale database
  • DETAILED and unavailable to your competitors
  • SEGMENTED so you can prioritize sales and marketing efforts more effectively
  • INFORMATIVE with context about the prospect’s needs, environment, and buying process
  • ACTIONABLE to arm reps with valuable insight to have highly targeted sales conversations