{"id":14699,"date":"2022-08-24T18:30:22","date_gmt":"2022-08-24T18:30:22","guid":{"rendered":"https:\/\/commandcenter.netline.com\/?p=14699"},"modified":"2025-04-11T16:33:09","modified_gmt":"2025-04-11T16:33:09","slug":"how-to-discover-new-buyers-and-accounts-with-intentive","status":"publish","type":"post","link":"https:\/\/commandcenter.netline.com\/index.php\/2022\/08\/24\/how-to-discover-new-buyers-and-accounts-with-intentive\/","title":{"rendered":"How to Discover New Buyers and Accounts with INTENTIVE"},"content":{"rendered":"\r\n<p>In this article, we\u2019ll be walking you through how to Discover New Buyers and Accounts step by step.\u00a0\u00a0<\/p>\r\n\r\n\r\n\r\n<p>While INTENTIVE is a tool you can use at your own pace, we here at NetLine Command Center want to empower you with the tools necessary to accomplish your mission. This how-to is a great primer to get you started.\u00a0<\/p>\r\n\r\n\r\n\r\n<p>First, we\u2019ll start off with your intent topics.\u00a0\u00a0<\/p>\r\n\r\n\r\n\r\n<p><strong>Choose Your Intent Topics<\/strong>\u00a0<\/p>\r\n\r\n\r\n\r\n<ul>\r\n<li>When choosing <strong>Discover New Buyers and Accounts<\/strong>, you\u2019ll begin by choosing your topics first.\u00a0<br \/>Each Explorer allows you to select up to 25 specific topics. We suggest starting with 20-25 intent topics for your initial Explorer.\u00a0<br \/><br \/><\/li>\r\n<li>NOTE: Once you\u2019ve launched your Explorer, you can always go back and change the topics. These updates will be reflected within 24 hours. However, the full 90-day data lookback only applies to the initial list of topics selected.\u00a0<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<figure class=\"wp-block-image size-full\"><img loading=\"lazy\" decoding=\"async\" width=\"780\" height=\"395\" class=\"wp-image-14736\" src=\"https:\/\/commandcenter.netline.com\/wp-content\/uploads\/sites\/2\/2023\/08\/image-26.png\" alt=\"\" \/><\/figure>\r\n\r\n\r\n\r\n<p>&nbsp;<\/p>\r\n\r\n\r\n\r\n<p>Once you\u2019ve chosen your topics, you\u2019ll want to name your Explorer. We suggest naming it after a particular Explorer, which you can reference back to easily.\u00a0<\/p>\r\n\r\n\r\n\r\n<p>&nbsp;<\/p>\r\n\r\n\r\n\r\n<figure class=\"wp-block-image size-full\"><img loading=\"lazy\" decoding=\"async\" width=\"894\" height=\"458\" class=\"wp-image-14738\" src=\"https:\/\/commandcenter.netline.com\/wp-content\/uploads\/sites\/2\/2023\/08\/image-27.png\" alt=\"\" \/><\/figure>\r\n\r\n\r\n\r\n<p><br \/>Before moving on, INTENTIVE will ask you about your experience with intent data.\u00a0\u00a0<\/p>\r\n\r\n\r\n\r\n<p>You\u2019ll respond with one of the following options:\u00a0<\/p>\r\n\r\n\r\n\r\n<ul>\r\n<li>I have never used Intent data before.\u00a0<\/li>\r\n<li>I\u2019m new to NetLine, but I have used Intent data before.\u00a0<\/li>\r\n<li>NetLine fan, but new to NetLine\u2019s INTENTIVE product.\u00a0<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<figure class=\"wp-block-image size-full\"><img loading=\"lazy\" decoding=\"async\" width=\"641\" height=\"563\" class=\"wp-image-14714\" src=\"https:\/\/commandcenter.netline.com\/wp-content\/uploads\/sites\/2\/2023\/08\/image-14.png\" alt=\"\" \/><\/figure>\r\n\r\n\r\n\r\n<p><strong>Note<\/strong>: If you\u2019re currently using another intent solution, we suggest initially using your current intent topics. This will give you additional context into what INTENTIVE offers and how buyer-level intent data compares to the account-level intent data you\u2019ve historically used.\u00a0<\/p>\r\n\r\n\r\n\r\n<p><strong>What\u2019s the difference between Buyer and Account Intent Insights?