Intent Data Stack Audit (Onboarding)

Intent Data Stack Audit (Onboarding)

1. 01

   Map the client's current intent data sources and their stated goals

   Interview the client to list every intent tool in use, what signals each provides, and the specific pipeline stage or campaign each is meant to influence. Record the expected use cases so you can later compare them against actual performance.

2. 02

   Verify data source coverage and freshness

   Check whether each source monitors the channels where the client's buyers actually research, such as community forums, publisher co-ops, or website visitor logs. Confirm update frequency and lookback windows, since stale signals can mislead prioritization.

3. 03

   Assess signal quality against known closed-won and closed-lost accounts

   Pull a sample of accounts that recently converted or churned and see how many appeared in the intent data before the outcome. This historical calibration reveals whether the tool surfaces real buying behavior or just noise.

4. 04

   Review data integration points and CRM field mapping

   Document how intent scores flow into the client's CRM, MAP, or ad platforms. Verify that account identifiers match across systems, and that score thresholds trigger the intended actions, such as alerting an SDR or adding to an ad audience.

5. 05

   Evaluate privacy and compliance posture

   Confirm that the data sources comply with applicable regulations like GDPR or CCPA, and that the client's use of the data is permitted under their vendor agreements. Note any restrictions on data enrichment or cross-channel matching.

6. 06

   Establish a baseline metric for intent-to-deal conversion

   Define how you will measure success, for example the percentage of high-intent accounts that progress to a sales meeting or opportunity within 30 days. Capture the current baseline so you can quantify the impact of any changes you recommend.

7. 07

   Document findings and present a prioritized action plan

   Summarize which sources are delivering value, which are redundant or underperforming, and where integration gaps exist. Recommend a phased approach to consolidate or adjust the stack, with clear owners and timelines.