6sense
Case Studies
Qualtrics Boosts Growth and Efficiency with 6sense
Overview
Qualtrics Boosts Growth and Efficiency with 6sense6sense |
Application Infrastructure & Middleware - Database Management & Storage Infrastructure as a Service (IaaS) - Cloud Databases | |
Buildings Oil & Gas | |
Product Research & Development Sales & Marketing | |
Building Automation & Control Inventory Management | |
Training | |
Operational Impact
The implementation of 6sense solutions had a significant impact on Qualtrics' operations. The optimized LinkedIn advertising strategy was one of the biggest wins for the company. By focusing their U.S. LinkedIn ad spending strictly on “moderate” and “strong” accounts, they were able to strategically target the accounts with LinkedIn feed ads containing lead forms, LinkedIn InMails, and LinkedIn display ads. This resulted in a significant improvement in conversion of campaign members to opportunities and average opportunity value, as well as a reduction in cost per opportunity. The success of this strategy has led to its extension to additional regions and specific verticals. Furthermore, the sales team enablement capabilities of 6sense resulted in account executives generating more pipeline. The company plans to continue growing by building on the LinkedIn advertising strategy to expand to other channels, increasing sales adoption, and using 6sense to generate omnichannel personalization for target accounts. | |
Quantitative Benefit
440% increase in campaign member to opportunity rate | |
260% increase in average opportunity value | |
66% reduction in cost per opportunity | |