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TechTarget Acquires Enterprise Strategy Group

Analyst guru Steve Duplessie throws in the towel.

TechTarget, Inc., in B2B technology purchase intent data and services for marketing and sales, announced the acquisition of The Enterprise Strategy Group, Inc. (ESG), a provider of decision-support content based on user research and market analysis for global enterprise technology companies.

ESG combines practitioner knowledge and primary research to develop purpose-built content deliverables that help buyers buy and sellers sell. With content that addresses the key aspects of the buyer’s journey, it helps technology vendors create greater buyer confidence. It applies its expertise in all of the go-to-market segments served by TechTarget, including cloud services and orchestration; converged infrastructure; cybersecurity; data platforms, analytics and AI; data protection; digital workspace; networking; and storage.

ESG’s capabilities are a complement and extension of TechTarget’s value proposition to its customers. The transaction deepens its base of decision support content and adds new fact-based, research-driven content that customers can use in marketing and sales outreach targeting the accounts and prospects identified by purchase intent insights.

ESG’s analysis and segment expertise improves TechTarget’s ability to help its customers navigate the specific dynamics of individual technology markets and extends upon the value delivered by the company’s 140+ technology-specific websites. TechTarget’s base of engaged buyers advances ESG’s efforts to help technology vendors understand what issues resonate with users and how best to reflect those dynamics in their content outreach.

We’re excited about the value ESG provides to our clients and our members,” said Michael Cotoia, CEO, TechTarget. “Together, we can provide enterprise technology buyers much richer information support across their buyer’s journeys. For our clients, adding ESG to the unmatched intent data and services we’ve long-provided means we can further increase their productivity gains and business yields end-to-end across go-to-markets.”

Added Steve Duplessie, ESG’s founder: “ESG delivers highly relevant, purchase cycle-focused content specifically built to support buying and selling. As such it helps fill critical gaps that have long increased costs and cycle times on both sides of the process. Adding depth to and building on TechTarget’s existing strengths in content, process support, and data creates clear, easily accessed value for both clients and end-users.”

ESG’s decision-support content offerings are its primary and fastest-growing business area. Their 27 researchers and analysts work with customers to determine where their marketing and sales strategies require fact-based content support to drive successful outcomes. The company’s capabilities include technical validation, economic analyses and customized end-user research which enables the creation of actionable, useful, interactive content deliverables and tools. Its content supports product launches, competitive positioning, channel enablement, ABM-focused outreach and many other campaign objectives.

As a long-time customer of both TechTarget and ESG, I see an incredible opportunity for enterprise technology companies to accelerate growth and success in their markets by leveraging these powerful and unique services together,” said Ed Walsh, former GM of storage within IBM’s systems group and current CEO of ChaosSearch.


DuplessieSteve Duplessie, founder (in 1999) and senior analyst at ESG, began his career in sales at EMC from 1986 to 1989, then started and ran a storage peripherals business unit at Clearpoint Research Corp., and then was the founder and CEO of Invincible Technologies Corp., a manufacturer of fault-tolerant NAS systems, from 1993 to 1998.

He is an internationally recognized expert in IT infrastructure technologies and markets, being a remarkable speaker at conferences and industry events worldwide, and known for his pull-no-punches, straight-shooting style. His presentations are renowned for being educational, opinionated, thought-provoking, and entertaining.

He is also an author, his insights being featured in Time Magazine, The Wall Street Journal, BusinessWeek, The Financial Times, USA Today, China Daily, The Moscow Times, and other print and online publications. He is an advisor for large technology providers, including IBM, HPE, Dell EMC, NetApp, HDS, Google, Amazon, Puppet, and other global IT organizations.

He beats cancer several years ago.

He holds a B.S. degree from Babson College in Wellesley, MA.