Plan, Optimize, and Execute
Here is HG’s platform homepage, where customers plan, optimize, and efficiently execute their Go-To-Market motions.
Total IT Spend
Geographic Focus: Global Storage
Our customer wanted to size the market opportunity specifically for storage solutions. With a focus on the global level, there’s an $89B market opportunity.
Global Spend in the Finance & Insurance Sector
3.29% of the total global IT spend
Industry Focus: Finance and Insurance
Because they were looking for global opportunities, the customer didn’t have a geographical constraint. But they did have an industry focus—they wanted to drive revenue within the finance and insurance sector.
With a click of a button, they could see how big the storage opportunity was in the finance and insurance sector globally and identified a $23B market opportunity.
Global Spend in the Finance & Insurance Industry
25% of the initial storage opportunity identified
Employee Focus: SME
Although this figure is already quite granular (compared to what you can get from the more traditional providers like an IDC or a Gartner), HG’s market intelligence tool took us one step further—to narrow down on businesses of a certain size.
As this customer wanted to drive revenue within mid-market companies, they could drill down to companies with 250 to 5,000 employees. Now, they’re down to a $6.9B storage opportunity in the finance and insurance sector.
Global Spend of Finance & Insurance Companies With 250–5,000 Employees
7.7% of the initial storage opportunity identified
Ideal Customer Profile
HG’s real game-changer is the ability to get even more granular.
The customer wanted to find companies that were also using a specific vendor, in this case, companies working with Dell EMC Unity. Not only did they want to target companies using Dell EMC Unity, they wanted to exclude companies that used Citrix VDI or worked within a heavily virtualized environment.
This got us to their Ideal Customer Profile (ICP).
Global Spend of Finance & Insurance Companies With 250–5,000 Employees That Use Dell EMC Unity But Not Citrix VDI
2.3% of the initial storage opportunity identified
The final piece of the puzzle was to identify which specific companies were spending that $161.4M. This will help you figure out how to win their business.
All they had to do was double click into those companies to get an overview of who they were, how much they’re spending, with which companies, and when their contracts were coming up for renewal.