HG INSIGHTS + ZOOMINFO
Contacts Tell You Who to Reach. Intelligence Shows You Who Can Actually Buy.
ZoomInfo has built a strong platform for contact intelligence and prospecting. HG Insights adds a verified intelligence layer that makes those contacts actionable, plus native contact intelligence of its own. Get visibility into what is installed, where spend is allocated, when the window to act is open, and who to reach, all in one platform.
The Contact Data Problem, in One Account
A behavioral signal might tell you that someone at Acme Corp is researching your category. It doesn’t tell you that Acme Corp has a $4.2M competitive contract renewing in Q3, that their on-prem vendor’s footprint has been shrinking for 18 months, or that their IT spend in your category — broken down by division and geography — shows active budget allocation in the segments you serve.
Contact platforms can tell you someone is reachable. They cannot tell you whether that account will ever become a deal.
That is the gap, and it is why pipeline forecasts built solely on contact data and firmographics often fall short of expectations.
The Intelligence HG Insights Adds to Your Stack
These are the intelligence categories where HG Insights extends your existing ZoomInfo investment, turning contact lists into more reliable and actionable pipelines. These data types are not available within ZoomInfo alone.
IT Spend Intelligence
HG Insights
- Bottom-up IT spend projections across software, hardware, services, AI, cloud, and data centers.
- Built from company-level data, not industry averages. Drill down by country, division, or department.
ZoomInfo
- ZoomInfo does not provide verified IT spend data by category.
- Cannot confirm whether a target account has budget in your technology category before your reps invest time targeting it.
Why it matters: An account showing “high intent” with no budget in your category is unlikely to convert. Spend Intelligence eliminates that waste before your team invests a single hour. Up to 40% of targeted accounts have zero verified spend in the relevant technology category.
Contract Timing & Renewal Windows
HG Insights
- Tracks contract intelligence across major enterprise technology vendors.
- Includes renewal timing, vendor-of-record status, and technology intensity trends, helping reveal real decision points.
ZoomInfo
- ZoomInfo has no visibility into competitive contract timing.
- Cannot tell reps whether a target is 60 days from renewal or just renewed last quarter. Engagement timing is random.
Why it matters: Reaching an account 6 months before their renewal is strategic. Reaching them 6 months after is significantly less effective. Contract timing determines whether outreach lands during an actual evaluation window, and whether your rep’s ZoomInfo contact is reaching someone who can actually make a move.
Verified Technographic Installs
HG Insights
- Verified installs across 25,000+ products globally via multiple data sources: AI-powered classification, an exclusive sensor network (HGCD), and proprietary methodology, not just inferred from web crawling alone.
- Each install includes depth signals: First Verified date, intensity (deployment depth and user adoption), and location-level detail showing where tech is deployed within the organization.
- Full product install history via Time Series: track when technology was first detected, how adoption has changed, and when a competitor’s stack is contracting so reps find migration windows before an RFP goes out.
ZoomInfo
- Pulls from web tags, job postings, and digital signature detection. Mostly forward-facing technologies.
- Provides a basic yes/no list of technologies. No intensity, no first/last verified dates, no sense of deployment depth or number of users.
- Shows current install status only. No adoption history, no time series tracking.
Why it matters:For competitive displacement plays, the distinction between inferred and verified matters enormously. HG doesn’t just tell you what’s installed but it also shows you how deeply it’s deployed. High intensity means a tough brownfield opportunity; low intensity means an easier displacement. This level of accuracy is critical for sales and marketing teams prioritizing where to attack first.
Transparent, Auditable Scoring
HG Insights
- Data Studio is a no-code environment where RevOps teams build predictive models by combining CRM data with RGI Fabric intelligence.
- Every score is fully explainable. Trace exactly which factors drove an account's ranking: verified installs, spend, contract timing.
ZoomInfo
- ZoomInfo provides lead scoring based on firmographic fit and engagement signals.
- Prioritization rationale is harder to audit or explain to leadership. Scoring methodology is less transparent.
