Demandbase One Glossary

  • Updated

Introduction

This glossary describes the key concepts and terminology used in Demandbase Solutions. Click the links below to learn more.

A - B - C - D - E - F - G - H - I - J - K - L - M - N - O - P - Q - R - S - T - U - V - W - X - Y - Z

A

ABM Platform

The Demandbase ABM Platform leverages leading AI-driven data and applications along with strong integrations with CRM and MAS to create one comprehensive platform that provides proprietary, 1st and 3rd party data (including intent), account scoring and prioritization, account-based measurement, orchestration, and delivery of account-based insights personalized for individual sales reps. 

In summary, Demandbase ABM Platform is:

  • Customizable to match your business and adaptable for your business needs
  • Data-rich, using semantic focused intent data grounded in AI
  • Focused on full-funnel marketing (existing opportunity and post-sale expansion, multi-product)
  • Full of the richest sales insights - custom lists for territories, customizable snapshots, unlimited users
  • Comprehensive in measurement capabilities (multi-channel engagement, journeys, website)
  • Powerful with Selectors that enables cross object filtering and more customizable segmentation

Accounts

Accounts are organizations or companies.

Example: ABC Company

AccountID

AccountID uses our technology for matching engagement signals to accounts, powered by machine learning to deliver the highest accuracy in the industry. Demandbase combines proprietary data from different sources with machine learning to identify anonymous engagement signals and map them back to a company. AccountID leverages not only our unique account data and proprietary collection methods but also first party data through Engagio integrations, to enhance the identification capabilities of an account.  The result is a 12%+ increase in accuracy and coverage, with over 90% of Demandbase clients seeing an increase in their match rates.

Account List

Account Lists are collections of Accounts. Examples of Account Lists you can create include: 

  • An Account List for All Accounts. Title it something creative like "All Accounts"
  • An Account List for each AE/BDR/SDR/xDR of their accounts.
  • An Account List for each Geographic Territory
  • An Account List for each Market Segment (Enterprise, SMB, etc.)
  • An Account List for each Vertical (Software, Finance, Health)

By creating several account lists, you can better measure program impact and sales effectiveness within specific segments. Keep in mind that an account can belong to as many lists as necessary.

Account Segments

An Account Segment creates a field that can be used to filter/segment reports with, use with automations and audiences, and to create logic with specific groups within the segments.

How are Account Segments different from Account Lists?

An Account List is simply a list of accounts either based on certain criteria or just a group of accounts. You can also use it similar to a segment, but it does not make a field that can be used/synced to Salesforce. Account Segments vs. Account Lists are also superior in performance when using them in filters/automation, or any logic. For example, if you have 500K accounts on a list, the performance dramatically decreases when nesting that list in an automation versus using a field that already has a value immediately on it - the query does not have to work as hard as it would when trying to go through a large list of accounts.

To learn more see Concept: Segments

Activities

Activities are events or tasks that are generated by people or accounts. Demandbase obtains activity data from your website and our integrations with CRM and MAS.

Example: John Smith from ABC Company clicked an email or there were 3 web visits from Demandbase last week.

AI: Artificial Intelligence

Uses computer programming, mathematics, statistics, and probability theory to mimic human cognitive functions, such as learning and problem solving. Computer Programming is a subset of AI that uses explicit human instructions to guide the computer every step of the way to an expected outcome. Machine Learning is another subset of AI that, like programming, requires human instructions (called an algorithm), but can build on conclusions drawn from complex sets of variables (i.e., “learn”). You may hear the terms AI and Machine Learning used interchangeably, because Machine Learning is the main form of Artificial Intelligence that we use. 

Some of the ways that Demandbase uses Artificial Intelligence are to learn the behavior of known prospects and predict the outcome of new prospects, to categorize prospects into having High, Medium, or Low intent, and to predict trends in behavior along a prospect’s journey to becoming a customer.

Algorithm

A set of instructions for a computer to follow in calculations or other problem-solving operations. Machine Learning is built on algorithms.

API Key: Application Programming Interface Key

A code used to identify the source of a web service request. 

