How Targito Expanded Its Database by Over 50% in Six Months with Prospector

Targito creates a customer data platform (CDP) on the Czech market to support personalized communication and ad targeting, primarily in the e-commerce sector. They help their customers connect data and create relevant campaigns. However, to operate and grow in the market, they also need quality and complete data, which is why last year they started using BizMachine Prospector. As Martin Dlužanský, Business Development Manager at Targito, explains, thanks to Prospector his team has a perfectly mapped total addressable market.

Martin, how did you find new potential customers before you started using Prospector?

We worked with our existing database and supplemented it with targeted searches for e-shops. We looked for e-shops that we already knew or had seen somewhere, and then targeted them.

Before we started using Prospector, we thought we knew the vast majority of key potential customers. We had been in the e-commerce space for a long time, had an extensive internal database, monitored who was advertising, and tracked many other factors.

And was that actually the case?

No, right from the start we realized how wrong we were. Thanks to Prospector, our database grew by more than 1,500 companies in six months (an increase of over 50%), all of which precisely match our "ideal customer profile" criteria. We even discovered companies with half a billion in revenue that we had no idea about.

Thanks to Prospector, I now dare to say that we know about all e-shops with revenue over 30 million CZK in the Czech Republic and Slovakia... and every quarter, we find around 100 new ones in the Czech Republic alone that have grown into our segment.

What is the biggest benefit of Prospector for you?

Prospector helps us grasp and consolidate our market. For me as a team manager, it's an amazing tool for strategic planning. I can simply see how many potential customers we truly have in each segment — I see a concrete number representing that market's potential, with specific companies, and I can then plan specific action steps.

Prospector also saves us an incredible amount of time and helps the team work efficiently. Thanks to Prospector, we have far more room for direct sales activities, rather than just manually searching for potential companies. We manage a much larger volume of the right sales activities that deliver results for the business. To a certain extent, we've actually completely eliminated the classic BDR position — a person who just searches for companies we could contact. Instead of manually searching for e-shops on the web, everyone on the team can now focus on actual selling.

You use Prospector internally in combination with Pipedrive CRM. Do you also enrich your data in the CRM?

Yes, we have both Prospector and Pipedrive set up to communicate with each other. We also use the data to sort companies from our CRM into industries, for example, when creating campaign segmentation. We hadn't historically recorded this for our clients, and it would have been a lot of manual work to add it now. With Prospector, it's a simple filtering operation.