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AiThority Interview with Tim Royston-Webb, EVP Strategy at HG Insights

You have an extensive commercial background, tell us about your journey in Technology Intelligence. How did it begin?

While I have always been involved in technology, first as a Developer, then a Consultant, and later a CIO for a medium-sized enterprise, I was fortunate in the 90s to work for Gideon Gartner when he left Gartner Group to start GiGa, a competitor to Gartner Group that went from $0 – $65m in Sales in just 4 years.

Gideon saw an opportunity to disrupt a traditional market that had an outdated model, and this taught me the power of disruption and transforming legacy processes to help clients make better-informed business decisions.

Tell us how your experience as EVP EMEA at Forrester shaped your understanding of the end-user technology market?

Forrester was one of the first advisory companies to call out the importance of business technology. While others focussed on technologies and markets, Forrester chose to focus on the alignment of technology and business. This business technology focus surfaced rich insights into end-user organizational challenges and how technology could enable business process agility and support positive business outcomes.

I was fortunate to spend much of my time with the CIOs of large, well-known enterprises, and line of business leaders understanding their challenges and formulating best practice solutions together. It’s rare in your career to get a chance to discuss real processes, challenges, and solutions with senior leaders representing such a wide range of end-user markets.

Read More: Yes, There Is A Huge Demand For Salesforce Marketing Cloud Experts: AiThority Interview With Susan Marshall, CEO Of Torchlite

How is the North American market for Martech and Salestech different from EMEA and APAC? What unique challenges do you face in  EMEA and APAC?

While I operate globally, I am fortunate to touch every market, spending my time evenly in the US and Europe. Aside from the obvious differences in macroeconomic and regulatory environments, for example, GDPR in Europe, I see little difference. Client challenges, processes, and needs are the same.

Read the full interview at MarTech Series.

Click here.

Over his 20+ year career, Tim has served as a leader overseeing the go-to-market, strategy and global revenue areas for several business intelligence organizations including Forrester, Ovum, GlobalData, Datamonitor and Informa Business Information. Tim was most recently the founder and CEO of Pivotal iQ which was acquired by HG Insights in 2018.

Tim is a big data thinker with an analytical mindset. He is a thought leader on IT Spend and propensity modeling, and his current focus is on redefining the traditional thinking of sales and marketing professionals, working for IT and communications vendors and service providers, and educating them on how data can transform traditional sales and marketing processes to drive improved business outcomes.

HG Insights LogoHG Insights is the global leader in technology intelligence. Every day, HG Insights uses advanced data science methodologies to process billions of unstructured digital documents to produce the world’s best technology installation information, IT spend and contract intelligence. The world’s largest technology firms and fastest-growing companies achieve a tremendous advantage by using HG Insights to accelerate their sales, marketing, and strategy efforts. This is powerful information you can use to out-market, out-sell, and out-grow your competition.

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