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B

Baseline

In order to measure success of your marketing initiatives, you set up a baseline to track a set of metrics over a specified time period. Use the baseline results to compare to a different time period to see if your marketing initiatives showed improvement over the baseline. 

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C

CMS: Content Management System

A platform that enables creation and management of digital content.

Campaign Insights Emails

Campaign Insights emails provide a weekly snapshot into the performance of your account-based advertising campaigns. The automated emails are sent on Mondays and capture the past 7-days activity across 5 key metrics: accounts reached, accounts clicked, accounts lifted, spend and impressions served. Recipients will be able to click through to campaign reporting in the ABM Platform to dive deeper into the data. 

Cookie

A text file with small pieces of data that serve as a unique identifier, so we can identify a computer on a computer network. Our Demandbase Tag enables us to read it. We follow strict guidelines to make sure they are used respectfully. We encourage you to participate in DAA & EDAA self-regulatory compliance by informing your site visitors of your company’s cookie policy and allowing them to “Opt Out” of cookie-tracking if they want to.

Customer Relationship Management (CRM)

A data-based method of managing customer relationships with the goal of retaining customers to grow long-term sales. Salesforce is an example of a CRM system. Demandbase integrates with Salesforce.

Customer Data Platform (CDP)

A customer data platform is a type of packaged software which creates a persistent, unified customer database that is accessible to other systems. Data is pulled from multiple sources, cleaned and combined to create a single customer profile. Demandbase aggregates sales and marketing information for the purpose of optimizing sales and marketing strategies and actions.

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D

Demandbase Tag

A small block of JavaScript that you place on each page of your company’s website. It reads the IP address and cookie of each visitor and passes that information to our identification API, which determines which company the visitor works for. In this way, we're able to measure visitors' interest in your company.

The tag asynchronously loads a unique file from the cloud which contains your specific modules and configuration. The JavaScript file, which is managed by the Demandbase team, is optimized for both download and execution speed. It is secure and automatically loaded over SSL as needed.

Domain Name

A user-friendly name used to represent one or more IP addresses. For example, "demandbase.com" is the Demandbase domain name. 

DSP: Demand Side Platform

A technology platform that automatically selects and bids on ad impressions across multiple ad exchanges.  Demandbase has built its own custom B2B DSP.

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E

Engagement Minutes

Use Engagement Minutes to track the amount of engagement your target accounts are spending with you. These minutes should cover when they respond to your marketing programs, but also when people interact socially, use your product, and talk with the sales team. By combining these interactions (or activities) at the individual and account level, you get a good proxy for engagement. They are a relative score to meeting minutes, so if if a meeting gets a score of 30 because it was 30 minutes long, assign a value to other activities relative to meeting minutes.

Examples:

  • Attend a meeting for 30 minutes = 30
  • An Inbound Email = 1
  • Register for an event = 3
  • Attend an event for unknown amount of time = 24

Existing accounts

Existing accounts are the number of accounts in the Demandbase database that are from Salesforce or CSV upload.

Go to DatabaseCropped.png Database > Accounts and, from the upper-right corner, Filter By Existing accounts. Notice that the Source for the filtered accounts is Salesforce or CSV (you may need to change the order of the Source column (field) or scroll to see if there are any accounts from a CSV).

See Net new accounts.

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F

Field

Each column in the table of a database represents a field, which is identified by the column header, or field label.

Fields are very powerful, because you can use them to identify particular rows and columns of data that are important to your business strategy. For example, maybe you want to have access to only the rows (records) of data that have Financial Services for the Industry field, so you can filter by IndustryFinancial Services. You can also use fields in filters for frequent reuse. You can use fields to access this data across Demandbase with Selectors, Analytics, JourneysSegments, and Personalization. You can view, create, and take action on specific data in a table or list that you identify in the field.

Firmographic Data

Characteristics that describe a company such as number of employees, industry, revenue, and geography.  

First Party Data

Your own data about your customers that is usually stored in a CRM or Marketing Automation System. 

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H

High Intent Users

Users at the account that frequently research your intent keywords (or topics) and buyer interests. See Intent.

