6sense Case Studies OneSourceVirtual Enhances Customer Engagement and Boosts Revenue with 6sense

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	OneSourceVirtual Enhances Customer Engagement and Boosts Revenue with 6sense 6sense

OneSourceVirtual Enhances Customer Engagement and Boosts Revenue with 6sense

6sense

Technology Category	Analytics & Modeling - Predictive Analytics Platform as a Service (PaaS) - Application Development Platforms
Applicable Industries	Cement Finance & Insurance
Applicable Functions	Maintenance Sales & Marketing
Use Cases	Demand Planning & Forecasting Leasing Finance Automation
Challenge	OneSourceVirtual (OSV), a global leader in payroll, finance, and HR services, was seeking an end-to-end account engagement platform to enhance their campaign strategies and provide a seamless, personalized customer experience. They aimed to reach out to accounts in-market for their solutions, targeting the right buyer personas through the right channels at the right stage in their buyer journey. However, without the proper technology, executing this full account engagement approach was challenging and nearly impossible to scale and sustain. They needed a solution that could support building complex audience segments for their various targeted campaigns, offer deep granularity in monitoring campaign success, and provide predictive analytics for hyper-personalized sales and marketing efforts. Read More
About Customer	OneSourceVirtual (OSV) is a trusted Workday partner for deployment and maintenance services, and a global leader for payroll, finance, and HR services. Their mission is about making the day more doable. Mitch Katseanes heads the global Demand Generation team at OSV and is responsible for planting the seed that spurred their marketing organization to rethink their account engagement efforts in early 2020. With a solid understanding of the whitespace in their total addressable market (TAM), OSV accelerated their revenue generating efforts by uncovering and engaging more demand with a hyper-targeted approach. Read More
Solution	OSV chose 6sense as their preferred solution due to its robust audience development, powerhouse campaign reporting, and proactive prospecting. The 6sense platform allowed OSV to build unlimited segments that fit their targeting criteria, enabling them to orchestrate a wide variety of campaigns. The predictive analytics provided by 6sense offered persona-level insights, which were crucial for OSV to hyper-personalize their sales and marketing efforts. Furthermore, 6sense's AI engine recommended contacts to purchase and pursue within Salesforce, making the OSV team incredibly efficient. The 6sense Sales Intelligence app within Salesforce helped the account executive understand what keywords the account was researching, enabling them to engage the right personas with the right messaging. Read More Log in to view content
Contents

Technology Category

Analytics & Modeling - Predictive Analytics

Platform as a Service (PaaS) - Application Development Platforms

Applicable Industries

Cement

Finance & Insurance

Applicable Functions

Maintenance

Sales & Marketing

Use Cases

Demand Planning & Forecasting

Leasing Finance Automation

Challenge

OneSourceVirtual (OSV), a global leader in payroll, finance, and HR services, was seeking an end-to-end account engagement platform to enhance their campaign strategies and provide a seamless, personalized customer experience. They aimed to reach out to accounts in-market for their solutions, targeting the right buyer personas through the right channels at the right stage in their buyer journey. However, without the proper technology, executing this full account engagement approach was challenging and nearly impossible to scale and sustain. They needed a solution that could support building complex audience segments for their various targeted campaigns, offer deep granularity in monitoring campaign success, and provide predictive analytics for hyper-personalized sales and marketing efforts.

About Customer

OneSourceVirtual (OSV) is a trusted Workday partner for deployment and maintenance services, and a global leader for payroll, finance, and HR services. Their mission is about making the day more doable. Mitch Katseanes heads the global Demand Generation team at OSV and is responsible for planting the seed that spurred their marketing organization to rethink their account engagement efforts in early 2020. With a solid understanding of the whitespace in their total addressable market (TAM), OSV accelerated their revenue generating efforts by uncovering and engaging more demand with a hyper-targeted approach.

Solution

OSV chose 6sense as their preferred solution due to its robust audience development, powerhouse campaign reporting, and proactive prospecting. The 6sense platform allowed OSV to build unlimited segments that fit their targeting criteria, enabling them to orchestrate a wide variety of campaigns. The predictive analytics provided by 6sense offered persona-level insights, which were crucial for OSV to hyper-personalize their sales and marketing efforts. Furthermore, 6sense's AI engine recommended contacts to purchase and pursue within Salesforce, making the OSV team incredibly efficient. The 6sense Sales Intelligence app within Salesforce helped the account executive understand what keywords the account was researching, enabling them to engage the right personas with the right messaging.

Impact #1	The deployment of the 6sense platform has accelerated OSV's journey to success. The marketing team can now build and orchestrate a wide variety of campaigns, gauging market interest for new products and targeting the expansive range of products in their suite. The sales development team, acting as the bridge between marketing and sales, has become instrumental in driving activities that convert leads to opportunities within their targeted segments. The 6sense predictive analytics gives the OSV sales development team leverage above their competition when identifying the full buying committee. The insights provided by 6sense have eliminated any gaps between what marketing is doing and what sales can see, creating a single source of truth and steering the team to wins.

Impact #1

The deployment of the 6sense platform has accelerated OSV's journey to success. The marketing team can now build and orchestrate a wide variety of campaigns, gauging market interest for new products and targeting the expansive range of products in their suite. The sales development team, acting as the bridge between marketing and sales, has become instrumental in driving activities that convert leads to opportunities within their targeted segments. The 6sense predictive analytics gives the OSV sales development team leverage above their competition when identifying the full buying committee. The insights provided by 6sense have eliminated any gaps between what marketing is doing and what sales can see, creating a single source of truth and steering the team to wins.

Benefit #1	Within the first six months of deployment, the sales development team sourced 20 net-new opportunities from 6sense.
Benefit #2	This amounted to seven figures-worth in additional pipeline.
Benefit #3	Six of those opportunities have closed, resulting in a significant return on investment.

Benefit #1

Within the first six months of deployment, the sales development team sourced 20 net-new opportunities from 6sense.

Benefit #2

This amounted to seven figures-worth in additional pipeline.

Benefit #3

Six of those opportunities have closed, resulting in a significant return on investment.

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Overview

OneSourceVirtual Enhances Customer Engagement and Boosts Revenue with 6sense

Operational Impact

Quantitative Benefit