HG for Salesforce Use Cases

Develop Technology / Spend Profiles

Analyze the tech stacks of your top customers and prospects to gain insights into your Ideal Customer Profile (ICP).

• Ideal Customer Profiling

  • Include technology intelligence in the creation of an Ideal Customer Profile (ICP) by analyzing the technology profiles of current customers. Technology intelligence can be used in a similar manner that firmographics are used in these definitions.

• Territory Planning

  • Organize sales teams based on the installed technology and IT spend profiles of target accounts.

  • Assign territories more equitably by utilizing spend ranking to evenly distribute accounts based on IT budgets.

Blog Post: Using Technographics to Identify Competitive and Complementary Products in Salesforce

 

Fuel ABM success

Build hyper targeted account lists utilizing the technology and spend fingerprint of your most valuable customers.

• Reporting

  • Technology intelligence can be used to create robust reporting around the makeup of a customer’s accounts in Salesforce. This helps with segmentation and campaigns.

• Segmentation and Campaigns

  • Build targeted account and lead lists for Sales and Marketing segmentation and campaigns based on technographics.

  • Use Spend categories to rank the targeted account lists bringing those with the biggest wallet share to the top so that targeted efforts stay focused on the biggest deals.

 

Focus activity

Increase your revenue by prioritizing your sales and marketing efforts on the accounts with the highest propensity to buy and then rank those by how big a deal could be had using spend budgets.

• Workflows

  • Technology Intelligence within Salesforce org allows users to build technology install data into business processes. Use Salesforce triggers, flows, workflow rules, process builder, and custom classes to make current processes even smarter with technology intelligence.

• Account and Lead Scoring

  • Include technology install and spend category values as part of current processes for account and lead scoring.

Blog Post: Account Scoring with Technographics in Salesforce

 

Whitespace Targeting - Increase renewal deal sizes

Using your existing contract value divided by spend category you can create a percentage that indicates your share of the customer’s annual budget. Then using that percentage as a score you can rank your customers to analyze which accounts offer the biggest potential upsell and how much that bigger deal size could be worth.

 

Engage with confidence

Sales teams can search and sort through a companies tech stack to gain a better understanding of what existing solutions are in place to plan the perfect pitch.

• Sales Intelligence

  • Visualforce pages on Account and Lead Salesforce pages enable Sales teams to have actionable insights with their prospects by knowing their prospect’s technographic and spend budgets directly in on the profile page.

 

Integrate with ease

With a native integration built on Salesforce.com’s Lightning Data Platform, you can get up and running in minutes without the pain of large numbers of API calls, schedules, or batch jobs.