ABM ACCOUNTS

6sense Momentum Continues with Record-Breaking Performance for Third Consecutive Year

6sense | March 11, 2022

6sense, the leading platform for B2B organizations generating predictable revenue, today announced continued momentum and adoption of its platform, resulting in its fourth consecutive year of record-breaking growth. 6sense revenue has more than doubled year-over-year, while its customer base and global workforce increased by more than 200 percent, driving significant momentum into 2022.

"Our success this past year is a direct reflection of the remarkable revenue growth and business impact our customers report from using 6sense," said Jason Zintak, CEO of 6sense.

"Our success this past year is a direct reflection of the remarkable revenue growth and business impact our customers report from using 6sense," said Jason Zintak, CEO of 6sense. "We have a responsibility to our customers, partners, and each other to deliver on our bold vision to transform the way B2B revenue teams go-to-market with data, insights, and orchestration capabilities at the core. I'm incredibly proud of this team and the passion that each person brings to creating value for our customers."

Reaches Valuation of $5.2 Billion

6sense closed on two rounds of funding in FY2022. In March 2021, the company closed its Series D funding round of $125 million, with D1 Capital Partners being the lead investor with participation from Sapphire Ventures, Tiger Global, and the company's existing investor, Insight Partners.

In January 2022, the company announced it had closed $200 million in a Series E funding round, more than doubling the company's valuation to $5.2 billion. This round was co-led by new investors Blue Owl and MSD Partners and included the addition of investors SoftBank Vision Fund 2, B Capital Group, Franklin Templeton, and Harmony Partners. Existing investors Insight Partners, Tiger Global, D1 Capital Partners, and Sapphire Ventures also participated.

Acquisitions Showcase Industry Leadership

To reaffirm the company's commitment to lead the RevTech revolution, 6sense made three significant acquisitions. The first was AI-based revenue intelligence platform Fortella, which,  with the 6sense platform, adds essential pipeline planning, forecasting, and measurement capabilities to further empower B2B marketing leaders to achieve their pipeline and revenue goals with greater predictability.

6sense also acquired Slintel, the leading provider of business-driven technographic data, buyer and market insights, and modern business contact data. This acquisition positioned the company to provide the most comprehensive B2B buyer intelligence and AI-powered insights available in the market.

And finally, most recently, the company acquired AI-driven email marketing platform Saleswhale, extending the engagement channels available in the 6sense platform.

Platform Enhancements and Expanded Ecosystem

In early 2021, 6sense leaders committed to accelerating their already aggressive product roadmap, executed against their vision, and have delivered significant value to customers through several product, platform, and partner enhancements:
  • Funnel Insights Reporting allows marketers to assess the health of their revenue generation funnel, with the ability to drill down into each funnel stage to diagnose performance gaps and identify the most effective activities leading to revenue growth.
  • The new Recommended Actions Dashboard elevates immediate, impactful actions for sales teams to take, reasons to take them, and makes it easy to do so with a couple of clicks saving hours of manual research and removing the guesswork for sales teams.
  • Slintel has been added as a technographic and contact data provider within the 6sense platform. The AI combines various sources to identify the unique digital signatures of technologies companies use, allowing Slintel to produce exceptionally accurate and deep technographic profiles. 6sense customers can now leverage this data in segment filters to indicate the "Technology Used" at target accounts.
  • The addition of native intent data from Bombora, G2, and TrustRadius, demonstrates 6sense's commitment to powering the revtech engine with the most extensive buyer intent data.
  • During FY2022, 6sense expanded relationships with its robust and growing ecosystem of partners, including Bombora, Drift, G2, Mediafly, PathFactory, TrustRadius, Salesloft, and others.
  • Customers benefited from more than 50 meaningful updates to the 6sense platform over the past year.

The Industry Takes Note of 6sense's Impact

Throughout FY2022, 6sense generated acclaim for its platform from several third-party organizations.

6sense was recognized as a Leader in the 2022 Gartner Magic Quadrant for Account-Based Marketing Platforms Report, based on the company's Completeness of Vision and Ability to Execute.

