B2B demand generation strategy for marketing teams

Post-Meeting Intelligence is a survey-based service that gathers unbiased feedback from prospects after your sales meetings. It’s available exclusively as an add-on to ViB Appointments. This service helps fill post-meeting data gaps, answering key questions like:

• Which product or service features resonated most with the prospect?
• How could the sales call have been improved?
• What hurdles might prevent closing the deal?
• What next steps align with the prospect’s pace and interest?
• Does the prospect have the budget for our solution?

ViB uses a pay-per-qualified-meeting-held pricing model—meaning you only pay for completed appointments with leads who fit your targeting criteria. Unlike fee-for-service providers, there’s no risk of paying for no-shows or getting stuck with a retainer fee for low meeting volume. You only pay for successful meetings. That’s part of our core values as a trusted demand generation partner—and we deliver on it through our unique community-based approach.

ViB Deal Intent does the qualification all for you — helping you skip the lengthy nurturing process. And with comprehensive deal intent at your fingertips, you can personalize your approach and enter conversations fully informed, increasing your chances of closing deals faster. In particular, if you’re a startup or have a smaller market presence, ViB Deal intent can help to uncover net new accounts and projects that you might not have been organically invited to, ultimately accelerating your prospecting efforts.

We’re glad you asked! Both of these solutions generate qualified sales leads and appointments, and tap into the same ViB Community. However, unlike ViB Appointments, ViB Deal Intent is a more mid to bottom-of-funnel sales lead generation service, as there are additional steps to confirm that the lead is in an active project, and to derive comprehensive deal intent. This enables a deeper level of personalization and produces valuable original data.

Here, deal intent refers to the valuable details that sales reps and leaders will need to close the deal. This includes details like:

• Timing: Where the lead is in the decision-making stage
• Personas: Their role and other stakeholders involved in the decision process
• Goals: Why they are investigating the solution
• Budget: How much they are willing to pay for a solution

ViB Deal intent provides explicit intent data from zero-party data sources. In other words, it’s really our process of generating pre-qualified business opportunity leads, and the results you get, that differentiate us from other B2B sales leads generation companies and intent data providers. Here’s how we’d sum it up:

1. Leads are self-verified to be in a confirmed project in your intent category, and in the next 6-12 months. In other words, they have told us that they are actively seeking solutions like yours.
2. There’s full consent. Every prospect delivered will have agreed to be contacted by solution providers like you! This means they’re more likely to be genuinely interested, and likely to convert into opportunities.

At ViB, we take pride in being more affordable and marketer-friendly than major B2B market research companies and analyst firms. For example, all surveys are 100% customizable to fit your sales and marketing objectives. Any data we produce is entirely yours to keep and repurpose to, so you can power your pipeline with thought leadership content. Our specialty is in IT market research, with a focus on the niche tech industry. With our tech-based ViB Community, we’re able to find respondents that meet your exact targeting requirements to be your research participants. And our favorite perk — our methodology is simpler and more efficient, so we don’t have to charge six-digit price tags like standard analyst firms and survey research companies.

We have lots to share! Check out our compilation of market research report examples, created by B2B tech marketers like you. Or you can download some of our highlights:

• Illumio: The State of Security Segmentation [with a bonus Evolution of Segmentation whitepaper]
• Snyk: Infrastructure as Code Security Insights
• Split: Feature Management and Experimentation
• Siemplify [Google]: The State of Remote Security Operations
• Softchoice: The State of Cloud Enabled AI

Typically, yes. Top tier firms like Garter and IDC can cost anywhere from $80,000-$250,000, while mid-tier firms charge $30,000-$60,000 for a report. That’s usually because of the cost of branding and a highly complex research process. Thankfully, there’s a much more affordable option — ViB Research — which sits around $17,500-$25,000. We’re able to tap into a ready community of high tech profiles that make up your targeted survey respondents. Plus, we offer a simplified but collaborative process with lead generation in mind. That’s how we transfer cost-savings to marketers who have so much to gain from conducting custom research.

B2B research goes a long way in contributing to higher quality and quantity of leads. For example, research gives you an in-depth understanding of your prospects’ needs and market trends, so you can create precisely targeted strategies that bring up your conversion rates. Plus, a single research study has massive repurposing potential. We’re talking over 10 assets created, and up to $5 million in pipeline. As for Qualtrics, it’s a versatile tool that allows you to design a range of quantitative and qualitative questions and supports many types of survey formats. Plus, it’s easy to edit and analyze findings, making it a great choice for our research needs.

