6sense
Case Studies
Zendesk Enhances BDR Performance and Boosts Opportunities with 6sense Insights
Overview
Zendesk Enhances BDR Performance and Boosts Opportunities with 6sense Insights6sense |
Cybersecurity & Privacy - Identity & Authentication Management Functional Applications - Enterprise Resource Planning Systems (ERP) | |
Electrical Grids | |
Procurement Sales & Marketing | |
Supply Chain Visibility Visual Quality Detection | |
Testing & Certification | |
Operational Impact
The use of 6sense insights led to immediate results for Zendesk. The personalized messaging and timely approach resonated with potential customers, accelerating the sales process. The account-based approach, as opposed to a lead-based approach, proved to be essential as Zendesk moved upmarket and targeted enterprise accounts. BDRs who embraced 6sense saw significant success, sharing best practices and attributing their strategic planning to the guidance that 6sense provides. BDR managers also heavily relied on 6sense to fuel their teams' success. The tool helped identify high-scoring accounts that were not on the radar of the BDRs or the marketing team, thereby improving prioritization. The use of 6sense also elevated the conversations between BDRs and account executives (AEs), allowing them to identify top priority accounts and understand the reasons behind their prioritization. | |
Quantitative Benefit
8% to 10% average increase in opportunity creation from MQLs globally | |
Exposure of previously hidden net-new accounts | |
Empowerment of BDRs with additional visibility and power to contribute | |