sales intent signals

I posted analysis of one company in a Facebook growth hacks group and on my Linkedin wall. Both had great responses and people messaged me and asked me to post this daily. So I decided to make it a like a blog post and do analysis of 10 companies daily. This will have improvements going forward but its a start. Objective of this analysis is to identify “intent” opportunities or say find out when is the right time to reach out a company based on their recent activity and existing technology usage. If we can optimise our timings while reaching out to prospects half of the job is done. So let’s start.

Thoughtbot

Thoughtbot is a design and development consultancy company. They provided UI/UX design, Mobile app development and web development consultancy services. Thoughtbot is headquartered in Boston and has around 99 employees. Recent activity: Seed Funding round of 5.3 million USD on 27th December 2018. Leads narrative: Based on recent funding round, following requirements are expected to arise:-

1. Being an service company their growth depends on people and more or less linearly co-related to it. Thus there is expected hiring and focussing on technology and sales.  Staffing companies in these technologies and roles are expected to reach out to ThoughtBot.
2. Their sales model is high touch, has long sales cycle and is based on referrals and relations. Companies that can help them in identifying high value prospects in terms of sales development opportunities will have a good likelihood of converting ThoughtBot as their clients.
3. More people means more office space and thus commercial real estate or co-working spaces can reach out to ThoughtBot.
4. They are a multi city companies and thus solution providers for team communications, project management tools are more relevant to ThoughtBot.
5. Travel companies also have a chance as Thoughtbot is into service sector and so more need of travel, hospitality expenses.
6. Being a high touch sales, their major expenses will go in developing relationships. Events that fall into technology will have a chance for raising sponsorship from ThoughtBot.
7. Companies that services or product related to internships can also reach out as its a people driven organisation and they will tend to have interns based hiring approach.
8. SAAS products that fall into recruitment solutions can also reach out as they have lot of employees titled “senior technical recruiter” which means their key activities are optimising recruitment for themselves and their clients.

Expected Timeline: 15 days- 2 months for leads closures. How to reach out to this company: You can use our free email finder tool from here.

Studds Accessories

Studds Accessories is Helmet and bike accessories manufacturing company i.e consumer goods. Studds Accessories is headquartered in Faridabad, India and have around 121 employees. Recent activity: Private Equity Funding round of 14.2 million USD on 27th December 2018. Leads narrative: Based on recent funding round, following requirements are expected to arise:-

1. Being a manufacturing company and physical products company they will scale up their manufacturing operations. Any company that is in workforce solution provider for manufacturing sector should reach out to them.
2. They have a channel sales and dealer network for their sales. This dealer network is expected to grow in order to scale up sales. ERP Solution providers or channel sales SAAS products have a good shot here.
3. Transport and logistics companies should reach out to strengthen their relations with the company as more manufacturing and distribution routes will open up in coming months.
4. Biker communities and college communities can reach out to the company for doing experiential events and sponsorships.
5. Channel sales means having a strong ground force who will need GPS Solutions, retail optimisation solutions, travel and hospitality solutions and team communication solutions including telecom operators.
6. The distribution also entails having multi city presence and need of office solution that is in multi city. Companies like WeWork can reach out to Studds Accessories for doing a multi city deal for their channel sales team.
7. They dont have a online sales channel. Any company who can turn their web platform to ecommerce may reach out. Consumer good specially in small price range can be sold online and Studds Accessories may be thinking of making this happen via their own online sales channel.

Expected Timeline: 15 days- 2 months for leads closures. How to reach out to this company: You can use our free email finder tool from here.

ActivTrak

ActivTrak is a employee monitoring, productivity measurement and enterprise behaviour analytics SAAS solution provider. ActivTrak is headquartered in Dallas, Texas and have around 17 employees. They also have mobile app and use Intercom on their website. They run their own blog. Their sales channel include direct sales via their own website, SDR based sales, reseller sales and affiliate channels. Recent activity: Hiring for Search engine optimisation roles. Leads narrative: Based on recent hiring activity, following requirements are expected to arise:-

1. Their recent SEO hiring means the company is focussing on growth organic growth and willing to spend money on improving organic channels. A staffing company providing SEO hiring or a technology company providing SEO solutions can give a shot.
2. Their blog last article was written with a gap of 3 months which means their content marketing efforts are not fully optimised. A content writer or a SAAS solution in this space can reach out.
3. Their web traffic have gone down by 15% in last 4 months and thus there is a strong need of investment in bringing this traffic up. SAAS providers for monitoring traffic and optimising web growth or advertisers who can help them with growth can reach out.
4. Their mobile app have around 500 installs and was last updated on June 1st 2018. Software testing companies, mobile app optimisation companies can also reach out.
5. Strong need of SDR driven sales approach as they are targeting Enterprise accounts. Lead generation solution providers, SAAS tools can reach out if they specially focus on conversion driven sales lead generation.

Expected Timeline: 1 month- 2 months for leads closures. How to reach out to this company: You can use our free email finder tool from here.

Edge Telematics

Edge Telematics is an asset and fleet management solution provider. Its headquartered in Cape Town, South Africa and has around 12 employees. Recent activity: Upgrading their website. Leads narrative: Based on recent website upgradation, following requirements may arise:

1. Their web traffic is below 1000 per month. A very strong need of website growth via content marketing, organic growth via SEO and paid acquisition will arise.
2. They are investing in new website so chat bot or messenger solutions like Intercom, Drift can reach out as they don’t have any such solutions installed.
3. Their sales channel include demo based approach and outbound approach. Lead generation companies and channel sales companies can reach out to them.
4. They use Freshdesk as their support ticketing platform. So companies like Zendesk or other solution provider that gives them total solution including messenger can reach out.

Expected Timeline: 15 days- 2 months for leads closures. How to reach out to this company: You can use our free email finder tool from here.

ATD Homes

ATD Homes is a residential real estate company. ATD homes is headquartered in Derbyshire and have around 25 employees. Recent activity: Upgrading their website. Leads narrative: Based on recent website upgradation, following requirements may arise:

1. Their web traffic is below 2000 per month. A very strong need of website growth via content marketing, organic growth via SEO and paid acquisition will arise.
2. They are investing in new website so chat bot or messenger solutions like Intercom, Drift can reach out as they don’t have any such solutions installed.
3. They have a offline sales model so they are expected to hire more people as they have money to invest in growth now.
4. New website in pipeline for a construction company means they may have new project in hands and thus construction vendors like building material suppliers, construction software provider for project management can reach out.

Expected Timeline: 15 days- 2 months for leads closures. How to reach out to this company: You can use our free email finder tool from here. If you like this analysis then let me know by commenting below or share this with your sales folks and let them know how they can optimise their sales and reach out to right companies at right time. If you have any feedback on this analysis and want me to include anything or exclude anything that is not adding value then email me at nitin@easyleadz.com If you want to receive email alerts for this daily analysis then subscribe to my newsletter via this link. Happy selling and a very happy new year to all of you.