<\/strong>\u00a0<\/p>\r\n\r\n\r\n\r\n<p>Before moving on to filters, let\u2019s discuss what you\u2019ll see inside the Explorer Dashboard.\u00a0<br \/>\u00a0<br \/>Once you have gotten to the dashboard, you\u2019ll notice two distinct graphs\u2014one for buyer intent and one for account intent. \u00a0<\/p>\r\n\r\n\r\n\r\n<figure class=\"wp-block-image size-full\"><img loading=\"lazy\" decoding=\"async\" width=\"841\" height=\"321\" class=\"wp-image-14715\" src=\"https:\/\/commandcenter.netline.com\/wp-content\/uploads\/sites\/2\/2023\/08\/image-15.png\" alt=\"\" \/><\/figure>\r\n\r\n\r\n\r\n<p><br \/>Here\u2019s what each graph represents:\u00a0<\/p>\r\n\r\n\r\n\r\n<ul>\r\n<li><strong>Buyer Intent Trendlines<\/strong>\u00a0<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<ul>\r\n<li>This graph reports on individual buyer activities within a given Explorer\u00a0<br \/>\u00a0<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<ul>\r\n<li><strong>Account Intent Insights<\/strong>\u00a0<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<ul>\r\n<li>This graph reports on the total amount of aggregated buyer activities across accounts within a specific Explorer\u00a0<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<p>For each chart, the Y-Axis indicates the sum of activities taken by either individual buyers or by accounts.\u00a0<\/p>\r\n\r\n\r\n\r\n<p>\u00a0<br \/><strong>Layer on Your Filters<\/strong>\u00a0<\/p>\r\n\r\n\r\n\r\n<p>In this step, we&#8217;ll layer on the filters. You\u2019ll notice immediately that you\u2019re now in your new INTENTIVE Explorer dashboard. (Congratulations!)\u00a0<\/p>\r\n\r\n\r\n\r\n<figure class=\"wp-block-image size-full\"><img loading=\"lazy\" decoding=\"async\" width=\"835\" height=\"419\" class=\"wp-image-14755\" src=\"https:\/\/commandcenter.netline.com\/wp-content\/uploads\/sites\/2\/2023\/08\/image-37.png\" alt=\"\" \/><\/figure>\r\n\r\n\r\n\r\n<p><br \/>To begin filtering, click on <strong>View data<\/strong> within the <strong>Total Accounts<\/strong> box on the right-hand side. The figure to the left of this button represents the total number of accounts expressing Intent identified by NetLine within the past 30 days. Using the drop-down next to the <strong>Filter Dashboard<\/strong> you can toggle views of your data between:\u00a0\u00a0<\/p>\r\n\r\n\r\n\r\n<ul>\r\n<li>Last 30 days\u00a0<\/li>\r\n<li>Last 7 days\u00a0<\/li>\r\n<li>This week\u00a0<\/li>\r\n<li>Last week\u00a0<\/li>\r\n<li>This month\u00a0<\/li>\r\n<li>Last month\u00a0<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<p>After clicking <strong>View data<\/strong>, you\u2019ll be brought to the <strong>Account Activity<\/strong> page.\u00a0\u00a0<\/p>\r\n\r\n\r\n\r\n<figure class=\"wp-block-image size-full\"><img loading=\"lazy\" decoding=\"async\" width=\"932\" height=\"473\" class=\"wp-image-14756\" src=\"https:\/\/commandcenter.netline.com\/wp-content\/uploads\/sites\/2\/2023\/08\/image-38.png\" alt=\"\" \/><\/figure>\r\n\r\n\r\n\r\n<p>Next, click <strong>Filter Activity <\/strong>followed by <strong>Add Filter<\/strong>. Here, under <strong>Select Filter<\/strong>, you\u2019ll find several different filtering options, which include:\u00a0<\/p>\r\n\r\n\r\n\r\n<ul>\r\n<li><strong>Topics\u00a0<\/strong>\u00a0\r\n<ul>\r\n<li>(Your selected Intent topics)\u00a0<\/li>\r\n<\/ul>\r\n<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<ul>\r\n<li><strong>Intent Score\u00a0<\/strong>\u00a0\r\n<ul>\r\n<li>Combined average score for all people engaged within a company)\u00a0<\/li>\r\n<\/ul>\r\n<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<ul>\r\n<li><strong>Activity Type\u00a0<\/strong>\u00a0\r\n<ul>\r\n<li>(Activity buyer has participated in showing