ABM ACCOUNTS

6sense Showcases Record-Breaking Performance for Third Consecutive Year

6sense | March 11, 2022

Record-Breaking Performance
On March 9, 6sense announced its continued momentum due to the adoption of its platform by B2B organizations. For the fourth consecutive year, 6sense has documented a record-breaking growth. Its revenue has more than doubled year-over-year, and its customer base and global workforce saw an increase of more than 200%.

"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."

6sense reached a valuation of $5.2 billion. It closed two rounds of funding in FY2022. It closed it Series D funding round of $125 million. D1 Capital Partners was the leading investor. Sapphire Ventures, Tiger Global, and Insight Partners also participated. It closed its Series E funding round, and it more than doubled its valuation. Blue Owl and MSD Partners co-led the round. Other investors included SoftBank Vision Fund 2, B Capital Group, Harmony Partners, and Franklin Templeton. Its existing investors like Insight Partners, Tiger Global, D1 Capital Partners, and Sapphire Ventures also participated in this round.

6sense made three acquisitions- Fortella, Slintel, and Saleswhale to reaffirm its commitment to lead the revenue technology revolution. Fortella is an AI-based revenue intelligence platform. Slintel, a leading provider of business-driven technographic data, modern business contact data, and buyer and market insights. Saleswhale, on the other hand, is an AI-driven email marketing platform. Apart from these acquisitions, 6sense has also enhanced its platform and expanded its ecosystem by partnering with Bombora, Drift, G2, Mediafly, PathFactory, TrustRadius, Salesloft, and others. 6sense made more than 50 meaningful updates to its platform over the past year.

6sense was recognized as a Leader in the 2022 Gartner Magic Quadrant for ABM platforms Report based on its completeness of Vision and Ability to Execute. It was listed on the Forbes Cloud 100 list, Inc. Best Workplaces 2021 for the third year in a row.

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)

Spotlight

Making contracts and other documents paperless by using e-signatures and digital transaction management is one of the best are as for small and mid-size businesses to invest their technology effort because the results are so immediate,says Aragon Research CEO Jim Lundy. In his work advising companies on technology decisions and


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ACCOUNT BASED DATA

SurePoint Technologies’ Chief Marketing Officer, Lydia Flocchini, Named a Winner of Demand Gen Report’s 2021 B2B Innovator Awards