The company was listed on the Forbes Cloud 100 list, which ranked the top private cloud companies. 6sense also made it onto the Inc. Best Workplaces 2021 list for the third year in a row for supporting its employees and keeping them engaged through the pandemic.

Other recognitions 6sense received last year include:
  • G2 leader in 11 2022 Winter Grid Reports
  • #3 Best Place to Work in 2022 (Glassdoor's Employees' Choice Awards)
  • #1 Top Private Cloud-Computing Companies (Battery Ventures)
  • Company for the Happiest Employees, Best Perks & Benefits, Best Culture, Best for Women and Best for Diversity (Comparably)
  • Best CEO (Glassdoor and Comparably)

About 6sense
6sense reinvents the way organizations create, manage, and convert pipeline to revenue. The 6sense B2B platform captures anonymous buying signals, predicts the right accounts to target at the ideal time, and recommends the channels and messages to boost revenue performance. Removing guesswork, friction and wasted sales effort, 6sense empowers sales, marketing, and customer success teams to significantly improve pipeline quality, accelerate sales velocity, increase conversion rates, and grow revenue predictably. 6sense has been recognized for its market-defining technology by Forbes Cloud 100, G2, TrustRadius, Gartner, and Forrester, and for its strong culture by Glassdoor, Inc. Magazine, and Comparably. Learn more at 6sense.com.

Spotlight

For B2B marketing leaders, the ABM strategy is top of mind. Even if you’re not currently implementing ABM as some portion of your total marketing initiatives, chances are you’ve spent some time thinking about it. Switching to an ABM strategy can be daunting -- there are a lot of things that you need to think about and get right before you can start executing.


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ABM ACCOUNTS

ZoomInfo and Bombora Settle Lawsuit

ZoomInfo, Bombora | June 18, 2022

ZoomInfo Technologies LLC (“ZoomInfo”) and Bombora, Inc. (“Bombora”) today announced that they entered a confidential agreement settling a lawsuit pending in the Supreme Court of the State of New York, County of New York, under the caption ZoomInfo Technologies LLC v. Bombora, Inc., Index. No. 652431/2020. The case concerned a years-long revenue sharing agreement between the parties, which terminated in early 2020, and various privacy-related claims. Terms of the settlement were not disclosed. “ZoomInfo has achieved its leadership status by anticipating market needs and innovating to meet them, including a deep commitment to privacy compliance,” said Erik Matlick, Founder and CEO of Bombora. “ZoomInfo has achieved its leadership status by anticipating market needs and innovating to meet them, including a deep commitment to privacy compliance,” said Erik Matlick, Founder and CEO of Bombora. “Resolving this suit is a step forward not only for both of our companies, but also for our industry, one in which ethical stewardship of data, of which ZoomInfo is setting an example, is increasingly critical.” “Our commitment to and investment in privacy leadership is second to none,” said Henry Schuck, Founder and CEO of ZoomInfo. “Our commitment to and investment in privacy leadership is second to none,” said Henry Schuck, Founder and CEO of ZoomInfo. “Bombora’s intent data plays an important role in improving B2B sales and marketing, and we look forward to working together again.” While the agreement does not encompass resumption of the business partnership, the companies are in active discussions regarding Bombora’s participation in ZoomInfo’s RingLead DataExchange. About ZoomInfo ZoomInfo (NASDAQ: ZI) is a leader in modern go-to-market software, data, and intelligence for more than 25,000 companies worldwide. ZoomInfo’s revenue operating system, RevOS, empowers business-to-business sales, marketing, operations, and recruiting professionals to hit their number by pairing best-in-class technology with unrivaled data coverage, accuracy, and depth of company and contact information. With integrations embedded into workflows and technology stacks, including the leading CRM, Sales Engagement, Marketing Automation, and Talent Management applications, ZoomInfo drives more predictable, accelerated, and sustainable growth for its customers. ZoomInfo emphasizes GDPR and CCPA compliance. In addition to creating the industry’s first proactive notice program, the company is a registered data broker with the states of California and Vermont. Read about ZoomInfo’s commitment to compliance, privacy, and security. For more information about ZoomInfo’s leading go-to-market software, data, and intelligence, and how they help sales, marketing, operations, and recruiting professionals, please visit www.zoominfo.com. About Bombora Bombora tells businesses which companies are researching their products and services. With this understanding, sales and marketing teams can be more relevant and consistent and improve performance across all activities. This intent-driven approach revolutionizes the way businesses market and sell to other businesses through transparent data built on an ecosystem of quality, collaboration and innovation. With direct integrations with dozens of leading data and media-buying platforms, Bombora is building a world in which business buyers value sales and marketing for its relevance, timeliness and accuracy. To learn more, visit bombora.com.

