TL;DR: Intent signals and intent data are two complementary ways to find prospects at the right moment. Intent signals detect concrete events (fundraising, hiring, job changes); intent data captures digital behaviors that reveal growing interest (online searches, content consumption). Combined in a scoring system, they turn blind prospecting into targeted outreach that increases conversion rates by 25 to 30%. This guide covers definitions, a taxonomy of 14 signal types, capture mechanics, the Balance scoring method, tools at every budget, a real case study, and the mistakes worth avoiding.
What is an intent signal?
An intent signal is the context a company is in. A concrete, verifiable event in a company’s life that reveals a potential need and creates a window of opportunity to reach out.
The underlying idea isn’t new. In the 1950s, researchers clipped newspaper articles to spot economic events likely to create sales openings. What’s changed is scale: today, Rodz runs 350+ scrapers that continuously query 250+ data sources, both public and partner, to detect these events in real time. The result: 14 types of intent signals, each configurable with 222 parameters to fit any industry, offering, and target market.
Cold prospecting contacts companies without any context. Signals let you arrive at the right moment with a relevant message. A company that just raised funds has budget. A company hiring five sales reps is building its go-to-market. A new VP of Sales is re-evaluating the tools in place. Each event tells you something about the company’s situation, and that situation gives you a legitimate reason to start a conversation.
Why signals change everything
The core problem with traditional B2B prospecting is timing. According to Forrester, only 5% of companies are actively buying at any given moment. The other 95% aren’t in a buying cycle, so contacting them is rolling the dice. Intent signals fix this by identifying companies going through a pivotal moment: a change, growth phase, or reorganization that creates a need you can address.
The results are measurable. Sales teams that use intent signals typically see:
- 3 to 5x higher response rates compared to cold campaigns
- 30 to 50% shorter sales cycles thanks to better timing
- 2x higher MQL-to-customer conversion because the outreach fits the context
What is intent data?
Intent data is behavioral data automatically collected from a prospect’s digital actions that reveals growing interest in a topic, product, or solution category.
Concretely, intent data captures behaviors like:
- Online searches for specific keywords (“B2B prospecting tool”, “Salesforce alternative”)
- Content consumption on third-party sites (articles, comparisons, reviews on G2 or Capterra)
- Downloads of white papers and technical guides
- Webinar attendance on topics related to your offering
- LinkedIn interactions: likes, comments, shares on relevant topics
Intent data works like a behavioral radar. Rather than waiting for a prospect to raise their hand (demo request, contact form), you detect interest before they reach out. A company consuming large amounts of content on prospecting automation over three weeks is probably in evaluation mode, even if they’ve never visited your site.
The three sources of intent data
First-party data. Collected directly through your own channels: website visits, email opens, campaign clicks, content downloads. Maximum reliability, guaranteed GDPR compliance, but limited to your own properties.
Second-party data. First-party data from a partner willing to share. LinkedIn Sales Navigator is the most common B2B example: who visits your company page, who interacts with your posts, which decision-makers change roles. Review platforms like G2, TrustRadius, and Capterra also produce useful second-party signals (who views your listing, who compares your solution).
Third-party data. Data from specialized aggregators that collect behaviors across a large partner network. Bombora analyzes activity across 5,000+ B2B sites to detect behavioral “surges.” When a company consumes significantly more content on a given topic compared to its usual baseline, that triggers a strong intent signal.
Intent signals vs intent data: what’s the difference?
These terms get conflated, but they describe fundamentally different approaches that happen to complement each other.
| Intent signals | Intent data | |
|---|---|---|
| Nature | Factual, verifiable events | Aggregated digital behaviors |
| Examples | Fundraising, hiring, office move, job change | Online searches, content views, social interactions |
| Timing | Punctual (the event happens once) | Continuous (behavior accumulates) |
| Reliability | Very high (publicly verifiable fact) | Variable (statistical interpretation) |
| What it tells you | ”This company is going through a change" | "This company is interested in a topic” |
| Triggered action | Direct, contextualized outreach | Progressive nurturing or outreach if signals are strong |
The intention-action continuum
These two approaches form a continuum. Intent data tells you “this company is interested in topic X.” An intent signal tells you “this company is going through event Y that creates a concrete need.” Combined, they tell the full story.