SurePoint Technologies, Demand Gen Report | January 05, 2022

SurePoint Technologies, the leading cloud provider of practice management solutions to law firms, has announced that Lydia Flocchini, Chief Marketing Officer, is one of the winners of Demand Gen Report’s fifth annual B2B Innovator Awards. The awards recognize some of the most progressive marketing and sales practitioners who are pushing the envelope to effectively engage prospective customers and meet buyer needs. In her role as Chief Marketing Officer, Flocchini develops and leads all marketing efforts to help scale and accelerate the growth of SurePoint’s 50,000+ member legal community. Flocchini played a pivotal role in the company’s 2020 rebranding and its continued digital transformation, driving brand awareness while accelerating lead generation and sales velocity. She also helped the company innovate its software offerings with the launches of SurePoint View and the SurePoint Mobile App. “Year after year, I am honored to award some of the biggest go-getters in the B2B marketing industry with a B2B Innovator Award,” said Klaudia Tirico, Editor of Demand Gen Report. “Demand Gen Report’s community of professionals constantly blows me away with their agility, innovation and creativity, and Lydia’s work at SurePoint is no exception. Her role in turning SurePoint into a customer-first organization was truly impressive and deserving of the award. I look forward to seeing Lydia work her magic in the New Year.” Garnering more than 100 nominations from B2B executives across verticals, the Demand Gen Report team selected 26 final winners in 13 categories. These winners were acknowledged for thinking outside of the box and for helping to develop and foster innovative concepts and strategies for their organizations and the B2B industry at large. Flocchini is an award winner in the SMB Maestros category, which recognizes B2B experts heading SMB marketing teams and driving impressive results for their growing businesses. “I am deeply honored and grateful to receive this prestigious award. Our amazing community is at the heart of everything we do at SurePoint,” said Lydia Flocchini, Chief Marketing Officer of SurePoint. “I am deeply honored and grateful to receive this prestigious award. Our amazing community is at the heart of everything we do at SurePoint,” said Lydia Flocchini, Chief Marketing Officer of SurePoint. “Finding innovative ways to support our legal professionals and sharing their stories to spread awareness and grow the community has been critical to our team’s success. Embracing data-driven approaches and being a perpetual student is what motivates me to push the envelope and explore new frontiers to create more value for our customers.” SurePoint’s award-winning software addresses all areas of law firm operations including practice management, financial management, time management, workflow efficiencies, billing, and reporting to hundreds of firms across North America. The company recently announced its eleventh award win for LMS which garnered “Top 3” Practice Management Software in the New York Law Journal’s twelfth annual “Best Of”. “We are excited to congratulate Lydia on this wonderful achievement. SurePoint has experienced tremendous growth over the past four years due in no small part to the incredible efforts of our team members,” said Tom Obermaier, Chief Executive Officer of SurePoint. “She plays a key role in our innovation trajectory, always putting the needs of our community first. Her Go-to-Market experience, deep expertise in launching new categories of legal tech, and background as a legal professional truly gives SurePoint a unique voice and perspective in the market.” Flocchini has worked at SurePoint for the last two years. Prior to her current role, she was the Chief Revenue & Data Scientist where she was responsible for building the marketing engine, revenue data strategy, sales enablement function, and revenue operations. For the last 20 years, Flocchini has worked in legal tech and held executive leadership roles in marketing, sales and customer success. She double majored in History and Classical Civilization from the University of California, Los Angeles and earned her J.D. from the University of San Francisco, School of Law. Recently, Flocchini was a panelist on webinars discussing the findings of a new report, “Implementing Financial Intelligence to Give Law Firms a Competitive Advantage in 2022 and Beyond,” which identifies key trends among law firm financial leaders including shifts in the application of data to decision-making in law firms, the perception of profitability, and the pace of innovation. About SurePoint Technologies SurePoint Technologies is a leading provider of financial and practice management software to law firms nationwide. For more than 40 years, law firms have relied on SurePoint’s award-winning enterprise software to drastically improve workflow and maximize financial performance. With a community of more than 50,000 members, SurePoint continues to transform the legal industry by enabling law firms to unlock higher performance by freeing lawyers of administrative burdens so they can spend far more time focusing on their clients and their practice. Learn more at https://surepoint.com. About Demand Gen Report Demand Gen Report, a G3 Communications brand, is a targeted online publication that uncovers the strategies and solutions that help companies better align their sales and marketing organizations, and ultimately, drive growth. A key component of the publication’s editorial coverage focuses on the sales and marketing automation tools that enable companies to better measure and manage their multi-channel demand generation efforts.

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ACCOUNT BASED EXECUTION

Demandbase Launches Demandbase Data (D2) Labs to Deliver Tailored Account Intelligence to Customers

