6sense Case Studies Reviving Lost Accounts: Clari's Success with 6sense Display Ads

Edit This Case Study Record

	Reviving Lost Accounts: Clari's Success with 6sense Display Ads 6sense

Reviving Lost Accounts: Clari's Success with 6sense Display Ads

6sense

Technology Category	Platform as a Service (PaaS) - Application Development Platforms
Applicable Industries	Oil & Gas
Applicable Functions	Procurement Sales & Marketing
Use Cases	Smart Campus Time Sensitive Networking
Challenge	Clari, a revenue platform provider, was facing challenges in reviving closed-lost accounts. The company was already using 6sense, but their revenue team was not leveraging the platform to its full potential. They were using a 'spray and pray' go-to-market strategy, targeting any big brand that came to mind, rather than focusing on logos expressing genuine buying intent. Additionally, the results they were seeing from LinkedIn Advertising had hit a plateau. The team was running multiple campaigns simultaneously, which led to oversaturation of the target audience. The challenge was to optimize the use of 6sense data and capabilities to revive the closed-lost accounts and generate new opportunities. Read More
About Customer	Clari is a provider of a Revenue Platform that enhances efficiency, predictability, and growth across the entire revenue process. The platform offers revenue teams complete visibility into their business, enabling them to drive process rigor, identify risk and opportunity in the pipeline, increase forecast accuracy, and boost overall efficiency. Clari's execution insights are used by thousands of sales, marketing, and customer success teams at leading companies, including Okta, Adobe, Workday, Zoom, and Finastra, to make their revenue process more connected, efficient, and predictable. Read More
Solution	Clari's solution was to implement a 'Wake the Dead' strategy using 6sense display ads. The company reviewed a year's worth of closed-lost opportunities, looking for specific criteria such as failure to launch, meeting no-shows, bad timing, executive turnover, and budget restrictions. To revive these accounts, Clari aligned revenue development managers and account executives, agreed on messaging and assets, and launched display ads using 6sense. These ads targeted senior-level personas and directed them to curated landing pages powered by Folloze, a buyer experience platform. Once accounts reached Clari’s website, the team of revenue development representatives received buying signals and targeted the proper accounts to generate new opportunities. Read More Log in to view content
Contents

Technology Category

Platform as a Service (PaaS) - Application Development Platforms

Applicable Industries

Oil & Gas

Applicable Functions

Procurement

Sales & Marketing

Use Cases

Smart Campus

Time Sensitive Networking

Challenge

Clari, a revenue platform provider, was facing challenges in reviving closed-lost accounts. The company was already using 6sense, but their revenue team was not leveraging the platform to its full potential. They were using a 'spray and pray' go-to-market strategy, targeting any big brand that came to mind, rather than focusing on logos expressing genuine buying intent. Additionally, the results they were seeing from LinkedIn Advertising had hit a plateau. The team was running multiple campaigns simultaneously, which led to oversaturation of the target audience. The challenge was to optimize the use of 6sense data and capabilities to revive the closed-lost accounts and generate new opportunities.

About Customer

Clari is a provider of a Revenue Platform that enhances efficiency, predictability, and growth across the entire revenue process. The platform offers revenue teams complete visibility into their business, enabling them to drive process rigor, identify risk and opportunity in the pipeline, increase forecast accuracy, and boost overall efficiency. Clari's execution insights are used by thousands of sales, marketing, and customer success teams at leading companies, including Okta, Adobe, Workday, Zoom, and Finastra, to make their revenue process more connected, efficient, and predictable.

Solution

Clari's solution was to implement a 'Wake the Dead' strategy using 6sense display ads. The company reviewed a year's worth of closed-lost opportunities, looking for specific criteria such as failure to launch, meeting no-shows, bad timing, executive turnover, and budget restrictions. To revive these accounts, Clari aligned revenue development managers and account executives, agreed on messaging and assets, and launched display ads using 6sense. These ads targeted senior-level personas and directed them to curated landing pages powered by Folloze, a buyer experience platform. Once accounts reached Clari’s website, the team of revenue development representatives received buying signals and targeted the proper accounts to generate new opportunities.

Impact #1	The implementation of the 'Wake the Dead' strategy using 6sense display ads led to significant operational improvements for Clari. The revenue team transitioned from making educated guesses to knowing exactly who to target and how. The strategy also led to a cultural shift within the company, with increased internal adoption of 6sense. By Q1 of the fiscal year 2024, 43% of meetings booked came from 6sense purchase and decision accounts. This indicates a more strategic and effective use of the platform, leading to more successful targeting and engagement of potential customers.

Impact #1

The implementation of the 'Wake the Dead' strategy using 6sense display ads led to significant operational improvements for Clari. The revenue team transitioned from making educated guesses to knowing exactly who to target and how. The strategy also led to a cultural shift within the company, with increased internal adoption of 6sense. By Q1 of the fiscal year 2024, 43% of meetings booked came from 6sense purchase and decision accounts. This indicates a more strategic and effective use of the platform, leading to more successful targeting and engagement of potential customers.

Benefit #1	Achieved eight meetings booked out of a goal of six
Benefit #2	Secured five qualified meetings worth over $1.1M in pipeline
Benefit #3	6sense Display Ads reached all 42 targeted accounts with a 79% account click-through rate

Benefit #1

Achieved eight meetings booked out of a goal of six

Benefit #2

Secured five qualified meetings worth over $1.1M in pipeline

Benefit #3

6sense Display Ads reached all 42 targeted accounts with a 79% account click-through rate

Download PDF Version

Overview

Reviving Lost Accounts: Clari's Success with 6sense Display Ads

Operational Impact

Quantitative Benefit