Core ABM, Account Based Data
Business Wire | August 11, 2023
For the third year in a row 6sense, the leading platform to revolutionize the way B2B organizations create, manage and convert pipeline to revenue, has been named to the Forbes 2023 Cloud 100 ranking at number 67.
"Earning a spot on the Forbes Cloud 100 for three consecutive years is a testament to our dedication to provide the best-in-class intelligence and engagement solution for sales and marketing teams seeking efficient revenue growth,” said Jason Zintak, CEO of 6sense. “Since our founding days more than a decade ago, our team has leveraged AI, data and technology to transform how B2B companies go to market and create revenue. The pride we feel from this recognition comes from our unwavering commitment to unlock the potential of AI for our customers who rely on 6sense to win and achieve more.”
In the past year, 6sense has marked numerous achievements, highlighting its robust momentum and commitment to shifting AI from a novelty to a necessity, thereby enhancing efficient revenue growth for customers. 6sense unveiled its game changing 6sense Revenue AI™ for Sales, empowering sellers to prioritize in-market accounts and access comprehensive buyer intelligence and contact data within their daily tools, reducing research time and increasing deal closures.
The company launched 6sense® Conversational Email, utilizing advanced AI models like GPT-4, intent data, and predictive analytics to create hyper-personalized emails that convert leads into sales meetings at scale. 6sense introduced AI Writer functionality for Conversational Email, leveraging generative AI and other signals to help demand generation teams create personalized email campaigns enhancing engagement and building pipeline.
The definitive ranking of the world’s top 100 private cloud companies is published by Forbes in partnership with Bessemer Venture Partners and Salesforce Ventures. For the eighth consecutive year, the Cloud 100 reviews submissions from hundreds of cloud startups and private companies. The Cloud 100 evaluation process involved ranking companies across four factors: market leadership (35%), estimated valuation (30%), operating metrics (20%), and people & culture (15%). For market leadership, the Cloud 100 enlists the help of a judging panel of public cloud company CEOs who assist in evaluating and ranking their private company peers.
“The companies of the Cloud 100 list represent the best and brightest private companies in this crucial tech sector,” said Kenrick Cai, the Forbes editor of the Cloud 100. “This year’s companies had to react rapidly to AI’s sweeping impact while contending with a market pullback. Their resilience puts them in elite company. Congratulations to each of the 2023 Cloud 100 honorees and the 20 Rising Stars who are showing early potential to one day join their ranks.”
“This year’s Cloud 100 list is one of the most dynamic in history. While the industry faced macro headwinds, the 2023 Cloud 100 winners displayed the innovation and resilience of the cloud economy and the combination of growth and efficiency that prove the power of the cloud business model. 95% of the honorees are forecasted to reach Centaur status — $100 million of annual recurring revenue — by the end of the year,” said Mary D’Onofrio, partner at Bessemer Venture Partners. “It is further exciting to see so many honorees at the forefront of the AI revolution, which we believe will continue to transform the cloud and propel the next wave of growth for many of this year’s winners.”
“The past year our industry has seen a generational step forward in innovation and with AI leading the charge, we are witnessing one of the most important platform shifts in decades,” said Paul Drews, managing partner, Salesforce Ventures. "The Cloud 100 list represents the best of the best and we've never been more excited about what the future holds, not only for the cloud but for the entire technology industry. We are proud of what these founders and their communities have already accomplished and look forward to seeing how they continue to transform the industry in the future."
The Forbes 2023 Cloud 100 and 20 Rising Stars lists are published online at www.forbes.com/cloud100. Highlights of the list appear in the August/September 2023 issue of Forbes magazine.
About 6sense
6sense is on a mission to revolutionize the way B2B organizations create revenue by predicting customers most likely to buy and recommending the best course of action to engage anonymous buying teams. 6sense Revenue AI™ is the only sales and marketing platform to unlock the ability to create, manage and convert high-quality pipeline to revenue. Customers report 2X increases in average contract value, 4X increases in win rate and a 20-40% reduction in time to close deals. Know everything. Do anythingⓇ, with 6sense.
About Bessemer Venture Partners
Bessemer Venture Partners helps entrepreneurs lay strong foundations to build and forge long-standing companies. With more than 145 IPOs and 300 portfolio companies in the enterprise, consumer and healthcare spaces, Bessemer supports founders and CEOs from their early days through every stage of growth. Bessemer’s global portfolio has included Pinterest, Shopify, Twilio, Yelp, LinkedIn, PagerDuty, DocuSign, Wix, Fiverr, and Toast and has $20 billion of assets under management. Bessemer has teams of investors and partners located in Tel Aviv, Silicon Valley, San Francisco, New York, London, Hong Kong, Boston, and Bangalore. Born from innovations in steel more than a century ago, Bessemer’s storied history has afforded its partners the opportunity to celebrate and scrutinize its best investment decisions (see Memos) and also learn from its mistakes (see Anti-Portfolio).
