Industrial buying-intent capture
Intent Signals Framework™
Surface industrial buying activity 90–180 days before it reaches a public tender.
Industrial procurement is opaque on purpose. By the time a public tender is issued, the supplier shortlist is largely set. The Intent Signals Framework™ formalises the signal taxonomy industrial revenue teams should monitor across the 90–180 day window before a tender goes live. Learn more about MultiRev.
It separates signals by reliability, ownership of the data source, and time-to-decision — so commercial teams can prioritise outreach against accounts that are demonstrably in-market rather than speculatively in-ICP.
Framework stages
- 01
Macro signals
Capex disclosures, EU funding awards, M&A activity, regulatory deadlines, public infrastructure announcements.
- 02
Account-level signals
Plant expansions, technology refits, ISO recertification, sustainability commitments, public RFP postings.
- 03
Hiring & org signals
Engineering, maintenance, procurement and operations hiring patterns that precede vendor selection.
- 04
Supplier scouting
Discreet outreach to incumbents, distributor inquiries, technical content engagement, attendance at supplier days.
- 05
Pre-tender activity
Spec drafting, internal pre-qualification, sample requests, shortlist circulation.
- 06
Tender release
Public RFQ — visible to the entire market and the lowest-value signal of the chain.
When to use this framework
- You sell capex-class equipment or multi-year service agreements
- Your average contract value exceeds €100k and cycle exceeds 90 days
- You suspect competitors are winning deals you never see
- Your forecast is built on rep optimism rather than verifiable signals
What it monitors
- Public capex filings
- EU tender portals (TED, national)
- LinkedIn hiring data
- Plant news & press releases
- Industry trade publications
- Procurement portals
What it produces
- Ranked target account list
- Signal timeline per account
- Recommended engagement window
- Decision-maker entry points
Apply this framework
Have MultiRev install Intent Signals inside your business.
We work with industrial revenue teams to install operating frameworks against their existing pipeline, CRM and commercial team — without disrupting current motion.
- ▸Framework diagnostic
- ▸Operational design session
- ▸30-day pilot scope
- ▸Pipeline integration plan
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