The Coverage Gap: What Sales Intelligence Platforms Miss, and Why It Matters
Your sales intelligence platform says it found everyone. The gaps in your pipeline say otherwise. Hear what one award-winning marketer found when she used the big-name platforms, and see the live research that shows why it happens.
With Georgie May, CloserStill Media, and Rob Simpson, Merit Data & Technology
The problem
It's not you. It's the database.
If your platform keeps coming up short, you're not alone. Sales intelligence platforms are standard in most revenue stacks. They're built to deliver volume fast, and for much of the market they do.
But each one runs on a stored, periodically refreshed database. However good the vendor is, that structure leaves contacts and companies the platform simply can't see. Records also go stale between refreshes.
contact records were out of date when we tested a leading platform's data against live research.
Merit live research, 2026. Full findings shared in the session.The session
A practitioner's story, backed by live evidence
What it's like on the ground
Georgie has run global event campaigns across the UK, Europe and APAC. She'll share what she ran into using the well-known platforms: thin coverage in APAC and hard-to-reach industries, records that had gone stale, and hours lost cross-checking lists by hand.
Georgie May, CloserStill MediaWhat the data actually shows
Rob will present live, evidence-based research that tests platform data against the real world. You'll see where the gaps start, how big they are, and which audiences they affect most.
Rob Simpson, Merit Data & TechnologyWhat you'll learn
Leave knowing exactly where your data falls short, and what to do about it
- 1
Why the gaps exist
How stored, periodically refreshed databases create blind spots, whichever vendor you use.
- 2
Where they hit hardest
The regions, roles and types of company that platforms consistently under-cover.
- 3
What they cost you
The knock-on effect on targeting, campaign reach, bounce rates and pipeline.
- 4
How to close them
The practical approaches teams are using to find the contacts their platform can't see.
Who it's for
- Marketing & demand gen leaders
- Event marketers
- Sales & revenue leaders
- RevOps & marketing ops
- Anyone who buys B2B contact data
Your speakers
Real-world experience meets real-world research
Georgie May
Head of Marketing, CloserStill Media
Georgie is a multi-award-winning B2B event marketer with over a decade of experience across the UK, Europe and APAC. She has led large-scale campaigns that drove record-breaking event attendance, and she relies on data that actually reaches her audience.
Rob Simpson
Innovation Director, Merit Data & Technology
Rob works where B2B data, lead generation and research meet. He has spent years testing database data against live research to understand where contact platforms work, where they fall short, and where the coverage gap really begins.
FAQs
Good to know
Is it free?
Yes. Register above and we'll email your joining link.
What if I can't make it live?
Register anyway. Everyone who signs up gets the recording after the session.
Will you name specific platforms?
No. The session is about how these platforms are built and where that structure leaves gaps, not about criticising one vendor. The lessons apply whichever tool you use.
Is this a sales pitch?
No. It's a practitioner's experience and the research behind it. You'll leave with approaches you can use whatever your data setup.
Do I need to install anything?
No. You can join from the Zoom app or straight from your browser.
Find out what your platform isn't showing you
Thursday 26 November 2026 · 10:00 GMT · Online
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