Concrete example: your intent data platform detects that a 200-person company has been consuming large amounts of content on B2B prospecting tools for two weeks. Meanwhile, Rodz detects that the same company just hired a VP of Sales and posted five SDR positions. Taken separately, each piece of information is interesting. Together, they describe a clear scenario: new sales leadership, team build-out, imminent need for tooling. That’s the moment to reach out. Not more data, but the right data at the right time.
The complete taxonomy of intent signals
Not all signals are equal. Some reveal imminent buying intent, others an exploratory phase. Understanding this hierarchy is what lets you prioritize correctly.
Growth signals (high priority)
These signals indicate a company in expansion mode, creating needs for tools, services, and support.
Fundraising. The most powerful signal on the market. A startup raising €5M will hire, invest in tools, and structure processes within six months. For B2B software vendors, the timing is ideal: new budget, growth pressure, fast decisions. Rodz detects fundraising in real time via press releases and investor databases.
Mass hiring. A company posting 15 job openings including five SDRs is scaling its sales team. They need tools, training, and processes. Identify the VP Sales or Head of Sales Ops and propose a conversation about onboarding new hires. Rodz monitors job postings across 50+ sites and detects hiring waves automatically.
Company creation. Every new business registration represents a potential prospect with immediate needs (banking, accounting, insurance, management tools). Rodz integrates company registers across Europe to detect new businesses in real time.
Change signals (very high priority)
Organizational changes create the shortest, and most lucrative, opportunity windows.
Job changes. A new CMO, VP Sales, or CTO is one of the most actionable signals available. The first 100 days of a new leader are a genuine window: new budget, new priorities, desire to make their mark. Analyze their LinkedIn history (where did they come from? what tools did they use?) and tailor your pitch accordingly. Rodz detects job changes via LinkedIn and official announcements.
Mergers and acquisitions (M&A). When a company acquires a competitor or merges with a market player, the need to harmonize tools, integrate teams, and standardize processes is immediate. That’s the moment to propose a strategic conversation for the transition.
Relocations and expansions. A company opening a London office or moving to larger premises is growing. They need new suppliers, services, and solutions suited to their new scale.
Social and engagement signals (medium to high priority)
These signals capture micro-interactions that are often invisible individually but paint a precise intent profile when aggregated.
Brand mentions. A decision-maker mentioning a competitor in a LinkedIn post, or commenting on an article about your product category, reveals active interest. Rodz monitors LinkedIn mentions and engagement in real time.
Reactions and interactions. Likes, comments, and shares on relevant content are weak signals individually, but powerful in aggregate. A prospect who likes five posts about B2B prospecting in one week is clearly thinking about the topic.
Published content. A company’s LinkedIn posts reveal its current priorities. A company posting about recruitment challenges is an ideal prospect for a staffing firm.
Competitive and market signals (variable priority)
Public tenders. European public tenders are explicit need signals with allocated budget. Rodz detects relevant public procurement opportunities for your business.
Competitive intelligence. Tracking competitors’ moves (new clients, partnerships, product launches) helps you identify companies in active evaluation mode and position yourself as an alternative.
Technographic signals. Adoption of a tool complementary to yours (a company that just implemented Salesforce is an ideal prospect for a CRM enrichment tool) or an expiring contract with a competitor are high-value signals.
Explicit intent signals (maximum priority)
These are the green lights that justify immediate outreach:
- Demo request. The prospect raised their hand. Contact within two hours.
- Repeated pricing page visits. Budget is being validated, final evaluation phase.
- Competitive comparison download. Active shortlisting.
- Explicit need mentioned on LinkedIn. “Does anyone know a good prospecting tool?” is about as direct as it gets.
How signal capture works: the infrastructure behind it
Understanding how signals are collected helps you evaluate their reliability and choose the right tools.
Automated scraping and monitoring
Intent signal platforms like Rodz run hundreds of specialized scrapers that continuously query public data sources:
- Legal sources: company registers, official gazettes, legal announcements
- Job sources: Indeed, LinkedIn, Welcome to the Jungle, company career pages
- Financial sources: press releases, investor databases, industry publications
- Social sources: LinkedIn (posts, comments, profile changes), trade press
The value isn’t in any single source. Anyone can check a company register or Indeed. It’s in cross-referencing those sources. Mass hiring detected on Indeed, cross-referenced with a fundraising announcement in a press release, cross-referenced with a leadership change on LinkedIn, forms a composite signal far more powerful than any event alone. Rodz runs roughly 350 scrapers across 250+ sites, each fully rebuilt four to five times a year.
