Account Based Data
Business Wire | October 06, 2023
6sense®, the leading platform to revolutionize the way B2B organizations create, manage and convert pipeline to revenue, has announced that Latané Conant has been appointed Chief Revenue Officer, spearheading the company’s go-to-market (GTM) strategy with a focus on driving market growth and revenue alignment.
Conant brings more than two decades of experience in marketing, sales and go-to-market management, most recently as Chief Market Officer (CMO) of 6sense. Building on her strong and cohesive relationships with 6sense GTM leaders, she will lead a unified team that includes sales, customer success, marketing, partnerships, and professional services.
Alignment is critical for any go-to-market team, and it’s only possible when you have the right people, processes, and technology to ensure everyone can move swiftly, and in the same direction, together, said Jason Zintak, 6sense CEO. Latané’s empathy for our customers, deep knowledge of our market, and expertise in our platform will pave the way for synergy, growth, and an improved experience for our customers and employees. There's no one more qualified and passionate to take the lead and execute our bold vision.
Conant has demonstrated her ability to deliver exceptional value for 6sense and its customers, partners, and other stakeholders during her six-year tenure as 6sense’s CMO. In that time, 6sense experienced 100% year-over-year revenue growth five times. Conant is a creative force propelled by data-driven insights, using her deep understanding of customer behavior and market trends to achieve impressive business goals. Over the past year, she's harnessed the potential of AI to lead innovative initiatives, including a move to generate over 10% of the company’s pipeline autonomously, using 6sense® Conversational Email.
“I’m honored and excited to step into this role as 6sense’s first CRO. I consider this a new era of alignment for 6sense. Alignment in service of our customers has always been core to our mission, but by bringing all our revenue functions under one big tent, we’ll be poised to take it to a whole new level,” said Conant. “I’m thrilled to have the opportunity to apply account-based principles to onboarding and adoption, to continue to build our thriving partner ecosystem, and to help our customers achieve incredible results with AI.”
Saima Rashid, who has served as 6sense’s SVP of Revenue Analytics, will lead marketing as SVP, Marketing and Revenue Analytics. Rashid joined the company nearly two years ago after experiencing the value and impact of 6sense Revenue AI™ as a customer. With a deep understanding of the platform and its value proposition, knowledge of the market, and strong analytics, leadership, and communication skills, Rashid has significantly contributed to pipeline growth since day one.
Major Highlights from the First Half of Fiscal Year 2024
6sense is starting off the second half of FY24 with strong momentum after a successful start to the year. The company continues to differentiate itself as the leading Revenue AI platform for GTM teams through product innovation, by maintaining its proven track record of delivering on an ambitious, customer-informed roadmap.
High-performing B2B companies turn to 6sense for intent data, AI-driven next-best-action recommendations, relevant B2B account insights, and buyer contact data, all built into a comprehensive platform that unites sales and marketing to efficiently grow revenue. March 2023 marked the launch of 6sense Revenue AI™ for Sales, which offers a single seamless digital destination where sellers can streamline workflows, uncover hidden opportunities, accurately identify anonymous buyer intent signals, and prioritize accounts that are ready to buy right now.
Success Through Innovation and Partnerships
Many prominent new products, enhancements, and integrations served as vital catalysts for the company's success this year, including:
6sense® Conversational Email’s AI Writer, which enables demand generation teams to “train their own writer" to create personalized, targeted, and brand-aligned emails to generate prospect demand and pipeline.
On-platform campaign management for LinkedIn advertising, which allows customers to launch paid social media campaigns seamlessly within the 6sense platform.
Expanded advertising segment sync capabilities to enable customers to use their 6sense ABM audiences off-platform on LinkedIn, Meta (Facebook and Instagram), and Google (search, Gmail, Youtube, etc.).
Expanded brand safety and brand suitability controls within 6sense Digital Advertising, which enables customers to customize settings to suit their brand's specific content guidelines.
Increased data coverage and accuracy for 6sense’s patented ID graph that allows capture of IPv6 addresses to enhance search results and company matches and provide better protection from impending third-party cookie deprecation, marking an industry-leading achievement.