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CORE ABM

MRP to Host Live Webinar on Enterprise ABM Featuring Leading Research Analyst

MRP | May 26, 2022

MRP, the only enterprise-class account-based sales and marketing platform, today announced a live event, The Role of ABM Technologies in the Enterprise, with our guest Forrester Principal Analyst Malachi Threadgill. Hosted by MRP, the webcast will provide actionable insights from Forrester’s research and walk attendees through the key considerations enterprises need to look for when evaluating and implementing ABM platform capabilities. The 60-minute webinar takes place Tuesday, June 7, 2022, at 2:30 pm EDT. Registration is now open. “Account-Based Marketing has different requirements for success based on the company's size and complexity of the business,” said Mark Ogne, CMO of MRP and founder of the ABM Consortium. “Account-Based Marketing has different requirements for success based on the company's size and complexity of the business,” said Mark Ogne, CMO of MRP and founder of the ABM Consortium. “Larger organizations must take into consideration a myriad of solutions, business units, and buying groups. We’re excited to host Malachi to provide enterprise marketers with access to ABM data, insights, and strategies unique to their specific needs and goals.” According to the Forrester New Wave™: Account-Based Marketing Platforms, Q1 2022, ABM has become a critical part of B2B marketers’ strategies in the past five years. However, the report also notes that the ABM platform market has consolidated and matured to the point that it’s hard to distinguish between each vendor’s unique offerings. To complicate things further, each organization has individual and very specific needs based on the people, processes, and technologies they have in place -- and enterprises have the most to win and lose. In this session, Forrester analyst Threadgill will share why enterprises need to look at ABM platform capabilities from a different lens and interpret recent Forrester research with a focus on the specific needs of large global organizations. Key areas of discussion include: Enterprise Administration: The ability to operate in a single platform, share insights and measurement, and execute programs independently or in concert with SMEs. Advanced-Data Management: Recompose account-based data from contact-based systems to a central source of account truth. Intelligent Insights: Next generation of intent and predictive analytics can identify signals across the buyer journey with AI that prescribes next best actions. Omnichannel Orchestration: Coordinate content and messages across channels with real-time insights and lightning-fast ML that influences the buyers’ journey. Revenue-Based Metrics: Account-level measurement and drilling down from programs to tactics. MRP is committed to supporting enterprise marketing success with the technology, tools, and resources that marketers need to thrive in today’s enterprise operating environment. Recently named a leader in the Forrester New Wave™: Account-Based Marketing Platforms, Q1 2022, MRP’s unique attribution capabilities that connect individual channels to ABM-influenced pipelines and customers' praise of its multitenant capabilities and global support were both noted in the report. About MRP MRP Prelytix is the only enterprise-class predictive account-based sales and marketing platform. For organizations that serve multiple partners, lines of business, geographies, or industries, MRP Prelytix empowers sales and marketing teams to simplify their environment’s complexity and produce measurable and high-performance conversion, pipeline velocity and closed revenue. Applying the industry’s only real-time predictive analytics and data management, we fuel over 1,000 ABM engines across six continents to coordinate, execute, and optimize their ABM programs using eight channels produced in 20 languages. Powered by KX, Prelytix sits on top of the fastest streaming analytics database in the world. For more information, visit: www.mrpfd.com.

