Projecter Best Practice: Using Buyer-Intent Data for New Customer Acquisition

How data-driven signals help you identify relevant companies earlier

Many agencies grow for a long time mainly through referrals, existing networks, and inbound inquiries. That can work well, but it often brings a challenge to sales: new business opportunities are only limited plannable.

That's why Projecter looked for a different approach. The Leipzig-based online marketing agency uses OMR Reviews buyer-intent data to identify companies with recognizable interest earlier and set up their outreach more strategically.

Recognizing relevant signals and processing them meaningfully

Projecter uses buyer-intent data from OMR Reviews for this. The foundation is visitor data on relevant profiles and pages, such as their own agency profile, competitor profiles, or matching software profiles. Via the OMRviewer, companies become visible that are already actively engaged with relevant topics.

👉 Learn more about buyer-intent data from OMR Reviews as well as guides, tips, and best practices for using them effectively

What's crucial is not just the signal itself, but the process that follows. At Projecter, this is broken down into several steps:

1. Identify interested companies

The first step is to make companies visible that already have touchpoints with relevant services or topics. This creates a much better starting point than purely non-specific outbound outreach.

2. Transfer data to CRM and prioritize

The identified companies are integrated into HubSpot at Projecter and evaluated there based on the Ideal Customer Profile and the intent score. This allows you to quickly distinguish which contacts are suitable for direct outreach and which should be monitored or developed further for now.

3. Set up outreach and social selling more strategically

Depending on the signal strength, Projecter either starts directly with personalized outreach or initially focuses on social selling. This makes the contact more relevant because communication is more strongly aligned with the actual interests of the companies.

4. Develop contacts with matching content

Not every identified company is ready for a conversation right away. That's why Projecter uses appropriate content in the next step, such as whitepapers, expert content, event or webinar invitations to further qualify interest. This turns an initial signal into a structured nurturing process.

5. Focus sales resources on relevant contacts

Once a contact qualifies more clearly, they're either handed over to sales or prioritized directly. The advantage: Your team works more focused on contacts with higher relevance, rather than communicating broadly and undifferentiated to the market.

Results at Projecter

Projecter reports measurable results from this approach:

• These include an email open rate of 52% and a click rate of 12% on follow-up emails with matching content offers.

• Additionally, the agency qualifies an average of around 20 companies per month for direct outreach according to their own data.

Such results always depend on multiple factors, including your ICP, the quality of data maintenance, your outreach, and internal processes. The example therefore shows above all what potential lies in a structured, data-driven approach, but not a universally applicable benchmark.

Here's what you should pay special attention to:

Projecter's example also makes clear how important a well-set-up profile on OMR Reviews is. Because the clearer your services, specializations, and relevant topics are visible on your profile, the better the foundation for building appropriate visibility and relevant signals.

• Formulate your service offering clearly and specifically.

• Maintain specializations and relevant categories carefully.

• Show through projects, industry focus, and descriptions what cases you stand for.

• Think of your profile not just as a showroom, but as part of your go-to-market setup.

Especially for business services, a well-maintained profile can be more than just presence: it can be a meaningful building block in a data-informed sales and marketing process.

👉 Learn more about how to optimize your profile on OMR Reviews

👉 Read the full Projecter success story in our content hub