Expanded firmographic and intent data globally, including 29 million net new accounts, which doubled the company account volume in European and APAC regions, while also generating a 20-30% increase in intent data signals.
Grew our partner ecosystem by adding referral, reseller, and integration partners such as Peerspot, Intellimize, The ABM Agency, Goodway Group, and Intelligent Demand, and saw significant growth with EMEA agencies, such as Gilroy, Sixandflow, Stein IAS, and Clevertouch.
144% year-to-date membership growth of RevCity, the 6sense customer community site. Customer exchanges are robust with inquiries addressed on average within an hour, often by fellow community members who frequently share knowledge, tips, and ideas.
Recognition for Industry Leadership
6sense continues to earn recognition for its platform and technology, culture and workplace, and remarkable market performance.
Listed on the Inc. 5000 for fifth consecutive year
Featured in the Forbes Cloud 100 for the second consecutive year
Named as a market leader in The Forrester Wave™: B2B Intent Data Providers, Q2 2023
Named toFinancial Times’s Fastest Growing Companies in the Americas
6sense Revenue AI™ for Sales earned “The Sammy” for "Product of the Year" in the 2023 Sales and Marketing Technology Awards program
Received "The Goldie" award for the product launch of 6sense Revenue AI™ for Sales from Goldcast.io
Earned second MarTech Breakthrough award for Best Account-Based Marketing Platform
Recognized as an Inc. Best Workplace for the fourth consecutive year
Great Place To Work®, the global authority on workplace culture, recognized 6sense as the #12 in Fortune Best Medium Workplaces™ 2023, #45 in 2023 PEOPLE® Companies that Care, #15 in Fortune Best Workplaces for Millennials™ 2023 (Small And Medium) and #10 in Fortune Best Workplaces in the Bay Area™ 2023 (Small And Medium)
Named a “Best Company to Sell For” by Selling Power for the second consecutive year
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.
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Buyer Intent Data
Demandbase | October 11, 2023
Demandbase has announced being named a recognized provider by Forrester Research in a recent research report.
As per the Marketing and Sales Data Providers for B2B Landscape report by Forrester, the modern B2B data provider sector has only a few suppliers with the depth, breadth, and scale of offers to be large business clients' primary data partners.
The report provides an overview of the leading business scenarios required in this market, as well as the anticipated capabilities of providers.
Demandbase, a market leader in AI-driven account-based go-to-market strategies, has announced it has been recognized as a noteworthy provider by Forrester Research in its recent report titled "The Marketing And Sales Data Providers For B2B Landscape, Q4 2023." The report outlines key business scenarios in the market and assesses providers' expected capabilities. Forrester emphasized that enterprise customers now demand more than just lists from their data providers. They seek partners capable of delivering diverse and extensive data sets, improving internal data quality and compliance, and optimizing operations through integrations, automation, and specific-use case technologies.
The report highlights the crucial role of B2B marketing and sales data providers, such as Demandbase, in building and improving the addressable market database. These providers enhance target market definition, refine ideal customer profiles, and boost the efficiency and effectiveness of marketing and sales interactions.
Chief Product Officer at Demandbase, Brewster Stanislaw, said
Data has always been the cornerstone of our strategy to transform how B2B firms go to market. With the explosion of AI, the significance of accurate, differentiated data to train GTM models has never been higher.
[Source – Cision PR Newswire]
Brewster Stanislaw expressed his excitement about being included in the Forrester report. He noted that it underlined the comprehensiveness, remarkable reliability, and AI-readiness of their GTM data. Stanislaw mentioned that this recognition reinforced their ability to meet the unique data requirements of enterprise customers.
In order to be quantified for this Landscape, providers are required to offer firmographic and demographic (contact and account) data to assist clients with their B2B marketing and sales databases across various industries. The report highlights that most providers also offer supplementary services such as data enrichment, storage, unification, and additional data types like technographic data, funding data, or intent data. Apart from these core capabilities, Demandbase identified its top three extended business scenarios as target market definition and sizing, data capture/form augmentation, and ideal customer profiling.
Earlier this year, Demandbase was recognized in Forrester's Q2, 2023 Account-Based Selling Technologies Landscape and previously featured in Forrester's Q3, 2022, B2B Sales Intelligence Vendors Landscape Report. Demandbase notices these acknowledgments as a testament to the company's extensive range of services.
