The problem
You bought intent data but the signals are too generic. "Company X is researching CRM software" does not help your rep write a first line. You need signals specific to your market.
The system
- Identify proprietary signals. Win/loss analysis reveals the niche events that predict deals.
- Build scrapers. Scheduled monitors on the sources that produce those events.
- Diff detection. Only alert on meaningful changes, not every page load.
- Route with evidence. Signal + source link + suggested copy to the account owner.
Field notes
Custom scrapers are the highest-ROI signal investment because the data is proprietary. Your competitors cannot buy what you built.