What is Account Intelligence?
Comprehensive data about a target company, including firmographics, technographics, intent signals, and organizational structure.
Definition
Account intelligence is the aggregation of all available data about a target company into a unified view that sales and marketing teams can act on. It goes beyond basic firmographics (size, industry, revenue) to include technology stack, recent news, hiring patterns, funding events, leadership changes, competitive tool usage, and intent signals. The best account intelligence combines multiple data sources into a single prioritized account score or profile.
Why It Matters
Account intelligence determines sales efficiency. Without it, reps waste time on poorly-fit accounts and miss buying signals from high-potential targets. With it, teams can focus outreach on accounts most likely to convert, personalize messaging with relevant details, and time outreach to buying triggers. The difference between a rep who has account intelligence and one who doesn't is the difference between research-driven selling and random dialing.
Example
Before a discovery call, your account intelligence platform shows: Acme Corp (500 employees, $80M revenue, Series D). Tech stack includes Salesforce, Marketo, and a competitor's product. They posted 3 SDR roles last month. Two decision-makers recently viewed your pricing page. They've been researching your category on G2. This context shapes every aspect of your approach.