What is Functional Area Intelligence (FAI)?
HG Insights Functional Area Intelligence solution predicts where detected technologies are used on both a departmental and location-specific level within an organization.
Customers have access to detailed, data-driven intelligence to support sales on their quest for greater efficiency. HG Insights mines technology signals associated with companies from billions of unstructured and semi-structured documents. If the match-rate confidence meets a customizable threshold, the signals are aggregated and delivered to our customers for immediate activation.
Insights about a company’s organization are then linked to their technographic profile
HG’s Functional Area Intelligence combines insights from the customer’s technographic, firmographic, and intent data.
This solution provides actionable insights into a company’s organizational structure so you can take a hyper-targeted approach to optimize sales initiatives, shorten the buying cycles, and improve conversion rates.
Where is FAI found in HG Platform?
Users can find FAI under the 'Install Tab' and use the filters for product, product category, and vendor to narrow down their search. Their parameters will apply to the FAI tables below. The filter for 'Geography’ is currently unavailable.
Users will find two Functional Area Intelligence tables 'Functional Area Intelligence (FAI) by Department' and 'Functional Area Intelligence by Product'.
Within the 'Functional Area Intelligence (FAI) by Department' table users can view the top 10 product used within their 'Department' selection from the dropdown menu.
By clicking into ‘View Top Locations’ users will see a maximum of 10 locations. The first top 5 locations will be displayed by signal strength. The next 5 locations will be added by presence of a buyer role. However, locations in the long tail will be concealed if we have don’t have confidence in their data accuracy, explaining why there may be less than 10 locations shown. Included in this view are: Signal Share, Buyer Role Detected (Decision Maker and/or Influencer), Location with the Strongest Signal Share, and Date Last Verified.
Within the 'Functional Area Intelligence (FAI) by Product' table users can view the top departments where a product is used. In the case below, Engineering and IT are the top users of Linux.
By clicking into 'View Top Locations' users can see: Signal Share, Buyer Role (Decision Maker and/or Influencer, Location with the Strongest Signal Share, and Date Last Verified.
Definitions for Signal Strength, Signal Share, Usage Share, and Buyer Role
Signal Strength is defined as the frequency at which HG Insights detects product usage within a department
By clicking into "View Top Locations," users will see how Signal Strength is distributed across all the different department locations. The first column ‘Signal Share’ is the percentage of the signals that are coming from that specific location (i.e. Signal Strength from that Location/ Total Signal Strength = Signal Share).
Usage Share in the ‘Functional Area by Intelligence by Product’ table is defined as the percentage of the products usage that is coming from any given department.
Buyer Role is defined as individuals who hold positions in decision-making processes and possess the power to influence critical choices within a company.
- Decision Makers: These individuals occupy high-level positions such as C-Level/C-Suite roles, Directors, Department Heads, or Company Founders.
- Influencers: These individuals have influence within their specific domains. They can include Associate VP roles, Managers, Team Leads, or HR Business Partners.
Notes on the FAI Exports
Signal Strength at Department Column: This column displays the Signal Strength number at a Department level from each row. This is equivalent to the Signal Strength value shown in the FAI by Department table.
Signal Strength at Location Column: This column has the calculation of the Signal Share * Signal Strength at the Department.
- For example, if Signal Share is 28.31% and Signal Strength is 219, then Signal Strength at Location is 28.31*219 = 62.
Notes on FAI Limitations
- FAI does not provide contacts to users. If a user needs to trace contacts, they will have to manually match via LinkedIn Navigator, Contact Provider, or their CRM
- Native integrations with CRM are currently unavailable
- Note: See the FAI Implementation Guide linked HERE for instructions on how to operationalize FAI data in a CRM
- Geography filter does not apply to FAI in Company Profiles
- “Show Installs Across Entire Organization” toggle does not apply to FAI in Company Profiles