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How do our affiliates designate job titles?
Technology Advice:
Job Levels:
C-Level/President
VP
Director
Manager
Staff
Job Functions:
IT
Marketing
Sales
HR
Finance
Customer Service
Other
As well as offer an “open text” area
Infuse:
Manager +:
Information Technology
Infrastructure
Information Security
Engineering & Technical
Enterprise Architecture
Storage & Disaster Recovery
Security Architect Manager
Senior IT Architect
Individual Contributor +:
Security Architect
Security Analyst
Security Administrator
Cybersecurity Analyst
Director +:
IT Director
Director Threat Intelligence
Director IT Operations
C-Suite/VP:
CIO
CTO
CSO
CISO
VP Information Security
Chief Architect
Chief Security Architect
Chief Information Security Officer
Chief Technology Architect
Chief Enterprise Architect
Vice President Information Technology
How quickly do we receive the leads you provide?
Infuse: As far as submitting the leads we upload new leads for your campaigns daily, with each campaign receiving a new batch of leads approximately weekly. If you would like to increase the frequency of submissions for individual campaigns we can make that adjustment.
Technology Advice: During the campaign, our team also sends out email blasts on certain days so it helps align with our other programs running.
If the program is already up and running: We're able to send over leads as soon as they come through our QA team which typically comes in batches once a week.
** Our SLAs from campaign launch to first delivery is 10 business days since that is how much time it takes the affiliates to set up creatives, build lists, generate the leads, QA them, and get them ready for export.
Are you sending us leads with unique lead id’s?
Technology Advice: We have "PID's" which are our unique program IDs, but we don't give unique ID's per lead.
Infuse: We do not assign a specific ID to each lead.
What is your return policy?
Infuse:
According to our Return/Replacement guidelines we will replace leads returned within 30 days of submission that fail to meet the following criteria:
• Lead's business card information is correct and up-to-date
• Lead's contact information is correct (email address is valid, phone number is correct)
• Lead is with the company
• Lead meets all of the campaign parameters
Technology Advice:
Will replace leads for the following reasons:
Emails bounced
Lead is on the suppression list
Incorrect phone numbers or emails
Duplicate leads
Requested targeting sent to TA was not followed
False information (for example, the lead is no longer employed at the company)
If the requested number of replacement leads are not available, we will need to generate those replacements. As with any delivery, it could take up to 5 days to generate and deliver these leads.
Their return window is 5 Business days, but they are flexible with this window depending on the return reason!
What is your verification process?
Infuse:
We verify email addresses through multiple email validation tools to ensure they are valid at the time of delivery. A lead passes our verification process only if their email address is confirmed valid by 3 validation tools that are implemented on our end.
We also have a double verification system (Let'sVerify and manual check) that confirms the validity of each phone number. During this process phone numbers are verified via an automated calling system, which determines the validity of each number.
If the automated attempt was not successful, our verification specialists call the number and make sure it is working.
If the phone number is confirmed invalid, the lead does not pass the verification process so it is disqualified & is not delivered.
During our verification process we confirm the following:
Lead's business card information is correct and up-to-date
Lead's contact information is correct (email address is valid, phone number is correct)
Lead is with the company
Lead meets all of the campaign parameters
Regarding the phone numbers, please be assured that we do verify all numbers as previously described. However, we cannot always guarantee Direct dials. We understand that the quality of the phone numbers is very important for you and your clients, and we do everything possible to provide the best available contact information for the leads we deliver.
I'm not sure how much information was passed along to you, so I'm sharing the phone number agreement in place with Peerspot & INFUSE.
We deliver at least 5-7% of top priority phone numbers (direct & mobile)
55% of high
and 40% of medium priority phone numbers.
Technology Advice:
For our email validation, we send a follow up "Thank you" email after the lead submits the form to make sure the address doesn't bounce, on top of our own software validation when it gets uploaded to our lead gen management system. With that said, bounces still may happen due to increasingly aggressive spam filters, server admins block specific keywords ("free", "Subscribe" etc), or blacklisted IP ranges. WIth these cases we are happy to replace those leads if the emails bounce.
Please see here for more: https://infogram.com/1pj62l0rdxjv0xu6j6prg0y9lmt6rn01v6?live
What are the types of estimates you can provide for us?