Pattern detection and anomalies
For intent data, platforms use machine learning algorithms to:
Establish behavioral baselines. Every company has a “normal” level of content consumption. A consulting firm that reads a lot about digital transformation is doing its day job, not signaling anything.
Detect statistical anomalies. The same firm suddenly quadrupling its consumption of content about sales workflow automation (a topic usually outside its scope) triggers a signal. The behavioral change reveals a new project.
Identify temporal patterns. A one-time spike might be noise. Three weeks of sustained engagement on a topic indicate an active exploration phase.
Cross-reference multiple signals. Algorithms combine intent data, firmographic data, and opportunity signals to calculate a purchase probability score. Fast-growing startup + 300% increase in CRM research + site visit = intent score of 85%.
Signal scoring: the Balance method
Detecting signals isn’t enough. You need to prioritize them to focus sales energy on the highest-potential opportunities. That’s what scoring does.
The Balance method principle
The Balance method, developed by Rodz, rests on two dimensions:
Signal nature (what type of event?). Not all signals carry the same predictive weight. A fundraising round signals available budget and fast decisions. A LinkedIn like is a weak signal. Scoring assigns a different weight to each signal type.
Signal recency (when did it happen?). A signal loses value over time. A fundraising round announced yesterday is red-hot. The same round from six months ago has already been worked by your competitors. Scoring applies temporal decay.
An intent signal is only valuable for 48 hours. Inside that window, reply rates run 4x cold-outbound levels. After that, the decay curve is steep.
Scoring grid by signal type
| Signal type | Base score | Optimal action window |
|---|---|---|
| Demo request / inbound contact | 95-100 | Immediate (< 2h) |
| Fundraising | 85-95 | 1 to 4 weeks |
| Job change (decision-maker) | 80-90 | 2 to 8 weeks (first 100 days) |
| Mass hiring (5+ positions) | 75-85 | 2 to 6 weeks |
| Merger / acquisition | 75-85 | 1 to 3 months |
| Explicit need mention (LinkedIn) | 90-95 | Immediate (< 24h) |
| Repeated pricing page visits | 85-90 | Immediate (< 24h) |
| Targeted job posting (1-2 positions) | 60-70 | 2 to 4 weeks |
| Company creation | 60-75 | 1 to 3 months |
| Social engagement (likes, comments) | 40-55 | 1 to 2 weeks |
| Website visit (no conversion) | 35-50 | 3 to 7 days |
| Educational content download | 45-60 | 1 to 2 weeks |
| Public tender published | 70-80 | Per deadline |
| Relocation / expansion | 65-75 | 1 to 3 months |
Temporal decay
The base score is multiplied by a recency coefficient:
- Day 0-3: coefficient 1.0 (full score)
- Day 4-7: coefficient 0.85
- Day 8-14: coefficient 0.65
- Day 15-30: coefficient 0.45
- Day 31-60: coefficient 0.25
- Beyond 60 days: coefficient 0.10
Example: a fundraising round (score 90) detected 10 days ago has an effective score of 90 × 0.65 = 58.5. The same round detected yesterday scores 90. This mechanism forces quick action on hot signals.
Multi-signal composite score
The real power of scoring appears when multiple signals converge on the same company. The composite score adds the weighted scores of each detected signal:
Scenario: a 150-person company in your target industry accumulates:
- Fundraising 5 days ago → 90 × 0.85 = 76.5
- Hiring 3 SDRs 2 days ago → 75 × 1.0 = 75
- New VP Sales liked 2 of your posts this week → 50 × 1.0 = 50
Composite score: 201.5. That’s a red-hot prospect. Recommended approach: personalized message to the VP Sales within 24 hours, mentioning the fundraising and hiring as context.
Meetings sourced from intent signals like this close at a 74% higher rate than meetings sourced from cold prospecting. Three overlapping signals on one account; one move to make.
Action thresholds
| Composite score | Action | Owner |
|---|---|---|
| > 150 | Immediate contact, ultra-personalized approach | Senior SDR or AE |
| 100-150 | Contact within 48h, contextualized approach | SDR |
| 60-100 | Automated nurturing sequence + retargeting | Marketing automation |
| < 60 | Passive monitoring, no direct action | System |
Collecting and using signals: practical guide
Step 1: Define your ICP (Ideal Customer Profile)
Before configuring a single signal, define your target precisely. Intent signals are relevance multipliers, but a multiplier applied to the wrong target yields poor results.
