Liveops, a pioneer in virtual contact center solutions, transformed 6sense from shelfware into a core revenue engine by reconfiguring the platform in mid-December 2024 to align with their ABX growth model, account tiers, and buyer journey stages.
Starting with in-opportunity campaigns and expanding to tiered ABX plays, demand capture, and event warm-ups, they drove rapid adoption through enablement and DaaS enrichment workflows, delivering millions in sourced and influenced pipeline within weeks while optimizing efficiency through real-time testing and sales intelligence integration.
The Challenge
Although 6sense was purchased earlier, it sat as shelfware with no active programs, preventing Liveops from capitalizing on buyer intent data to fuel their go-to-market motions and accelerate revenue operations.
Key challenges included:
- Lack of configuration and alignment, leaving the platform underutilized and unable to support strategic ABX initiatives like tiered account targeting and journey-stage prospecting.
- Manual processes for prioritization and engagement, resulting in wasted sales and BDR time on unqualified accounts without real-time signals or enriched contacts for buying committees.
- Inability to prove quick value in a fast-paced B2B environment, where the team needed immediate pipeline impact to justify expansion and hiring, such as a dedicated BDR.
“Several factors allowed Liveops to achieve measurable value so quickly: Strategy before technology… Investing where pipeline is created… Tight coordination with sales and BDRs… Accelerating impact through partnership. Together, these steps turned what had been shelfware for us into an orchestrated engine generating over a $1M in pipeline within weeks of program launch.”
The Solution
Liveops partnered with Alcamo Marketing to reconfigure 6sense in mid-December 2024, anchoring it to their ABX strategy with defined account tiers, journey stages, keywords, exclusions, integrations, mappings, segments, and workflows for seamless alignment.
Key solutions included:
- Buyer Intent Data and ABM Campaigns: Launched in-opportunity engagements targeting open opportunities via 6sense display and LinkedIn, followed by tiered ABX campaigns emphasizing Tier 1 accounts tied to prospecting flows, and event-driven warm-ups for conferences to create timely engagement spikes—leveraging predictive analytics to prioritize ready accounts far more effectively than legacy methods.
- Sales Intelligence and DaaS Enrichment: Introduced enablement sessions for sales and BDRs on 6sense Sales Intelligence to act on marketing-driven signals, while DaaS workflows automatically enriched champion and buying-committee contacts once accounts showed readiness, ensuring focused outreach and natural adoption from day one.
- Real-Time Optimization and Coordination: Tested and optimized campaigns based on performance, sequencing rollout from always-on ABX and demand capture on Google to layered motions, with tight coordination between marketing, sales, and BDRs to engage only when signals indicated true intent—compressing time to value through Alcamo’s expertise in strategy definition and program operationalization across channels.
The Results
6sense empowered Liveops to achieve lightning-fast time to value, turning shelfware into a multimillion-dollar pipeline generator within quarters.
- Immediate Pipeline Impact:
- Sourced Pipeline: Millions total by Q3 2025
- Influenced Pipeline: Millions across 16 opportunities in Q3 alone
- Engaged Pipeline: Double digit growth in active coverage by Q3
- Closed-Won Revenue: Upper 6 figures from newly sourced deals in Q3.
- Efficiency Gains: 81% reduction in cost to engage per account from Q1 to Q2.
- Adoption Milestones: Reconfigured mid-December 2024; campaigns live in Q1; DaaS workflows and sales enablement driving cross-team alignment.
“For teams looking to see value quickly with 6sense, our advice is simple: don’t wait to be perfect — focus on being actionable. Start with a clear strategy for account tiers and journey stages… Build adoption into your launch… Sequence your rollout intentionally… And finally, invest in a partner who can help you move faster.”
Shaping the Future
6sense is set to evolve Liveops’ revenue operations further, transitioning from legacy Data Workflows to Intelligent Workflows for automated segment-to-campaign flows and persona targeting across channels, while incorporating the Predictive Model to enhance account prioritization and win rates; plans also include 1:1 and 1:few campaigns for upsell plays to drive customer expansion and sustained growth.