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ACCOUNT BASED DATA

Oracle Automates the Tasks Sellers Despise with Next Generation CRM

Oracle | August 02, 2022

Oracle today announced the next generation of Oracle Fusion Sales, a sales automation application that identifies high-quality sales opportunities and guides sellers to close deals faster. Part of Oracle Fusion Cloud Customer Experience (CX) and powered by artificial intelligence (AI), Fusion Sales automatically provides sellers with quotes, proposals, and recommended steps to help them increase productivity, close more deals, and instill confidence among buyers. Nearly one third of sellers struggle to close deals and meet quotas, according to a recent study conducted by CRM analyst firm Beagle Research Group in partnership with Oracle. The study, "Does Your CRM Leave Money on the Table," highlights the struggles that sellers face with customer churn and archaic sales processes. In turn, sellers have noted that they are open to greater automation and trust AI to take on greater responsibilities, including qualifying leads (70 percent), identifying priority deals (60 percent), and tracking deal progress (80 percent). "Traditional CRM systems were designed to be a system of record for planning and forecasting versus a tool to help sellers sell more. As a result, sellers spend countless hours on data entry and administration that stunts sales productivity," said Rob Tarkoff, executive vice president and general manager, Oracle Fusion Cloud Customer Experience (CX). "Traditional CRM systems were designed to be a system of record for planning and forecasting versus a tool to help sellers sell more. As a result, sellers spend countless hours on data entry and administration that stunts sales productivity," said Rob Tarkoff, executive vice president and general manager, Oracle Fusion Cloud Customer Experience (CX). "Applying 40 plus years of data and business process expertise, we have done the heavy lifting to engineer the next era of CRM. Oracle Fusion Sales removes the manual steps in the B2B sales process to help sellers close more deals faster and more efficiently." Oracle Fusion Sales provides sellers with: Step-by-Step Guided Processes: Sellers can onboard faster and improve productivity with a guided step-by-step process to help engage with accounts, progress opportunities, and close deals faster. Customers can choose to base the processes on best practices set by leadership or customizable, industry-specific templates. Conversation Ready Opportunities: Sellers can automate the process of re-qualifying and converting marketing leads into opportunities. Connected to Oracle Fusion Marketing, Fusion Sales automatically creates highly qualified leads and then passes them to sellers for follow-up. Automated Quotes and Proposals: Sellers automatically receive initial quotes, proposals, and implementation schedules when opportunities are created. The quotes are automatically updated throughout the sales process as a deal progresses and are based on historical data that includes prior successful deals, a customer's industry, and other account attributes. Intelligent Content Recommendations: Sellers can automatically receive marketing-approved content that is most likely to progress the sale. This saves sellers' and buyers' time at each step in the sales process and puts the right offers and answers to commonly asked questions directly in the seller's hands. Digital Sales Rooms: Sellers can improve the buying experience and better engage buyers by building personalized microsites. Helpful resources like quotes, past contracts, reference stories, and details for past or upcoming Zoom meetings are aggregated to help move buyers closer to a purchasing decision. As buyers use Digital Sales Rooms, sales operations can capture buying signals and other customer engagement data that can inform sales insights, internal training and enablement, and drive future deal success. Advanced Revenue Intelligence: Sales leaders can easily access and report on business trends, spot outliers, and monitor customer sentiment and sales performance with Oracle Fusion CX Analytics. Fusion Sales provides a complete view across the business being able to pull in data from sales, marketing, service, finance, and HR all without support from IT. What Customers and Partners are Saying About Fusion Sales "CRM is an integral tool especially as we sell complex and expensive equipment and software solutions in 180 countries across the globe. We used to stitch together sales insights from an array of applications, Excel spreadsheets, and post-it notes. It wasn't an efficient process," said Samantha Mohr, vice president, inside sales, Ricoh. "Oracle Fusion Sales provides our sellers with a guided experience that focuses their time and improves deal success by delivering better insights to help us adapt to market shifts faster." "Our customers are always searching for new approaches that drive real value and instill confidence in buyers. Oracle Fusion Sales helps solve significant challenges of the B2B selling environment with a boundaryless, adaptable, and radically human engineered architecture" said Andrea Cesarini, Europe Oracle business group lead, Accenture. "Having partnered for over 30 years now, Accenture and Oracle bring unparalleled innovation, industry, and technology acumen to our joint clients." To learn more, please tune into Oracle Live on July 26, 2022, here. Part of Oracle Fusion Cloud Applications Suite, Oracle Fusion Cloud Customer Experience (CX) connects data across advertising, marketing, sales, and service to make every customer interaction matter. Going beyond traditional CRM, learn about how Oracle Advertising and CX helps businesses improve customer experience and build brand loyalty. About Oracle Oracle offers integrated suites of applications plus secure, autonomous infrastructure in the Oracle Cloud. For more information about Oracle (NYSE: ORCL), please visit us at oracle.com.

