Show Notes
Recorded live at the CMO Huddles SuperHuddle at the El Prado Hotel in Palo Alto A New Vision for Revenue Growth Intelligence In this conversation, Rohini Kasturi shares his perspective on a rapidly shifting GTM landscape - one in which historical reporting isn’t enough and intelligence must power every growth motion. As CEO of HG Insights, he describes the company’s mission in clear terms: enabling customers to drive revenue, retention, and operational efficiency with real, actionable insights. “Our vision really is how do we help customers drive revenue, growth, retention, and operational efficiency?” This philosophy anchors HG Insights’ recent strategy - a combination of major acquisitions, expanded intelligence, and a move toward agentic applications that operationalize everything. The Expanding Intelligence Fabric HG Insights has long been known for technographics, but today the scope is far broader. They now blend firmographics, spend intelligence, partner intelligence, contract intelligence, and bottom-of-funnel intent signals from TrustRadius into a single fabric. “We now have intelligence for 20 million companies… all at an account level.”
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The theme is completeness - a 360 view of buyers, their tech stack, their spend, their timing, and their intentions. This consolidation also explains HG’s acquisitions of TrustRadius and MadKudu. TrustRadius provides in-market buying signals. As Rohini notes: “It’s very important for the sales teams and marketing teams to know that right now, because they’re going to do a purchase in the next three months.” MadKudu, meanwhile, brings agent workflows on top of HG’s data: full account research, automated scripts, and guided sales engagement. Agentic Apps for Marketing, Sales, and RevOps One of the biggest announcements Rohini hints at in the conversation is a set of new agentic applications integrated directly into HG’s data fabric. “We are launching a growth platform that has three agent mesh applications… one for TAM/SAM/ICP, one for RevOps, and one for sales.” These apps take the full scope of HG’s enterprise intelligence and give teams step-by-step actions, recommendations, and automations - making intelligence usable, not just visible. This reflects a major shift in go-to-market software. It’s no longer only about dashboards - it’s about activation. Partners as Multipliers of GTM Strategy As a former product and go-to-market leader at SolarWinds, Veritas, and Juniper, Rohini brings deep experience working with partners. His perspective is highly operational: partners succeed when they have alignment on product, pricing, and positioning - and when they’re supported with clear playbooks. “Some we had to solve through pricing and discounting… some through additional marketing funds… some by engaging the product team much more closely.” He also describes his days as Chief Product Officer at SolarWinds conducting a two-month global partner “listening tour”, meeting 300–400 partners to assess feedback and identify where joint solutions or integrations could unlock more reach. That’s an incredible commitment to partners! This mindset carries into HG Insights, where hyperscalers already use HG’s intelligence as foundational data - and now want to extend that value to their partners. “How do the partners also get the same intelligence?… That’s another growth vector we are uncovering.” One hyperscaler is already exploring rolling out HG intelligence to more than 100 of their partners. Ecosystems, Integrations, and Joint Solutions HG Insights participates in several types of partner motions: * Integrations into systems like Salesforce, HubSpot, and LinkedIn * Joint solutions, such as the Gong + MadKudu solution * Ecosystem participation in emerging AI, CRM, and GTM platforms This multi-layered approach helps HG scale while embedding its intelligence d
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