Companies generally have clear parameters marked for the contacts they want. They may ask for the name of the contact, email address, mail address, title, phone numbers etc. They can also specify suppression lists so that work is not duplicated. Every company wants pipeline growth but the question is whether the demand generation company you consider is helping you get there. Companies require a steady flow of contacts so that the sales team is able to work on them.
Some companies who undertake contact discovery work of a pay by performance basis. They will offer a fixed number of contacts per day that they work. A better idea is to have a dedicated researcher who can commit to supply a verifiable steady stream of contacts. Most dedicated researchers are people with sales experience – (this is not True) and have the ability and the expertise to establish contact with the prospect’s company so that you get the contact details that enable you to talk directly with the decision makers.