Building The Ideal RevOps Data Stack For Precise Segmentation
Precise segmentation is no longer a nice-to-have capability for revenue teams. As buying journeys become more intricate and GTM motions span multiple channels, RevOps leaders are under pressure to deliver segmentation that is accurate, scalable, and actionable across the entire organization. Achieving this level of precision requires more than disconnected data tools. It requires a […]
How To Effectively Manage & Boost Customer Advocacy & Content Marketing
Customer advocacy transforms satisfied customers into trusted voices that influence buying decisions across the B2B funnel. When authentic customer experiences are integrated into content and GTM programs, they strengthen brand credibility, accelerate buyer confidence, and contribute directly to pipeline performance, conversion, and retention. The opportunity today extends beyond collecting testimonials or case studies. By applying […]
The Sales Leader’s Guide to AI-Driven Territory & Account Optimization
Sales territory and account planning have become far more intricate than traditional models were designed to handle. As markets morph, buying signals fragment, and account value shifts in real time, sales leaders can no longer rely on static territory maps or intuition-driven assignments. AI-driven territory and account optimization introduces a data-backed approach that unifies market […]
How Technographics & AI Enhances ICP, Segmentation, & Account Targeting
Modern GTM strategies demand more than traditional firmographic ICPs and generic segmentation. By incorporating technographic, behavioral, and intent data, organizations can pinpoint accounts with the highest potential and optimize targeting across sales, marketing, and RevOps. AI transforms these complex datasets into actionable insights, enabling GTM teams to define precise ICPs, predict account readiness, and prioritize outreach for […]
Smarter GTM Alignment Starts With Unified Market, Account, & Buyer Insight
Effective GTM alignment requires more than teamwork; it demands a shared intelligence foundation. By unifying market intelligence, account insights, and buyer intent signals, sales, marketing, strategy, and RevOps teams can operate from a single source of truth. This approach fuels data-driven GTM planning, sharper ICP definition, and coordinated execution across account-based strategies, territory planning, and pipeline growth. […]
Altitude Over Speed: How CMOs Are Rewriting Their AI Flight Plans
Just a few blocks away from Dreamforce, HG Insights transformed El Dorado Latin Fusion into a private runway for its second CMO Huddles panel, “First-Class CMOs: Staying on Course in the Age of AI.” It wasn’t a massive crowd, and that was intentional. Between lively conversations and Latin-fusion appetizers, CMOs from CultureAmp, Wrike, and HG […]
Dark Funnel, Bright Signals: How CMOs Are Using AI to See What Buyers Want
Overview In today’s B2B world, buyers prefer to research independently and often make decisions before engaging with sales teams. Understanding this hidden part of the journey, known as the dark funnel, is now essential for marketing leaders. At a recent HG Insights and CMO Huddles panel, “Mapping the Buyer Journey: Navigating the Dark Funnel with […]
The New Divide: Why the Future of GTM Belongs to Companies That Master Data + AI
At OpsStars 2025, HG Insights’ Francis Brero and Avalara’s Mike Marek showcased a new reality for go-to-market leaders: AI isn’t evening the playing field — it’s widening the gap between those who operationalize it and those still experimenting on the sidelines. The companies mastering data-driven automation today aren’t just becoming more efficient. They’re redefining execution […]
HG Insights Joins Bombora’s Curated Ecosystem Audiences as Founding Data Partner
I have been a marketer for many years and, like many other marketing leaders, recognize that we don’t just need data to have a business impact. We need data that leads to creating opportunities, closed deals, and revenue growth. I get bombarded with info about tools that allow me to track signals, clicks, and intent […]
From Boomers to Zoomers: Gen Z Enters the Software Buying Process
Several years ago, we reported on the rise of the millennial software buyer and how their preferences differed from previous generations. Now it’s Gen Z’s turn. While millennials still make up the majority of software buyers (55%), Gen Z is making its presence known. And in 2025, for the first time, Gen Z buyers (born […]