Finding NetSuite/Intacct Users in Sales Navigator
The goal here is to find prospects who indicate they are currently using NetSuite/Intacct OR used it in a prior role.
This means we don’t need prospects in our ICP, just some indication that they used NetSuite at a company. With this in mind, you can get creative with your filters.
Again! The entire purpose here is to find companies using NetSuite. This process is accomplished by searching for people with NetSuite experience.
Once we’ve found NetSuite users, then we begin researching and qualifying.
Base Filters are always used:
- Keyword Search: NetSuite, NetSuite Administrator, NetSuite Developer, NetSuite implementation
- Companies: NetSuite, Oracle, Sage, & Intacct, exclude. We are excluding these in the company search, we don’t want to see any employees currently working at these companies. Use the “current” bubble for this filter
- Past Lead and Account Activity: Removed leads from search. Use this filter if you don’t want to see leads you have already vetted.
- Geography: United States: We have international customers, but it’s a different value prop. Use this to find more qualified prospects.
- Industry: Exclude: Management Consulting - this will remove a lot of the VARs
- Title: Exclude: Consultants - Same as above
Additional Filters to narrow your search:
- Function - Accounting, Finance, Operations, Information Technology. These are essentially departments.
- Title - Get creative here. You don’t necessarily need people in accounting or finance, anyone who used NetSuite works. Use the “current or past” bubble for this search.
- Spotlight - Changed job in the past 30 days, posted on LinkedIn in the past 30 days. Great for personalization if you are able to refer to something the posted/liked or if they got a promotion/new job
PSA: Save your searches! Get granular and save all of your different searches. After you’ve combed through your lists Sales Nav will alert you when there are new prospects to go after.
Once you’ve created your list of prospects it's time to vet them for relevant NetSuite experience.
- Open a prospect
- Bring up the search function with command + F
- Type in your keyword search, ie “NetSuite” or “Intacct”
- This will highlight any of your keywords so they are easier to locate. NOTE: Sales Nav doesn’t discriminate. The keyword can be anywhere on the page, interests, groups, references, etc.
- We are only looking for Netsuite or Intacct in their work experience, some indication that they use these ERPs. Examples would be “Implemented NetSuite at this position”, “Experience with NetSuite for this role” etc.
- Now we know that this company uses NetSuite.
- Vet the company - make sure they fall within our ICP and are within the rules of engagement
- Use Apollo extension to save or view the company in Apollo
- Confirm that you can begin outreach based on the Rules of Engagement
- Research and qualify the company, do they fall into our ICP?
- Enrich the company with new leads from LI and Apollo
- Sequence company or put in a list to sequence later.