Forrester: Intent data alone misses 72% of B2B buying signals

Forrester: Intent data alone misses 72% of B2B buying signals

2h ago
Forrester Blog ARMARM Research_benchmarks New

The Gist

  • Modern buyers enter market with 72% preference already established
  • Late-stage intent signals often reflect competitor leanings
  • Preference graphs outperform traditional intent scoring models

RevBots.ai View:

ARM systems must ingest pre-funnel behavioral data to intercept buyers before preferences crystalize.

Full Story: Forrester Blog →