Your ICP should specify:
- Industry: in which sectors do your customers succeed best?
- Company size: SMB, mid-market, enterprise?
- Geography: local, European, global?
- Maturity: early-stage startups, scale-ups, established companies?
- Tech stack: which tools do your best customers already use?
- Decision-maker personas: CEO, VP Sales, CMO, CTO?
Step 2: Choose the right signals for your business
Each industry has its key signals. Here’s a relevance matrix by sector:
| Signal | B2B SaaS | Consulting | Recruitment | Marketing agency |
|---|---|---|---|---|
| Fundraising | +++ | +++ | ++ | ++ |
| Mass hiring | ++ | + | +++ | + |
| Job change | +++ | ++ | +++ | ++ |
| Targeted job posting | ++ | + | +++ | + |
| Company creation | + | + | + | ++ |
| Public tender | + | +++ | + | ++ |
| LinkedIn engagement | ++ | ++ | + | +++ |
| M&A / merger | ++ | +++ | ++ | + |
| Content published | + | ++ | + | +++ |
+++ = highly relevant, ++ = relevant, + = moderately relevant
Step 3: Configure detection
With Rodz, configuring a signal takes minutes from the interface:
- Choose the signal type from 14 available
- Set your filters: industry, company size, geography, keywords
- Enable persona targeting: which decision-maker profiles do you want to identify in detected companies?
- Configure enrichment: professional email, phone number, firmographic data
- Connect your integrations: CRM (HubSpot, Salesforce), sequences (Lemlist), Slack, webhook
Each signal can be configured independently with its own filters. With 222 possible configurations per signal, you can fine-tune detection to receive only the most relevant leads.
Step 4: Automate routing
Once signals are configured, automate the processing flow:
Signal detected → Automatic enrichment (email, phone, company data) → Scoring (Balance method) → Routing based on score:
- Score > 150: immediate Slack notification to assigned SDR + CRM entry with high priority
- Score 100-150: automatic addition to a contextualized Lemlist sequence
- Score 60-100: automated email nurturing (progressive educational content)
- Score < 60: added to watch list, reevaluated if new signals appear
Step 5: Personalize the approach based on the signal
Each signal gives you a natural reason to start a conversation. That personalization isn’t optional; it’s what separates a 5% response rate from a 25% one.
The construction to keep in mind is simple: “I want to contact a company WHEN [signal].” When it raises funding. When it appoints a new VP Sales. When it posts five SDR roles in 30 days. One signal, one message, no follow-up sequence.
Fundraising:
“Congratulations on raising €5M! During this scaling phase, many sales teams face the challenge of industrializing prospecting without losing personalization. We work with scale-ups like [similar client] on exactly this. Would you be open to a quick chat?”
Job change:
“Congratulations on your new role at [company]! The first few months are often a time to re-evaluate existing tools. [Your solution] helps teams like yours [key benefit]. Would a 15-min exchange interest you?”
Mass hiring:
“I noticed [company] is actively hiring for sales roles. When teams grow fast, structuring prospecting processes becomes critical. We helped [similar client] onboard 10 SDRs in 3 weeks with [your solution].”
LinkedIn engagement:
“I saw your reactions to several posts about [topic]. It’s something we get into as well, here’s [relevant resource] that might interest you.”
Mistakes to avoid
Using intent signals and intent data can backfire if the execution is off. Here are the most common traps.
Mistake 1: Reacting to a single signal
A prospect who visits your pricing page once might have landed there by accident. That same prospect visiting pricing, downloading a case study, and liking a LinkedIn post in one week is telling you something different.
The 3 converging signals rule: wait for at least three independent signals within a 7 to 14-day window before prioritizing a lead. This cuts false positives and keeps sales energy focused on real opportunities.
Exception: explicit signals (demo requests, LinkedIn need mentions) justify immediate action even in isolation.
Mistake 2: Acting too slowly on hot signals
Intent data loses value fast. A prospect in active evaluation mode is simultaneously comparing three to five solutions. The first vendor to make contact with a relevant pitch gains a real psychological advantage; they become the reference point against which others are judged.
