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Back in the late 1990's the Internet was in its infancy and data communication via 'broadband' was, compared to today, rare and expensive. At that time I worked for a telecoms provider and was tasked with identifying businesses that might buy a low cost internet access service. This was a burgeoning cable broadband market and our revenue targets were aggressive! 
 
Creating a prospect database with named companies, their location, type of business and an estimate of their likely annual spend on broadband was no easy task. But it could be done with the application of some known customer data and a set of mathematical algorithms.