Item: Demandbase One
Rating: 8
Author: Verified User

Overall Satisfaction with Demandbase

Use Cases and Deployment Scope

We use Demandbase to support our account based marketing needs. It's an application that allows us to see which companies in our territories are researching our software solution. We are able to see the content they engage with to help us get warmer introductions rather than completely cold demand generation. It helps us focus on the right accounts to reach out to.

Pros and Cons

Pros

Insight on what prospects are engaging with
Scores the content that prospects are engaging with to gauge how much interest a prospect potentially has
Easy to navigate through the application.
I trust the insights that Demandbase provides.

Cons

Under the "highlighted" section there are only 6 accounts to see. It would be nice to have more than 6.
The engagement is rated in "minutes" while that's not really what is being scored. It's a little confusing as to how their engagement is scored.
It would be nice to be able to mute or hide of some contacts that we have already spoken to so that it opens space for other prospects.
Overall happy with the product

Most Important Features

When the lead score reaches a certain point it generates a market qualified lead - the prospect has raised their hand to get information about your product.
Having the engagement section on the left side of the screen. It shows everyone who has been engaged with looking into our product.
The weekly subscription - allows me to easily see highlighted information on each Account Executive I support

Return on Investment

MQL's - Shows prospects who raised their hands and are looking to talk about our product.
As an SDR I'm able to know which accounts are worth spending more time prospecting into.
Demandbase has helped us generate closed won deals

Alternatives Considered

Anaplan

I have used Engagio (earlier version of Demandbase) before we began using the updated version. We have an internal tool that we've used to help with the intent to buy data. The tool lets us know who is searching for similar products to ours and scores how likely they are to purchase a similar product. It's not as user friendly as Demandbase

Key Insights

Do you think Demandbase One delivers good value for the price?

Yes

Are you happy with Demandbase One's feature set?

Yes

Did Demandbase One live up to sales and marketing promises?

I wasn't involved with the selection/purchase process

Did implementation of Demandbase One go as expected?

I wasn't involved with the implementation phase

Would you buy Demandbase One again?

Yes

Other Software Used

Outreach, ZoomInfo, Salesforce CMS

Likelihood to Recommend

Demandbase is well suited for people who are prospecting into a territory and having your prospects come to you based on their interest in your product. It's another arrow in the quiver for getting meetings with people who are engaged with your product. The first thing I do in the morning as an SDR is going into Demandbase to see which new potential prospects show up in the highlighted section. It helps know which prospects are already aware of your product and generates a warmer conversation.

It's not a silver bullet. Some of the prospects may be doing research but are not in a buying cycle at the moment. It's helpful to not overly share what they've downloaded or engaged with but rather use a general elevator pitch with specific examples of how we could help with problems they're facing.

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