How Five9 used HG Insights’ Technology Intelligence to make data-driven decisions, optimize their sales strategy, and drive business growth
As a leading provider of cloud-based contact center software, Five9 empowers businesses to enhance customer experiences, improve operational efficiency, and optimize contact performance. To focus their sales efforts on companies with the highest propensity to buy, Five9 turned to HG Insights’ Technology Intelligence to target the right prospects.
The Challenge
To scale operations efficiently and structure their sales team to maximize prospecting efforts, Five9 needed to understand their Total Addressable Market (TAM). They aimed to target companies that were a good fit for their robust and feature-rich solutions, especially those transitioning from antiquated systems, while assessing complementary technologies and international expansion objectives.
After evaluating several providers, Five9 chose HG Insights due to its reputation for high-quality, reliable technology install and IT spend data. HG’s reliability and user-friendly interface were crucial for incorporating the data into Five9’s tech stack while ensuring security, safety, and compliance. Additionally, HG stood apart from the competition with the offer of a comprehensive dataset across geographies, particularly well suited to Five9’s international expansion plans.
The Solution
By leveraging HG’s Technology Intelligence, Five9 elevated their territory planning by aligning the appropriate sales resources with specific accounts to improve prospecting and account prioritization. HG’s data was imperative to Five9’s account scoring initiatives and allowed them to accurately assess account potential, identify whitespace opportunities, and tailor solutions based on their customer’s individual needs. Additionally, Five9 bolstered their marketing campaigns to precisely target the right customers and avoid data duplication.
With HG Insights, Five9 found a compatible, user-friendly solution and the ability to execute business goals efficiently. Unlike a close competitor, whose data was challenging to extract, HG provided the speed and efficiency Five9 needed in a data solution. In addition, the HG team demonstrated strong collaboration, responsiveness, and availability, making them an excellent choice in terms of vendor support and partnership.
The Impact
Five9 sought to maintain a highly efficient sales process as they scaled their operations. HG played a crucial role in achieving that goal by providing data-driven insights that resolved territory disputes and helped determine appropriate account segmentation. HG’s hierarchy mapping methodology proved a valuable tool for understanding parent companies, subsidiaries, and relationships between companies — allowing Five9 to make confident recommendations on how to handle specific accounts. This precise segmentation and targeting helped optimize sales efforts and ensure their teams were equipped to handle complex sales or smaller customers.
After harnessing the power of HG, Five9 gained improved access, integration, and usability of market-leading data-driven insights, making it easier for teams to identify target accounts. This resulted in enhanced productivity and allotment of resources. The seamless support provided by HG Insights customer success team throughout the implementation process and ongoing data refreshment further contributed to the overall success of the partnership.
About HG Insights
HG Insights, the provider of data-driven insights to 75% of tech companies in the Fortune 100, is your go-to-market Technology Intelligence partner.
We use advanced insights into Technology Intelligence — on IT spend, technographics, cloud usage, intent signals, Functional Area Intelligence, contract details, and AI maturity — to provide global B2B companies with a better way to analyze markets and target prospects. Our customers achieve unprecedented results in their marketing and sales programs thanks to the indexing of billions of unstructured documents each day with insights into product adoption, usage, spend data, and more to build high-resolution maps of activity across an organization’s entire digital infrastructure to power business decisions with precision and confidence.
