As a startup, Tegile sought to displace decades-old incumbents who would only consider a startup if it provided capabilities the incumbents could not. Using technology intelligence, primarily installation data, Tegile wanted to identify, and focus on, ideal prospects served by their services, namely organizations with a need for hybrid or all-flash solutions across multiple protocols. And though Tegile was acquired, their challenge remained: close opportunities faster and to sell to more profitable accounts.
With Tech Intelligence from HG Insights, Tegile could find these prospects best suited for their solutions. Taking it one step further, they used install insights to see what technology their prospects were using, and where there were caps in their service—allowing them to find displacement opportunities.