How to find a partner you can trust: B2B edition

We all crave connection, but it can be awfully hard to know who to trust when you’re looking for a new partner. Unlike your next date, the green (and red!) flags in a B2B data provider can be a lot more obvious.

Here’s a few for your consideration:

• Coverage

Shared interests are important in any new relationship. And, as a business, you know who your market is.

Find a data provider that really understands your particular market. For example, there are a whole heap of B2B data providers who specialise in US data out there, and few of them can match the data we have at MarketBase+ relating to Australian and New Zealand businesses — about which we hold the largest accurate database in the world! And just like a US-focused data provider wouldn’t be the right partner for businesses looking to expand in the Australian and New Zealand market, we wouldn’t be the right provider for those seeking European business data.

This isn’t about being better or worse than someone else. It’s about compatibility. Different providers are focused on different data. For a successful partnership, pick someone who can meet your needs.

• Quality

Not all B2B data is made equal. Look for data providers who can promise that their data is recent, researched, and accurate. They might even have an in-house team of researchers to double-check and ensure the legitimacy of their business information!

However they choose to do it, any really good data provider will be willing to put their money where their figurative mouth is, and back the quality of their data with an actual policy. Look for a partner who makes a guarantee to their end-user.

• Value

Most modern prospectors are looking for a little more than just a passive supplier of new contacts—they’re looking for value, insight, and ways to cut down on the time spent on research.

Find a B2B data provider that will be an equal partner to you. For example, find out if your provider can get you credit reports, year-on-year histories, media mentions or a map of the corporate hierarchy in your target account.

Everyone wants a partner who can contribute equally, so keep your eye out for a data provider who can add the most value to your workflow.

• User experience

A good provider will provide a good user experience.

When you call, someone actually picks up.  When you email support, you get an answer —  one that comes during business hours!

There won’t be any “um, wait a week and maybe we’ll organise a demo,” stuff from a good partner. Instead, the best B2B data providers will let you sign up for free and have a poke around in their platforms, so you can compare the experience of using their service with an existing provider’s, without committing your credit card to the effort.

The bottom line

A good partner isn’t just adding an extra layer of complication into your day in exchange for dubiously reliable data. A good partner actually makes it easier for you to prospect.

That’s the standard to which you should hold any B2B data provider.