Step by Step: $2.8B Communications and Security Opportunity
Plan, Optimize, Execute
Here is HG’s platform homepage, where customers plan, optimize, and efficiently execute their Go-To-Market motions.
Geographic Focus: EMEA and APAC
Our customer wanted to size the market opportunity specifically for communications and security for a target audience in EMEA and APAC regions.
So, we helped them dial in on companies spending on communications and security in EMEA and APAC by clicking on the geographic filter. We quickly found the total spend, which presented a $313.4B opportunity across 555,468 companies in these regions.
Total IT Spend in Communications and Security in EMEA and APAC
55.5% of Total IT Spend in Communications and Security
Industry Focus: Finance and Insurance, Manufacturing, Retail
This customer wanted to narrow down even further and focus on communications and security spend across three key vertical markets:
- Finance and Insurance
Here, you can see the total spend on communications and security solutions in EMEA and APAC within these key sectors are:
Total IT Spend in Communications and Security in EMEA and APAC in Finance and Insurance, Manufacturing, and Retail
27.5% of Total IT Spend in Communications and Security
Employee Focus: Enterprise
HG’s Market Intelligence took us one step further by allowing us to home in on businesses of a certain size. This customer wanted to drive revenue in companies that had 100 to 10,000 employees—a wide range—but a task the Market Intelligence tool is well equipped for.
Below, you can see the spend on communications and security solutions in EMEA and APAC within companies in three key sectors with between 100-10,000 employees.
Total IT Spend in Communications and Security in EMEA and APAC in Finance and Insurance, Manufacturing, and Retail at Enterprise-level Companies
12.9% of Total IT Spend in Communications and Security
Ideal Customer Profile
As we saw above, HG’s real game-changer is the ability to get even more granular. In this example, our customer wanted to target companies that were specifically working with a specific vendor, SolarWinds. So, after filtering by geographic regions, industries, employee range, and product installs, we got to their serviceable obtainable market.
We narrowed down the pool from:
738,638 companies spending $563.8B on communications and security
1,754 companies spending $2.8B billion on communications and security
This was their Ideal Customer Profile.
In the next phase of their journey, we helped our customer understand who those 1,754 companies were at the click of a button, so they could market to them and ultimately grow their existing footprint within existing accounts or prioritize new logo business to drive sales.
The blue line represents the total addressable spend in the market. The gray dot is the total number of companies in the market. With these insights, our customer could align their teams and recruit for the right people and build more equitable sales territories because these companies have the highest propensity to buy their solution.