Invest and Allocate People Resources in the Right Markets

Question 1

What does the C-Suite need to know when it comes to the market?

Answer 1

Size of TAM

Question 2

What does the C-Suite need to firstly prioritise before allocating people resources?

Answer 2

Markets

Question 3

How can the C-Suite establish markets with the highest growth?

Answer 3

Size, shape, and structure of markets

Question 4

What are three drawbacks to using traditional off-the-shelf analyst reports when evaluating size of TAM?

Answer 4

Cost prohibitive, not specific, misaligned data

Question 5

What are three benefits of using HG’s bottom-up approach to TAM analysis?

Answer 5

Custom market definitions, truly reflective, faster to operationalise

Question 6

What is the ultimate benefit of HG’s TAM analysis?

Answer 6

Capture market share

Question 7

What is one of the biggest challenges faced by new sellers?

Answer 7

Knowing where to start

Question 8

What data point allows you to better understand the size, shape, and structure of markets to identify those that have the greatest potential for your offerings?

Answer 8

Tech install

Question 9

What are the major benefits of combining firmographics, IT spend, IT install, and contract intelligence?

Answer 9

You can uncover markets with large greenfield opportunities, or those where a well established partner can help you penetrate a competitive market

Question 10

What is a benefit of account scoring and prioritisation?

Answer 10

You can drill down from the high level market view all the way down to individual companies

Question 11

Territories built using traditional methods often have unequal amounts of opportunity between them. What does this cause as a result?

Answer 11

Sub-optimal resource allocation and difficulty in measuring and comparing sales rep performance

Question 12

What accounts can you identify when combining HG’s install and IT spend intelligence?

Answer 12

Those with the highest propensity to buy and revenue conversion

Question 13

What territories can you build with IT install and spend intelligence?

Answer 13

The right accounts from a fit standpoint, as well as by the amount of budget accounts are spending on your particular segment of IT

Question 14

What is the benefit of identifying the true potential of a territory when analysing sales performance?

Answer 14

Allows sales teams to better identify areas for improvement

Question 15

What are the best proof points for TAM analysis?

Answer 15

Citrix, Rubrik, Unit4

Question 16

What are the best proof points for market prioritisation?

Answer 16

Informatica, Pure Storage, Juniper

Question 17

What are the best proof points for vendor penetration in customers? (Size, shape, and structure of markets to establish those with the highest growth)

Answer 17

Rubrik, Citrix, Unit4