Why it matters: When your CFO asks, “Why are we investing pipeline resources in these 200 accounts?” Data Studio lets you answer. Every HG Insights score comes with a visible rationale: actual installs, spend direction, contract timing. Not a black box.
Contact Intelligence
HG Insights
- Native Contact Intelligence built into Sales Copilot. AI-recommended contacts enriched with verified email and phone, contextual to the account strategy.
- Two capabilities in one: recommended new contacts for any account and intelligence layered onto your existing CRM contacts.
- Activate directly to Salesforce, Gong, Outreach, Salesloft, or HubSpot. No tool switching required.
ZoomInfo
- Strong, mature contact database with broad coverage across titles, roles, and verified contact information.
- Contact data is disconnected from account intelligence. No visibility into whether an account has budget, tech fit, or an open decision window before reaching out.
- Contacts exist in a silo, separate from market sizing, account scoring, and competitive displacement workflows.
Why it matters: The best contact record in the world is worthless if the account isn’t qualified. HG Insights combines account intelligence and contact intelligence in one platform, so your team moves from identifying the right accounts to reaching the right people in a single workflow. No tab-switching, no data stitching.
ZoomInfo Powers Prospecting. The RGI Platform Powers Your Entire GTM Organization.
ZoomInfo excels at contact intelligence and outreach. Modern GTM organizations also need: market sizing for strategy, transparent scoring for RevOps, contact intelligence tied to account context, execution intelligence for sales, and agentic infrastructure for data engineering.
Market Analyzer
For: CMOs, VP Marketing, Market Strategy, Competitive Intelligence
Bottom-up TAM/SAM/SOM analysis, competitive landscape mapping, and whitespace identification, all powered by verified technographic and spend data from RGI Fabric.
Zoominfo: No market sizing capability. No bottom-up spend modeling. No competitive landscape analysis tool.
Data Studio
For: Revenue Operations, Marketing Ops, Data Science, Sales Strategy
No-code predictive account scoring that combines your first-party CRM data (win/loss history, engagement, pipeline outcomes) with RGI Fabric intelligence (technology fit, spend capacity, contract timing, intent signals).
Zoominfo: Proprietary and opaque scoring. Users consistently report that they cannot explain why an account received a particular score.
Sales Copilot + Contact Intelligence
For: AEs, SDR/BDRs, Sales Managers, Sales Enablement
Automated account research, intelligence briefs, competitive displacement plays, and prioritized daily work queues, with native Contact Intelligence that recommends, enriches, and activates the right contacts directly within the sales workflow. Activate to Salesforce, Gong, Outreach, Salesloft, or HubSpot.
Zoominfo: Contact intelligence with firmographic and engagement data only. Contacts exist outside the account strategy. No link between who you’re reaching and why that account is worth reaching.
One Platform, End to End: From Market Strategy to Revenue Activation. Without Switching Tools
ZoomInfo covers one step of the GTM journey: contact prospecting. The RGI Platform connects the entire path from market opportunity to closed revenue, with every step powered by the same verified intelligence.
1. Market Planning
Size your TAM, map competitive landscapes, identify whitespace. (greenfield opportunities where target accounts have no current install in your category)
2. Account Prioritization
Score and rank accounts with explainable, auditable models. Prioritize by play type: whitespace, expansion, or competitive displacement readiness.
3. Territory Optimization
Align territories to winnable opportunity using location-level intelligence.
4. Contact Intelligence
Recommend, enrich, and activate the right contacts for qualified accounts.
5. Sales Execution
AI plays and prioritization. AI-guided plays, account briefs, and daily prioritization in Salesforce. Displace competitors using deployment intensity data and expand within accounts using existing vendor products.
6. Expansion & Retention
Spot expansion (cross-sell) and retention risk (your customer researching competitors) with continuous intelligence. Flag churn risk before the renewal conversation.
Powered by RGI Fabric:
Technographic depth, IT spend models, Contract timing, Contextual intent, Contact intelligence, and Pre-stitched third-party data
ZoomInfo covers:
Contact prospecting and outreach. No market sizing, no account scoring, no contract timing, no unified intelligence layer connecting strategy to execution.
