10 Ways to Use Technology Intelligence for B2B Lead Generation

Technology intelligence—knowing what software and tools your prospects use—is one of the most underutilized assets in B2B sales and marketing. Most teams know it exists, but few use it to its full potential.

In this guide, I’ll share ten practical ways to use technology data for lead generation. These aren’t theoretical—they’re strategies that work in the real world.

1. Competitive Displacement Campaigns

This is often the highest-converting use of technology data. Find companies using your competitor’s product and reach out with a targeted migration pitch.

Why it works: These prospects already understand the problem you solve. You don’t need to educate them on the category—you just need to show why your solution is better.

How to do it:

• Search for your competitor’s technology in a database like TechLeads.fyi
• Filter by company size and geography to match your ideal customer
• Craft messaging that addresses common pain points with the competitor (without badmouthing them directly)

Pro tip: Focus on what you do better, not on trashing the competition. “We offer X feature that many [Competitor] users wish they had” works better than “[Competitor] is terrible.”

2. Integration-Based Targeting

If your product integrates with other tools, find companies using those tools.

Why it works: Integration is a powerful sales angle. “This plugs right into what you’re already using” removes friction from the buying decision.

How to do it:

• List all the platforms your product integrates with
• Search for each platform in your technology database
• Lead with the integration story in your outreach

Example: If you have a HubSpot integration, find HubSpot users and lead with “This integrates directly with your HubSpot setup—no separate logins or data silos.”

3. Technology Stack Profiling

Your best customers probably share common technology characteristics. Identify those patterns and find more companies that match.

Why it works: Technology choices signal company behavior. If your best customers tend to use modern marketing stacks, that’s a buying signal you can search for.

How to do it:

• Analyze the tech stacks of your top 10-20 customers
• Look for common technologies (most use Salesforce, most use Segment, etc.)
• Search for companies with similar stack compositions

4. Market Sizing and Prioritization

How big is your addressable market? Technology data gives you concrete numbers.

Why it works: Instead of guessing, you can count exactly how many companies fit your technology criteria. This helps prioritize segments and set realistic targets.

How to do it:

• Define your technology-based criteria
• Run the search and note the total count
• Break down by geography, industry, or company size to prioritize segments

Example: “There are 50,000 Shopify stores in the US with over 10K monthly visitors. That’s our total addressable market.”

5. Account-Based Marketing (ABM) Lists

For ABM, you need to identify high-value target accounts. Technology fit is an excellent criteria.

Why it works: ABM requires focus. Technology criteria help you build lists of accounts that are genuinely likely to buy, not just big names.

How to do it:

• Define the technology profile of your ideal account
• Build a list that matches those criteria
• Layer in firmographic data (size, industry) for final prioritization
• Run targeted multi-channel campaigns against this list

6. Personalized Outreach at Scale

Generic emails get ignored. Technology data enables personalization that shows you’ve done your homework.

Why it works: “I noticed you’re using [Technology]…” immediately signals that this isn’t a mass blast. Response rates improve significantly.

How to do it:

• Include technology fields in your export
• Create email templates with technology merge fields
• Reference the specific technology in your opening line

Example: “Hi [Name], I noticed [Company] is running on Shopify with Klaviyo for email. Many stores with this setup see a 20% conversion boost when they add…”

7. Content Targeting and Creation

Know what technologies your audience uses, and create content that speaks directly to them.

Why it works: Generic content competes with everyone. Technology-specific content attracts exactly the audience you want.

How to do it:

• Identify the top technologies in your target market
• Create content addressing those specific users (“5 Tips for Salesforce Users Who…”)
• Use technology data for content distribution targeting

8. Partnership and Integration Prioritization

Should you build a Salesforce integration or a HubSpot integration first? Technology data tells you where your market is.

Why it works: Limited development resources should go toward integrations that serve the largest portion of your addressable market.

How to do it:

• Define your target market criteria
• Count how many target companies use each potential integration partner
• Prioritize development based on actual market data

9. Trigger-Based Prospecting

Technology changes signal buying intent. A company that just adopted a new technology might be open to related solutions.

Why it works: Companies in “buying mode” for one technology are often evaluating related tools. Strike while they’re actively investing.

How to do it:

• Identify technologies that often precede purchases of your product
• Monitor for new adoptions (some platforms track this)
• Reach out quickly when you spot relevant changes

10. Churn Prevention and Expansion

Technology data isn’t just for finding new customers—it can help retain existing ones.

Why it works: If a customer starts using a competitor’s technology, that’s an early warning sign. Conversely, if they adopt complementary technologies, that’s an expansion opportunity.

How to do it:

• Periodically check your customers’ tech stacks
• Flag any competitive technology adoptions for immediate outreach
• Identify customers using technologies that create upsell opportunities

Getting Started

You don’t need to implement all ten strategies at once. Start with the one that matches your most pressing need:

• Need more pipeline? Start with competitive displacement (#1) or integration targeting (#2)
• Low response rates? Focus on personalization (#6)
• Planning phase? Use market sizing (#4) to prioritize segments

Technology intelligence is a competitive advantage. The teams using it are finding better leads and closing more deals. The question is whether you’ll be one of them.

Ready to put technology intelligence to work? Start exploring at TechLeads.fyi.