Case Study: a B2B infrastructure and security software company achieves 3x better target account accuracy with HG Insights

B2B Infrastructure and Security Software Company boosts target account accuracy 3x with HG Insights

The customer, a mid-market B2B infrastructure and security software company, faced gaps in its go-to-market stack. While its 6sense platform was effective for demand generation, it lacked the contract intelligence, behind-the-firewall technographics, and transparent scoring needed for competitive displacement and contract-timed outreach. This led to unreliable signals in key segments like government and large enterprises, resulting in wasted sales efforts.

To address this, the company deployed the HG Insights RGI Platform alongside its existing tools. HG Insights provided critical data on competitor contract expirations, behind-the-firewall technology installations, and IT spend, enabling a new glass-box scoring model. This solution delivered a 3x improvement in target account accuracy, a 40% reduction in wasted outreach, and generated $2.3 million in new pipeline within the first quarter.