Built on Trusted Intelligence
Unified AI-Ready Data Infrastructure
The RGI Platform is powered by the RGI Fabric, the industry’s most comprehensive GTM intelligence foundation. It unifies your first-party data with HG’s proprietary market signals, including technographics with deployment intensity, bottom-up IT spend, contextual buyer intent, competitive install data, and enterprise hierarchies, into a single, AI-ready layer. Every insight, output, and action on the platform draws from the same trusted source of truth.
What makes Fabric different:
- One unified data layer. Technographics, IT spend, contracts, intent, contacts, and firmographics all pre-stitched under a single HG ID ready to query, score, and activate from day one. ZoomInfo data lives in a separate silo and doesn’t carry spends or contract data points, requiring manual stitching from multiple sources for any analysis.
- Built for your GTM structure. Account hierarchies organized by region, division, and operating entity, matching how your team actually carves territories, runs ABM’s and aligns coverage to your go-to-market motion. ZoomInfo uses legal entity hierarchies that rarely reflect real buying structures.
- AI-ready from the start. A native MCP server gives your AI agents and Copilots direct access to every data type in the Fabric through a single connection. ZoomInfo’s MCP server covers contacts and basic installs but does not include spend, time series, or contextual intent data.
- Transparent, auditable scoring. Every Fabric signal carries its provenance, source, verification date, and confidence, ensuring RevOps can defend every targeting decision. ZoomInfo’s rationale is opaque: reps see a score but rarely the reason behind it which makes it hard to defend to your leadership teams.
- Buying signals + verified contacts. Signals like IT spend, contract timing, install intensity, and layered intent show whether an account can actually buy and relevant contacts to reach out to. ZoomInfo focuses on contact data alone, with no link to budget, contract timing, or competitive footprint.
Make ZoomInfo Dramatically More Effective with HG Insights.
If you’ve invested in ZoomInfo for contact intelligence and prospecting, you don’t need to replace it. You need to make it dramatically more precise. HG Insights layers verified intelligence, including technographics, spend data, and contract timing, on top of your existing ZoomInfo contacts.
Smarter Account Targeting
Layer IT spend capacity, technology compatibility, and contract timing into your account scoring. Your Top 1 list shrinks to accounts that are both showing interest and have verified conditions for a deal.
Displacement Campaigns That Convert
ZoomInfo tells you who to reach at an account. HG Insights tells you they have a competitor’s product installed, that it’s aging with declining intensity, and that the contract is up in Q3. Now your displacement campaign is built around a real, validated target.
Filter Out the Noise
Suppress accounts showing behavioral intent but with no budget in your category, no compatible tech stack, or no upcoming decision window. Your sales team stops wasting cycles on phantom pipelines.
ZoomInfo is a contact intelligence layer. HG Insights is the unified intelligence platform: account intelligence, contact intelligence, and execution, that makes every contact more valuable.
What Happens When You Add HG Insights to a ZoomInfo Stack
“Without HG Insights, I’d still be doing everything manually. The Account Brief saves me hours every day and helps me focus on the right accounts with the right message at the right time.”
Customer Story: Snyk | Developer Security Platform
Snyk’s SDR team inherited a tough patch: enterprise accounts in Japan, a market where most sales tools fell short on local data coverage. ZoomInfo and Cognism weren’t surfacing useful insights. Every morning meant a list of 100+ accounts with no signal on where to start or how to personalize.
After adding HG Insights Account Briefs and Sales Copilot, research that took an hour per account dropped to 2–5 minutes. The Account Brief automatically surfaced the signals that mattered – engineering hiring surges, security incidents, competitive intelligence, tech stack changes – and fed directly into personalized outreach via SalesLoft.
Reduction in SDR
research time
Increase in
reply rates
Growth in daily
prospecting volume
Quota attainment
in Q1 2025
“The quantity and quality of the HG Insights data were viewed as more comprehensive and more reliable.”
