Contact Intelligence combines professional history, job posting data, content engagement signals, organisational context, and AI analysis to build a complete picture of each contact - far richer than what any job title or firmographic database can tell you.
How It Works
AI Analyzes Professional Background
The system ingests LinkedIn profiles, career history, previous roles, companies, and tenure to understand someone’s experience and expertise.
Cross-References Context
Account intelligence (strategic priorities, technology initiatives, hiring patterns) is matched against individual profiles to determine relevance and likely buying role.
Builds Expertise Signals
AI identifies skills, technologies, industry knowledge, and domain expertise based on career history, current role, and professional activity.
Determines Buying Role
Using account context, purchase cycle patterns, and role signals, AI determines whether someone is likely a decision-maker, influencer, champion, stakeholder, or end user.
What Intelligence Reveals
Professional Background
Career history, previous companies, roles, tenure, education. Understand where someone comes from and how they got to where they are today.
Expertise & Skills
Technical skills, domain expertise, industry knowledge. What does this person actually know about - and what problems are they likely trying to solve?
Buying Role
Decision-maker, influencer, champion, stakeholder, or end user. What’s their likely role in a purchase decision for your solution?
Relevance to Your Account
How does this person’s background and role align with the account’s strategic priorities, hiring patterns, and technology investments?
Recent Activity
New hires, promotions, job moves, content engagement, company announcements. What’s changed recently that might create urgency or opportunity?
Likely Messaging Angles
AI-powered suggestions for what might resonate with this person based on their background, role, account context, and strategic priorities.
Key Capabilities
Persona Assignment: Contacts are automatically matched to pre-built personas (CRO, CFO, Chief Data Officer, VP Sales, etc.) or custom personas you define in Settings. This helps you group people by role and reach the right buyers. Background Intelligence: Career timeline showing previous companies, roles, and tenure. Understand someone’s experience level and how their background prepares them to evaluate your solution. Expertise Extraction: AI identifies technical skills, industry knowledge, and functional expertise from career history and current role. This helps you personalise your value proposition. Buying Role Prediction: Machine learning models trained on successful deals predict whether someone is likely a decision-maker, influencer, champion, or stakeholder for your specific solution. Activity Monitoring: Recent job changes, promotions, new hires in their team, and company news trigger updates to contact intelligence, signalling potential deal opportunities. Content Engagement Signals: When available, engagement with your company’s content, website visits, webinar attendance, and other signals inform intelligence and help you personalise outreach.Using Intelligence for Better Conversations
Personalise Your Approach: Use background and expertise insights to tailor your messaging. A VP with a data science background will respond differently than one who came up through sales operations. Identify Champions: Contacts whose background aligns with your solution’s value and whose role suggests influence are ideal champions to recruit early in the deal. Spot Buying Signals: Recent promotions, new hires into roles that matter for your solution, or company announcements about new initiatives often signal buying intent. Build Multi-Threaded Relationships: Understand what each person cares about. This helps you know who to loop in for different conversations - technical for engineers, financial for CFO, business impact for executives. Avoid False Starts: Intelligence reveals who is and isn’t a relevant contact. This helps you focus effort on real buying-side stakeholders and avoid wasting time on people who aren’t decision-makers.Tips and Best Practices
- Use buying role signals to prioritise: Focus your effort on decision-makers and champions first. Intelligence shows you who actually influences purchases in your solution area.
- Match background to your value proposition: A contact with a background in operational efficiency is more likely to buy a cost-reduction tool than one with pure technical background.
- Combine with account intelligence: Use account strategic priorities to interpret individual intelligence. Someone’s background might signal buying potential only if the account is pursuing relevant strategic goals.
- Personalise at scale: Intelligence makes it possible to personalise outreach for hundreds of contacts. Use it to customise emails, discovery questions, and value angles by person.
- Monitor activity signals: Recent activity - job moves, promotions, new hires - are the best buying signals. Use these to time outreach and spike conversations.
Related Modules
Contact Discovery
Discovery finds the people; Intelligence tells you which ones matter most and why.
Contact Enrichment
Enrichment provides verified contact details; Intelligence provides context about who that person is and what they care about.
PG:AI Studio
Studio uses Contact Intelligence to personalise conversation threads, value propositions, and discovery questions for each person.