PROGRAMMATIC ABM

6sense Revenue AI Paves the Path to the Future of Predictable Revenue Growth

6sense | April 21, 2022

6sense Revenue AI
6sense, with the widest application of AI at every stage of revenue creation, today announced 6sense Revenue AI™ and previewed product innovations that solidify its leadership position. The platform applies the power of AI across the entire buyers' journey, removing the guesswork that plagues revenue teams, providing a better customer experience, and producing high-quality pipeline that is ultimately more likely to convert to revenue.

Today's announcement at the company's The Future is Now event demonstrates its commitment to execute against its aggressive roadmap, as well as integrate newly acquired companies to accelerate customer value. With 6sense Revenue AI, B2B revenue teams are able to better capture anonymous buying signals, target the right accounts at precisely the right time, and boost revenue performance with recommendations for the channels and messages most likely to convert. 6sense customers report a 100% increase in average deal size, 20% better conversions and 30% faster deal cycles, and 120% improvement in revenue effectiveness.

"Every business wants to generate revenue with greater predictability. But every day, their people work in silos and make numerous guesses about which accounts to prioritize, what to send them, or whether they have quality data to orchestrate a winning campaign," said Jason Zintak, CEO of 6sense. "6sense Revenue AI is the only platform to put the power of AI into the hands of every member of the revenue team to make insight-driven decisions, prioritize time and resources with greater accuracy, and realize better outcomes. Our customers report unbelievable success."

With three acquisitions within six months, more than 50 new product features released in 2021, and recognition from customers and industry analysts for unparalleled product innovation, 6sense has demonstrated its ability to execute against a bold vision for the future of predictable revenue growth.

The Future of B2B Email Marketing is Here
6sense, along with recently acquired Saleswhale, announced its AI-driven email marketing platform beta program for customers to create demand and new opportunities. This brings AI to help with hyper-personalization at scale, creating relevant 1:1 emails and email responses using all insights including technographic, intent, and engagement data.

"There is massive potential to apply the power of AI across every stage of the funnel to accelerate conversion and velocity," said Viral Bajaria, CTO and Co-Founder of 6sense. "We are reimagining email, focused on different outcomes: to start a conversation, instantly provide relevant information and connect with humans when needed. We want to help marketers realize the dream of no spam. By applying business-focused insights into the buying team, AI can draft a hyper-relevant email that goes miles beyond current personalization to actually deliver value to the prospect and initiate a conversation."

6sense Pipeline Intelligence Takes Aim with Precision
New 6sense Pipeline Intelligence capabilities are the first and only AI-driven solution for B2B marketers to plan, track and forecast pipeline with accuracy. 6sense Pipeline Intelligence predicts how much and what quality pipeline is needed to hit revenue targets, tracks segment and campaign performance in real-time, and makes AI-based recommendations to pivot as necessary to meet or exceed forecast goals.

Deeper Microsoft Dynamics 365 Sales and HubSpot CRM Integrations
6sense has enhanced CRM integrations for Microsoft Dynamics 365 Sales and HubSpot CRM to align revenue teams around a comprehensive, actionable data set within the 6sense Sales Intelligence Dashboard or right inside HubSpot CRM or Microsoft Dynamics 365.  Bringing the most advanced insights and actions to where marketers and sellers work:
  • Marketers can leverage 6sense-enriched lead, contact, and account data to segment and analyze audiences while working natively within these CRMs
  • Sellers can access 6sense insights, alerts, and dashboards directly from within HubSpot CRM or Microsoft Dynamics 365, enabling sellers to proactively prospect and personalize outreach
  • Revenue operations teams can better create a unified source of truth across 6sense and their CRM with data, audience, and AI-driven orchestrations
Additional Product Improvements
  • Market-leading technographic and contact data from Slintel, a 6sense company, has been added to 6sense Revenue AI to give sellers even greater access to the most up-to-date insights on an account's tech stack within the Sales Intelligence experience. With enhanced visibility into the target buying group, their intent signals, and the technologies they use, sellers know when and how to best engage prospects, resulting in high-quality pipeline and a customer-first experience.
  • 6sense Qualified Accounts (6QAs) are now completely customizable, giving customers the choice of using only AI-driven recommendations for qualified accounts or custom tailoring buying stages and weighted activities based on criteria that best fit an organization's specific needs. The defined metric qualifies accounts based on their likelihood of being in-market to buy as indicated by their behaviors and their propensity to buy based on fit.
  • 6sense Orchestration subscribers can now sync contact information from emails and calendars and add them directly to their CRM to better understand individuals within the buying group and engage accounts more effectively.

About 6sense
6sense reinvents the way organizations create, manage, and convert pipeline to revenue. 6sense Revenue AI captures anonymous buying signals, targets the right accounts 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. For more information, visit 6sense or follow us on LinkedIn and Twitter.

Spotlight

This week's infographic, which comes courtesy of G2M Solutions, explains how and why a marketing analytics solution is so important to a modern marketing organization. If you're looking for more information about the link between analytics and marketing ROI, this is a good place to start.