– Will Vasquez, Global Director, Account-Based GTM Strategies, HiBob
Video Case Study: HiBob | Modern HR Platform
HiBob already had ZoomInfo. But when their sales, marketing, and product marketing teams needed a more holistic, global view of their markets, they added HG Insights. The goal: better market sizing, stronger ICP definition, and the technographic depth ZoomInfo couldn’t provide.
HiBob now uses HG Insights for TAM/SAM/SOM analysis, ICP qualification, account scoring, whitespace analysis, and technographic workflows surfaced directly in Salesforce via the HG Insights connector.
TAM/SAM/SOM
Global market sizing
ICP + Scoring
Account targeting
Technographics
Salesforce connector
9.0/10
HG Insights vs. ZoomInfo: Side by Side
|
Capability
|
HG Insights
|
ZoomInfo
|
|---|---|---|
|
Data & Intelligence
|
||
|
Company Installed Technology (Verified)
|
✓
|
Partial (web-crawl inferred)
|
|
IT Install Start & Last Verified Date with Locations
|
✓
|
✗
|
|
View Product Across Subsidiary Structure
|
✓
|
✓
|
|
Company Spend Intelligence (Hardware/Software/Services)
|
✓
|
✗
|
|
Sub-Segment of IT Spend
|
✓
|
✗
|
|
IT Spend at Country Level Within Account
|
✓
|
✗
|
|
Contract Renewal Intelligence
|
✓
|
✗
|
|
Contract Lifecycle Tracking
|
✓
|
✗
|
|
Contact Database & Enrichment
|
✓
|
✓
|
|
Contextual Intent & Buyer Signals
|
✓
|
✓
|
|
D&B Linkages & DUNS Visibility
|
✓
|
✓
|
|
Triangulated Methodology (Multi-Source Verification)
|
✓
|
✗
|
|
Platform & Analytics
|
||
|
Bottom-Up TAM/SAM/SOM Market Sizing
|
✓
|
✗
|
|
No-Code Predictive Account Scoring
|
✓
|
Opaque scoring only
|
|
Transparent, Auditable Score Rationale
|
✓
|
✗
|
|
Inform Plan, Optimize, and Execute in a Single Tool
|
✓
|
✓
|
|
AI-Powered Sales Copilot & Account Briefs
|
✓
|
ZoomInfo Copilot (limited)
|
|
Agentic Infrastructure (RGI Agent Builder)
|
✓
|
✗
|
|
Integration & Delivery
|
||
|
Salesforce Bi-Directional Integration
|
✓
|
✓
|
|
Data-as-a-Service / Professional Services
|
✓
|
✓
|
|
Global Data Coverage (EMEA, APAC, LATAM)
|
✓
|
Weak outside US/Latin alphabet
|
|
Competitive, Transparent Pricing
|
✓
|
✗ Frequently cited in reviews as high and inflexible
|
Based on publicly available product information, customer reviews (G2, TrustRadius), and verified product capabilities.
The ROI Conversation: Adding HG Insights to Your ZoomInfo Investment
ZoomInfo’s contact intelligence gets more precise when layered with HG Insights’ verified technographics, IT spend data, and contract timing. HG Insights integrates directly with your existing ZoomInfo deployment, with no disruption to the contact workflows you’ve already built.
The RGI Platform from HG Insights delivers more precise intelligence, transparent scoring, and a future-ready agentic architecture, without requiring a team of specialists to keep the lights on.
See HG Insights + ZoomInfo in Your Stack
Book a personalized 20-minute demo. We’ll show you how verified account intelligence layers on top of your existing ZoomInfo data, using your actual target accounts.
- Which of your ZoomInfo-sourced accounts have verified IT spend in your category
- Where competitive contracts are approaching renewal windows
- How HG Insights intelligence surfaces in your reps' Salesforce view alongside ZoomInfo data
- What a qualified account list looks like vs. a contact list alone
No commitment required. 20 minutes with your real accounts and data.