6sense vs D&B Lattice

• Identifies engagement through the marketing funnel, aligned with strength to the ideal customer profile.
• Provides real time visibility to every account executive and their leaders on engagement with buying committee for every opportunity.
• Provides insight into digital spend vs pipeline creation and closed won.

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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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• Similar level of insights available in the international space outside North America (international space coverage) & better visibility on data partners in each geo
• Provide a 6sense wiki/guide explaining 6sense terms used in 6sense iframe, in 6sense alerts, and 6sense ABM platform (explicit definitions and relations between these terms)

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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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• After just 2 months in production we can track generated pipeline specifically to 6sense.
• We are anticipating driving more marketing generated opportunities at a faster pace. We already know we win deals at a 2x rate when marketing generated vs sales generated.

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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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