This digital breadcrumb trail is typically anonymous, living its best life in your Dark Funnel. But the right revenue technology platforms and data-science solutions—using privacy-compliant methods via partnerships with governmental organizations, third-party data collectors, regulatory agencies, financial reporting agencies and more—can accurately connect those signals back to the companies conducting that research. These solutions can tell you: • The duration of an organization’s buyer journey • The size of the buying team • The sources where those team members get their information • The financial situation their company might be in, which informs their ability or need to purchase new solutions • The technological condition they’re in, which informs if their tech stack is compatible with your solution • And much more Armed with that kind of information, those anonymous companies can quickly become engaged opportunities within your CRM. 8