How To Evaluate A B2B Database Partner - A 5-Point Checklist

Technology | 3 minutes to read

07th Apr, 2020

The role of a B2B database provider has undergone a revamp in the last few years. It is no more limited to just sharing a B2B contact list but now vendors have extended set of services to help you in accomplishing your sales goals with their end-to-end prospecting solutions.

Backed by constant innovation, cutting edge technological tools and ammunition of analysis to help you identify the most conversion-worthy prospects, these vendors go that extra mile to ensure that the database is relevant, up-to-date and a perfect match for your requirement.

Despite the offering of all these benefits, it is still a common grievance amongst companies that they are not able to get the benefit from the outsourced database as they had anticipated. Why does that happen?

While a good database is of no use if it is not utilised properly, at times, the reason for such unmet expectations can also be the failure to appropriately assess the vendor (and thus make a poor choice).

Here’s a quick 5-point checklist to gauge the data quality of a B2B database vendor which will eventually define the quality of your leads:

1. Accuracy

Accurate B2B contact database refers to correct information and it is defined by the methodology of data collection as well as the authenticity of data sources. A reliable and confident vendor will allow you to check the sources and validation techniques beforehand.

2. Relevancy

Data is always prone to decay owing to the changes in people’s titles, company mergers etc. Constant validation of database along with the provision of timestamp upon each verification are few of the hallmarks of good database providers.

3. TAM Coverage

Instead of getting tricked by volume offering, it is wise to check the spectrum of coverage provided by the database vendor. A good database vendor provides a detailed database across firmographic and demographic attributes.

4. Completeness

If the profile doesn’t comprise details of complete outreach channels, such as direct dials, email addresses etc. then their usability level drops to zero for your sales representatives. Additional attribute provisions like employment history, mentions in the news etc. are added bonus.

5. Uniformity

Despite representing the same information, data can be expected to be keyed in varied formats (such as usage of abbreviations, etc.) which will create inconsistency in the system. A good database vendor would utilize normalization and segmentation techniques to keep such inconsistencies at bay.

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