HG Insights

With a clear picture of who your best-fit customers are, your entire organization can focus on high-value accounts, reduce wasted resources, and deliver a consistent, aligned message that resonates. But to get a clear picture of your best-fit customers — your ICP — you need insights that go beyond basic data points. “With HG, the reps or BDRs know who to target, why they’re targeting them, and have the background information at their fingertips to know what kind of conversation they need to have,” Gigi Gazelle Urquico, Senior Director, Revenue Enablement, Informatica. A strong ICP improves efficiency, enhances customer satisfaction, supports sustainable growth, and aligns your teams around a shared vision of success. Discover your ICP and set yourself up for success in 2025 with our latest guide: ICP Methodologies for the Modern Market.

DYK the retail industry will spend $131.6B on IT solutions in the next 12 months? With our latest report, you can find and target high-value accounts in the retail industry, position your solutions with precision, and own your opportunity.  We answer questions around: 💲Where the money is going (44% to IT Services, 28% to Software, and more) 🌎 Regional IT spending (AMER leads with 56% of the market) 📈 Which technologies dominate (AI, data analytics, omnichannel solutions) See where retail and ecommerce companies are putting their IT dollars in 2025. Get the report — and get ahead of the competition — here. 👇

Stay Ahead in 2025 with Key Market Forecasts Don’t start the year without a clear view of where the market is heading. Access our top market reports for essential data on: – IT Spend Forecast: Budget trends to guide investments. – GenAI Adoption: How top companies are scaling AI. – Cloud Market Insights: Who’s winning cloud market share. – B2B Buyer Report: Understand 2025 tech buying trends. Get them here! ⬇️ https://bit.ly/41ytv2h

You likely already have your Ideal Customer Profile — the accounts most likely to convert and have the highest potential to become loyal, long-term customers. Developing ICPs has radically improved. With the expansion of available data sets and the agility of relevant software models, now you can go deeper than basic firmographics such as industry, revenue, and geography. For example, Azul leveraged HG’s data to enhance ICP creation, account planning, segmentation, and prioritization, creating new pipeline opportunities, for: – Technographic enrichment provided insights into 29,000 accounts, refining their ICP – Cloud spend data surfaced 1,300 new accounts meeting Azul’s ICP criteria, driving high-quality strategy – Personalized outreach with detailed spend reports opened doors, resulting in a $400,000 contract renewal “I haven’t found a company that has as deep a repository of information as HG has... The data provides invaluable insights that boost our go-to-market strategy,” said Anne Plese, Azul’s Director of Product Marketing. Discover how you can refine your ICP with our latest guide.

The hardest part about this AI wave is staying informed on the new options. Our goal is to help you navigate the AI landscape and make informed investment decisions. This list covers the most widely adopted AI sales tools in the market, categorized by their unique offerings. ——— 🛠️ AI Sales Auto-Pilots & Digital Workers Tools 🛂 1. Bardeen Bardeen turns complex workflows into a single click, automating repetitive tasks with AI. This tool simplifies processes, saving time for users across various functions. 2. GetVocal Ai GetVocal AI offers reliable AI phone agents that integrate smoothly into your team’s workflow, handling complex conversations with precision. This tool gives businesses control over conversation outcomes. 3. Glencoco Glencoco provides AI-enabled SDRs (actual humans) on a pay-for-performance basis, helping businesses generate sales-qualified meetings on demand. This flexible solution scales according to business needs. 4. Tektonic AI Tektonic AI introduces GenAI agents to enhance sales and revenue operations, unlocking previously impossible automation tasks. This platform boosts efficiency across business processes. 5. 11X 11x features Alice, an AI-powered sales development representative that works around the clock to accelerate growth and automate sales. By leveraging extensive data, Alice enhances lead generation efforts. 6. AiSDR AISDR helps you book more meetings with your ideal prospects through personalized conversations based on LinkedIn activity and HubSpot data. This tool simplifies outreach and engagement for sales teams. 7. Artisan Artisan is an AI-first platform that automates your outbound sales efforts with a comprehensive suite of tools. Its AI BDR, Ava, streamlines the entire outbound workflow for enhanced efficiency. 8. Lyzr Lyzr AI offers Jazon, an autonomous AI SDR that manages outreach, responses, and research to significantly expand your prospecting efforts. This tool allows sales teams to focus on closing deals. 9. Qualified Qualified maximizes inbound pipeline generation through automation and AI, leveraging Piper the AI SDR to engage website visitors effectively. This platform enhances lead conversion rates. 10. Regie AI Regie.ai simplifies prospecting for businesses by utilizing GenAI and automation to streamline outreach efforts. 11. Relevance AI Relevance AI enables businesses to build AI workforces by recruiting teams of AI agents to handle tasks autonomously. 12. Warmly Warmly, aggregates over 100 buying signals to identify warm leads, making targeted outreach more efficient. ——— To learn more about the state of AI in sales, read our report The Next Generation of Sales AI— #sales #AI #salesAI #artificialintelligence #efficiency