According to a Harvard Business Review study, companies that contact a lead within one hour of expressed interest are 7 times more likely to qualify it than those waiting 24 hours. For high-priority signals (demo request, repeated pricing visits), aim for sub-2-hour response time.
Mistake 3: Spamming after the first weak signal
A prospect visits your site once and immediately receives three follow-up emails, a call, and a LinkedIn message. The result: negative brand perception, blocks, total counter-productivity.
The progressive permission principle: a weak signal (site visit, LinkedIn like) deserves soft retargeting ads and email nurturing, not direct sales outreach. Let the prospect show more interest before engaging directly. Minimum three signals over 14 days before direct contact, except for explicit signals.
Mistake 4: Over-investing in technology without process
Buying the best intent data tools on the market is pointless if your sales team checks them once a month. A well-integrated mediocre tool beats a premium tool that nobody uses.
Before any tool purchase, define operational workflows: who reviews the data? When? How does it become action? What training do teams need?
Mistake 5: Misalignment between Sales and Marketing
The biggest waste in intent data comes from Sales and Marketing operating on different definitions. Marketing passes MQLs that salespeople consider “not ready.” Sales complains about quality while marketing thinks they’re delivering good leads.
The fix: jointly define:
- What is an MQL? (precise score threshold)
- What is an SQL? (validated qualification criteria)
- What’s the handoff SLA? (marketing and sales response times)
- Which signals trigger immediate handoff vs nurturing?
- What feedback loop refines scoring?
A well-defined MQL eliminates most of that friction. Marketing and sales sharing the same definitions see their MQL-to-opportunity conversion double.
Mistake 6: Ignoring negative signals
Teams focused on positive buying signals often ignore signals indicating disengagement or latent dissatisfaction among existing customers:
- A drastic drop in product usage
- Departure of an internal champion detected on LinkedIn
- A competitor arriving in their tech stack
- Unresolved negative feedback
These signals should trigger retention actions: proactive check-in, additional onboarding offer, Customer Success escalation. Keeping an existing customer costs less than replacing one.
Tools at every maturity stage
The tool market is wide. Here’s a recommendation by budget and maturity.
Getting started (< €500/month)
Optimize your first-party sources before investing in expensive third-party solutions.
| Tool | Use case | Cost |
|---|---|---|
| Rodz | Intent signal detection, enrichment, persona targeting | From €50/month |
| Google Analytics 4 | Behavioral tracking on your site | Free |
| HubSpot CRM | Single source of truth for leads | Free |
| LinkedIn Sales Navigator | Social signals and LinkedIn prospecting | ~€80/month |
With this stack at under €200/month, you cover event-based intent signals (Rodz), first-party behavioral signals (GA4), social prospecting (LinkedIn), and pipeline management (HubSpot).
Scaling up (€500 - €5,000/month)
Add automation and deeper integrations.
| Tool | Use case | Cost |
|---|---|---|
| Rodz Pro/Scale | Higher signal volume, email/phone enrichment | €200-500/month |
| Lemlist | Automated email and LinkedIn sequences | ~€80/month/user |
| Zapier or Make | Workflow automation across tools | €20-100/month |
| Slack | Real-time notifications for hot signals | Free-€12/month |
At this level, the key is routing automation: signals detected by Rodz automatically feed your Lemlist sequences via Zapier, with Slack notifications for the hottest leads.
Industrializing (> €5,000/month)
Integrate third-party intent data platforms and advanced sales engagement tools.
| Tool | Use case | Cost |
|---|---|---|
| Bombora (via Cognism) | Third-party intent data across 5,000+ B2B sites | From $2,000/month |
| 6sense | Intent data + predictive analytics + ABM | $20-50K/year |
| Salesforce + Pardot | Enterprise CRM + marketing automation | Variable |
| Salesloft or Outreach | Advanced sales engagement | $100-150/month/user |
At this level, you’re building a unified data layer that aggregates intent signals (Rodz), intent data (Bombora), CRM data, and marketing automation into a predictive scoring system.
Recommended approach: Start Small, Scale Smart
The classic mistake is buying too many tools too quickly without mastering the fundamentals. Three or four well-integrated tools beat fifteen under-utilized licenses.
Months 1-3: configure Rodz with two or three key signals for your business. Connect to HubSpot. Measure results.
Months 4-6: add automation (Lemlist + Zapier). Refine scoring. Train SDRs on signal-based outreach.