Demandbase | June 09, 2022

Demandbase, the Smarter GTM™ company for B2B brands, today announces the newly launched Demandbase Data (D2) Labs. Known for its industry-leading ideas, the company created D2 Labs to drive B2B data innovation and help organizations embrace the power of Account Intelligence. Customers can now engage with Demandbase's data experts and data scientists directly to turn their incomplete, inactionable data into revenue-generating insights. Services such as ICPaaS provide a customized "data as a service" to help companies identify the best accounts within their ideal customer profile (ICP). This particular service draws on insights from installed technologies, intent, skills, job openings, renewal dates and other attributes to identify the right accounts to go after. This is just one example of how D2 Labs can help solve one-of-a-kind business challenges using data-driven insights. "If you don't understand your prospective customer's existing technologies and problems, you can't become their true trusted advisor. It's that simple... Demandbase Data Labs gives us the insights we need to become trusted advisors," Makoto Ishizaka, go-to-market and strategic initiative lead, Microsoft. "If you don't understand your prospective customer's existing technologies and problems, you can't become their true trusted advisor. It's that simple... Demandbase Data Labs gives us the insights we need to become trusted advisors," Makoto Ishizaka, go-to-market and strategic initiative lead, Microsoft. D2 Labs works with Demandbase clients by gathering their inputs and overlaying Demandbase's Account Intelligence. By leveraging Demandbase D2 Labs' proprietary machine learning models, we're able to show our clients which of their prospects have the highest likelihood of becoming customers and being in the market to buy their product or service. "The right data at the right time, analyzed in the right way, can create astonishing results. Organizations that adopt the use of data in this way could see an increase in profit of multiple millions of dollars," says Meetul Shah, general manager, Data Cloud at Demandbase. "Many smart B2B leaders don't know how to take action on their data even when it's high-quality. D2 Labs upends this status quo, providing customers with top tier data and the knowledge of how to use it to shape business decisions. It's empowering top companies to equip their sales and marketing teams with highly focused data at their fingertips, and unlock extreme revenue potential as a result. This is what so many organizations have been waiting for, and we're thrilled that it's here." D2 Labs combines Demandbase's Account Intelligence with specialty datasets, coupled with customers' raw data, and then turns it into actionable insights that can be applied immediately. By gaining access to the Demandbase data science team, B2B companies will be able to model their data like true experts and solve their most complex data needs. To learn more about D2 Labs and get pricing, please visit https://www.demandbase.com/solutions/data-cloud/d2-labs. About Demandbase Demandbase is Smarter GTM™ for B2B brands. We help marketing and sales teams spot the juiciest opportunities earlier and progress them faster by injecting Account Intelligence into every step of the buyer journey and orchestrating every action. For more information about Demandbase, visit www.demandbase.com.

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ABM ACCOUNTS

Demandbase Releases New Research into Account-Based Success in Europe

Demandbase | April 22, 2022

Demandbase, the Smarter GTM™ company for B2B brands, today announces the results of its study into account-based marketing and sales in Europe. On the heels of its own international growth, the organization wanted to better understand the geographical and cultural similarities and differences in how teams approach account-based strategies globally. To that end, they surveyed and interviewed senior marketers based in the UK, Germany and Benelux on topics like account-based marketing maturity, common challenges, and preferred strategies from leading practitioners. "We've been growing rapidly across Europe and other regions, so our customer base has naturally become a lot more diverse as well," says Paul Gibson, EMEA Vice President for Demandbase. "We've been growing rapidly across Europe and other regions, so our customer base has naturally become a lot more diverse as well," says Paul Gibson, EMEA Vice President for Demandbase. "Our goal with this study was to discover what unites and divides us on these issues in different parts of the world and, more importantly, to unlock further secrets to account-based success. We learned a lot through this research, like how many of the leading B2B companies are facing the same issues no matter where they're based. With this new intel, we can continue to advance the industry and better serve B2B leaders everywhere." Specifically, the report covers: Guidance for account-based success, as told by sales and marketing leaders from world-renowned B2B companies. A review of the maturity of account-based strategies across different European markets. Insight into how European marketing and sales teams have overcome their pain points through effective account-based marketing (ABM) evolution. An overview of how leading companies have worked to overcome go-to-market (GTM) fragmentation through working smarter, not harder. One of the most insightful findings was that B2B leaders cited the common challenge of fragmentation caused by data silos, disconnected systems, channels, processes and teams. As such, they struggle to see accounts clearly and engage them effectively. This emphasizes the need for B2B organizations around the world to change their approach and prioritize account intelligence, which brings together buying signals from an account, enriches it with reliable third-party data, and makes sense of it with AI. From this, B2B marketers and salespeople can see opportunities earlier, progress deals faster, and drive growth further. This is what Demandbase calls Smarter GTMTM. About Demandbase Demandbase is Smarter GTMTM for B2B brands. We help marketing and sales teams spot the juiciest opportunities earlier and progress them faster by injecting Account Intelligence into every step of the buyer journey and orchestrating every action. For more information about Demandbase, visit www.demandbase.com.

