How We Built a Sales Intelligence Platform in a $3B Market

As of August 2024, only 8% of sales and marketing professionals said their data was sufficiently accurate.

In a landscape where sales professionals spend only one-third of their time selling, with the rest focused on researching and organizing leads. Several companies, provide access to additional data on leads. Unfortunately, most have unreliable data accuracy. With an average of 90% of the sales professional's time being wasted on low-quality leads, they were most likely to end up being rejected by them.

Our Client, a pioneering force in the B2B trade intelligence sector, recognized the market opportunity for modern technology to streamline lead generation and outreach processes.

The Challenge was to develop a scalable, proprietary B2B sales intelligence and engagement platform. This platform will empower sales professionals by providing access to millions of contacts and streamlined tools for automating outreach efforts and enhancing customer engagement.

UnoiaTech was the sole development partner on this project.

We built a licensable software solution from scratch that includes 

• Sales Prospecting & Intelligence Platform

• Enrichment & Job Change Alerts Model

• Sales Engagement & Analytics Tool

• CRM Integration Section

• Google Chrome Extension

• Admin Dashboard

At the heart of this intelligence platform, buildout was a clear roadmap that aligned the business goals and outcomes with our product team’s capabilities. The roadmap we put together for the client allowed us to break the project down into different product and business phases so that we could measure our progress while having a clear plan for the future.

Work Plan

We meticulously crafted a detailed work plan, including a Gantt chart, to provide our client with clarity and transparency regarding project timelines and tasks. This ensures they won’t have to wonder about the duration or breakdown of each stage of the design and development process.

Competitor Analysis

Prior to building the product, it was vital for us to understand who we were building it for, what the current competitive landscape looked like, and how we should tailor our product development process to fit the needs of the project. In this phase, we laid the foundation for the project and delivered everything from market research and user personas to user flows and stories.

We initiated the project by conducting a thorough analysis of the competitors, a strategic move that proved invaluable for our client. By delving into the competitive landscape, we were able to identify key market trends, understand industry benchmarks, and pinpoint areas of opportunity and differentiation.

This proactive approach not only saved our client substantial time and energy but also alleviated the burden of uncertainty and risk associated with entering a competitive market blindly. By gaining insights into competitor strategies and market positioning, our client was equipped with the knowledge needed to refine their own approach, mitigate potential pitfalls, and capitalize on untapped market segments.

In essence, conducting a comprehensive competitor analysis served as a preemptive strike against potential setbacks, empowering our client to make informed decisions and chart a course for success in their industry.

With first-of-its-kind technology, the Client was able to rope in customers and quickly scaled to $50K in monthly revenue within the first six months of operation.

The Sales Intelligence Platform Provides :

• B2B contact database with email addresses, phone numbers, and direct dials for over 150 million global contacts across over 20 million companies.
• Tracks over 150 data attributes that customers can use to sort prospects, such as by title, revenue, location, number of employees, VC funding, and more.
• Helps correct, append, and update prospects’ data to ensure sales teams are working with reliable, accurate, and up-to-date information.
• Sales engagement features helping sales teams reach the right people with the right message at the right time.
• Offers engagement tools to allow sales reps to most effectively leverage existing data to automate outreach.
• Features for Reps to set up automatic calls and emails, A/B test different templates, and automate follow-ups. Also call prospects directly from the platform, record and transcribe the call and log it in the user’s CRM.

The global sales intelligence market is projected to increase from $3.1 billion in 2023 to $4.2 billion in 2024, and our client is positioned to capture a significant share of this market.