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 directly into customer workflows.
“We have 30–40 integrations into various go-to-market platforms… and we have several joint solutions like the one with Gong.”
Rohini frames it as a Rubik’s cube - a constant balancing act of product strategy, regional reach, competitive dynamics, and co-sell alignment.
The Market Shift Toward Precision GTM
Ultimately, Rohini sees a clear trend across B2B technology: the move from generic outreach to highly targeted, intelligence-driven engagement. Understanding the exact buying group, their tech stack, their current spend, and their buying cycle is now essential.
“You need to have a complete AI data view of a company before you talk to them.”
This isn’t just a marketing challenge. Sales, partners, and product teams all need the same precision.
HG’s intelligence fabric - combined with agentic applications - is designed to deliver that precision at scale.
Why This Conversation Matters
For CMOs, revenue leaders, product leaders, and partner professionals, Rohini’s insights offer a blueprint for how the next generation of GTM will operate:
* unified intelligence
* agent-powered automation
* deep partner ecosystem integration
* and complete visibility into buyers
As GTM complexity rises, the companies with data-driven revenue strategies will lead the way.
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