- Firmographics
- The company-level attributes used to describe and segment a business account, such as industry/vertical, size, revenue, geography, and corporate structure. They are the B2B equivalent of demographics and are the foundation for targeting operators and vendors.
- Technographics
- Data about the technologies a company uses, such as its game providers, payment processors, platform/aggregator, KYC tools, and martech stack. For iGaming vendors this reveals integration fit and displacement opportunities before the first outreach.
- Firmographics vs. technographics
- Firmographics describe who the company is (size, vertical, jurisdiction); technographics describe what it runs (its tech stack). Used together they qualify an account for both relevance and product fit.
- Deal signal
- A timely, observable event that suggests a buying or partnership opportunity, such as a new license, market launch, funding round, award, or a relevant executive hire. Signals tell sellers when an account is worth contacting, not just whether it fits.
- Intent data
- Signals indicating an account is actively researching or in-market for a solution, inferred from behaviour such as content consumption, search activity, or repeated engagement. It helps prioritise accounts that are likely to be receptive right now.
- Decision-maker
- The person with the authority to approve a purchase or partnership, distinct from the influencers and users who shape the decision. In iGaming this is often a Head of Payments, Head of Product, CTO, or compliance lead depending on what is being sold.
- Enrichment
- The process of adding missing or higher-quality data to a record, such as appending verified contact details, firmographics, or technographics to a company or person. It turns a thin lead into an actionable, well-rounded profile.
- Lead scoring
- Assigning a numeric or tiered rank to leads and accounts based on fit (firmographics/technographics) and behaviour (intent and signals), so sales focuses on the most promising opportunities first. Scores make prioritisation consistent rather than gut-driven.
- ICP — Ideal Customer Profile
- A precise definition of the company type that gets the most value from your offering and is the best to sell to, expressed through firmographic, technographic, and signal criteria. It anchors targeting, scoring, and territory planning.
- Account-based marketing (ABM)
- A go-to-market approach that treats individual high-value accounts as markets of one, coordinating sales and marketing around a defined list rather than broad lead generation. It suits iGaming's relatively small, high-value pool of operators and vendors.
- TAM / SAM / SOM
- Market-sizing layers: TAM (Total Addressable Market) is total demand if you reached everyone, SAM (Serviceable Addressable Market) is the share you can serve given your product and geography, and SOM (Serviceable Obtainable Market) is the realistic portion you can actually win. They scope opportunity and set targets.
- Sales intelligence
- Data and tooling that help sellers find, qualify, and reach the right accounts and people, combining firmographics, technographics, contacts, and signals. It powers prospecting and outreach at the individual-deal level.
- Market intelligence
- Aggregated insight into a market's structure, trends, competitors, and regulation, used for strategy and planning rather than individual outreach. In iGaming it tracks where operators are launching, which licenses are issued, and how verticals are shifting.
- Data hygiene
- The ongoing practice of keeping records accurate, current, deduplicated, and complete by removing stale, invalid, or duplicate entries. Good hygiene protects deliverability, scoring accuracy, and trust in the data.
- Suppression list
- A controlled list of people or companies that must be excluded from outreach or data sharing, for reasons such as opt-outs, unsubscribes, bounces, or legal requests. Honouring it is essential for compliance and sender reputation.
- GDPR legal basis
- Under the EU General Data Protection Regulation, the lawful ground that justifies processing personal data, with legitimate interest and consent being the most common for B2B prospecting. Every contact record should carry the basis on which it is held and used.
- Provenance
- The documented origin and history of a data point, recording where it came from, when it was collected, and how it has changed. Provenance underpins trust, auditability, and the ability to defend a record's compliance status.