We get it, choosing the best B2B content syndication services provider can feel like a maze. So let’s break it down. There are quite a few ways ViB Syndication stands out from other B2B content syndication platforms. For one, other platforms primarily use a native advertising model that targets a general audience of readers segmented by vague readership patterns like location, time, and browser type. Meanwhile, ViB’s audience is made up of tech end users who have opted in to receive content that matches their business needs. Each user is carefully targeted, using a range of B2B customer segmentation strategies like firmographics and psychographics (interests). Another key difference is our pricing model. With ViB, we follow a pay-per-qualified-download model. It’s a more specific type of pay-per-lead model, where you only pay for the leads that meet your criteria. This is different from other platforms that function more like ads and use a pay-per-click or pay-per-impression model. Our approach ensures that you get the most out of your investment and only pay for qualified leads that are actually interested in your content. No wasted clicks or impressions here! Lastly, paid content syndication vendors might require you to use complex bidding platforms, which could take some time to onboard. With ViB, we’ll simply need your asset, targeting criteria and lead goal, and we’ll handle the rest so you can focus on what you do best.

ViB Syndication uses a unique approach, where we generate leads from our community of tech end users. Essentially, our leads are members of our ViB Community, where they come to discover new tech and tell us about their interests and contact details. By using this community-based approach, we’re able to provide you with contact data that is self-verified and directly from the source (zero-party data). Our community members choose to receive content that aligns with their interests and business needs. Through ViB Syndication, we then promote your content to them until we reach your qualified lead guarantee. So rest assured, you’ll generate engaged and qualified leads who are genuinely interested in what you have to offer. It’s a win-win!

The benefits of B2B content syndication are endless. But the key is this: content is a big part of marketing, yet it isn’t always easy to get the right eyes on the valuable blogs, ebooks, webinars etc. that you make. In turn, content syndication services help you get assured leads from content.

Free content syndication requires you to pitch your content to relevant publications and websites, hoping they mention it, extract content, give you credit, or even place a backlink. You can also republish your content on sites you own, which counts as a free syndication strategy. Paid content syndication removes all that extra effort and “risk”, by having an external partner promote your content for a fee. Ps. you can also see more on the blog: Free vs. Paid Content Syndication — Which Works Best for B2B Tech Companies?

Outsourced sales development representatives (SDRs), sometimes called business development representatives (BDRs), need to pitch your brand and solution to prospective clients, and then manually qualify leads—a process that leaves room for error. Outsourcing to SDRs can be especially challenging for high-tech companies. Training often takes weeks, as SDRs need to understand complex solutions and communicate technical details accurately. This can be time-consuming and costly, increasing the risk of setting meetings with prospects who don’t understand your brand or solution. Common issues with outsourced SDRs include:

• Struggling to understand niche tech solutions and relay technical details
• Misrepresenting your brand
• Delivering leads that don’t match your targeting criteria or buyer personas
• Long onboarding and training timelines
• Fee-for-service pricing models that charge regardless of results

At ViB, we don’t rely on cold calling at all! Traditional B2B cold calling services gather contact data from various sources like company directories, business databases, trade shows, industry events, social media, and referrals. They may also buy or rent targeted lead lists from B2B data providers. Reps then use cold outreach to manually qualify prospects and set up meetings. ViB takes a different approach. Our community-based model taps into a network of millions of high-tech decision makers to source qualified, targeted prospects. We promote your solution on our community portal, where members voluntarily opt in to meet with you. Because they self-qualify—without any hard selling—they’re typically more interested, leading to higher conversion rates.

That’s the best part. Our contacts are self-verified, meaning they’ve given us their information voluntarily, and opted-in to receive emails that align with their interests and business needs. This zero-party data approach keeps our data accurate, relevant and compliant.

We’d love to have you hear from our customers! Check out our collection of customer stories here or on our Resources hub:

• Watch how OffSec consistently reaches a hyper-targeted audience
• Read how Datacore brought in 2,000 net-new names
• Read how Nutanix increased conversions and built pipeline

Quality and speed! We rely on our engaged ViB Community instead of public and possibly sketchy sources on the web that could contain non-compliant B2B data lists. Plus, instead of selling B2B contact lists, we take a white-glove approach to help you run each email campaign. This helps you skip all the steps around list cleaning, brand training, launching campaigns, and worrying about email sender domain reputation, which is a common concern when buying lead lists from B2B data providers. You’ll simply go straight to seeing engaged email leads.

We’re all about getting you the most qualified B2B contacts. We source our contact information directly from our ViB Community of tech professionals who have opted in to receive emails that match their interests or business.