intent)\u00a0<\/li>\r\n<\/ul>\r\n<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<ul>\r\n<li><strong>Job Area\u00a0<\/strong>\u00a0\r\n<ul>\r\n<li>(What type of discipline a buyer\u2019s work focuses on)\u00a0<\/li>\r\n<\/ul>\r\n<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<ul>\r\n<li><strong>Job Function\u00a0<\/strong>\u00a0\r\n<ul>\r\n<li>(What type of role the buyer has)\u00a0<\/li>\r\n<\/ul>\r\n<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<ul>\r\n<li><strong>Job Level\u00a0<\/strong>\u00a0\r\n<ul>\r\n<li>(Buyer&#8217;s level of seniority)\u00a0<\/li>\r\n<\/ul>\r\n<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<ul>\r\n<li><strong>Industry<\/strong>\u00a0\r\n<ul>\r\n<li>(The general industry of the company the buyer works for)\u00a0<\/li>\r\n<\/ul>\r\n<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<ul>\r\n<li><strong>Sub-Industry\u00a0<\/strong>\u00a0\r\n<ul>\r\n<li>(More narrow view of buyer\u2019s company\u2019s area of work)\u00a0<\/li>\r\n<\/ul>\r\n<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<ul>\r\n<li><strong>Company Size\u00a0<\/strong>\u00a0\r\n<ul>\r\n<li>(Number of Employees)\u00a0<\/li>\r\n<\/ul>\r\n<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<ul>\r\n<li><strong>Company Name<\/strong>\u00a0<\/li>\r\n<li><strong>Company Location<\/strong>\u00a0<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<figure class=\"wp-block-image size-full\"><img loading=\"lazy\" decoding=\"async\" width=\"932\" height=\"491\" class=\"wp-image-14742\" src=\"https:\/\/commandcenter.netline.com\/wp-content\/uploads\/sites\/2\/2023\/08\/image-30.png\" alt=\"\" \/><\/figure>\r\n\r\n\r\n\r\n<p><br \/>In this example, we\u2019ve chosen to begin with <strong>Company Location<\/strong>.\u00a0\u00a0<\/p>\r\n\r\n\r\n\r\n<p>In the dropdown menu to the right, you can select which Country you would like your filtering to include. For our purposes, we\u2019ve chosen <strong>UNITED KINGDOM<\/strong>.\u00a0<\/p>\r\n\r\n\r\n\r\n<figure class=\"wp-block-image size-full\"><img loading=\"lazy\" decoding=\"async\" width=\"913\" height=\"494\" class=\"wp-image-14744\" src=\"https:\/\/commandcenter.netline.com\/wp-content\/uploads\/sites\/2\/2023\/08\/image-31.png\" alt=\"\" \/><\/figure>\r\n\r\n\r\n\r\n<p><br \/>From here, choose to filter as much or as little as you\u2019d like. The steps for adding filters for Job Function, Job Level, Company Size, Intent Score, etc. remain the same.\u00a0<\/p>\r\n\r\n\r\n\r\n<ul>\r\n<li>Select your filter parameter using the dropdown on the left\u00a0\u00a0<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<ul>\r\n<li>Then, using the dropdown menu to the right, select which parameters matter most to you\u00a0<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<p>Once you\u2019ve selected your desired number of Filter Activities, your total Filter will look similar to the example below:\u00a0<\/p>\r\n\r\n\r\n\r\n<figure class=\"wp-block-image size-full\"><img loading=\"lazy\" decoding=\"async\" width=\"904\" height=\"454\" class=\"wp-image-14745\" src=\"https:\/\/commandcenter.netline.com\/wp-content\/uploads\/sites\/2\/2023\/08\/image-32.png\" alt=\"\" \/><\/figure>\r\n\r\n\r\n\r\n<p><br \/>Finally, you\u2019ll name your <strong>Filter <\/strong>and choose whether you\u2019d like to <strong>Activate Daily Email Alerts<\/strong>. Daily Email Alerts provides a daily update of the buyer-level activity that has occurred in the past 24 hours, meaning you\u2019ll always have the latest information INTENTIVE has discovered.