Item: 6sense
Rating: 10
Author: Sage Riggs

Use Cases and Deployment Scope

We use 6sense daily for prospecting to high intent accounts. It is the main tool for hot leads besides ones that come in via marketing. Over 100 sales reps at the company are current users of the platform multiple times a day. Most are fans of it and previously used Demandbase for this same solution.

Pros and Cons

Provides high intent accounts in my territory.
Provides the locations of the users visiting FullStory pages.
The UI is easy to use and it integrates with SFDC which is a big plus for sales folks.

Sometimes accounts are recommended to me that are not in my territory.
Users it recommends reaching out to left the company years ago or were never employees costing me time.
The location of page views is far and few between making it difficult to drill down who to reach out to.

Return on Investment

More pipeline generated.
Higher win rates.
Larger deal sizes.

Account Identification

Yes it has been helpful but again we do feel as if Sales is wasting time as account info is sometimes incorrect. I would probably say something is incorrect 25% of the time like the people listed to reach out to or the company location or the company assigned account could be in different AE's name.

AI-Powered Predictions

Yes this has been the best part so far as we can really see where these accounts are in their buying journey. I find it helpful to know if they are close to purchasing as I can tailor my messaging accordingly when reaching out. I also know if there could be competitors involved depending on how far along they already are.

Alternatives Considered

Demandbase

I have never used Demandbase but have heard from more tenured sales folks that they like it as much if not more than 6sense.

Key Insights

Do you think 6sense delivers good value for the price?

Not sure

Are you happy with 6sense's feature set?

Yes

Did 6sense live up to sales and marketing promises?

I wasn't involved with the selection/purchase process

Did implementation of 6sense go as expected?

I wasn't involved with the implementation phase

Would you buy 6sense again?

Yes

Other Software Used

Clari, Salesloft, Gong

Likelihood to Recommend

6sense has been ok so far. I would say the things I mention below have made some miss our previous solution DemandBase. Even though I was not at the company when we used DemandBase I have heard that Sales prefers it while Marketing prefers 6sense. I have booked meetings with high intent accounts before but sometimes feel as if it sucks time away from me when account info is far from correct.

Users and Roles

200 - Sales and Marketing.

Support Headcount Required

10 - Folks within Rev Ops can assist with issues regarding 6sense. Typically the only issues we face is account info piped into 6sense is not correctly like its not actually in our territory or not our business segment (Enterprise / mid market). This is annoying but not the end of the world!

Business Processes Supported

High intent leads sourced for sales
Marketing can gain an understanding of which industries to target
Sales can generate more revenue ideally paying for the annual cost of 6sense

Innovative Uses

Creating new pipe for the sales team
Marketing identifying accounts to target that they never would have before
We can use our platform in tandem with 6sense to identify even further prospects to target in out bounding efforts

Future Planned Uses

We could further clean up the bs leads to ensure the sales team is not wasting their time
They could penetrate accounts and industries we never thought to target
Generate more revenue for increased growth to secure more funding before we IPO

Likelihood to Renew

6sense is good but I would like to try Demandbase or others just to see what is out there. Sometimes the contacts or accounts given aren't even in our patch. This doesn't happen much so its no big deal at the end of the day but still any time wasted searching through salesforce or with zoom info is time we could have spent doing activities to actually generate revenue.

Products Replaced

Yes - DemandBase

Key Differentiators

Product Features
Product Usability
Product Reputation

Was not involved in buying decision

Evaluation Lessons Learned

Did not evaluate 6sense directly.

Implementation Rating

Was not involved in implementation.

Implementation Details / Implementation Partner

Don't know

Implementation Issues

Was not involved in implementation
Was not involved with implementation

Training Types Used

No Training

In-Person Training

Online Training

Great onboarding and training from CS team. No issues what so ever tracking on what they were saying.

Ease of 6sense Training

Yes it was very easy to learn and I would recommend not getting training. More complex applications require extensive onboarding and assistance getting set up but with 6 sense it was very easy. I'm sure a training session with their CS team would not hurt as there could be further parts of the platform that we can leverage.

Product Configurability

Just right for this type of product. Our Dev's did mention it was very easy to configure.

Configuration Lessons

Nope was not involved in this process directly.

UI Customization

Yes - we have customized the interface extensively - Our Dev's mentioned that we did tailor this to our organization specifically.

Additional Customization Considerations

Nope was not directly involved in this process.

6sense Customer Support Pros and Cons

Pros	Cons
Quick Resolution Good followup Knowledgeable team Problems get solved Kept well informed No escalation required Immediate help available Support understands my problem Support cares about my success Quick Initial Response	None