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ACCOUNT BASED DATA

RollWorks Launches Conversational Chat Integration with Drift

RollWorks, Drift | April 27, 2022

Account-based marketing platform RollWorks, a division of NextRoll, today announced it has partnered with Drift, the Conversation Cloud Company, to help B2B marketers improve engagement, sales velocity, and customer support. The integration leverages the RollWorks Site Visitor API to identify known and unknown site visitors and deliver personalized chat experiences in real time. "Drift's conversational messaging software helps marketing and sales teams easily convert more inbound leads and communicate with their customers. And as the global conversational AI market is expected to grow exponentially in the next several years, there's a huge opportunity we're just scratching the surface of," said Mike Stocker, VP of Partnerships at RollWorks. "Drift's conversational messaging software helps marketing and sales teams easily convert more inbound leads and communicate with their customers. And as the global conversational AI market is expected to grow exponentially in the next several years, there's a huge opportunity we're just scratching the surface of," said Mike Stocker, VP of Partnerships at RollWorks. Access to real-time data allows B2B marketers to prioritize the campaigns and efforts most likely to drive meaningful results. In a recent RollWorks survey of B2B marketers, 43% of respondents said real-time marketing and 41% said AI will have the most impact on their overall marketing strategy in the year ahead. "RollWorks' impressive account-level capabilities allow marketers to convert valuable website‌ ‌visitor‌ ‌data‌ in real time into insights that power web, chat, and landing page personalization," said Jason Yarborough, head of tech partnerships at Drift. "Together, we have a powerful integration that broadens marketers' engagement channels in their account-based strategies, which will only help to reduce customer churn and accelerate revenue." With the RollWorks and Drift partnership, customers looking to better align their marketing and sales activities and expand their account-based orchestration channels can now: Identify and engage site visitors with personalized chat experiences that deliver relevant and targeted messaging based on firmographic and account-level data such as company domain, name, industry, employee count, company revenue and whether they are part of a RollWorks Account List, Group or buying stage Qualify leads, uncover new opportunities, and improve pipeline quality faster by instantly asking relevant questions and routing site visitors to the right sales team Improve site conversions through automated meeting scheduling Added Stocker: "Marketers want to better understand their anonymous website traffic to create a more tailored experience for accounts visiting and to analyze trends over time. This fantastic partnership, which has been highly anticipated by our customers, will give marketers a much deeper understanding of account and contact engagement activity to create more personalized and relevant outreach for their sales teams." About RollWorks RollWorks, a division of NextRoll, offers ambitious B2B companies an account-based platform to align their marketing and sales teams and confidently grow revenue. Powered by proprietary data and machine learning, RollWorks' solutions address the needs of organizations large and small — from those with best-in-class ABM programs to those just beginning their exploration. By empowering teams to identify their target accounts and key buyers, reach those accounts across multiple channels, and measure program effectiveness in their system-of-record, RollWorks is an indispensable platform for marketers and sellers who believe that an account-based approach is just good business. To learn more visit www.rollworks.com. About Drift Drift®, the Conversation Cloud company, helps businesses connect with people at the right time, in the right place with the right conversation. Using the Drift Conversation Cloud, businesses can personalize experiences that lead to more quality pipeline, revenue and lifelong customers. Drift brings Conversational Marketing, Conversational Sales and Conversational Service into a single platform that integrates chat, email and video and powers personalized experiences with artificial intelligence (AI) at all stages of the customer journey. More than 5,000 customers use Drift to deliver a more enjoyable and more human buying experience that builds trust and accelerates revenue. Representing less than 1% of unicorns led by Latino founders, Drift is building an equitable, enduring company to transform the way businesses buy from businesses.

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Spotlight

Making contracts and other documents paperless by using e-signatures and digital transaction management is one of the best are as for small and mid-size businesses to invest their technology effort because the results are so immediate,says Aragon Research CEO Jim Lundy. In his work advising companies on technology decisions and

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