B2B SaaS · Research

ABM Intent Data: Buying Committee Identification at Scale

B2B SaaS buying is a committee decision — median eleven individuals on a typical mid-market enterprise deal. ABM intent data identifies which accounts are in active switching consideration, and within those accounts, which individuals are on the buying committee. Predictive intelligence concentrates ABM spend on the right cell of the matrix.

Updated 2026-05-13 · v4.7 model

Account-level intent

Account-level intent is the first cut: behavioral signals from across an account's domain footprint, resolved at the account entity. This identifies which accounts are in active switching consideration within a defined window. The window in B2B SaaS is typically 90 days for in-quarter conversion targeting.

Committee resolution

Within an in-market account, the buying committee is identified by role inference, behavioral engagement pattern, and identity-graph linkage. Median committee size is eleven on enterprise deals; targeting only the named champion or only the economic buyer leaves measurable conversion on the table.

Funnel velocity

Account intent + committee identification + behavioral velocity produces a probability of conversion within the current quarter. This is the most operationally useful output: it lets a sales team allocate finite engagement capacity against the highest-probability cells of the account-quarter matrix.

Calibrated decay reference

Signal half-life — production model

Conversion velocity reference

Predictive cohort vs. cold list

Citations

· Gartner — B2B Buying Journey Survey, 2024.
· Forrester — Total Economic Impact of Predictive ABM, 2023.

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