6sense’s ABM platform captures buying signals, transforms data into insights, and makes those insights actionable through automations and alerts that puts marketing's message in front of the right buyers.
N/A
Lattice Engines (discontinued)
Score 2.0 out of 10
N/A
D&B Lattice (formerly Lattice Engines) was a Predictive Lead Scoring solution that blended the contact profile and behavioral information from Marketing Automation systems with additional attributes that could contain hidden buying signals. The product has been discontinued.
SR Consultant - Martech Strategy and Marketing Operations
Chose 6sense
6sense was able to give me more account based intelligence and then to take that intelligence and orchestrate it in meaningful/practical applications for both sales and marketing.
6sense is best when we sell to a clear list of target accounts, and we want Sales and Marketing to focus on the right companies first. It works well for SDR daily prioritization, re-engaging accounts when they start researching again, and running ABM ads only to the accounts that matter and show intent. It is less appropriate when the business is mostly high-volume inbound leads, speed to contact matters more than account intent, the target market is very small, we already know every account, or we need perfect contact-level accuracy.
Lattice has been difficult to work with in the past few months. We've struggled internally to try and improve their models, but it hasn't proven itself to offer substantial value. We're able to suppress low quality leads, but Lattice also promotes some questionable leads at times and also grades high potential leads as low scoring. We've tried time and time again to improve the model, but they haven't offered much in terms of help or partnership.
I think one of my favorite features are the Bombora Surge topics, I'm able to take a topic that a segment is really highly active in and create an outbound sequence based on that, just targeting certain personas. Like on the buying committee, identifying activity. I can create an end-to-end campaign just with 6sense data.
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.
I would love to see more academy and certifications, availability, I think some easier, faster, easy, digestible courses to jump in. Certifications are great but they're very much focused on just those two certifications, so maybe more of a specialization focus on that side as well as some ways to kind of do a quick easy onboarding for first time users or those who have 6sense within their organization but don't know how to jump in and use it right away.
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.
I love the tool, it makes everything we do more powerful and accurate. I'd shout it from the rooftops any day of the week. Using this tool will take your marketing efforts to the next level, no matter where you're starting from. No need to have prior experience with the tool for it to work for you
I will continue to use PRISM, especially now, because I after 3 years in the same geography, I have just transferred to a new territory. The tool really helps me focus on the best opportunities to pursue, which can sometimes be difficult with over 100 assigned accounts
I gave this rating because I’ve spent hours upon hours training reps on 6sense. A lot of my trainings have been successful and the reps are now using the tool correctly. With that, I think the usability is overall strong. It isn’t complex once it is learned by the rep or admin, just takes some practice.
The product is part of a service. The team from Lattice did a great job of supporting us and of delivering the results we set out to attain. They became an integral part of our success.
We hardly needed any support but in the initial days we got some had to contact support for the product understanding, the suppor t was prompt and they were very quick to resolve any issues. The support team is very helpful and gives a lot of importance to unresolved issues.
Please see my answers to the previous question. We had very good feedback from our product management, strategy and sales leadership and reps regarding our training.
It was too fast, too complex, no one could follow along. If you miss a step, you're lost for the rest of the time and there is SO MUCH to learn and keep up with.
The implementation hit the milestones we established. Lattice was VERY committed to helping us make sure what we committed back to the organization was met.
6sense sales team spent a lot more time with me building out a use case and example to take back to my team. I appreciated the support and felt confident in getting the help I needed to implement the tech.
Lattice was an incumbent tool from several years ago. Early on, we enjoyed a good relationship with the team there. After the acquisition, we have definitely seen a decrease in the quality of support and engagement from the team. As a result, we will look at several competing vendors when our contract ends with Lattice.
One of the big things, I think 6sense does a really good job is increasing the amount of pipeline that is generated within our organization. It's definitely one of the underrated things is I would say mental health, cold calling is very difficult. 6sense really makes it a lot easier to not stress out nearly as much going into these cold calls. Of course it is still going to happen, people are going to hang up, but I felt that people felt more confident going into these phone calls.
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".