\u00a0<\/p>\r\n\r\n\r\n\r\n<figure class=\"wp-block-image size-full\"><img loading=\"lazy\" decoding=\"async\" width=\"888\" height=\"444\" class=\"wp-image-14746\" src=\"https:\/\/commandcenter.netline.com\/wp-content\/uploads\/sites\/2\/2023\/08\/image-33.png\" alt=\"\" \/><\/figure>\r\n\r\n\r\n\r\n<p><br \/><strong>Filtering by Activity Type<\/strong>\u00a0<\/p>\r\n\r\n\r\n\r\n<p>After saving your filter, your Account Activity dashboard will look quite different. In this example, our original Explorer showed 4,000 accounts actively showing intent. After applying our chosen filters, this number is now down to 67.\u00a0<\/p>\r\n\r\n\r\n\r\n<figure class=\"wp-block-image size-full\"><img loading=\"lazy\" decoding=\"async\" width=\"929\" height=\"472\" class=\"wp-image-14758\" src=\"https:\/\/commandcenter.netline.com\/wp-content\/uploads\/sites\/2\/2023\/08\/image-39.png\" alt=\"\" \/><\/figure>\r\n\r\n\r\n\r\n<p><br \/>To isolate by <strong>Activity Type<\/strong>, click <strong>Filter Activity <\/strong>once again followed by <strong>Add Filter<\/strong>. Then, under <strong>Select Filter<\/strong>, select one or multiple Activities to include in your Account Activity view. You can also choose <strong>Select All<\/strong> and exclude specific Activities that are not relevant.\u00a0<\/p>\r\n\r\n\r\n\r\n<p>For instance, if you only want to see Webinars and\/or high-intent activities, you can go in and choose those and you will only be shown activity featuring those specific categories. Viewing real buyer behaviors (at the account-level) helps you understand what your ICP is consuming. Backed with this information, you now know the kind of content that&#8217;s going to engage those particular personas.\u00a0<\/p>\r\n\r\n\r\n\r\n<p>\u00a0<br \/><strong>Understanding Buyer-Level Activity<\/strong>\u00a0<\/p>\r\n\r\n\r\n\r\n<p>INTENTIVE\u2019s greatest strength can be found within its buyer-level intent data. To find it, click on <strong>View All Buyer Activity <\/strong>under the <strong>Action<\/strong> column on the far-right-hand side.\u00a0<\/p>\r\n\r\n\r\n\r\n<figure class=\"wp-block-image size-full\"><img loading=\"lazy\" decoding=\"async\" width=\"907\" height=\"460\" class=\"wp-image-14759\" src=\"https:\/\/commandcenter.netline.com\/wp-content\/uploads\/sites\/2\/2023\/08\/image-40.png\" alt=\"\" \/><\/figure>\r\n\r\n\r\n\r\n<p><br \/>What you\u2019ll see within this view is the activities of what&#8217;s available through our first-party network. Presently, this view only provides insight into <em>which<\/em> content is being consumed or <em>what <\/em>activities have occurred within NetLine and\/or Informa. (INTENTIVE does not offer visibility into whether the content consumed was yours or a competitor\u2019s at this time)\u00a0<\/p>\r\n\r\n\r\n\r\n<p>\u00a0<br \/>Once inside the <strong>Buyer Activity<\/strong> dashboard, you will be able to see specific activities associated with real buyers within a given account. Through this view, you will see an individual\u2019s:\u00a0<\/p>\r\n\r\n\r\n\r\n<ul>\r\n<li>Job Function\u00a0<\/li>\r\n<li>Job Level\u00a0<\/li>\r\n<li>Prospect Intent Score\u00a0<\/li>\r\n<li>Trending Topics\u00a0<\/li>\r\n<li>Activity Type\u00a0<\/li>\r\n<li>Activity Details\u00a0<\/li>\r\n<li>Activity Date\u00a0<\/li>\r\n<li>And have the ability to review their <strong>Buyer\u2019s Journey<\/strong>: a complete timeline of their online and offline actions \u00a0<br \/>\u00a0<br \/>\u00a0<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<figure class=\"wp-block-image size-full\"><img loading=\"lazy\" decoding=\"async\" width=\"851\" height=\"457\" class=\"wp-image-14749\" src=\"https:\/\/commandcenter.netline.com\/wp-content\/uploads\/sites\/2\/2023\/08\/image-36.png\" alt=\"\" \/><\/figure>\r\n\r\n\r\n\r\n<p>\u00a0<br \/><strong>Taking Action on INTENTIVE\u2019s Buyer-Level Insights<\/strong>\u00a0<\/p>\r\n\r\n\r\n\r\n<p>Now that you know how to discover new buyers and accounts with INTENTIVE, the next question is quite obvious: How do I put this information to work?