#dreamdatarecipes

How to amplify G2's influence on your pipeline with Dreamdata’s free account

Andrea Coloma, Product Marketing Manager at Dreamdata, shows you how to scale G2's influence on every stage of your funnel using G2 buyer intent data and Dreamdata's free account.

Supplementary Guide

These steps allow you to replicate the analysis. For context and more examples, we recommend you watch the video above.

Step 1: Subscribe to G2 intent data


Our own research has found that customer journeys where a Review Site is the first touch are 63% shorter than the average. So, G2 is an incredibly powerful platform for B2B companies to leverage.

Step 2: Track and measure G2’s influence across your entire funnel

  1. Go to your Events Report in Dreamdata.

  2. Focus your analysis on last year’s activities.

  3. Measure this against the Sales Accepted Leads (SALs) generated to gauge the effectiveness of G2.

  4. Apply a filter to focus on G2 buyer intent data by selecting "www.g2.com" as the website host.

  5. Check the total number of SALs and the influenced value generated from G2 activities.

  6. You can navigate through the funnel stages e.g., Sales Qualified Leads (SQLs) to review how G2 influences each stage.

    In the video, the number of influenced leads decreases from SALs to SQLs, but the influenced value remains high, showing G2's strong impact on higher-quality leads likely to convert.

Step 3: Compare G2 intent signals based on conversions by pipeline stage

  1. In the same Events Report, scroll down to the Event Performance table.

  2. Review the various G2 intent signals, such as category and profile.

  3. Analyze the performance of each signal in terms of:

    • Influenced prospects

    • Influenced prospects per session

    • Influenced value


In the video, while the "Category" signal has the highest total influenced value, the "Compare" signal converts a higher percentage of sessions into leads, making it more effective in converting sessions into prospects.

Step 4: Help sales reveal high-intent accounts from G2

The Reveal report collects engagement data from different key intent sources like G2 and it helps you identify high-intent accounts.

  1. Go to Customer Journeys > Reveal in Dreamdata.

  2. Sort the list of accounts by their engagement score to see which ones are showing the most intent across your website, G2, and LinkedIn.

  3. To narrow down the list, filter by G2 as the signal type to see which companies are engaging with your brand on G2.

  4. Refine the list by filtering for accounts that:

    • Don’t have an assigned owner. Our research shows that 53% of accounts don’t have an assigned owner, so that’s a significant untapped potential.

    • Resemble your ideal customer profile (ICP) by applying filters such as industry, annual revenue, and company size.

  5. Download the list as a CSV file to share with your sales team for immediate follow-up.

Conclusion:

Dreamdata enables you to prove and scale the influence G2 has on every stage of your funnel - for free!