PS Intent - This is the baseline and the affiliate provides numbers solely based on our site’s intent
TAL - This will be a combination of your client’s TAL list plus the PS Intent (unless indicated otherwise)
WhiteSpace - this is one of our affiliates' third party intent data.
Bombora - Another one of our affiliate’s intent data
Targeting only - Is look-alike audience
What other types of leads do you currently offer?
Infuse:
Our current programs with Peerspot are all 1 Touch ABM campaigns which are considered Top of Funnel.
We have custom questions on many of these which can help drive them down a bit.
Layering our intent data or adding additional nurture could also be impactful.
We offer 2 Touch programs, Email Nurture, Targeted Display Nurture, Lookalike targeting & list creation, Content Creation, Lead Cascade, Buying Committee, Intent, Install Base, among other possible options.
Can you provide Lead’s home addresses?
Infuse:
Unfortunately, due to data privacy restrictions, we cannot require a lead to submit their home address. The leads we provide are B2B and the requirements governing this type of data are different than personal data privacy.
We can use include the address as a field on the landing page or supply individual lead contact information rather than the company headquarters location based on our database, but this would be their listed work location, not their home address.
I would also note that since the solutions being promoted are business related most contacts would be put off about the request for personal information, so it is not advisable for the brand to present itself this way.
Technology Advice:
Home addresses are not something we can guarantee. Most prospects use their business address - due to personal reasons. We would not have a way to guarantee/append with personal addresses. If the client can accept business addresses, we could certainly provide that.
Can you deliver leads based on Company HQ’s and not Lead’s actual location
Yes, we can definitely do that. Please just make sure it is specified on the order so we can add the instructions to the relevant campaign.
What are your conversion benchmarks?
Technology Advice:
3-5% end up with opportunities within the first 90 days.
Infuse:
A very general range of conversions from similar programs is 3-12%. Some clients do report higher levels of success with strategic follow-up routines in place. Please note the results are dependent on many factors and much of the information is not available to us since clients do not always share such details. These numbers may also change due to these factors. Some of the variables that impact the results are:
Average Sales Cycle
End client's lead nurture and marketing strategy
Lead's phase of the Buyer's Journey
Type of Business
Value of product/service
Brand awareness
Overall economic situation
Industry
What is the difference between LAL and Intent?
LAL (Look-a-like) and Intent are 2 separate options.
LAL means we create a target account list modeled after the accounts listed on your ABM. These accounts would meet all of the campaign requirements and be companies similar to those in the original ABM.
When we say Intent it means we have identified accounts surging in the specified Topic or "Category". If our Intent is used, then we are only targeting the accounts scoring in the required Topic/Category.
So when we combine these options we have an account list (LAL) that is modeled after your ABM, then filtered to only target accounts from that list that are indicating Intent within the required Topic/Category.
Our affiliate's internal processes is to have the Intent filtered LAL created when the delivery team provides approval to use LAL.
Are our Affiliates GDPR compliant?
Yes, our affiliates are GDPR compliant and offer double opt-in for DACH. (Read below the affiliate process)
Infuse:
Yes, in these regions, we do follow the double opt-in as this is part of GDPR compliance. These leads must opt-in the first time (typically on the landing page) and then again through an email confirmation.
We adhere to all compliance and privacy requirements of the regions we provide leads for.
Technology Advice:
Yes, we do send a double opt-in for all German leads. This is a GDPR requirement that we are sure to comply with. Our process looks like this.
1. Lead receives an email with a link to the LP
2. Lead fills out LP (first opt-in)
3. Lead is taken to a thank you page instructing them to check their email for a link to download the asset
4. Lead confirms information by downloading the asset sent to their email (second opt-in)
What happens when a client provides both a TAL and suppression list?
We upload both into our system. The system will cross check the lists and if an account is on both, it will be removed from the TAL.
What do we include in our Single Touch Leads (as a baseline)?
ABM List (provided by Peerspot)
Custom Qualifying question - "buying timeframe less than 12 months"
TAL or Suppression List
Verification of phone numbers via online sources
Standard filters Across all Affiliates
ABM List (provided by Peerspot)
Custom Qualifying question - "buying timeframe less than 12 months"
TAL or Suppression List
Domain Cap dependent on Affiliate (5)
Verification of phone numbers via online sources±75% plus direct dials
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