6sense is one of the most talked-about platforms in B2B marketing. Its AI-driven account scoring, predictive buying stage modeling, and intent data capabilities have made it the default reference point for enterprise ABM.
Intent data is one of the most powerful demand-generation tools available. A prospect who’s actively researching your category is 10-15x more likely to convert than a random contact. But for UK B2B teams, intent data comes with a GDPR question: Is it legal to buy and use intent-data vendors under GDPR?
Canada’s B2B market is one of the fastest-growing in North America. But Canadian B2B teams operate under a regulatory environment most US marketers have never heard of: CASL (Canada’s Anti-Spam Legislation).
The UK B2B marketing landscape has transformed dramatically since GDPR took effect in 2018. As we enter 2026, UK-based B2B companies face a unique challenge: automating marketing campaigns while maintaining strict data privacy compliance. This tension has actually created an opportunity. The companies that master compliance-first automation are winning disproportionate market share.
Technographic data is information about the technologies and software a company uses in their operations, from marketing automation platforms to cloud infrastructure to security tools. It tells you what tech stack a prospect already owns-and critically, what gaps exist where your solution fits.
Sales velocity measures the speed at which deals move through your pipeline, from lead to closed-won. The standard formula is: (Number of Opportunities × Deal Value × Win Rate) / Sales Cycle Length. A company closing 10 deals per month with $50K average deal size and 40% win rate moving through a 60-day cycle has a monthly velocity of approximately $16,667 per day.
Revenue operations (RevOps) is the function that unifies sales, marketing, and customer success around shared data, systems, and metrics. Instead of teams working in silos, RevOps aligns all three on total pipeline contribution to revenue. RevOps owns data integrity, system configuration, and connecting processes.
Pipeline coverage is the ratio of total open pipeline opportunity value to sales quota. If your team has a $1M quota and $3M in open opportunities, coverage is 3x. This metric tells you whether you’re likely to hit your number.
Lead scoring is a system that assigns points or ranks to prospects based on their likelihood to buy. Each interaction-email opens, content downloads, website visits, job title-adds points. When a prospect crosses a threshold (50 points, for example), they’re handed to sales as a “sales-qualified lead” (SQL).
First-party data is information customers knowingly share with you: email signups, form fills, CRM records, website behavior, purchase history, support tickets. It’s your data, not third-party vendors’. Zero-party data (explicit preference sharing) is the premium version.
Firmographic data describes a company’s foundational business characteristics: annual revenue, employee headcount, industry, geography, funding stage, and legal structure. It’s the demographic equivalent for B2B-the baseline facts you use to identify which companies even belong in your target account list.
Demand capture is reaching prospects who are actively searching for solutions. You’re not creating demand; you’re capturing existing demand when it matters most.