A special report by empanel online for YourICP

Greater Data

Discover how B2B software companies are navigating digital transformation challenges with automation and data hygiene strategies. Get insights into evolving GTM tactics, AI integration, and maintaining efficiency with fewer resources.

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10- to 15-minute read

Video transcript

Greater Data. How software teams are pursuing automation and data hygiene.

We asked 400 decision-makers at US software companies.

57 percent prefer best-of-breed apps.

90 percent use automated data hygiene tools. Most still verify data by hand.

69 percent find making use of automation extremely or very challenging.

Data silos top their frustrations, followed by unreliable data.

Their top priority is preparing data for AI. But garbage in means garbage out.

Start with clean data. Get your free Data Hygiene Analysis at youricp.com.

What's included

  • Automating sales & marketing workflows to do more with less
  • Building bulletproof data hygiene practices to maximize conversions
  • Integrating AI into GTM playbooks for faster, smarter execution
  • Staying efficient and competitive despite resource pressure

Key findings

Current state

Automation of account data is still patchy

Those that are still relying on a manual approach will inevitably move more slowly, spend more on labor and also incur risks of ‘dirty’ data creeping in and causing downstream errors in decision making.

How YourICP helps

Our platform ensures that businesses can maintain the clean data foundation essential for success in today’s fast-paced digital landscape.

See EnrichICP
How do you currently assess the quality of your contact and account data?
  • Automated data hygiene tools 90%
  • Manual verification processes 69%
  • Third-party data enrichment services 68%

Challenges 1

Capitalizing on digitization leads the list

It may be that the sheer scale of these new and morphing opportunities has overwhelmed our panel as 69% found making use of such opportunities either extremely or very challenging.

How YourICP helps

We provide B2B teams with reliable data tools, allowing them to focus on closing deals rather than managing contact lists.

Ways to use YourICP
And which of these is most challenging?
  • Making use of automation and digital opportunities 34%
  • Improving relationships with Marketing and/or Customer Success team 24%
  • Scaling opportunities 10%
  • Training and upskilling staff 9%
  • Motivating staff 9%
  • Staff retention 8%
  • Staff hiring 7%

Challenges 2

What to do with the data we’ve mined?

Leading the challenges are incomplete or misleading data and data silos where data sets cannot easily be combined and viewed holistically through a single lens.

How YourICP helps

YourICP helps teams clean and enrich existing databases, connect with verified, compliant contacts, and maintain data accuracy through regular updates.

See the Data Hygiene Analysis
And which of these is most frustrating?
  • Data isolated from other data in silos, making it hard to compare data sets 21%
  • Unreliable, incomplete or inaccurate data 19%
  • Managing multiple tools/vendors 17%
  • Data visualization 17%
  • Dealing with regulatory compliance rules 14%
  • Outdated data 14%

Opportunities

Garbage in, garbage out

The key takeaway here is GIGO: ‘garbage in, garbage out’. That is, if the audience doesn’t commit to the hard yards of working to clean and integrate data across systems, platforms and applications, then AI/ML and all the other possible glittering prizes will be squandered.

How YourICP helps

AI does not magically fix data problems. In fact, it usually makes them worse.

Read the marketer's guide to AI-ready data
And which of these is most important?
  • Prepare data for AI and ML activity 21%
  • Integrate data from across the business for a full view of the customer/prospect 19%
  • Enrich data to support marketing initiatives 16%
  • Implement a strategy for data quality and integrity 14%
  • Use more lists from third-parties 13%
  • Verify data for accuracy/actionability 11%
  • Assess data health 7%

Results

Real results from teams using YourICP

What teams measure after switching from generic data subscriptions.

  • 4.5× Increase in connect rate
  • 40% Reduction in database waste
  • 50% Saved on data providers
  • 20% Lift in event attendance
4.5x increase in connect rate
40% reduction in database waste

Before YourICP, we were wasting time chasing the wrong leads with messy data. Now, we're connecting with the right people — fast. Our connection rate jumped by 4.5x, and our database is finally clean and aligned with our true ICP. It's made a huge difference for our team.

Shawn Ryan - Owner & Founder, TechTopia
Read case study
See Case Studies Discover YourICP on NachoNacho

Data quality and CRM hygiene are more critical than ever to achieving business success.

Without a solid foundation of clean, accurate data, GTM teams risk wasting valuable resources and struggling to maximize conversion rates, ultimately hindering their ability to drive revenue growth.

Get your free Data Hygiene Analysis Download the PDF