Some of our customers are using Demandbase for intent data. And while Demandbase reports that they recently added fleet data to their offerings, some of their customers still contact us at ProsperFleet for fleet data.
Demandbase’s methods were intended to provide worldwide fleet data coverage for its customers that sell globally, because fleet data is not accessible in many countries. However, these methods for a global market, we believe, aren’t necessary when prospecting for fleets in the U.S. market. Existing sources used by ProsperFleet and other fleet data vendors can provide better results when selling to the U.S. market. So while you may need other methods for Africa or Asia, why apply them to the United States? Because in the U.S., we have had far more valid sources than scraping keywords, job titles and job boards. In addition, revenue and employee counts are a poor predictor of fleet vehicle counts.
Several customers have worked with us to streamline and prioritize their Demandbase data. We found as low as 6% of the initial fleet intent recommendations from Demandbase fit the fleet customers they were looking for. Many recommended accounts didn’t even have fleet vehicles. Our customers used ProsperFleet intelligence to refine their Demandbase settings to improve the recommendations.
We have always recommended that our customers use a multi-sourced approach to build their CRM databases. Every data source has its strengths and weaknesses, and sourcing over time will build the strongest data tailored to your needs. So, we wouldn’t recommend “either/or” ProsperFleet or Demandbase. ProsperFleet and Demandbase together enhance each other.
Having said that, below we share the strengths of ProsperFleet data.
Valgen has been doing analytics in fleet and trucking for about 15 years, and our customers’ sales and marketing teams kept asking us for fleet data. So this is why we created ProsperFleet, to offer an alternative with key elements in trucking and fleet data that our customers weren’t finding anywhere else:
Light-duty commercial vehicles
ProsperFleet data includes light-duty fleets: field sales and executive fleets, motor pool sedans and SUVs, contractor pickups and cargo van fleet owners – all the “non-DOT” fleets and “white van fleets.”
This allows you to reach the vast market of field and facility service fleets, contractors and trades like plumbers and HVAC, electricians, and vans and truck fleets that are doing last mile and local delivery.
This chart gives you an idea of the size of the light-duty market compared to medium and heavy duty.
Number of U.S. commercial vehicles, in millions, owned or leased by companies and government agencies that have 5+ vehicles.
Total fleet counts for large fleets
When a company or government has vehicles across 5, 10, 50, 100+ locations, what is the total fleet size? This is a complex question to answer and involves accurate matching of company hierarchy and locations across states with information from dozens of data sources.
For trucking data where you’re only using the power units in an FMCSA data field, it’s easier to answer. Yet, that FMCSA data can be up to 2 years old. And it doesn’t include all fleet vehicles.
Many fleet suppliers who use ProsperFleet are looking for all types of vehicles, from sedans to vans to heavy duty trucking.
Enterprise sales teams are often looking for company hierarchy – parent companies and their subsidiaries, divisions and sister companies. This is useful if you’ve sold into one division, and want to explore fleets at other divisions and newly-acquired companies.
All company locations with vehicles
Most data sources provide only headquarters locations. We have data on all company locations with fleets. If a headquarters is in Michigan with vehicle locations in Ohio, Indiana, Illinois and Wisconsin, you will be able to find company fleet vehicle data in all five states. So if you are in Wisconsin, this company’s fleet will be revealed for you, despite the headquarters being in another state. Our article about fleet locations explains more about this.
Many contacts for a fleet
Most fleet data sources provide few contacts. Data providers who get their data solely from the FMCSA often have only the FMCSA contact. These are often general emails like “safety@” and these contacts receive a constant avalanche of cold email because they’re easily publicly available.
In addition, at medium and large fleets, there are many influencers and decision-makers when selecting fleet vendors. Our data has many contacts to reach buying committees: fleet, transportation, maintenance, general managers, operations, safety, DOT compliance, driver training, driver recruiting, HR, finance, procurement/purchasing, public works, etc. As well as owner, president and CEO which are great for small fleets.
Focus on larger fleets
About half of companies with vehicles have one vehicle, or are trucking owner-operators with one vehicle. If you are looking for owner-operators, data is plentiful. But many of our customers are looking for fleets with more vehicles. Our data begins with 5+ vehicles. There’s no wading through mostly very small fleets, to find the fleets you want.
Enhancements to FMCSA DOT data
Few trucking databases do significant enhancements to the DOT data from FMCSA. Often the data is mostly re-organized into filters and online interfaces. With ProsperFleet, we take the steps described above to bring additional value our customers have requested. It’s now easier for them to prospect to the right fleets and grow their businesses.
Our data filters are also designed with sales and marketing needs in mind, which differ from the data that shippers and brokers want to see.
Our fleet and vehicle data is multi-sourced and gives a more accurate reflection of a fleet, than using FMCSA data alone. VIN-level data is counted in FMCSA data when there’s an inspection or crash. Our multi-sourced approach is more comprehensive than this, and includes light duty commercial vehicles that are rarely included in FMCSA data.
Usage plans for local businesses
You can acquire only the data that fits the geographic area you will use, even if it’s local. You can choose local fleets at the city and ZIP code levels, anywhere in the U.S. Search a radius starting as small as 5 miles around a ZIP code.
Learn more about how ProsperFleet might be an alternative fleet and trucking data source for you. Or if you’re ready to talk, contact us for a demo.
What fleet data is right for you?
Not all fleet data is the same.
If you use the wrong data for your needs, you miss selling to many fleets in your market. Assess your specific needs, and get a course of action.