Prospect Entry Points are topics and vendors an individual prospect is researching. This research occurs within the larger context of your market segment. For example, if you have access to the Cloud Security segment and you see that a Prospect’s Research Area is ‘Artificial Intelligence’, this means that the prospect has been researching both AI and Cloud Security together. As part of the Priority Engine onboarding process, you will work with your customer success representative to select the Entry Point topics that most align with your go-to-market strategy and historical sales success. Once selected, these topics will be defined in the Priority Engine as your Entry Points at the account and prospect level.
Entry Points can be used to find "best bet" opportunities, identify inroads into deals, and link customer pain points to key sales plays, cadences, and marketing campaigns. Prospect Entry Points will be priority-ranked based on the prospect's level of research activity on the Entry Point topics.
Prospect Entry Points should not be confused with Account Entry Points, which are at the account level and based on the research activity of the entire buying team. To understand which type of Entry Point you are working with before starting your outreach, check the top column or header of the data section you are working in.
There are two scenarios when Prospect Entry Points will not display:
- Prospect or Account Entry Points will not display if your Priority Engine admin has not worked with TechTarget's customer success team to configure them in Priority Engine.
- If configured, Prospect Entry Points will not display when viewing a third-party contact, only Account Entry Points will be available.
Please note: Due to the fact that not all prospects known to TechTarget show enough activity to qualify for the Buying Team at an account, it is possible Prospect Entry Points differ slightly from Account Entry Points.