Intent Signal Onboarding Intake (Onboarding)

Intent Signal Onboarding Intake (Onboarding)

1. 01

   Define the buying question before selecting any signal source

   Write one sentence naming the problem the client sells against, then list the three to five research behaviors a buyer exhibits 30 to 90 days before contacting sales. Sources get chosen to answer that question, not the reverse.

2. 02

   Map every signal source to a named owner and a refresh cadence

   Community monitors, publisher co-op feeds, and website visitor identification each update on different clocks. Record who checks each feed and how often, so a stalled source is visible within one week rather than one quarter.

3. 03

   Confirm CRM field readiness for inbound signal records

   Check that account, contact, source, signal date, and signal type fields exist and are required. A signal that lands in a notes field cannot be scored, routed, or reported on later.

4. 04

   Set a minimum signal threshold per account before routing to outreach

   Decide how many independent signals within a rolling window qualify an account for contact. Single-source triggers produce the noisy lists that burn sender reputation and rep time.

5. 05

   Agree the disqualification rules in writing with the client

   Document existing customers, active opportunities, competitors, and excluded geographies. Intent platforms surface researchers who are already in pipeline, and routing those to cold outreach damages live deals.

6. 06

   Baseline current pipeline metrics for later comparison

   Capture reply rate, meeting-booked rate, and average days from first touch to opportunity across the trailing 90 days. Without a baseline, no one can tell whether intent data changed anything.

7. 07

   Schedule the 30-day validation review before launch

   Book the calendar slot at kickoff. The review compares signaled accounts against actual deal stages and decides which sources to keep, weight down, or drop.