Rohini Kasturi has spent his career moving between the technical and commercial sides of enterprise software. An inventor with more than 20 patents, he has built cloud and security products, founded a technology company, led product organizations, and helped scale SaaS businesses. As CEO of HG Insights, he now leads a company using data and AI to help B2B technology firms understand markets, identify buyers, and focus their go-to-market efforts.

Since Rohini became CEO in May 2024, HG Insights has expanded its Revenue Growth Intelligence platform and added new capabilities through the acquisitions of TrustRadius and MadKudu. The company combines firmographic, technographic, buyer-intent, and IT-spend data to help sales, marketing, and revenue operations teams identify promising accounts, understand purchasing activity, and use those signals within their existing systems. Its recent work also includes AI copilots and agents designed to connect market planning with day-to-day sales and marketing decisions.

In this conversation with The Consulting Report, Rohini discusses how HG Insights turns market data into revenue decisions, what differentiates its AI-driven platform, and how AI is changing the questions clients ask about markets, competitors, and growth.

This interview has been edited for length and clarity.

“We provide B2B teams with the necessary solutions to help companies stop guessing about their market and start acting on it.”

The Consulting Report: Can you provide an overview of HG Insights' core capabilities and the markets it serves?

Rohini Kasturi: HG Insights specializes in honing business and technology intelligence. We provide B2B teams with the necessary solutions to help companies stop guessing about their market and start acting on it, genuinely modernizing go-to-market (GTM) from precise planning to automated execution. 

The core of what we do is give GTM teams a complete, real-time picture of who to target, when to engage, and why they'll buy. That means combining deep firmographics, technographics, buyer intent, and IT spend data to surface account insights competitors simply can't see. Our RGI Platform integrates directly with HubSpot, Salesforce, and LinkedIn, so teams can build high-propensity target account lists and put them to work inside existing workflows.

Through Buyer Intelligence, GTM teams reach buyers who are already in-market, actively researching their products, their competitors, and their category. Market Analyzer and Sales Copilot take it further, moving teams from TAM definition to prioritized action using real-world signals that make ICP concrete, not theoretical. Ultimately, we turn market intelligence into revenue motion.

“Data alone isn't the moat. The moat is what we do with it.”

The Consulting Report: How does your firm differentiate itself from competitors?

Rohini Kasturi: With optimal data sets and buyer intent contextualization, we differentiate ourselves from competitors by being uniquely positioned to deliver high-propensity accounts and in-market leads that provide our customers with the fastest path to revenue. We don't just surface high-propensity accounts and in-market leads; we connect sellers to the right buyers at the exact moment they're ready to act, which provides our customers with the fastest path to revenue.

What truly sets us apart is our technology. HG Insights has an uncommon ability to bridge that fundamental gap between strategic planning and GTM execution. We help organizations accelerate their pipelines rapidly and empower B2B buyers and sellers with significantly deeper, more actionable intelligence. The foundation is our data, which is genuinely differentiated. The combination of technographics, firmographics, buyer intent, and IT spend gives our customers a level of account precision that isn't replicable from a single-source provider. But data alone isn't the moat. The moat is what we do with it.

Our team at HG Insights is building the industry’s leading preeminent AI-driven revenue growth intelligence platform. We’re unlocking the holy grail of demand gen and sales, connecting sellers to the right buyers at the moment they’re ready to make a purchase. So, we are different from our competition because we’re leading the field of AI-powered GTM automation. We're doing it at a moment when agentic AI is rewriting what GTM automation can look like. Our Agentic Mesh technology moves us beyond static intelligence into adaptive, real-time execution, where the system learns, adjusts, and acts on behalf of the revenue team.  

The Consulting Report: How would you describe your firm’s culture? 

Rohini Kasturi: We've built a team that's genuinely curious, direct with each other, and invested in getting things right. HG Insights’ culture is people-first, with our team philosophy anchored in collaboration, innovation, accountability, diversity, respect, connection and belonging through clearly articulated values. We have a dedicated Diversity, Equity, Inclusion, and Belonging (DEIB) committee that embeds this framework across the entire employee experience.

Our culture is grounded in shared values that empower every employee to grow, communicate, challenge, contribute, and connect. We foster a strong sense of camaraderie and curiosity among our teams, along with an active feedback culture to encourage learning and advancement opportunities. HG offers annual learning stipends and professional development funding as significant investments in our employees’ growth.

Our annual HG Hackathon brings many teams together to help build and demo new ideas. This popular event reinforces our culture of collaboration, creating cross‑functional bonds, accelerated learning loops, and tangible recognition for some of the innovative work that influences our products and processes.

HG’s leadership team prides itself on being accessible and open to new ideas, while consistently recommending actionable feedback. We also provide a robust community service program, HG Gives!, which supports our employees’ volunteer efforts for the projects and issues they care about most. 

“Business leaders are under intense pressure to make complex, strategic decisions swiftly.”

The Consulting Report: Has the increasing prevalence of AI changed the types of client mandates you are hired for?

Rohini Kasturi: Yes, AI has had a substantial impact on the nature of our client mandates. 

Previously, clients often engaged us for help maximizing their prospecting efforts, understanding their TAM, and increasing Sales Accepted Leads (SALs). While these still remain priorities, the prevalence of AI has prompted clients to ask a different set of questions regarding AI’s measurable business value, use cases gaining traction in their markets, and how AI is changing buyer behavior, competitive dynamics, and technology purchasing decisions.

We can see that the pace of change has increased demand for the timely, data-driven intelligence that we’re known for. Business leaders are under intense pressure to make complex, strategic decisions swiftly. These determinations range from entering new markets, prioritizing investments, enhancing product positioning, and recognizing emerging competitors. 

We're also seeing greater interest in predictive and signal-based insights, with clients seeking forward-looking guidance that helps them anticipate shifts in demand and act before competitors do.

AI has essentially elevated the need for market intelligence. As technology cycles accelerate and information becomes even more abundant, organizations increasingly need trusted data, context, and expert analysis to separate meaningful signals from the prevalent noise and make confident growth decisions.