Exploring Intent Data: Driving Revenue through Insights-Driven Strategies

Navigating the modern B2B tech buying cycle is more challenging than ever. Buyers are conducting more self-guided research, expecting highly personalized, relevant interactions when they do engage with sales. Meeting these elevated expectations requires more than just great sales techniques—it demands strategic collaboration between marketing and sales, fueled by actionable insights from intent data. In this session, Jat Hayer, SVP of Sales, EMEA (Informa TechTarget), and Aurelien Mottier, President (memoryBlue and Operatix), will share insights and strategies on how industry-leading organizations leverage real purchase intent data to identify in-market accounts, engage key buying team members, and tailor outreach so it resonates. This session will cover: • How marketing can equip sales teams to meet buyers where they are in their journey. • Practical ways to use intent data to build personalized, contextually relevant outreach. • Real-world examples of how B2B tech industry leaders are driving alignment and achieving results through intent-driven strategies.