6sense vs D&B Lattice (discontinued)

• Their predictive analytics has thus far proven to be incredibly accurate
• The UI is intuitive and provides a very good user experience
• Their implementation process was excellent! What might have been overwhelming and cumbersome was made simple and easy to understand.

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• Ease of use. It is a no brainer for our sales teams. They go through just 10 minutes of training. It is very prescriptive and clear. There is a minimal amount of flipping to get through what they need to. Everything is just on one screen.
• Integration to Salesforce.com. The level of integration today is moderate. It integrates opportunity to opportunity. As soon as a sales person converts, it flows.
• They are highly responsive as a vendor. If there’s a field that we want to add, they will adapt the product for us very quickly.
• The model for professional services (fee based) is very flexible. It’s as much as you need. They advocate high service level for ramping new regions, and are very flexible with feet on the ground and helping out.

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• No way to easily use UTMs for ads. If you want to use UTMs for different campaigns but the same creative, you have to upload the ads multiple times in order to be able to use different UTMs
• Getting the predictive model up and running took a bit longer than we hoped
• Should be able to allow spend to go to the top performing ads in campaigns rather than be spaced out evenly

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• Detailed technographic information - we had a lot of issues with Lattice not being able to identify specific technologies being used by a company, which would be able to provide us materially different context as a seller.
• Model is built once and is static until refreshed - do not get meaningful feedback into the model in real-time
• Hard to identify which attributes are meaningful enough to include as enrichment in SFDC.

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• Some ROI seen but we have not had many conversion rates from 6sense thus far
• Win: More decision-makers involved earlier on. 6sense allows us to get across more contacts and multi-thread much more earlier on in the process.
• Overall, being able to get across more accounts.

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• We have seen quantifiable ROI when our reps have used the product to target accounts. In a recent example we found that accounts that targeted these "hi-po" accounts identified by using Lattice analytics created over $27M in pipeline over a month long period for a key product we are interested in selling more of to customers, compared to a less than $1M for accounts that were not identified as "hi-po".

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