Opportunities for IT providers to sell into the Telecommunications industry are exploding. Over the next 12 months, Telecom companies are projected to spend: – $26.4 billion on IT services – $16.3 billion on software – $9.5 billion on hardware – $4.6 billion on communications Here are some of the latest trends driving this increased spending: 1) Artificial intelligence (AI) in telecommunications 👩🎓 AI is unlocking a number of new opportunities in the Telecommunications industry, from automating routine tasks to providing personalized content to customers to using predictive maintenance for networks. 2) Expanded connectivity and the Internet of Things (IoT) 🧑💻 As consumer demands change and technological advancements continue, the connectivity of our world is growing. We’ve already seen how Fifth-generation (5G) telecom infrastructure has expanded and upgraded connectivity. *As connectivity limits decline, the number of connected devices is expected to grow, up to a projected 51.9 billion by 2025 – a 21% increase from 2020.* 3) Potential overlap with cloud providers ☁️ Since the COVID-19 pandemic, Telecom companies have been coming into direct competition with cloud providers more often. This has led some providers of cloud computing services to expand into connectivity solutions. 👇 Size opportunities, track competitors, target accounts, and win deals here! 🔗 . . . #telecom #telecommunications #iot #ai #cloud #it #itspend #5G

Every company, whether an emerging startup or an established enterprise, faces a shared challenge: identifying where to focus resources in a vast, often overwhelming, market. This is why an Ideal Customer Profile – or ICP – matters. When building your ICP, it’s essential to begin with the right processes. Here’s how to begin: Building Your ICP: Get Started in 4 Steps – Establish Cross-Functional Alignment – Select Representative Customers for Deep- Dive Interviews – Interrogate your Existing Data – Commit to Refining Your ICP Regularly Our latest guide, ICP Methodologies for the Modern Market, breaks down everything you need to get to the next level of account targeting. Set yourself up for GTM excellence in 2025 today. 🔗

With 2025 around the corner, planning is everything. Access our most-read reports of 2024 to see where IT, Cloud, and GenAI are headed. Inside you’ll find: – IT Spend Forecast: Budget trends to guide investments – GenAI Adoption: How top companies are scaling AI – Cloud Market Insights: Who’s winning cloud market share – B2B Buyer Report: Understand 2025 tech buying trends Your 2025 strategy starts here! ⬇️ #strategy #planning #reports #marketreport

“An ICP serves as a ‘north star’ that unites engineering, product, customer success, sales, and marketing around a common target. Without it, departments can easily drift out of sync — marketing might attract leads expecting features that sales doesn’t offer, or products could build features that don’t match the needs of the accounts most likely to close.” Spencer Hardey, our Sr Director, Global Revenue Operations & Sales, knows that a strong ICP is the backbone of any successful B2B strategy. Our latest guide gives you the tools to set yourself up for GTM excellence — get it here. 💥

The hardest part about this AI wave is staying informed on the new options. Our goal is to help you navigate the AI landscape and make informed investment decisions. This list covers the most widely adopted AI sales tools in the market, categorized by their unique offerings. ——— 🛠️ AI-Powered Sales Agents 🛂 1. Cresta Reinvent the contact center, with enterprise-grade generative AI. Cresta is a generative AI-powered solution for call centers. It helps sales teams enhance performance, automate repetitive tasks, and provide AI-driven coaching, all while reducing costs and improving the overall customer experience. 53. Reply Supercharge your sales team with AI. Reply empowers your sales reps with AI by generating leads, handling multi-channel sequences, and converting traffic into booked meetings. With unlimited mailboxes and automated workflows, it’s an essential tool for sales-driven businesses looking to scale. ——— To learn more about the state of AI in sales, read our report The Next Generation of Sales AI— #sales #AI #salesAI #artificialintelligence #efficiency