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Intent-to-Action by IMC
Buyer Intent, Operationalised
Turn buyer intent into sales-ready action.
Most teams see buyer intent. Very few act on it. Intent-to-Action by IMC is a one-off implementation that converts high-intent companies into clean, sales-ready intelligence automatically.
What this delivers
Intent-to-Action by IMC service ensures that when a company shows buying intent, Sales receives actionable context not noise.
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High-intent companies are identified
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The right senior contact is surfaced
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Data is delivered in a sales-ready format
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No manual research. No clutter. No guessing
Why this matters
Buyer intent fails when signals aren’t acted on quickly, Sales is forced to research accounts manually, and CRMs fill up with partial or low-quality data.
Intent-to-Action by IMC operationalises intent so it actually supports sales execution.
Designed for data quality
This implementation is intentionally conservative:
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No guessed contact data
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No low-confidence enrichment
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No CRM pollution
- Only data that meets defined quality standards is surfaced to Sales
Who this is for
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B2B teams using HubSpot
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Revenue teams investing in buyer intent
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SDRs and Marketing Specialists who spend hours on manual website and account research
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Sales teams that value speed, focus, and clean data
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Organisations that care about CRM hygiene
This solution removes heavy research work from SDRs and Marketing Specialists, freeing them to focus on outreach and pipeline creation.
Engagement model for the "Intent to Action by IMC" service
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One-off implementation
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Two senior personas type included
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Runs automatically once configured
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Cadence tailored to your team
Make buyer intent actually work for Sales
If your team is already investing in intent data, the "Intent-to-Action by IMC" service ensures it turns into action.
"Intent-to-Action by IMC" Service Frequently Asked Questions
What is Intent-to-Action by IMC Service?
Intent-to-Action by IMC Service is a one-off implementation that operationalises buyer intent. It automatically turns high-intent company signals into sales-ready insights, removing manual research and protecting CRM data quality.
Who is this for?
Intent-to-Action by IMC Service is designed for B2B revenue teams, including SDRs, BDMs, Sales Managers, Marketing Specialists, and RevOps teams. It is particularly valuable for teams spending significant time researching accounts and contacts manually.
Do we need to use HubSpot?
HubSpot is required for the initial setup, as it provides the buyer intent capabilities used to trigger the automation. If you do not currently use HubSpot, we can help you get started and configure HubSpot specifically for intent tracking.
What if HubSpot is not our main CRM?
No problem. HubSpot can be used as the intent and automation layer. Following setup, an integration project can be launched to push relevant data from HubSpot into your primary CRM. This allows you to benefit from intent-driven automation without replacing your existing CRM.
How does this work for teams without CRM write-back?
When verified required data set to trigger records creation are not available, or when CRM write-back is not desired, insights are delivered via Google Sheets. Sales teams can use these insights to prioritise outreach and manually add qualified accounts or contacts into their CRM after validation.
What happens when the required key data is not found?
When the required key data is not identified, the research insights are routed to Google Sheets. SDRs or BDMs can then perform outreach and decide whether to add the records to the CRM.
How automated is the system?
The system is configured once and then runs automatically. It can operate daily, weekly, or monthly depending on your preference. Each time a new high-intent company is identified, the workflow is triggered without manual effort.
Can this support multiple personas?
Yes. The standard implementation includes two personas. Each persona has its own logic, research, and outputs to ensure relevance for different sales motions.
Is this replacing our buyer intent or data tools?
No. Intent-to-Action complements your existing tools by ensuring their signals actually lead to sales action. It focuses on execution, not replacing your current stack.
How long does implementation take?
Typical implementation takes 3-4 weeks, depending on access, approvals, and persona complexity.
Is ongoing management by IMC required?
No ongoing management is required. Your in-house CRM team can manage the end-to-end workflow. Once live, the system runs automatically. Optional optimisation or expansion can be added later if needed.