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  • Chapter 1
    Account Scoring: GTM’S Not-So-Secret Weapon
  • To Target, or not to Target, that is the Question
  • What is Account Scoring
  • The Difference Between Account Scoring and Lead Scoring
  • Better Business Outcomes: Why Account Scoring Matters
  • How Account Scoring Empowers Teams
  • The ROI of Account Scoring, as Seen by HG Insights
  • Chapter 2
    Your Guide to Account Scoring
  • First Things First: Defining Your ICP
  • Why Define Your ICP
  • A Step-by-Step Guide to Creating Your Account Scoring Model
  • The Fit vs. Need vs. Intent
  • Framework Fit vs. Need vs. Intent: Example Workflow
  • Checklist: The Must-Have Data Input
  • Chapter 3
    How HG Insights Can Help
  • Data is Power: The HG Insights Platform
  • Key Platform Features
  • Account Scoring with HG Insights
  • The Key Benefits of Quick Start Account Scoring
Chapter 3

How HG Insights Can Help

Data is Power: The HG Insights Platform

 

At the heart of why we are bestin-class at Account Scoring is the depth of our data. Our Platform is a
comprehensive, data-driven solution designed to help businesses navigate rapidly changing markets with
precision and confidence. By leveraging world-class data and insights, our platform empowers
organizations to identify highpotential prospects, prioritize key accounts, and optimize their sales
and marketing resources.

Key Platform Features

Account Scoring with HG

One of our core platform features is our account scoring capabilities. We enable you to create an Ideal Customer Profile (ICP) in two minutes using our Quick Start Account Scoring feature, or develop a custom scoring profile tailored to your specific needs. Then, using the deepest possible data, you can rapidly identify and prioritize top prospects.

Powered by this data, our platform at large has a range of key features:

  • Opportunity Generator:
    Research and score accounts using technographic data to identify the best-fit, highest-value prospects for your business.
  • Company Intelligence:
    Access detailed Technology Intelligence on over 13 million companies, including spend, technographic, and buyer intent data.
  • Competitive Insights:
    Obtain key competitive information to understand and displace competitors, helping you to grow your market share.
  • User-Friendly Interface:
    
Drive insights across strategic, marketing, and sales teams with an intuitive user interface that supports in-depth analysis.
  • Sales Territory Optimization:
    Develop equitable sales territories to ensure equal sales opportunities across your team, improving overall efficiency.
  • Product Trend Tracking:
    Monitor product adoption trends over time at target companies to capitalize on opportunities at the right moment.

Identify and prioritize top prospects in minutes using the deepest possible data. One of our core platform features is our account scoring capabilities. We enable you to create an Ideal Customer Profile (ICP) using our Quick Start Account Scoring feature, or develop a custom scoring profile tailored to your specific needs.

Account Scoring with HG Insights

How it Works

The HG Platform’s Quick Start Account Scoring feature enables users to quickly define an ideal fit scoring profile for
prospective customers.

With Quick Start Account Scoring, you can develop an account scoring model for prospective customers in minutes
by searching or uploading companies or accounts of interest. Then, the HG Platform processes the data and builds a profile based on the most common characteristics among these accounts.

This tool enables you to develop the foundation for your Ideal Customer Profile (ICP) and seamlessly prioritizes high-opportunity prospects that match your ICP.

The Key Benefits of Quick Start Account Scoring

 

Develop a Data-backed ICP: Establish a foundational ICP within minutes using HG Insights’ manual ICP methodology, enhanced through automation.

  • Identify Key Attributes:
    Uncover the most important customer attributes specific to your needs through automated weighing of each characteristic and drill-downs into the deepest data.
  • Generate Opportunities:
    Once you’ve established your account scoring profile, our platform serves up a full list of the companies that fit your framework. You can organize by Fit Score or any other parameter, and uncover deeper insights.
  • Compare & Contrast Profiles:
    You can simultaneously evaluate up to three account scoring profiles, enabling more strategic decision-making.
  • Refine and Enhance:
    With the support of HG Customer Success, refine your scoring profile by choosing from an additional ten scoring types.
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HG has been a strategy thought leader in technology intelligence for over a decade, developing solutions enabling global businesses to out-market, out-sell and outgrow their competition.

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