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I

Intent

Demandbase Intent provides accurate and consistent data on accounts that are most likely to buy your product and a bigger and broader intent scale.

Demandbase Intent provides:

  • Billions of intent signals
  • For an unlimited number of accounts
  • 100K+ keywords

Demandbase Intent reports signal strength relative to company size.

How it Works Example
  • Demandbase scans millions of pages and hundreds of millions of cookies, to compute how many people are researching a given keyword from each account.
854 people researching“account-based marketing”
  • Demandbase analyzes the size of each account by number of employees.
10,350 employees
  • Based on similar size companies, Demandbase calculates how strong this signal is for the keyword for a given company size.
 Medium Intent Signal

The Strength of an Account's Intent

Demandbase Intent measures the strength of intent by the number of people researching a keyword for accounts of similar size.

Important: This methodology and section may be updated as the team makes improvements to the model. 

Account Size Low Medium High

1 - 10 employees

1 person researching 2 - 3 people researching 4 or more people researching

11 - 50 employees

1 person researching 2 - 4 people researching 5 or more people researching

51 - 200 employees

1 - 2 people researching 3 - 7 people researching 8 or more people researching

201 - 500 employees

1 - 2 people researching 3 -9 people researching 10 or more people researching

501 - 1K employees

1 -2 people researching 3 - 13 people researching 14 or more people researching

1K - 5K employees

1 - 3 people researching 4 - 18 people researching 19 or more people researching

5K - 10K employees

1 - 3 people researching 4 - 28 people researching 29 or more people researching

> 10K employees

1 - 3 people researching 4 - 37 people researching 38 or more people researching

IP Address

A unique number assigned to a computing device to connect to the internet. 

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J

Journey Stages

Every organization has a unique process by which prospect accounts become customers or by which customer accounts purchase more products and renew. An account's Journey Stage represents the stage that account is currently in. At any given moment, you may use similar accounts with a unique set of sales and marketing actions and strategies. Journey Stage examples include the following:

  • Qualified
  • Intent
  • Engaged
  • MQA
  • Hot Accounts
  • Opportunity
  • Customer
  • Expansion Opportunity

Demandbase offers "out of the box" Journey Stages that includes pre-determined logic within each stage. All of our customers also have the ability to customize the Journey Stages by adding more stages and defining what each of them represent. Accounts will automatically appear in the proper stage.

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K

Keyword Set

A Keyword Set in Demandbase is a set of specific keywords or phrases that allows our customers to segment or group similar themed keywords or phrases together.

Examples include:

  • A keyword set surrounding Product A or Product B.
  • A keyword set surrounding all Competitors.
  • A keyword set surrounding business unit A or B.

Unlimited Keyword Sets can be built directly in the ABM platform. You may use these Keyword Sets in the Selector tool when building account or people lists.

Additionally, use Keyword Sets in advertising campaigns. The selected Keyword Set is how our customers access the high-intent cookie inventory for advertising to the buying committee within each account on the advertising list.

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L

Lift

The percent increase or decrease in a metric from the baseline, given a time period. It helps you measure your business success. For example, a Lift in the Percent of pipeline represented by target accounts tells you how effective your ABM program is at filling the pipe with the right accounts. If it’s not where you want it to be, you can investigate things like which accounts you seeded your account list with and whether you have matched the messaging appropriately for the target accounts.

The term Lift may also be used when a metric decreases in a desirable direction, such as a reduction in the cost per opportunity or the customer acquisition cost.

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M

Marketing Qualified Account (MQA)

Marketing Qualified Account (MQA) is a journey stage in the Account Journey Builder. It is all about capturing the depth and breadth of engagement in an account:

  • Depth: An aggregate account threshold of 100 Marketing Engagement Minutes or more in the past 3 months.
  • Breadth: At least 2 People have to have Marketing Engagement of 20 minutes or more each.

Machine Learning

A subset of AI. Machine Learning requires human input in the form of an algorithm (a set of instructions to the computer). It automatically improves over time as it ingests and analyzes data and event results, building on conclusions drawn from complex sets of variables. Machine refers to a computer, and Learning refers to the continual building based on new data and events. See Artificial Intelligence.

