If you’re looking to find customers matching your ICP so you can grow your business there are two business intelligence insights you can leverage right now to do so.
- IT spend intelligence is a great way to identify and prioritize which accounts to target. Deep IT spend intelligence data can tell you not only how much money a company is spending on IT, but also tell you how much is being spent in your product category area. For example, if you’re a storage provider and you know that a company is only spending 2% of its storage budget with you, then you know an opportunity exists to grow your wallet share with this account.
- Tech install intelligence can help you understand the technology footprint of an account so you can see if there are potential upsell and cross-sell opportunities.
How 27partners Uses IT Spend and Tech Install Data to Find ICP
As a small startup who specializes in delivering unique digital experiences to corporate clients, 27partners needed a way to find the right prospects for its solutions. This meant they had to find companies with a specific configuration of hardware and software installed, a certain level of budget spend in the software virtualization market, and an annual revenue size of over $50M. Doing so would ensure that their sales efforts remained focused on accounts who needed specialized video services, something which 27partners could deliver at a premium.
Tech install intelligence and spending insight on relevant tech categories allowed 27partners to find various opportunities for their premium services. For example, if sales reps know a company has legacy communications software and a large VDI hardware presence, then they know they are dealing with a potential customer who will need video on virtual desktops, which is a custom, value-added service.
To learn more about how HG Insights Business Intelligence can help your business grow, contact Sales@hginsights.com