Important

Question 1

what do you do ?

Answer 1

We act as a market account intelligence provider. What we do every day is track and profile where roughly 95 percent of the world’s IT spend occurs.

So very tactically. I’ll start there. What we do for any company, say, Geico and HSBC is down to the office location. We profile what their tech stack looks like, right?

What’s their network attached storage, for instance… then… then it’s a matter of compiling. Okay, what are they spending on those various systems, right?

And we roll that information. If we understand where all the companies are spending, how they’re spending it, we roll it up into unique kind of market level views so that folks like yourself can say, you know, which product should I focus on?, which industries, you know, should I be diverting the majority of my resources for that are going to ultimately address the biggest market or the biggest opportunity.

So, think of us as, you know a tool for leaders like yourself to understand that at a product level, at a geography level, at an industry level, what are the associated opportunities? And who do we market to sell to within them

Question 2

how do you collect your technographic data

Answer 2

Very Interesting. So we have a unique process and really the secret sauce lives in job postings and resumes. So that’s where we invest tens of millions of dollars a year.

I’ll give you an example. So let’s say that walmart is hiring for a Salesforce administrator out of bentonville Arkansas, right? We’ve seen five resumes from there and… and 10 job postings in a given week for a Salesforce administrator, that would be, you know, 10 different indications to us that walmart is running Salesforce in that particular office location.

So our secret sauce is… is being able to determine where an install is geographically? And then making inferences about how much they’re spending based on, you know, their office footprints.

Question 3

what did we do with Citrix

Answer 3

we helped generate 80million in pipeline and helped increase their lead to conversion rate from 2 to 20 %

Question 4

what is firmographic data and where do we get it

Answer 4

Is more company level data such as subsidiaries & company financials we get that from D&B

which is the gold standard for firmographic data

We send 400,000 man hours going in and cleansing that data to make sure that its as accurate as possible.

Question 5

what is technographic data and where do we get it

Answer 5

it is data speaking to the companies individual tech stack type data that we ultimately get from job postings and resumes

its what HG specializes in and what not very many companies are able to do.

We are the only company able to track contextual intent and Spend

Question 6

what companies are in the Plan bucket and how do you handle this buckets objections

Answer 6

Gartner
IDC
Forester

they build their data sets top down

We actually build our intelligence from the bottom-up, tracking IT spend and technology installations data at the account-level

so our intelligence allows our clients to understand the market in extremely specific ways and gives our clients visibility and line of sight to the actual companies that make the market opportunity figures up

Question 7

what companies are in the optimize bucket and how do you handle this buckets objections

Answer 7

They are not our competitors

its companies like Sales force and Power BI

Question 8

what companies are in execute and how do you handle this buckets objections

Answer 8

Sintel > Web scrapers & server pings
HG-Look alkies > Web scrapers & server pings
Intent > Web scrapers & server pings
Demand base -Demand matrix > Web scrapers & server pings
Discovery ORG > Web scrapers & server pings

6 Sense > Great intent but we have contextual intent which is completely different essentially we combine our insights with the intent so you can understand the story behind the searches them selves

Bombora > Great intent but we have contextual intent which is completely different essentially we combine our insights with the intent so you can understand the story behind the searches them selves

Data Fox > Partners of ours we license 5-10% of our data to them but we have a lot more install data that we don’t license to them. and they also dont have plan optamize and execute all in one platform