Fliptop (Discontinued Product) vs. HG Insights Platform

1. Be sure to specify and understand the impact on your model when looking at volume versus value factors. 2. Ask all your potential vendors about set-up costs and time. 3. Understand, with any predictive model, how it will affect both marketing and sales - a predictive tool should bring the two closer together. 4. Remember - its predictive, not all-knowing and brief/train your teams accordingly.

The HG Insights Platform has helped us with GTM planning as we segment accounts amongst our verticals. There are verticals with specific tech stacks that we would like to prioritize, and HG Insights allows us to do that. The account scoring allows us to prioritize outreach efforts. We are able to use the technographics to weigh scoring and assign those accounts out accordingly.

Incentivized

• Listening to customers - very responsive customer success team.
• Working with customers to build the most predictable model.
• Easy to set up and get useful reporting quickly.

• It works great for seeing if the site or app for a company is hosted on AWS.
• Intricately uses a different approach (vs the other tools we use) - which helps confirm from another angle.
• It has a great google chrome plug-in.
• UI/UX is modern and clean.

Incentivized

• A little more explanation of how different factors can affect the model in terms of the customer objectives - they've really listened here and have really focussed on the changes we needed to make.
• Update specific fields/features e.g. multi-currency support (now done), non-confusing field names (being released), custom fiscal years for reporting (coming I believe)

• integration with SFDC could be better
• Sometime provides back an incorrect/no match when a better is available from an uploaded file, though this is getting slightly better
• A way to gauge how many hits you will get off an intent topic before selecting them so you don't feel like one is going to waste could be useful.

Incentivized

It’s very easy to use, and the team is very responsive and friendly to work with. The information is unique and usable and can complement some of the data we get from call recordings. The integration with Salesforce is easy to implement and offers good insights into our database.

Incentivized

We pushed Fliptop through to preferred vendor because (at that time):

• Fast set up time with zero cost
• Public appexchange listing (passed salesforce security)
• Demonstrated best understanding of our requirements

We have evaluated all of these vendors and some are used in tangent with the HG Insights Platform. We found that for technographic data in particular HG gave the best coverage, but a few of these do help "fill the gaps" when occasion calls. We also use multiple intent engines to help verify trends rather than being reliant on one platform. Other vendors also offer contact data as well which is integral for our outbound marketing campaigns which HG does not cover. Overall HG does perhaps stack up better than some of these however, it is only one source of data and using multiple is necessary to give a reliable result.

Incentivized

• Before fliptop around 50% of our MQLs were in lower quality accounts, that number has reduced to around 15%.
• We have identified the key market segments that drove over 50% of our growth last year.
• Real focus for the marketing teams and intel on where to focus key email and nurture campaigns.

• I don't massively get involved in financial matters, but the propensity models we use internally to help run our campaigns are certainly a big factor when our sales people approach our clients.
• Every campaign sold now comes with a flat data fee for us to run and use a propensity model for the activity we complete on behalf of our clients.
• Whilst the client will never see the raw data behind the model (of which HG does play a part along with our other data sources) they are briefed on the methodology and reasoning behind them.

Incentivized