Months 7-12: if ROI is confirmed, add a third-party intent data source. Industrialize sequences.
Year 2+: consolidate the stack, add specialized components as needed (ABM, BI, predictive models).
Real case study: from cold prospecting to signals
The context
Marie is Head of Sales at a SaaS project management vendor targeting creative agencies with 10 to 50 employees in France. Her team: one AE and two SDRs. Martech budget: €800/month. Goal: grow from €80K to €250K ARR in 12 months.
Before signals, her SDRs prospected cold via LinkedIn: 100 messages per week, 4% response rate, one demo booked per SDR per week. Anemic pipeline, demotivated SDRs, prohibitive customer acquisition cost.
Setup (months 1-2)
Marie configures Rodz with four targeted signals for her ICP:
- Job postings. Creative agencies hiring project managers or art directors (a sign of growth and need for structure).
- Fundraising. Startups and creative agencies raising funds (available budget).
- Job changes. New production directors or COOs at agencies (decision window).
- LinkedIn engagement. Interactions with content about project management and productivity.
She connects Rodz to HubSpot (CRM), Lemlist (sequences), and Slack (alerts).
Scoring (month 3)
Analyzing her first 15 customers, Marie identifies patterns:
- 80% had hired in the three months before purchasing
- 70% had a new production director for less than six months
- Agencies between 15 and 30 people convert 2x better than smaller ones
She builds her scoring model:
- ICP fit (creative agency, 15-30 people, France): +40 points
- Project manager hiring: +25 points
- Fundraising: +30 points
- New production director: +35 points
- LinkedIn engagement (3+ interactions/week): +20 points
- MQL threshold: 70 points / Hot Lead threshold: 100 points
Results (months 4-12)
| Metric | Before (cold) | After (signals) | Change |
|---|---|---|---|
| Response rate | 4% | 22% | ×5.5 |
| Demos booked/SDR/week | 1 | 4.5 | ×4.5 |
| Average sales cycle | 45 days | 18 days | -60% |
| MQL-to-customer conversion | 8% | 28% | ×3.5 |
| ARR added in 9 months | , | +€195K | Goal achieved |
What made the difference: SDRs no longer prospect blind. Every morning, they receive a Slack list of five to ten scored leads with signal context (“This agency just hired two project managers and their new COO previously worked at [competitor]”). The outreach message practically writes itself.
Insights discovered
- The “project manager hiring” signal is 3x more predictive of conversion than fundraising for their ICP
- Agencies with a new COO convert 2x faster but with a slightly lower average deal size
- The optimal contact window after a job change is Day 15 to Day 30 (not too early to let them settle in, not too late to miss the decision window)
- Combining two signals (hiring + job change) yields a 42% conversion rate, vs 15% with a single signal
Intent signals and GDPR: what you need to know
Using intent signals and intent data in Europe is governed by GDPR. Here are the key principles.
What’s allowed
- Public data. Information voluntarily published by companies and individuals (public LinkedIn profiles, job postings, press releases, company registers) can be used under legitimate interest. Publishing a job offer, a public appointment, or an announced funding round each constitutes the legitimate interest, by construction.
- First-party data with consent. Data collected through your own channels with explicit consent (cookies, forms) is compliant.
- B2B professional data. GDPR allows processing of professional data (business email, job title, company) under the legal basis of legitimate interest for B2B prospecting, subject to transparency and right of objection.
What requires caution
- Third-party intent data. Verify that your provider is GDPR-certified and that data comes from consented sources. Prefer European providers or those guaranteeing compliance (like Cognism, Bombora’s partner for Europe).
- Email enrichment. Enriching contact data is allowed in B2B under legitimate interest, but you must inform the person within one month and offer a clear right of objection.
Best practices
- Include an unsubscribe link in all prospecting emails
- Document your legal basis (legitimate interest) in your processing register
- Honor objection requests within 30 days
- Regularly audit your data sources
For a detailed guide, see our article GDPR and Intent Signals: Compliance Guide.
From intent data to intent signals: why switch?
If you’re already using an intent data platform, you may be hitting its limits:
- Fuzzy data. Intent data tells you “this company is interested in topic X” but not why or in what context.
- False positives. A company doing industry monitoring can trigger signals without any buying intent.
- High cost. Enterprise intent data platforms cost $20-50K/year.
- Limited actionability. Knowing a company “is interested in B2B prospecting” doesn