Today, we’re thrilled to sit down with Milena Traikovich, a Demand Gen expert with a wealth of experience in analytics, performance optimization, and lead generation. Milena has dedicated her career to helping businesses craft impactful campaigns that nurture high-quality leads, and she’s here to share insights on Liminal’s latest innovation, Scout—a game-changing module within the Link platform. In this conversation, we’ll explore how Scout transforms market intelligence into actionable go-to-market strategies, tackles challenges in dynamic industries like fraud prevention and cybersecurity, and delivers impressive early results for teams looking to accelerate pipeline growth.
Can you give us a broad picture of what Liminal aims to achieve as an Actionable Intelligence Platform, and where Scout fits into that vision?
Absolutely. Liminal is all about turning complex market data into clear, actionable insights for businesses, especially in high-stakes fields like fraud prevention and cybersecurity. Our goal is to help go-to-market teams navigate intricate, fast-moving environments by providing a unified view of market trends, competitor moves, product dynamics, and buyer behavior. Scout, as a new module within our Link platform, takes this a step further by bridging the gap between strategy and execution. It operationalizes the intelligence we already provide, enabling teams to act on insights in real time with targeted account-based marketing and outbound campaigns.
What challenges have you observed among go-to-market teams in rapidly evolving markets that inspired the development of Scout?
One of the biggest hurdles for GTM teams is keeping up with how quickly buyer demand can shift. Markets like cybersecurity are incredibly dynamic—new threats emerge, priorities change, and broad, generic messaging just doesn’t cut it anymore. On top of that, contact data often becomes outdated fast, which wastes time and resources. Teams struggle to pinpoint the right decision-makers and craft relevant outreach. Scout was built to address these pain points by delivering live buyer signals and verified contacts, ensuring teams can adapt on the fly and stay focused on what matters.
How does Scout specifically help teams respond to shifting buyer demands and outdated information?
Scout tackles these issues head-on by continuously tracking real-time buyer signals—think of behaviors or trends that indicate intent or need. It also maps out verified decision-makers, so teams aren’t chasing dead ends with stale data. By integrating these insights into the tools teams already use, like marketing automation or sales platforms, Scout ensures every interaction is timely and relevant. It’s about making sure outreach isn’t just a shot in the dark but a strategic move based on what’s happening right now in the market.
Can you walk us through how Scout translates raw market intelligence into practical steps for teams to follow?
Of course. Scout starts by pulling in a wide range of data—market trends, competitor activity, and buyer behaviors—through our unified intelligence graph. From there, it identifies key signals, like a company showing interest in a specific solution or a shift in their priorities. Then, it provides guided playbooks that tell teams who to target, what message to use, and even the next steps to take. Whether it’s for a first outreach or accelerating a deal, Scout turns abstract data into a clear roadmap for action, all while syncing with existing workflows for seamless execution.
Liminal’s leadership has talked about organizations ‘drowning in signals but starving for clarity.’ Can you unpack what that means?
It’s a great way to describe a common problem. Businesses today are bombarded with data—signals from social media, market reports, buyer interactions, you name it. But having all that information doesn’t help if you can’t make sense of it. It’s overwhelming, and teams often miss the forest for the trees. They’re starved for clarity because they lack the context or tools to filter out the noise and focus on what’s actionable. Scout steps in to distill those signals into meaningful insights, giving teams a clear path forward instead of leaving them buried under raw data.
What makes Scout stand out compared to other market intelligence or go-to-market tools out there?
What really sets Scout apart is its foundation in Liminal’s unified intelligence graph. This isn’t just a database—it’s a dynamic map of relationships between buyers, vendors, technologies, and use cases, updated with real-time feedback and proprietary research. That depth gives Scout an edge in accuracy and relevance. On top of that, our predictive signals and guided playbooks work hand-in-hand to not only spot opportunities but also tell teams exactly how to act on them. It’s not just about data; it’s about driving outcomes with precision.
Early results for Scout show 70–90% account coverage and pipeline conversion that’s twice as fast. Can you explain what these metrics mean and why they’re significant?
Sure. Account coverage refers to how much of a target segment we’re able to reach with actionable insights and verified contacts—hitting 70–90% means we’re covering a huge portion of the accounts that matter most, which is a big deal for efficiency and impact. As for pipeline conversion being twice as fast, that shows how Scout accelerates the journey from initial outreach to closing deals. By focusing on the right accounts with the right messages at the right time, we’re cutting down on wasted effort and speeding up results. These numbers reflect how Scout transforms GTM processes into something far more effective.
Looking ahead, what’s your forecast for the role of actionable intelligence in shaping go-to-market strategies over the next few years?
I believe actionable intelligence is going to become the backbone of every successful GTM strategy. As markets get even more complex and buyer expectations keep rising, teams won’t be able to rely on gut feelings or outdated playbooks. Tools like Scout, which turn real-time data into precise actions, will be essential for staying competitive. I expect we’ll see deeper integration of intelligence platforms with everyday workflows, more emphasis on personalization at scale, and a growing demand for solutions that can predict trends before they fully emerge. It’s an exciting time, and I think we’re just scratching the surface of what’s possible.