Metric

A measurement of what makes a business successful or unsuccessful. Metrics may be counts, such as revenue, close rates, number of page views, but are often ratios, such as overall pipeline/quarterly goal

For example, if your KPI (Key Performance Indicator) is to raise revenue by 20%, the difference in your revenue from last year to this year is the metric you’re moving:  this year’s revenue - last year’s revenue = difference. Difference is a count metric and increase/last year’s revenue is a ratio metric. For example, if you raised revenue from $400,000 last year to $480,000 this year, your count metric is Difference = $80,000 and the ratio metric is $80,000/$400,000 = .20 or 20%.

There are three levels of metrics that affect your ABM success :

Revenue Performance Measurements

Revenue Performance Measurements are at the highest level and are a lagging indicator. They include big picture and product-line, region, etc., for:

  • revenue
  • expenses
  • profit

There are three crucial metrics at this level are:

  • close rates
  • average deal size
  • funnel velocity

Marketing Performance Metrics

Marketing Performance Metrics are the metrics you'll refer to most often. For ABM, these include metrics such as:

  • Target account list engagement*...are your ABM efforts having an effect?
  • Pipeline
  • Percent of pipeline represented by target accounts
  • Number of target accounts on website
  • Conversion rates*
  • Influence (attribution)
  • Customer retention and upsell
  • Cost per opportunity...the goal is to increase the number of opportunities while decreasing the cost per opportunity

*leading indicators

Campaign and Web Metrics

These are the detailed measurements that lead up to the marketing-performance level. These are your leading indicators. There are dozens of them, including:

  • page views
  • bounce rates
  • time on page
  • new versus returning visitor

Campaign and web metrics only become interesting to the extent that they relate to the target account list.

For more on metrics, see chapter 8: Measuring What Matters from our book, Account-Based Marketing: How to Target and Engage the Companies that Will Grow Your Revenue, by Chris Golec, Peter Isaacson, and Jessica Fewless.

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N

Natural Language Processing (NLP)

A subfield of linguistics, computer science, and artificial intelligence concerned with the interactions between computers and human language, in particular how to program computers to process and analyze large amounts of natural language data.

Net new account

Net new accounts are the number of accounts in the Demandbase database that are from Demandbase.

From the left navigation bar, go to Database_N.png Database > Accounts and, from the upper-right corner, Filter By Net new accounts. Notice that the Source for the filtered accounts is Demandbase.

See Existing accounts.

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O

Opportunities

Deals that exist on an account that may or may not have people associated with them.

Example: There is a new business opportunity for Demandbase with a decision maker identified.

Orchestration

Demandbase Orchestration allows you to create simple or sophisticated automated and scalable action sequences using cross-object data sources across multiple martech and salestech channels. Our deep integration engine brings all available accounts and people data into a single audience management user interface. By first defining the “who” using the Demandbase Selector, you can create dynamic account or people lists using cross-object filters from Demandbase intent and anonymous website activity, along with data from CRM, MAS, .CSV, and emails. Additional filters available include key activities from the account or people level. Next is defining the “what”, which is a set of actions that can be automated to every account or person that qualifies.

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P

People

Individuals that may be contacts at an account or leads who are not at an account from your MAP or CRM.

Example: John Smith from ABC Company or John.

Permissions

Permissions in Demandbase refer to the ability to assign access controls to each user with "View" (read-only) "Edit" (full-access) or "Cannot View" (no access) to certain features within the Demandbase account. Demandbase Administrators have the ability to assign permission sets to each person within their Demandbase account.

Personalization

Demandbase Personalization allows you to create a personalized website experience for your visitors. You define the group of visitors you want to target and create unique experiences for them through different images, links, text or CTA buttons. Customize forms on your website through our forms integration which helps to reduce the friction caused by lengthy forms. Both Site Customization and Forms integration allow you to make changes within the platform, saving Demandbase users time while making their visitor experiences more personalized.

