When marketers talk about “doing ABM right,” they usually mean precise targeting, personalized engagement, and sales alignment. But for companies targeting technical audiences — especially engineers and developers — getting ABM right starts with something far more foundational: understanding the skills and expertise of every inbound lead.

This is where Contact-Level Technographics are flipping the script.
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From Form Fills to Full Buying Committees

Imagine you’re a growth marketer for a fast-scaling SaaS company. You're running webinars, free-tier platform trials, and content downloads as part of your top-of-funnel strategy. Leads are flowing in — but most of them come through with nothing more than a name, email, and maybe a job title.

Now ask yourself:

• Do you know if that inbound user has the skills to actually use your product?
• Do you know if they’re the only person you should be talking to inside the account?
• Do you know who else needs to be involved to turn a free trial into a six-figure deal?

For one global SaaS firm targeting data engineers and software developers, LeadGenius provided Contact-Level Technographics that transformed this inbound guessing game into a precision GTM operation.

The Use Case: Enriching Inbound with Deep Skill Signals

Every day, thousands of developers register for webinars, trials, and free-tier accounts. But without knowing their actual capabilities, teams can't tell if these are high-potential users — or just curious tire-kickers.

LeadGenius used three sources of skill intelligence to enrich these inbound records in real time:

• GitHub activity (code commits, project contributions, DBX-related libraries)
• LinkedIn profiles (job descriptions, certifications, endorsements)
• Stack Overflow & Kaggle participation (posts, Q&A, topic mastery)

From this, LeadGenius mapped over 9,750 unique individuals with demonstrable, up-to-date Databricks (DBX)-related expertise across 2,600 suspect accounts. This gave the ABM team a 70% match rate on skill-qualified leads — and the ability to prioritize.

Visual: Databricks Skill Concentration in Target Accounts

This is a view of how LeadGenius helped identify where the highest concentration of DBX skills existed inside complex enterprises. These weren’t just “engaged accounts” — they were verified teams with known deployment capability and technical influence. The key takeaway: winning here requires more than one contact — it requires a mapped buying committee.

Outcome: 23% Increase in Deal Velocity and Deal Size

Once the ABM team at this SaaS firm began operating with enriched, skill-based intelligence:

• Inbound leads became more accurately scored
• Outreach became radically more relevant
• Sales knew exactly who else to engage to drive internal adoption
• Marketing could trigger stage-specific plays (e.g., skill-specific ads, technical webinars, code trials)

This resulted in:

• 23% faster sales cycles on converted inbounds
• Higher ACVs due to broader stakeholder involvement
• Improved lead-to-opportunity conversion rates

Why Contact Technographics Are the Missing ABM Link

Most ABM platforms help you target the account. Some help you find a contact. Very few tell you what that contact actually knows how to do.

Contact-Level Technographics provide:

• The “why now” — by showing growth in specific skillsets
• The “who else” — by revealing practitioner networks inside a company
• The “how to engage” — by aligning messaging to skill level and influence

For companies using a product-led growth motion or selling data infrastructure, AI, devtools, or analytics, this is a superpower. You’re not just enriching inbound. You’re turning product interest into pipeline acceleration.

Final Takeaway

It’s not enough to know who’s raising their hand — you need to know who can actually use your product and who else must be brought along for the ride. That’s what Contact-Level Technographics unlock.

Whether you’re running events, driving trial signups, or executing ABM plays, the smartest SaaS marketers are realizing that the skills inside an account are more predictive than the job titles.

And now, thanks to LeadGenius, you can see that layer clearly — and use it to win.

Would you like this formatted into a downloadable case study PDF or slide deck for sharing with clients or in pitches, Derek? I can also adapt this for LinkedIn with a tighter hook.