Technology Intelligence vendor HG Insights acquired fellow data vendor Intricately. The acquisition provides HG Insights with global cloud product adoption, usage, and spend data, “adding to HG’s market-leading optimization of the world’s top technology brands’ Go-To-Market.”
The entire Intricately team has joined HG Insights, including CEO Michael Pollack and CTO Fima Leshinsky. Pollack assumed the role of EVP of Market Innovation, and Leshinsky was named an SVP of Product.
HG Insights’ NLP gathers technology installation and spend intelligence for eleven million global companies, capturing 96% of the world’s total IT spend and intelligence on over 15,600 installed products.
“We started Intricately to provide decision-makers with actionable data and insights they could use to plot a course through the ever-expanding Cloud universe. At the time, we saw a world with individuals relying on gut instincts, teams making ‘best guesses,’ and organizations making big bets on circumspect data. We started this business with the goal of making the unknown known. Our vision was, and has always been, to be the authoritative source of truth for digital product adoption, usage, and spend.”Intricately Founders Fima Leshinsky and Michael Pollack
Intricately’s proprietary sensor network gathers cloud product adoption, usage, and spend data for seven million global businesses across 21,000 cloud offerings. Data are collected from over 150 global Internet points of presence, helping Intricately map digital infrastructure. Its insights are delivered via an API, integrations, data snapshots, and web applications.
“Intricately provides unique and actionable insights that enable cloud sellers to increase velocity by focusing on the highest potential opportunities,” said Pollack. “As the workforces of global companies become increasingly distributed, cloud spend and product adoption have become key indicators when assessing potential buyers’ likelihood of purchasing and deploying new products. Intricately’s intelligence, now part of HG Insights, is uniquely positioned to lead the market on this trend.”
Intricately’s customers include the top three cloud companies. In addition, the acquisition provides “real-time visibility into a company’s cloud footprint and application tech stack.”
“Now, with the addition of Intricately, we can provide real-time visibility into a company’s cloud footprint and application tech stack to provide richer insights for better decisions and faster results,” said HG Insights CEO Elizabeth Cholawsky. “Our customers have come to rely on HG Insights as an indispensable input into their most strategic decisions such as market sizing, whitespace analysis, and territory planning as well as for fundamental activities including opportunity prioritization and account-based marketing intelligence.”
HG Insights and Intricately offer complementary spend data. HG Insights focuses on projected spend for forecasting and go-to-market planning while Intricately measures actual spend for benchmarking and plan measurement. Combined, the companies offer “unmatched spend insights in the Cloud Market that support the full lifecycle of Plan, Optimize, and Execute to empower sales and marketing organizations.”
HG Insights listed a series of technical benefits:
- Richer combined datasets to operationalize the planning, targeting, and messaging to prospects based on technology adoption and usage
- Improved precision of workload volumes, estimated spends, and the related technologies running on cloud-based infrastructure
- Expansion of insights into customer-built cloud and self-hosted applications
- Detailed location insights providing a view into both the location of consumption and/or physical infrastructure to power hyper-focused Go-to-Market strategies
- Real-time detection of changes to a company’s cloud application and technology strategy
Business professionals can leverage HG Insights expanded intelligence to evaluate their TAM/SAM/SOM, prioritize ABM campaigns, establish “equitable and efficient” sales territories, and determine which prospects have the highest propensity to buy. In addition, sales reps can identify prospects evaluating other vendors or shifting their usage patterns, signals that an account is at risk.
“With this new intelligence in its offering, HG will provide game-changing insights that transform our customers’ Go-To-Market initiatives and accelerate growth,” HG Insights Product Marketing Director Darcy Moss told GZ Consulting. “Strategy, marketing, sales, and operations teams can leverage this insight to answer critical business decisions with greater confidence.”
“By adding Intricately’s market-leading workload and usage data, we’ll give our customers the most detailed, unique picture available of an account’s technology strategy; not just what they have, but why they have it, how they’re using it, and ultimately, what they’re likely to do next. It’s a competitive advantage unmatched in the market,” stated Moss.
Intricately was founded in 2014 and is based in San Francisco. LinkedIn states that it has 54 employees, having grown its headcount by 35% in the past year and 93% over the past two. However, its employment plateaued last November.
“At this time, we will be business as usual until the transition is completed,” stated Moss. “This includes retaining current office locations.”
HG Insights did not disclose any size or growth details. It also did not disclose the acquisition price. Intricately is HG Insights’ second acquisition. In 2018, the firm acquired Pivotal IQ, a curator of IT contract and spend intelligence.