IT Spend
Modeled technology budgets at the company and category level
What is it
IT Spend Intelligence provides MODELED ESTIMATES of how much a company spends on technology — broken down by category (cloud, infrastructure, software, services, etc.). HG covers ~20 million spend records with granular category breakdowns.
This includes both absolute spend (total dollars) and relative spend (compared to industry peers), enabling benchmarking and opportunity identification.
What problem it solves
Budget is the gating factor for every deal. You can find the perfect ICP match with the right tech stack and active intent — but if they don't have budget, you're wasting time. IT Spend answers: "Can this company afford our solution? How much are they allocating to this category? Are they over- or under-investing compared to peers?"
What you can do with it
- Budget qualification: Prioritize accounts with demonstrated spend in your category
- Pricing strategy: Adjust quotes based on relative spend
- Market sizing: Calculate addressable spend by category and segment
- Competitive positioning: Target companies over-investing in a competitor category
- Modernization targeting: Find companies with high legacy spend
Real-world example
Cloud Migration Targeting
A cloud services provider wants to find companies with significant on-prem infrastructure spend who haven't migrated. Using IT Spend, they identify companies spending $10M+ on data center infrastructure with below-average cloud spend relative to peers. These are prime migration targets with proven budget and clear modernization opportunity.
What the data looks like
Salesforce IT Spend (from firmographic data)
Key fields you get
- Total IT spend (absolute dollars)
- IT spend as % of revenue
- IT spend per employee
- Category breakdowns: Cloud, software, infrastructure, services, etc.
- Relative benchmarks: vs. industry average, vs. revenue band peers
- Spend trends: Year-over-year growth (if time-series data available)
“Salesforce spends $4.1B/year on IT (9.9% of revenue), which is above the software industry average. With ~$1.6B in cloud spend alone, they're a prime target for cloud optimization, FinOps, and observability tools. Their high IT spend per employee ($49K) indicates they're tech-forward and willing to invest in productivity tools.”
Business impact
Increases: More accurate deal qualification
Increases: Higher ASP from better pricing precision
Increases: More marketing budget focused on accounts with proven category spend
Decreases: Less rep time on accounts that can’t afford the solution
Directional outcomes HG customers commonly report. Actual results vary by program and data application.
Under the hood
How it's unique to the market
HG's spend models are built on our proprietary technographic foundation. We don't just estimate spend from firmographics — we model it based on ACTUAL PRODUCT INSTALLS, giving us accuracy that pure firmographic models can't match. Our relative spend benchmarking lets you see where a company over- or under-indexes vs. peers.
How it's derived
IT Spend is modeled using industry classification (NAICS/SIC), company size (revenue, employees), and technographic signals (products installed). Models are calibrated against disclosed IT budgets and benchmark data. Spend is allocated to categories based on product mix and industry patterns. The output includes absolute spend, relative spend (vs. industry average), and category breakdowns.