Opportunity Generator Filters

Opportunity Generator is a dashboard in the HG Platform to help you find companies based on aspects of their technology profiles and behaviors. It's great for generating targeted account lists, find whitespace opportunities, better understand a selection of organizations based on their similar technology profiles—and so much more.

There are many ways to create and filter a hyper-targeted list, so this article will explore all the different options available to you. 

Company Type

The Company Type filter allows you to specify how broad you'd like your company sets to be, ranging from only companies at the very top of their corporate hierarchies to every organization in our database regardless of level. If you're running a campaign focused on global headquarters or parent companies in the US, you'll definitely want to use this filter.

We identify and match companies based on URL and normalized URL; normalization is done to standardize the many ways a company might format a URL, e.g. advanceautoparts.com is the same company as shop.advanceautoparts.com.

You can choose from:

• Global Headquarters (GHQ) - The highest level parent within a hierarchy. There is only one GHQ per organizational hierarchy, which can span several distinct URLs.
• Corporate Parent - The highest level parent of all companies with the same (normalized) URL. There can be several corporate parents per GHQ.
• Domestic Parent - The highest level parent within each country of all companies with the same (normalized) URL. This is a great way to view companies with unique product detections, since HG attributes installs to companies via URL/country.
• All Entities - This filter will return results for all parent companies and their subsidiaries.

Products

It's critical to know what products a company is using to understand if they have the tech stack to support your solution—or if they're using a competitor you can displace.

Add products to find companies who are using specific solutions and tools. You can refine with Functional Area Intelligence to surface product installs for specific departments, with the ability to further refine by the role. You also have the opportunity to refine by Install Age, which will return results for companies with a detected install signal for a defined range down to the month. 

You can also exclude companies using certain products.

Scoring

Scoring profiles help you prioritize your best-fit accounts by calculating and ranking how closely they align with your target profile. If you have a scoring profile applied, you can filter companies within a defined range of scores, e.g. companies with a fit score ranging between 90-100. HG configures scoring profiles with two categories, Fit Score and Intent Score.

• Fit Score - This is a weighted ranking of a company’s firmographic and technographic attributes to determine how well it aligns with an ideal customer profile. Fit Scores will take into account:
  • • Firmographics: the geography, industry, employee, and revenue defined by your scoring profile. 
    • Technographics: product presence, vendor penetration, products in a category, product install age, and product intensity.
    • IT Spend: the IT spend amount based on particular categories of a technology. 
    • Cloud: The defined cloud maturity of a company based on the cloud-based products detected in their tech stack. 

• Intent Score - A weighted ranking based on intent that measures a company's engagement (or intent) with specific topics. Intent scoring evaluates the frequency and depth of topic-based interactions derived from bidstream intent signals to indicate potential interest in a particular solution or product category. Intent scores consider:
  • • Signal Strength: prioritize companies based on the signal strength of the intent signals detected.
    • Context Type: focus on specific types of signals, whether that's displacement, whitespace, or expansion.
    • Buyer's Journey: surface companies based on where they are at in the buyer's journey, whether that's researching or evaluating. 
    • Signal Location: identify companies based on the location from which the signals are detected.

Intent

HG’s Intent data provides visibility into companies' research and evaluation activities around technology products and services, using context to classify if signals are considered whitespace, expansion, or displacement.

• Intent Activity  - Show companies who have Intent Activity signals for defined topics. The filter will default to show companies with high intent signals (80+), and you can optionally include companies with medium-score (64-80).
• Context Types - HG breaks down intent by its contextual relevance to give you a better picture of the motives behind a company's research on a given topic.
  • Intent Context - This is the why: we classify intent as being a displacement, whitespace, complementary, or expansion motion.
  • Buyer's Journey - We assign an intent signal as either evaluating or researching to give you insight to the stage of the buyer's journey a company is searching for your intent topics. 
• Intent Location - Allows you to filter by the location where the signal originated. 

Uploaded Accounts

An easy way to filter for accounts is simply by uploading a list of accounts you'd like to enrich with HG's precision data. You can choose to match accounts, or search for whitespace opportunities. 

Uploading a list will also offer the option of hierarchy matching, which will expand matched entities to include an entire corporate tree. 

Firmographics

Firmographics are key company attributes. Firmographics are incredibly useful for building ICPs, defining scoring profiles, conducting territory planning, and more. With Opportunity Generator, we breakdown firmographics into the following categories:

• Target Organizations - Select specific companies you're interested in by company name or URL. You can optionally choose to return results for the entire corporate tree.
• Geography - Specify which regions you'd like for your list to return. You can both include and exclude regions by:
  • Geopolitical - A continental grouping. You can select from AMER, APAC, and/or EMEA, with the option to exclude specific countries within the regions.
  • Country - Choose from specific countries or country collections. Collections are custom built by your organization if you have a set of countries you'd like to repeat across different lists and segments. 
  • State/Province - If you'd like to get granular with your search, you can also specific the country and specific state or province of companies to include or exclude. 
• Global Presence - This filter allows you search for companies with multi-national hierarchies, hierarchies by specified locations, or no global presence.
• Company Type - Also found on the main Opportunity Generator filter navigation, this again refers to allows you to the company set, ranging from companies at the very top of their corporate hierarchies, to every organization in our database regardless of level.
• Industry - Include or exclude defined industries, with the option to filter by SIC or NAICS codes.
• Revenue Range - Designate a range of known company revenues you'd like to search for.
• Employee Range - Designate a range of known employees you'd like to search for.

IT Spend Budget

Knowing how much a company can spend before your start targeting them helps optimize your resources, improve campaign targeting, and set expectations—even before your first conversation. Prioritize companies based on their capacity to spend on particular categories of technology. Choose the technology categories relevant for your business needs, and then select a minimum and maximum spend range. 

Tech Installs

Going a level deeper than the Product filter, the Tech Installs filter offers a comprehensive view into what technology products are used by an organization, including installation verification dates, deployment locations, and usage intensity. This is useful if you want to identify companies using products within a certain time frame to understanding when you want to reach out, or if you need more granular insight like vendors and product attributes. You can filter by the following: 

• Product Categories - Product categories are the overarching grouping for specific products, e.g. Network Infrastructure or Enterprise Resource Planning Applications. You can refine product categories with Functional Area Intelligence and Install Age. 
• Products - You can filter companies by the specific products we find install detections for. You can manually search for products to include, use a Product Collection, or upload a list of products.
• Vendors - Search for companies with install detections by vendors, or companies who sell solutions. You can get hyper-specific with vendor install detections, refining by number of installations from a vendor, FAI, and/or Install Age. 
• Product Attributes - This filter helps you find companies using products with specific attributes, ranging from AI capabilities to electronic services.