What are Entry Points?

Entry Points

Entry Points are the most relevant topics and vendors that members of the buying team are researching and have been identified by our company as areas where you are likely to be successful in a pitch. 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 Entry Point 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 Points that most align with your go-to-market strategy and historical sales success. Once selected, these topics will be defined in Priority Engine as your Entry Points at the account and prospect level.

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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. They will help you personalize your outreach and align any messaging to what prospects actually care about.  Entry Points will always be priority-ranked based on the level of research activity on the topic.

Entry Points are available at the account and prospect level and will be accessible on the Your Top Accounts, Your Top Prospects, and Account Detail Pages. Use Entry Points in sales calls and cadences to demonstrate you understand a buyer's needs.

Learn more about the difference between account or prospect Entry points:

Selecting Entry Points is a simple process and can be accomplished by working with your TechTarget representative. Entry Points will not display in Priority Engine until they have been configured. Until configured topic and vendor interests will be displayed as Research Areas.

Once configured, Entry Points become an additional element in Priority Engine's custom scoring algorithm, ensuring that best-fit accounts and prospects rank and score higher if they are active on any of your selected Entry Point topics.

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.

 

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