Other News
CORE ABM

MRP Positioned as Leader in the 2022 SPARK Matrix™ for Account-Based Marketing (ABM) Platform by Quadrant Knowledge Solutions

MRP, Quadrant Knowledge Solutions | May 27, 2022

Quadrant Knowledge Solutions announced today that it has named MRP Prelytix™, the only enterprise class account-based sales and marketing solution, a 2022 technology leader in the global SPARK MatrixTM analysis of the Account-Based Marketing Platform market, 2022. The report recognizes the MRP Prelytix platform for both technology excellence and customer impact, noting that the platform [uniquely] simplifies the complexity of sophisticated and mature ABM programs globally for enterprise B2B sales and marketing organizations. According to Megha Rungta, Analyst, Quadrant Knowledge Solutions, "MRP Prelytix™ is equipped with robust capabilities that facilitate omnichannel orchestration across all relevant channels. The company continues to deliver value to its customers through its key technology differentiators, including global enterprise specialization and multitenancy, role-based collaboration, sophisticated account-based data management, real-time analysis, AI-driven omnichannel orchestration, advanced insights and next-gen intent, and advanced recognition and targeting." Megha added: "With its ability to cater to diverse enterprise use cases, robust product strategy and roadmap, and strong industry expertise, MRP has received a strong rating across the parameters of technology excellence and customer impact and has been positioned amongst the leaders in the SPARK Matrix: Account-Based Marketing Platform, 2022." The established leader in enterprise ABM, MRP serves large multinational organizations in 6 continents and 20+ languages, including 19 of the top 20 technology companies in the world. MRP is an innovator on the cutting-edge of ABM and has been recognized as ABM Technology Leader by Quadrant Knowledge Solutions second time in a row. Mark Ogne, CMO of MRP, "In a rush to accelerate the delivery of 'account-based experiences' (ABX), the platforms that support it have become a critical bottleneck, creating yet another siloed system that adds to the complexity and undermines the outcomes it is intended to improve." As stated by Mark Ogne, CMO of MRP, "In a rush to accelerate the delivery of 'account-based experiences' (ABX), the platforms that support it have become a critical bottleneck, creating yet another siloed system that adds to the complexity and undermines the outcomes it is intended to improve. With this report, we believe Quadrant Knowledge Solutions has recognized that MRP Prelytix's technical excellence surpasses today's iteration of the ABX platform, and has the capabilities required to provide truly personalized experiences across multiple channels, buying centers, geographies, and lines of business. About the Quadrant Knowledge Solutions' SPARK Matrix™ The Quadrant Knowledge Solutions' SPARK Matrix™ includes a detailed analysis of the global market dynamics, major trends, vendor landscape, and competitive positioning. The study provides competitive analysis and ranking of the leading technology vendors in the form of its SPARK MatrixTM. The study offers strategic information for users to evaluate different provider capabilities, competitive differentiation, and market position. Download the 2022 Spark Matrix™ Account-Based Marketing Platform report here. 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. About Quadrant Knowledge Solutions Quadrant Knowledge Solutions is a global advisory and consulting firm focused on helping clients in achieving business transformation goals with Strategic Business and Growth advisory services. At Quadrant Knowledge Solutions, our vision is to become an integral part of our client's business as a strategic knowledge partner. Our research and consulting deliverables are designed to provide comprehensive information and strategic insights for helping clients formulate growth strategies to survive and thrive in ever-changing business environments.

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CORE ABM

Influ2 Releases Buying Group Marketing Report, Showcases Benefits of Personalized Marketing That Goes Beyond ABM

Influ2 | July 08, 2022

Influ2, the first Person-Based Advertising (PBA) platform, released its Buying Group Marketing report in partnership with B2B Marketing. The report shares how Buying Group Marketing improves sales strategies, experiences and results while building on an Account-Based Marketing (ABM) approach. Since its development in the early 2000s, ABM has helped organizations close deals faster by improving the customer journey. However, as modern customers expect a more relevant experience, a new approach is necessary. The Influ2 report finds that BGM is the natural evolution of ABM, as it establishes new ways to engage buying groups and key decision-makers inside target accounts. According to Forrester, “many organizations have already evolved or are evolving processes and technologies to account for buying groups; those organizations have meaningful competitive advantage over those who do not.” The Buying Group Marketing report explains how to establish key audiences within a buying group, how to engage with customers through relevant content and experiences, and how BGM unites sales and marketing teams through unified metrics and messaging alignment. “Our goal with Influ2 has always been to boost pipeline for sales and marketing teams by delivering depth and relevance to customers,” said Dmitri Lisitski, CEO and Co-Founder of Influ2. “Our goal with Influ2 has always been to boost pipeline for sales and marketing teams by delivering depth and relevance to customers,” said Dmitri Lisitski, CEO and Co-Founder of Influ2. “Buying Group Marketing addresses exactly what the modern consumer wants: relevant and engaging content delivered through a personalized approach. BGM presents an advanced approach to customer engagement that helps to keep pace with competitors vying for customers’ limited attention.” According to the report, organizations that use BGM to focus engagement on the buying group improve the likelihood of converting prospects to customers while also increasing contract values and the speed of the buying process. Efficiency and high conversion rates drive the BGM approach. “BGM isn’t reinventing ABM,” Lisitski said. “It’s the next step to humanizing the sales process and connecting with the people behind a business. Businesses aren’t selling to businesses they are selling to people, and companies that understand this and adjust strategy accordingly will succeed.” Individual interviews conducted to develop the report will be released as a five-part podcast series over the coming weeks. This announcement follows the news that Influ2 was recently cited as an early stage B2B solution in the “New Tech: Account-Based Marketing, Q1 2022” report by Forrester. To learn more about Influ2 please visit www.influ2.com. About Influ2 Influ2 is a Person-Based Advertising platform for B2B companies that is purpose-built for B2B marketers who want to amplify their enterprise reach and revenue. It serves ads to specific decision-makers via display and social networks and provides sales with person-based and buying group insights that drive engagement within their target accounts. Where attention is finite, Influ2 helps you get in front of and drive engagement with people that want to engage with you. For more information, visit influ2.com.

