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

Customer

Hubble is an integrated suite of business performance management apps from insightsoftware.com. It offers business reporting, analytics, and planning in a real-time solution that seamlessly works with market leading ERP systems.

Challenge

Insightsoftware.com operates in a market focused on delivering business performance management apps for JD Edwards and Oracle E-Business Suite ERP systems. The company has worked in this niche market for nearly two decades and has built extensive profiles on their current and potential customers.

Given insightsoftware.com’s experience, and the fact that not many companies change their ERP systems, means uncovering and engaging with new customers is a difficult, yet critical, new business need. The company also seeks to validate the technology landscape of its current and prospective customers so that it can develop marketing programs and messages that are timely and relevant.

Solution

By using HG Data Technographics for Financial Applications, insightsoftware.com was able to:

  • grow new accounts in the UK by 22%
  • validate prospect lists in Salesforce to ensure sales and marketing teams target the right accounts
  • better understand the SAP ERP marketing, helping teams define more effective outreach strategies

To learn more about how HG Data Technographics allowed insightsoftware.com to uncover new sales opportunities, download the complete case study (PDF).