Buying data has become almost inevitable for any business. Any company that has a defined goal they are working towards know that they shouldn’t spend time manually gathering data and doing research when such information is readily available. With so many big names in the data / lead generation market and loads of emerging ones, the judgement call has become tougher. The thing about making the wrong choice is, you wouldn’t know till you’re 2 months into a 12-month long contract. It’s quite tough to identify if a data provider is the perfect fit before signing the contract.There are a few things on your checklist which the provider should strike off before you sign the contract.
Sure, your lead list provider has data on over a zillion companies. But, how many of these companies fall under the geography you want to target? It’s good to know how many companies your data provider covers. But it’s nothing more than just a vanity metric. Not every geography has good coverage. They track, say, 20 attributes. But do they track it for all the companies in the geographies they promise?
There are a couple of things about the contacts provided and its quality that should be kept in mind:
Most data providers promise ‘news’ as a part of the data they provide. What kind of news do they provide? Is it insights or mere reporting of incidents after they happen? If something comes up on the news, it means it has already happened. Funding news generally comes out a month after the funding. You need to catch companies when the funding is just about to happen or before it does. You need insights. Not news. Check what kind of news they are offering.
Also, long tail news is more valuable than mainstream news. If you are selling fulfillment services to an eCommerce company, the news you find about them in SupplyChainBrain is more relevant than the one you’d find in WSJ.
See if your data provider also provides predictive analysis along with the data. Predictive analysis is always good!In conclusion, if George Orwell had to write about data, he’d have said “All data providers are equal but some are more equal than the others”. If you're selling to ecommerce or retail companies, PipeCandy is a better lead generation partner than most other sources, because we deliver attributes that are unique to these industries.
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