Understanding the Value of Spend in Salesforce

Last updated: December 5, 2025

With the introduction of IT Spend intelligence in HG for Salesforce, you can leverage granular IT budgets directly in Salesforce, allowing you to segment prospects based on 135 different software and hardware budget spend categories.

Enabling spend in your Salesforce instance will allow you to add another strategic layer to your account prioritization process and Ideal Customer Profile identification. 

For example, if your product's minimum sale value is $50k, you can use spend in Salesforce to rank the ability to sell to a prospect based on their available budget for your product. So if a prospect has a budget of $100k you may rank them above a prospect with a budget of $75k. 

You can then take this data, build it into your Salesforce reports, and rank prospects, giving you a better understanding of your ideal prospect profile. 

Spend in Salesforce can also be used in expansion deals for current customers. If a customer is currently spending $50k on a contract with you, but they have a budget of $500k, you will be able to better understand your ability to upsell the current contract. 

Spend in Salesforce will appear on the account page under HG Insights, with over 130 different granular categories to choose from. 

Use Case Examples:

Account Prioritization

I am working for a company that sells a social media management platform, and I would like to sell it to Uber. 

I can see from Uber's account page that they have a budget of $126,000 to spend on my product. I can take this information and use it to frame up a realistic sales package before pitching my product to their team. 

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Territory Planning

I am a sales leader working on territory planning for my reps. I want to ensure my reps are receiving equal opportunities to generate sales. I can use spend in Salesforce to prioritize which companies per region have the highest propensity to buy and how much we can estimate they will spend. Therefore, I am easily able to give my reps a similar earning potential while segmenting them by territory.

Whitespace Targeting

I am an Account Manager and am interested in the potential of upselling a current client upon their contract renewal. I can use Spend Intelligence to show me what the customer's current budget is in the category my product falls. So if the customer is spending $10,000 with me, but their budget is $100,000 I know that there is significant upsell opportunity.