This video is an episode of the “Data Exchange Podcast” featuring Rohini Kasturi, the CEO of HG Insights. The discussion covers HG Insights’ mission, their approach to technographic intelligence, their recent acquisitions and product integrations, and their strategy for partnerships and market growth.
Key points from the conversation:
HG Insights’ Mission and Focus: The company’s mission is to help customers drive revenue growth through intelligence, which is defined across three dimensions: driving top-line growth, achieving customer retention, and improving operational efficiency. Their solutions are called “revenue growth solutions”.
The Role of Technographics in ABM: Technographics are critical for Account-Based Marketing (ABM) as they enable precision targeting by identifying what products or technologies a customer is using (white space or competition).
Differentiated Data Assets: HG Insights differentiates its data through:
Time Series Data: They have curated data from over 50 sources for 15 years, giving them robust technographics with time series data.
Spend Intelligence: This feature provides precise insights into how much a prospect is spending on specific products or technologies.
Contextual and Buyer Intent: They apply technographics as a “context” to top-of-the-funnel intent data and incorporate bottom-of-the-funnel “buyer intent” from the TrustRadius acquisition.
The Revenue Growth Intelligence Fabric: This is HG’s consolidated offering, announced in July, which aggregates disparate intelligence sources—thermographics, technographics, three types of intent, spend intelligence, partner intelligence, and contract intelligence—at an account level to provide a comprehensive view of a prospect.
Focus on the Agentic World: HG Insights positions itself as the core underpinning for the “agentic world,” meaning their high-quality, multi-dimensional data is necessary to power effective agentic apps and solutions built by customers, partners, and OEMs.
Strategic Acquisitions:
Mad Kudu: This acquisition brought in ready-made agentic apps (Sales Agentic App and RevOps Agentic App) that address use cases like propensity modeling, scoring, and account planning.
TrustRadius: This acquisition introduced unique buyer intent data and reviews, specifically focusing on B2B buyers. The data is highly predictive, as 70% of buyers in the market convert in three months or less, which directly ties into the Sales Agentic App.
Platform Delivery: HG serves two main customer cohorts: large companies with data science teams that consume raw data assets to combine with their first-party data and build their own automations; and smaller, lean companies that use the ready-made SaaS platform with its three integrated agentic apps.
Global Coverage and Taxonomy: HG’s data coverage is global. They are progressing toward tracking 64,000 products and aim for coverage of at least 100,000 B2B companies. They also have a business hierarchy structure and are mapping their taxonomy to industry-leading standards to give customers flexibility.
New Contact and Skills Data: HG has partnered with contact providers to include enriched contacts in their platform, which powers the Sales Agentic App. They also plan to add skills data.