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ABM ACCOUNTS

Jabmo’s Chief Commercial Officer Shares Insights on Data-driven ABM at The ON24 Experience

Jabmo | June 06, 2022

Jabmo , the leading provider of Account-Based Marketing (ABM) solutions to the manufacturing, life sciences, and healthcare industries, announces a virtual presentation from Chief Commercial Officer (CCO), Tav Tepfer, is now available on demand through The ON24 Experience. In the session titled, “Using Engagement Data to Transform Your Marketing,” Tepfer and Tessa Baron, ON24 VP of Marketing, explore how B2B marketers can make practical use of data to power their ABM and digital marketing strategies. The ON24 Experience is an interactive virtual summit designed to help companies deliver more value to audiences, generate more insights, and convert prospects into customers. As CCO at Jambo, Tepfer has helped the world’s leading manufacturing and life sciences companies drive growth with cutting edge Account-Based Marketing strategies and technologies. Tepfer brings this proven ABM expertise and industry-specific perspective to her breakout session, where viewers will learn: How B2B buying has changed in the digital buying group era How to generate engagement data from digital experiences How to culminate first-party data from all digital touchpoints to understand buying group intent How to surface actionable insights that really matter to Marketing and Sales Tepfer said, “In the world of digital B2B buying and selling, large buying groups hold all the power. Sales reps used to be the go-to source for all knowledge about a company’s solutions, but now buyers can go online to get every piece of information they need to make a decision—without ever contacting Sales. It’s time for marketers to take back control. So in this ON24 Experience session, we dive into how marketers can leverage first-party data to guide entire buying groups through the digital journey, then empower Sales to act when the time is right.” “In the world of digital B2B buying and selling, large buying groups hold all the power." -Tepfer,ON24CCO Baron and Tepfer wrap up the presentation with insights into refining messaging, connecting touchpoints, accelerating buying journeys, and creating end-to-end digital experiences. “First-party data is such a valuable resource. But without a way to aggregate it and make data actionable, it’s just disconnected data points and noise,” concluded Tepfer. “At Jabmo, we help our clients unite and analyze all their marketing data at an account level for visibility into engagement across key accounts that really matter. I’m excited for this opportunity to share what I’ve learned at Jabmo, so attendees can start harnessing data in their own organizations.” About Jabmo Founded in​ Paris, ​Jabmo​ ​is the worldwide leader in​ account-based marketing (ABM) for manufacturing, life science and other industries that rely on complex sales for growth. Jabmo USA is headquartered in Austin, Texas. The company also has offices in EMEA and APAC. Jabmo offers a next-generation marketing technology platform and advertising solutions for B2B marketing & sales teams to grow reach, engagement, and revenue with key accounts.  ​​For more information or to request a demo, please visit: www.jabmo.com.

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ABM ACCOUNTS,TARGETED ACCOUNT STRATEGY

Drive more powerful conversations with Transmission + Drift

Transmission | November 05, 2021

Transmission is excited to announce its status as a certified Drift Solutions Partner. The partnership is set to expand Transmission’s already broad service offering to bring Drift functionality to client campaigns. Drift is a Conversational Marketing and Sales platform that delivers engagement in real-time to deliver an increase in leads, an accelerated sales pipeline, and an improved buying experience. As one of the first ten agencies worldwide to be officially certified as a Drift Solutions Partner, Transmission will use the Revenue Acceleration Platform to connect clients with traditionally missed opportunities across their websites. Going forward, Drift’s industry-leading integrations will be used to provide better, more personalized customer experiences through natural, meaningful conversations. Client campaigns that opt to take advantage of the platform can expect to have a greater view of the customer journey, allowing for more targeted messaging across every channel. This partnership is yet another example of how Transmission continues to push the envelope of B2B marketing. Learn more about how Transmission can help you deliver unique digital experiences.

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Spotlight

This week's infographic, which comes courtesy of G2M Solutions, explains how and why a marketing analytics solution is so important to a modern marketing organization. If you're looking for more information about the link between analytics and marketing ROI, this is a good place to start.

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