Contracts (ICT/BPO)
Global Systems Integrator and outsourcing relationships
What is it
Contract data reveals ICT (Information and Communications Technology) and BPO (Business Process Outsourcing) relationships — which companies have contracts with Global Systems Integrators (Accenture, IBM, Wipro, TCS, Infosys, Cognizant, HCL, etc.) and managed service providers. HG tracks ~88,000 active contracts.
Contract records include: vendor, deal value, contract status (active/expired), service lines, contract duration, and subsidiary ownership.
What problem it solves
Large enterprises often make technology decisions through their GSI partners. If Accenture manages a company's IT transformation, they influence the vendor selection. Contracts data tells you who influences the deal — and whether there's a partner opportunity or a blocker.
What you can do with it
- Partner-led selling: Identify companies with GSI relationships where you have partnerships
- Deal strategy: Understand if a GSI is embedded at an account before going direct
- GSI outreach: Show GSIs which of their clients are fits for your solution
- Contract renewal targeting: Target companies with expiring IT contracts
- Outsourcing analysis: Understand a company's build-vs-buy-vs-outsource posture
Real-world example
GSI Partner Play
Your company has a partnership with Infosys. Using contracts data, you identify 150 companies with active Infosys IT services contracts that also fit your ICP. You share this list with your Infosys partner team, who co-sell with you into those accounts. The Infosys relationship opens doors your sales team couldn't open alone.
What the data looks like
Salesforce Contract Data
Key fields you get
- Contract metadata: Contract ID, vendor name, status (active/expired)
- Financial terms: Total deal value, annual value, contract term (months)
- Timeline: Start date, end date, duration
- Headline/description: Public announcement or context
- Service lines: What services the vendor provides
- Buyer subsidiaries: Which part of the org signed the contract
“Salesforce has $55.9M in disclosed IT services contracts. Their largest was $33.7M with VMware (2019-2022, now expired) for multi-cloud management. They had two AWS contracts totaling $14.9M (expired 2019). Current active contract: $1.1M with Sware for GxP compliance validation. If you partner with AWS or VMware, these are confirmed relationships. If you sell compliance services for life sciences, Sware is a competitor. No active GSI contracts detected — they may handle IT in-house.”
Business impact
Decreases: Shorter cycles on partner-influenced deals
Decreases: Fewer GSI relationships discovered late in the deal
Increases: Larger deals through GSI co-sell motions bundled with services
Increases: Better deal strategy from the full influence map
Directional outcomes HG customers commonly report. Actual results vary by program and data application.
Under the hood
How it's unique to the market
This is not software contract data (SaaS renewals). HG's contract data focuses on IT SERVICES — the GSI and outsourcing relationships that drive enterprise technology decisions. No one else integrates this with product-level technographics and spend data.
How it's derived
Contract data is aggregated from publicly announced deals, press releases, regulatory filings, and industry sources. Records include the buyer company, service provider (GSI/BPO), deal value ranges, service categories, and contract status. Data is matched to HG's company universe and enriched with firmographic context.