About Forbes
Forbes champions success by celebrating those who have made it, and those who aspire to make it. Forbes convenes and curates the most influential leaders and entrepreneurs who are driving change, transforming business and making a significant impact on the world. The Forbes brand today reaches more than 140 million people worldwide through its trusted journalism, signature LIVE and Forbes Virtual events, custom marketing programs and 45 licensed local editions in 76 countries. Forbes Media’s brand extensions include real estate, education and financial services license agreements.
About Salesforce Ventures
Salesforce Ventures helps enterprising founders build companies that reinvent the way the world works. Since 2009, we’ve invested in and partnered with more than 400 of the world’s most tenacious enterprise software companies from seed to IPO, including Anthropic, Cohere, Airtable, Databricks, DocuSign, Guild Education, monday.com, nCino, Snowflake, Snyk, Stripe, Tanium, and Zoom. Salesforce Ventures leverages our decades of expertise in the cloud and our long-term relationships with key decision-makers at thousands of businesses around the world to give our portfolio companies an advantage, help them build credibility, and accelerate growth. Salesforce Ventures has invested in more than 25 countries with offices all over the world including in San Francisco, Irvine, New York, London, and Tokyo. Follow @SalesforceVC and learn more at http://www.salesforceventures.com.
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business2community.com | November 08, 2016
Here are a few things robots are starting to do better than humans:
• Move items around a stockroom (Amazon has a fleet of robots that have increased operations from 100 items per hour to 300 items per hour for workers)
• Accomplish missions in dangerous scenarios, such as dismantling land minds or bombs
• File, package, and dispense prescriptions
• Paralegal and doc-review-focused work (such as searching hundreds of documents for mentions of certain items or concepts).
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Their bandwidth, power, and automated processes make sense in these roles, and can out-perform the manual efforts of humans.
We can draw a parallel here to the task of Account-Based Everything. There is no doubt that some things, such as building relationships with target buyers, injecting personality into our messages, and adding a personal touch to client engagements can never fully be replaced by automation.
But a critical component of account-based sales and marketing is identifying which accounts are at a greater propensity to buy.
We’ve discussed earlier the data and steps that need to be taken to build a target account list, and some organizations choose to execute this process manually using gut feel and basic scoring.
Others rely on predictive analytics.
Using Predictive Analytics to identify your target accounts
In the real world, many factors contribute to a successful sale – much of which is invisible to your teams. Predictive Analytics is, at its core, a way of processing far more information than humans can process. This can be used to build models that better predict the propensity to buy, out-performing manual selection and scoring.
“The majority of ABM programs have a list of targeted accounts in the 500 to 2,000 range, so that’s still a lot of activity to track manually. Predictive is one thing that enables companies to scale their ABM efforts, something which was not possible even a few years ago.” – Megan Heuer, SiriusDecisions
How to use predictive scoring in Account Based Everything
Just as Netflix predicts which movies you’ll like based on the ones you’ve already watched, Predictive Analytics chooses the companies most likely to buy by analyzing the ones who have already bought (or become opportunities).
Predictive Analytics takes data about accounts that have progressed to a certain stage of the buying process, and uses it to highlight other accounts in your market that most look like these.
Models will often include all the firmographic (company information), technographic (what technologies are used at that company), intent (meaningful behavioral data from that account) and engagement data (how engaged your company is with that account) that you might use in a manual scoring model.
What’s different in a predictive analytics model is your ability to include many more dimensions and data points – often in the hundreds or even thousands. In fact, a big part of the value of predictive vendors is they do the data collection and cleansing work for you.
“Yes, you need to look for intent signals. But I’d hate to try to build a predictive model on it exclusively – there’s just not enough of it in the market compared to companies that t and companies you’re already engaging with.” – J.J. Kardwell, EverString
Shifting the conversation from argument to data-driven decisions
In many cases, the most basic approach – working with sales reps and their gut intuition to create a target account list – is enough to see value from Account Based Everything. But it can lead to arguments about who is truly qualified.
Unlike these manual processes to build target account lists, predictive models don’t go in with any biases or hypotheses. They simply analyze the data, building the model around any characteristics that best correlate with eventual success.
“Predictive Analytics looks at indicators at a level that humans just can’t understand. It’s not realistic to expect that you will come up with your best target accounts simply by having sales, marketing and product sit in a room. This reduces so much friction and allows everyone to feel like you’re making data-based decisions instead of having people bickering around a table.” – J.J. Kardwell, EverString
Partial landscape of predictive analytics vendors
Though not an exhaustive list, consider partnering with organizations that provide predicative analytics solutions, including:
• Leadspace
• EverString
• Lattice
• 6sense
• Mintigo
• Infer
No matter if your process is manual or predictive, your target account selection will be the most important component of your account-based strategy. Be mindful, and get it right.
Have you been successful with predictive analytics in your account-based strategy? Do you have any tips to share with our readers?
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March 15, 2016
The none-too-subtle implication, of course, was that Account-Based Marketing (ABM) isn’t new, and that B2B marketers have been developing, and executing, Account-Based Marketing strategies and programs for some time, if only in different forms and under a different name (e.g. Target Account Campaigns).
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