Case Studies
Sales Adoption and Beyond: Revenue Team Alignment with Account Insights at the Core
Overview
Analytics & Modeling - Predictive Analytics Analytics & Modeling - Real Time Analytics Application Infrastructure & Middleware - Data Exchange & Integration | |
Professional Service | |
Business Operation Sales & Marketing | |
System Integration Training | |
Operational Impact
The implementation of 6sense led to a more aligned and efficient sales and marketing process at OneSource Virtual. Weekly team meetings and one-on-one sessions were established to discuss account strategies, new targets, and nurture existing opportunities. These meetings also focused on MGO status, dashboards, use cases, issues, concerns, successes, and course correction tactics. The sales team became more engaged and proactive in their approach, leading to better coordination and collaboration between marketing and sales. The company also saw an improvement in their ability to identify and target the right accounts, leading to more effective ABM campaigns. The use of data-driven insights from 6sense and other tools enabled the sales team to make smarter decisions and improve their overall performance. | |
Quantitative Benefit
$900K total booking value of pipeline added. | |
3X revenue from 6sense opportunities compared to other marketing-generated opportunities. | |