premium services

Close more deals, faster.

Gain new insight into which accounts are ready to buy and what they’re searching for with Account Profiling

Account Profiling provides insight into which customers and prospects are ‘in-market’ so your team can target the right account at the right time.

Combining powerful enterprise-level intent data with your subscriber’s campaign and sales history, we are able to provide a calculated score that indicates the likelihood of an account to make a purchase.

*Currently only available to partners on premium programs.

Key benefits

Save time & money

Become more efficient in your time allocation, and effective in your messaging, to help accelerate the decision-making process.

Have more informed conversations

See which topics your accounts are researching and engaging with for more informed conversations.

Know when to engage your accounts

See the sales-readiness of matched accounts so you can engage at the right time.

The buying committee is expanding

Sales teams can no longer engage with just one decision maker but must engage with a group of buyers to complete a sale.

For a complex B2B solution, this can involve an average of 7 decision makers‚ each armed with four or five pieces of information they’ve gathered independently.

We do all the hard work

We match your subscriber’s engagement and sales history with their anonymous browse and search data to provide an account score indicating the likelihood they will make a purchase.

How it works

Login to Insights Hub

Your Extu representative will trigger an invite to you and your sales reps to login to Insights Hub. 

When you receive the invite, simply login with your LinkedIn or Google credentials. 

Alternatively, you can login with an email and password. Make sure to verify your email address once if you choose this option.

This service is currently only available for premium programs.

View and sort results

Select ‘Account Profiling’ then ‘Results’ on the left navigation bar to see a prioritized list of your accounts with the most timely opportunities at the top.

The higher the score, the higher the likelihood that your team will be able to transact a sale with the company.

You can also filter for a specific domain using the search function, or select certain Intent Category Topics.  Flag important accounts by marking them as favorites.

Follow the recommended actions

The recommended actions have been determined based on the timeliness and importance of the opportunity.

BANT leads are the most time-sensitive and should be actioned immediately.

Intent Signals should be next to action as this indicates that your account is likely to be ‘in-market’.

See our Account Profiling Overview for more details.

Review the details

We recommend that you spend some time reviewing the account details to see if there is a trend in engagement topics.

Each account shows a summary of the top 5:

  • Intent signals
  • Matched subscriber & their most recent leads
  • Matched subscribers & their most recent campaign engagement
  • Most recent sales reported

Click into each category tab to view the full details.

Pro Tip: Remember not to directly call out the intent signals on your calls with customers, only leads. See our Intent Follow Up Guide.

Frequently Asked Questions

What’s the difference between a lead score and an account score?

While Lead Scoring ranks contacts in order based on their likelihood to become a customer, Account Scoring focuses on the organizations’ likelihood to become a customer.

How are account scores ranked?

Accounts are scored from zero to 100. Zero implies no one at that company has indicated they are ‘in-market’.  100 indicates that there are multiple leads from one company that is ‘in-market’ and they are likely to buy. 

Account Scores combine campaign engagements, recent leads, sales history, and intent signals to inform it’s domain level score. 

How does this service protect user privacy?

To protect user privacy, Extu’s policies mandate that no data be passed to Extu from our intent data provider that Extu could use or recognize as personally identifiable information (PII).  As a result, our insights to you are only matched and provided at a company (not individual) level.

Is there a cost to use this service?

No, as with all Extu services, your vendor has funded your access to Account Profiling. 

Should I follow up on accounts with scores less than 50?

Yes, your team should follow up on all account opportunities, but it’s important for your team to remember where the account is in their buying journey and set the right expectations. 

See our Account Profiling Overview for recommended next best actions. 

What is intent data?

Intent data is behavioral information collected about an individual’s online activities like keywords in a search engine or visit to a website.

Intent data can be anonymous, meaning there’s no name associated with the record, or it can be known, meaning the individual has filled out a form and has provided their name and contact information.

How are Intent Signals collected?

Our intent data provider collects the anonymous online behaviors of millions of internet users worldwide. These ‘digital footprints’ include keywords searched, websites visited and content topics viewed, which over time forms a pattern of behavior that can be used to infer intent to purchase at an account level.

See our Intent Signals Overview for more details.

Am I eligible for Account Profiling?

Account Profiling and Intent Signal Services are currently only available to partners on premium programs.

Partners eligible for this service will receive an invite from their Extu rep to join. Participation to use this service is determined and funded by your sponsor.

Partners selected to use this service typically have shown high program engagement and regularly share closed sales.

If you are interested in learning more about the service and if you qualify, please contact your Extu representative via the form below.