Julie Ryan, Snr Mngr Business Operations at Glassdoor explains Glassdoor's attempt to build a scoring model; "it offered no visbility into the scoring logic" and it also didn't take into account any intent data so the scoring was flat. There also was no buy-in from their sales team.
"6sense outperformed both the Glassdoor scores and your competitors" - Julie Ryan
1:33"6sense was able to surface white space, people who we didn't quite know were in-market or were doing research" - Saima Rashid.
0:34Instead of focusing on a lead-based model, PTC has shifted to an account-based model and prioritizing accounts with high intent across the entire buying committee.
0:426sense gave PTC the flexibility to segment accounts based off multiple criteria. With hyper granularity into keyword intent and buying propensity, your message gets to the right buyers.
1:06With 6 uses cases up and running, Saima Rashid did daily monitoring to ensure things were still on the right track and made quck pivots using Agile methodologies to create quick wins.
0:22With 6sense, PTC has leveled up their personalization efforts with the ability to serve up different visitors different imagery and content based on their industry, according to Saima Rashid.
1:056sense has changed Sage Intacct's perspective on funnels. What once was a single funnel, is now a multi-dimensional funnel with opportunity for churn prevention, cross-sells and upsells.
1:07Ditch the MQL-based Marketing state of mind! Marketing should be focused on driving awareness and opening opportunities to pass along to Sales, according to Ian Howells, CMO of Sage Intacct.
0:45Branding and advertising is a great asset for Marketing but it can get expensive quick. Find out how 6sense helps Sage Intacct keep their advertising costs down.
0:46Sage Intacct is loving 6sense! Every role on the revenue team has got a use case - BDR inbound, BDR outbound, AEs, Marketing, and Customer success for churn Prevention and upselling.
0:326sense is a strong tool for the business development team at Glassdoor. By providing them with insights to better prioritize and personalize, the sales team has leveled up their prospecting.
0:24Glassdoor's Sales team couldn't get enough of the prioritization abilities that 6sense unlocks that they convinced the Marketing department to start using the platform too - utilizing ABM and display.
0:39"One of the AEs who has been a strong adopter (of 6sense). 11 of her 12 meetings that she's scheduled in the first three weeks of using 6sense were BECAUSE of 6sense" - Julie Ryan, Glassdoor
0:54Julie Ryan had three criteria for a vendor: the ability to prioritize accounts and fit into work flow, to integrate with Salesforce and Marketo and solid ROI. 6sense checks it all off.
0:52Learn how SocialChorus leverages 6sense Insights to drive sales efficiency and weekly strategic alignment among BDRs and SDRs.
0:34Approaching renewals with additional insights from 6sense such as if they are in market researching competitors allowed SocialChorus to secure more deals.
1:236sense gives SocialChorus a very credible source of information that impacts deal strategy, engagement with the rest of the buying coalition, price impacting.
0:576sense's integration with Salesforce allows SocialChorus to have a comprehensive view of accounts in market with ease.
0:46"Now we actually have delivered to us in the account the exact things that are being searched. So that to me is super valuable." - Brandon Crawford, Senior Director of Enterprise Sales - SocialChorus
0:45The buying process is no longer lead-based, it's account-based. Engage with the entire buying team by targeting them throughout the journey with timely content
2:10SDR's are the tip of the sales spear and in the perfect world have the ability to be targeted and personalized at scale. Take a peek at how SocialChorus is using 6sense insights to prioritize.