\u00a0<br \/>\u00a0<br \/>INTENTIVE users can take the next step in actioning their data by connecting to the custom Salesforce app, INTENTIVE Insights.<\/p>\r\n\r\n\r\n\r\n<figure class=\"wp-block-image size-full\"><img loading=\"lazy\" decoding=\"async\" width=\"772\" height=\"540\" class=\"wp-image-14751\" src=\"https:\/\/commandcenter.netline.com\/wp-content\/uploads\/sites\/2\/2023\/08\/INTENTIVESFDC.png\" alt=\"\" \/><\/figure>\r\n\r\n\r\n\r\n<p>(Salesforce administrators will find step-by-step connection instructions in <a href=\"https:\/\/commandcenter.netline.com\/index.php\/2023\/08\/24\/how-to-connect-intentive-insights-to-salesforce\/\">this blog post<\/a>.)<\/p>\r\n\r\n\r\n\r\n<p>Once you have connected INTENTIVE to Salesforce, your sellers will have direct access to these buyer-level Insights for their accounts. Users will be able to toggle between different Explorers and view any data available for a given account.\u00a0<\/p>\r\n\r\n\r\n\r\n<p>For the best view, load the Intentive Insights app full screen and access your accounts from there.\u00a0<br \/>\u00a0<br \/>Export functionality is now available for paid subscribers on Buyer Activity, Account Activity, Buyer Activity Details pages, Account Activity Details pages, and Confirmed Projects pages. \u00a0<br \/>\u00a0<br \/>We will be adding more connectors and export options in the near future.\u00a0<\/p>\r\n\r\n\r\n\r\n<p>&nbsp;<\/p>\r\n\r\n\r\n\r\n<figure class=\"wp-block-image size-full\"><img loading=\"lazy\" decoding=\"async\" width=\"1600\" height=\"848\" class=\"wp-image-14725\" src=\"https:\/\/commandcenter.netline.com\/wp-content\/uploads\/sites\/2\/2023\/08\/image-25.png\" alt=\"\" \/><\/figure>\r\n\r\n\r\n\r\n<p>&nbsp;<\/p>\r\n\r\n\r\n\r\n<p>&nbsp;<\/p>\r\n","protected":false},"excerpt":{"rendered":"In this article, we\u2019ll be walking you through how to Discover New Buyers and Accounts step by step.\u00a0\u00a0 While INTENTIVE is a tool you can use at your own pace, we here at NetLine Command Center want to empower you&#8230;","protected":false},"author":4,"featured_media":14696,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[2,34,36,35,25,49,38,4],"tags":[],"_links":{"self":[{"href":"https:\/\/commandcenter.netline.com\/index.php\/wp-json\/wp\/v2\/posts\/14699"}],"collection":[{"href":"https:\/\/commandcenter.netline.com\/index.php\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/commandcenter.netline.com\/index.php\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/commandcenter.netline.com\/index.php\/wp-json\/wp\/v2\/users\/4"}],"replies":[{"embeddable":true,"href":"https:\/\/commandcenter.netline.com\/index.php\/wp-json\/wp\/v2\/comments?post=14699"}],"version-history":[{"count":15,"href":"https:\/\/commandcenter.netline.com\/index.php\/wp-json\/wp\/v2\/posts\/14699\/revisions"}],"predecessor-version":[{"id":14998,"href":"https:\/\/commandcenter.netline.com\/index.php\/wp-json\/wp\/v2\/posts\/14699\/revisions\/14998"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/commandcenter.netline.com\/index.php\/wp-json\/wp\/v2\/media\/14696"}],"wp:attachment":[{"href":"https:\/\/commandcenter.netline.com\/index.php\/wp-json\/wp\/v2\/media?parent=14699"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/commandcenter.netline.com\/index.php\/wp-json\/wp\/v2\/categories?post=14699"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/commandcenter.netline.com\/index.php\/wp-json\/wp\/v2\/tags?post=14699"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}