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ACCOUNT BASED DATA

Greg Wolfe, former Marketo COO, joins Lift AI Advisory Board

Lift AI | June 21, 2022

Lift AI, the leading anonymous buyer intent data solution, today welcomed Greg Wolfe, former Chief Operating Officer at industry leader Marketo, to the company's Board of Advisors. As a seasoned technology executive and board member with more than three decades of experience in the software and technology industries, Mr. Wolfe has broad experience in strategy, operations, and marketing. He played an instrumental role in the rapid ascension of Marketo to its industry-leading position in the marketing technology space and was pivotal in its $4.75B acquisition by Adobe in 2018. Prior to his role at Marketo, Mr. Wolfe served as the Executive Vice President of Operations of Business Objects SA for several years until its sale to SAP. In his time at Business Objects, he helped lead the organization through hyper growth, creating the #1 business intelligence provider in the world with over $1 billion in revenues, millions of licensed users, and over 5,000 employees. He previously served as Vice President of Americas Sales at Crystal Decisions, where he was one of the primary architects of its global success, as well as held leadership roles at Xerox. Mr. Wolfe is an active private company board member and holds a bachelor of business administration degree from the University of Regina. “Today’s marketing and sales teams are increasingly struggling to produce greater quality and higher quantity of leads yet face conflict in being motivated by a slightly different but highly dependent target,” said Greg Wolfe. “Today’s marketing and sales teams are increasingly struggling to produce greater quality and higher quantity of leads yet face conflict in being motivated by a slightly different but highly dependent target,” said Greg Wolfe. “Lift AI is the only buyer intent intelligence solution that uses a proprietary machine-learning model to calculate real-time buyer intent with over 85% accuracy while removing human bias and eliminating that fight over lead quality between marketing & sales.” Mr. Wolfe will serve on the Advisory Board alongside other experienced business leaders including Steve Johnson (President & COO at Berkshire Grey, former Chief Revenue Officer at Hootsuite), David McFarlane (Operating Partner at Companyon Ventures, former COO at Help Scout), and Eric Patel (Chair at Cymax Group Technologies, former CFO at Crystal Decisions). “We are incredibly excited to have a proven leader like Greg Wolfe join our Advisory Board,” said Don Simpson, CEO at Lift AI. “He joins our highly experienced team of advisors to help propel our company growth and market adoption of our industry leading machine-based learning and advanced AI solutions that turn anonymous web visitors into revenue.” About Lift AI Lift AI identifies the buying intent of anonymous website visitors in real-time, enabling websites to trigger the most effective conversational marketing conversion tactics before the visitor leaves the site. The Lift AI proprietary machine-learning model is based on 15 years of experience and over 14 million live chat sales engagements and over one billion captured web journeys and real-time behavioral analytics, working out-of-the-box to deliver results for companies with a 2-10x increase in chat conversions in just 90 days. To learn more, visit http://www.lift-ai.com

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Spotlight

For B2B marketing leaders, the ABM strategy is top of mind. Even if you’re not currently implementing ABM as some portion of your total marketing initiatives, chances are you’ve spent some time thinking about it. Switching to an ABM strategy can be daunting -- there are a lot of things that you need to think about and get right before you can start executing.

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