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Account Based Data
PR Newswire | October 04, 2023
Drift, the buyer experience and Conversational AI company, today announced Drift Engage, a first-to-market product powered by Lift AI, that uses machine learning to score visitors' real-time site behavior, even for visitors who are 100% anonymous. This collaboration with Lift AI delivers on a strategic partnership to enhance customers' experiences, and reinforces Drift's commitment to delivering cutting-edge AI-driven results.
With 98% of website traffic labeled as anonymous, companies struggle to generate pipeline from all of their website visitors, even after making significant investments to drive traffic to the site. ID Reveal tools help, but they can't identify all traffic, especially in a remote-working world. Until today, customers using these tools have been missing out on 70% of their website traffic, even with data enrichment tools in their tech stack.
Drift Engage is the only solution that can automatically deliver relevant chat experiences based on real-time buyer intent scoring, which identifies and measures both known and anonymous visitors' site engagement in real time. It instantly provides the right chat experiences for customers that convert high-intent website visitors into loyal customers, ultimately increasing sales velocity and conversion rate. Since early 2020, top brands like Loopio and Intelex have used the Lift AI technology behind Drift Engage to generate a dramatic increase in conversions, pipeline, and revenue, and now all Drift customers can leverage this fully integrated technology.
Today, we are deepening our strategic partnership with Lift AI to help every Drift customer turn first conversations into enduring relationships with AI-powered personalization, said Scott Ernst, CEO of Drift. Drift Engage is perfect for businesses that invest in bringing traffic to their site, but lack the visibility to convert visitors into leads. It helps capture buyers when they're already shopping, increasing conversions, sales velocity, and revenue by fast-tracking high-intent visitors to sales.
Features of Drift Engage include:
Real-time buyer intent scoring:Identify and measure each visitor's site engagement in real time via Live Chat or Prospector
Real-time playbook targeting:Deliver the most relevant chat message/playbook based on a buyer's real-time engagement on your website
CRM sync:Seamlessly add a contact's Drift Engage score to Drift leads within any CRM that Drift integrates with
Audiences Summary Data:Sort site traffic by low, medium, and high intent to review playbook performance and optimize conversions
Lift AI provides a proprietary cloud-based scoring AI model that integrates via a JavaScript snippet on business websites to measure real-time intent. Drift makes it possible to action these scores and surfaces intent data within its buyer engagement platform.
"By joining forces with Drift, we're leveraging the power of our AI solutions to illuminate the full potential of conversational marketing on business' websites," said Don Simpson, CEO of Lift AI. "With our existing customers who are using Lift AI and Drift, we're seeing 9x conversations turn into pipeline with our real-time scoring technology. This is just the beginning—we're certain that solving for the gap of anonymous visitors will be a major unlock moment for B2B marketers and sales reps using Drift."
Customers already using Drift Engage see 3x more ROI, 10.6x more pipeline and 2.1x more opportunities than the median Drift customer. To learn more, please visit www.drift.com.
About Drift
Drift®, the buyer experience and Conversational AI company, inspires businesses to create more engaging customer experiences, one conversation at a time. Drift helps thousands of customers across the globe translate conversational data and buyer behavior into deeper relationships, more pipeline and more revenue. A pioneer in Conversational Marketing, the company was founded in 2015 to help remove friction from the B2B buying process. As buyer expectations continue to increase and AI becomes central to empowering meaningful customer journeys at scale, Drift is disrupting the category it created. Its human-centric, AI-powered platform listens, understands and learns from buyers to deliver personalized experiences and recommendations at every touchpoint. Drift is creating a world where AI works for humans to turn conversations into relationships.
About Lift AI
Lift AI identifies the buying intent of every website visitor in real time, even those that are completely anonymous, enabling websites to trigger the most effective conversational marketing conversion tactics before the visitor leaves the site. The Lift AI proprietary machine-learning models are based on 18 years of experience, billions of data points, and real-time behavioral analytics, working out-of-the-box to deliver a dramatic increase in sales efficient pipeline from conversational marketing in just 90 days.
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