Solution by Use Case
Go From Working A List To Working The Market
Identify and Prioritize accounts by Fit, Need, and Intent.
Challenges Outbound Teams Face When Prioritizing Accounts
Challenges
Wasted Effort on Low-Fit Accounts
Chasing poor-fit leads drains sales resources.
Limited Account Lists
Outbound teams only score the slice of the market that's already in their pipeline.
Black Box Scores
Account lists provide little to no context; leaving teams guessing what good fit means.
Sales and Marketing Misalignment
Teams prioritize different accounts creating misalignment and friction.
Missed Signals and Lost Opportunities
Outdated or inaccurate scoring risks missing real buyer intent.
Singular, Manual, Static Scoring Criteria
Old, one-size-fits all, point-based systems that lack accuracy, insights, and nuance.
Solutions
Precision Account Scoring
Scoring on what a company actually runs, what it spends on technology, and what it is actively researching surfaces boosts insight and odds of conversion.
Score The Entire Addressable Market
Scoring runs against HG's full database, surfacing accounts your team has never touched but that match your ICP.
Explainable Scoring Logic
Every score shows its reasoning, breaking down Fit, Need, and Intent with the logic behind it.
Unified Targeting Model
A consistent, shared data model synching GTM teams on best opportunities.
Simultaneous Multi-Model Configuration
Scoring builds multiple scoring profiles at once. Each with its own signals, its own weights, its own scored account set.
Iterate in seconds, not months
Quickly and easily adjust the model as your product, competitors, and market shifts.
Leverage AI to Prioritize Accounts with Deep Account Data
Transform account prioritization by combining technographic intelligence, firmographics, and buyer intent to identify accounts with the highest conversion potential.
How Equinix Software Gets Into Accounts Sooner and Drives Larger Deals with HG Insights
“Used a predictive ML model to use our customer base and leverage HG Insights account, technology, and IT spend insights. The quality of HG data allows us a view of prospects and customers, and their extent of their application, usage, and IT spend. Using HG Insights, we can compress sales cycles and broader deployments, high price points and lower churn.”
Barry Smith | Director of Vertical Marketing, Equinix
What Are the Key Steps for Predictive Account Targeting, Prioritization, and Scoring?
The platform uses weighting and context to calculate scoring, to know exactly why accounts receive certain scores – including the option to export or connect to your CRM.
Define your company profile and surface target accounts
- No need to connect to your CRM. The scoring researches your company and products using your domain to assist in building a Fit/Need/Intent scoring model. The resulting model is point-based and deterministic.
- Run a separate model for each offering or product. The scoring supports as many parallel models as the motion requires.
- The AI agent handles the configuration work, not the scoring itself. It researches your company and products, applies best practices of model building, and configures the signals and weights. From that, your team can read and adjust.
Scoring you can explain and your sellers can understand
- Quickly make changes to the model using the chat interface and see changes before they affect live scores.
- Each model shows every condition, point allocation, and rationale providing scoring logic everyone can understand.
Activate and apply scoring criteria
- Activate predictive scoring and qualifications that run against over 70 million companies, not just what's already in your CRM.
- Dynamically apply predictive scoring using ICP fit, need, and intent to rank and segment accounts.
- Scoring is built using domain and product offerings, so a CRM connection is not required.
Prioritize accounts and trigger campaigns
- Push prioritized accounts and leads into CRM, MAP, or sales engagement platforms.
- Automatically trigger campaigns, sales plays, and content offers tailored to active intent signals.
Explore Other Use Cases
Frequently Asked Questions
How does HG Insights enable predictive account targeting and prioritization?
HG Insights enables predictive account targeting by combining deep account-level intelligence with AI-driven modeling to identify which companies are most likely to convert. Instead of relying on static rules or surface-level attributes, HG analyzes firmographics, technographics, IT spend, buying-center context, historical performance, and real-time buyer intent. This allows teams to categorize and rank accounts based on solution fit, value, and likelihood to buy, ensuring GTM teams focus on the opportunities that matter most.
What makes HG Insights' predictive scoring different from traditional lead or account scoring?
Traditional scoring models rely on fixed point systems and limited data, which quickly become outdated and opaque. HG Insights uses dynamic, AI-driven predictive models that continuously adapt based on account behavior, intent signals, and historical outcomes. Scoring is explainable and transparent. Teams can understand why an account is ranked highly, which signals contributed to the score, and how changes in behavior affect prioritization. This builds trust across sales, marketing, and RevOps while improving conversion and productivity.
What data goes into HG Insights' predictive scoring models?
HG's predictive scoring models incorporate a broad range of first-, second-, and third-party data, including firmographics, technographics, IT spend, technology adoption trends, buying-center insights, and verified buyer intent signals from TrustRadius. These inputs are enriched with historical performance data and continuously updated signals, allowing models to reflect real market conditions. The result is higher-precision scoring that captures both fit and active buying interest, not just static profile attributes.
How does predictive scoring integrate into our existing systems and workflows?
HG Insights is designed to integrate seamlessly into existing GTM stacks through native integrations and APIs. Predictive scores and prioritized account lists can be delivered directly into CRM, MAP, sales engagement platforms, data warehouses, and analytics tools. Teams can consume HG data natively within the platform or via APIs to support custom models and workflows. Prioritized accounts and leads can automatically trigger campaigns, sales plays, routing, and reporting, ensuring predictive insights are operationalized without disrupting existing systems.
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