Pipeline Predict Score

The Pipeline Predict Score tells you how likely it is that an account will become a pipeline opportunity. This insight tells you which accounts are ripe for targeting, provides insights into pipeline planning, and is a crucial insight in determining when an account is ready for sales outreach.

Pipeline Predict is a machine learning model that looks at past opportunities from your CRM, learns account properties and activity patterns that are leading indicators of new CRM opportunities being created at accounts, and then identifies those leading indicators in other accounts. 

Factors Used When Calculating the Pipeline Predict Score

All available data is used, including:

  • Accounts
    • Any set of 50 or more. For best results, we recommend using 100 or more.
  • Past Opportunities from CRM
    • Any opportunity created in the past six months (these can still be open, closed/won or even closed/lost) for net new customers are used as default positive examples to train the Pipeline Predict Model. 
    • You can also use Selectors to select the opportunities as positive examples to train the Pipeline Predict Model.
    • We are not excluding all closed/won from training data, only those that are from more than six months ago.
  • All Activity Logged in CRM (account/contacts/leads)
    • Pipeline Predict uses activity and role type. It does not use activities details.
  • Sales Inbox/Calendar Events
    • Pipeline Predict uses email open and click and the existence of calendar events. It does not use the title or details in email/calendar events.
  • MAS: All email activity
    • Pipeline Predict uses email open and click, not including the title and content. 
  • Firmographics
    • Pipeline Predict uses country, industry, revenue range and number of employees. 
  • Trending Intent (daily update)
    • Accounts will be predicted using daily intent signals.
  • Historical Intent
    • Demandbase looks at the intent behaviors 30 days prior to the opportunity creation date to inform/train the model.
  • Known Website Visitors
    • Pipeline Predict uses which job role visits the website and the number of visits for that job role. It doesn’t use what pages were visited. 
  • Unknown Website Visitors
    • Pipeline Predict uses the number of page visits and doesn't use what pages were visited. 

A score above 75% is a good indicator this account is a qualified account. If the score is 90% or above, the Sales team should take immediate action to engage with the account. 

See Pipeline Predict Score Overview

Potential Buyers

A group of companies who are most likely to buy Demandbase solutions and services.

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Q

Qualification Score

The Qualification Score uses machine learning to quantify what truly defines an ideal customer beyond basic firmographics and then scores every account in your CRM along with the 20 million accounts in the Demandbase company database. The Qualification Score scores each account on the likelihood it would ever become a customer, regardless of where it is in the buyer journey. 

A Qualification Score requires a CSV upload of accounts, or our Salesforce integration.

Factors Used When Calculating the Qualification Score

All available data is used, including:

  • Accounts
    • Any set of 50 or more. For best results, we recommend using 100 or more.
  • Firmographics
    • Uses country, industry, revenue range, and number of employees.
  • Technographics
    • Uses the current tech stack of your Customer or Target Account lists.
  • Historical Intent
    • Uses the past one year of intent.

A score above 75% is a good indicator this account is a qualified account. If the score is 90% or above, the Sales team should take immediate action to engage with the account. 

See Qualification Score Overview

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R

ROI: Return on Investment

A metric used to determine the contribution of spending to revenue.

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S

Segments

Segments are configurable groupings of people, accounts, opportunities, or activities. Leveraging selectors, segments surface key groups based on demographic, firmographic, and behavioral information across multiple data sources. The best part is that these segments push data back into Salesforce, and can be created without the need of a Salesforce Admin.

Selectors

Selectors let you define who or what should qualify for reports, journey stages, lists, filters, audiences, and automations.
See:

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T

Tag

A Demandbase Tag is a small block of JavaScript that you place on each page of your website. It reads the IP address and cookie of each visitor and passes that information to our identification API, which determines which company the visitor works for. In this way, we're able to measure visitors' interest in your company. An essential element in enabling Demandbase One and ABM.

Topics

Bombora calls specific web content that web users’ are consuming Topics. The type of topics users are researching and consuming provide insights into their interests and from this indicate potential intent to take an action. In the Demandbase Platform, Topics are referred to as Keywords.

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