Using Technographics to Uncover New B2B Sales Opportunities in a Niche Market

Customer Hubble is an integrated suite of business performance management apps from It offers business reporting, analytics, and planning in a real-time solution that seamlessly works with market leading ERP systems. Challenge operates in a market focused on delivering business performance management apps for JD Edwards and Oracle E-Business Suite ERP systems. The


How Technographics Help Define and Target Demand in the SiriusDecisions Demand Unit Waterfall

Business-to-business companies seeking to improve sales processes are adopting SiriusDecisions’ Demand Unit Waterfall to help them clarify their market demand at each stage of the sales process. But this knowledge is just the starting point for B2B technology marketers who are looking to better target their audience and to address them with messaging that is


Best in Class Technographics Now Easier to Use Than Ever in Salesforce

Recently, Salesforce shared some exciting research from IDC on the “Salesforce Economy,” showing how the collective impact of Salesforce and its ecosystem partners and customers will combine to create 3.3 million jobs and $859 billion in new business revenues worldwide by 2022. At HG Insights, we’re not surprised. In conversations with our customers and in

Better ABM from Better Data: Using Data to Build a Propensity to Buy Model

In the first blog of our Better ABM from Better Data blog series last blog post, we talked about the importance of technographics enriched with intent data for enhancing targeting effectiveness. While Ideal Customer Profile (ICP) identification is usually Step 1 in building out an account-based marketing program, it quickly raises the question of which ICP’s