How to Spot Churn Before a Customer Leaves (with Putney Cloos from Bombora) | Ep. 255

Episode notes

Mason Cosby connects with Putney Cloos , the Chief Marketing Officer at Bombora , to clarify exactly what intent data is and how revenue teams should use it. While many marketers view intent data strictly as a tool for sales prioritization, Putney argues that the use cases go much deeper. She explains the difference between first-party data collected from owned properties and third-party data gathered from across the web. ㅤ A major focus of the conversation is data provenance. Putney highlights a critical but often overlooked question: Does your data provider actually have the right to use the data they sell? She details how Bombora uses a proprietary tag within a data co-op to ensure consent is explicitly granted for intent tracking. ㅤ Mason and Putney also explore how to operationalize this data without buying a massive, all-in-one platform. They discuss the "unbundled" ABM stack, where data is ported directly into the tools teams already use, such as CRMs, CDPs, or advertising platforms like The Trade Desk and LinkedIn.