6sense Announces 2024 Breakthrough Award Finalists 

Get ready to be inspired by our 2024 Customer Breakthrough Award finalists and their cutting-edge business achievements!  

This year’s contenders have harnessed the power of 6sense to transform their marketing, sales, and overall business strategies. From skyrocketing pipelines to innovative ad campaigns, explore these inspiring success stories in greater depth at the Breakthrough Conference, Oct. 7 to 10 at the Fontainebleau Las Vegas. 

Winners will be announced at Breakthrough in these eight categories: 

• Fastest Time to Value 
• Ecosystem Fusion 
• Nimble Marketing (Small Teams) 
• Efficiency Experts 
• Sales Success 
• Ad Campaign of the Year 
• One Revenue Team 
• ABM Program of the Year
• Partner of the Year

Meet our incredible finalists: 

Fastest Time to Value 

Finalists: Corporate Visions, Folloze, and Sift 

This award honors customers who incorporated 6sense into their revenue processes quickly to achieve measurable value.  

Corporate Visions 

Corporate Visions’ new Executive VP for Marketing, Doug Calvelage, had used 6sense in prior roles. When he joined the business in October 2023, he was quick to bring its capabilities to his new company. “Our ability to model, predict, reach, and engage our core personas is to a level never done before at our company, and we’re just getting started,” Doug said. 

During the first two weeks after launch… 

• 1,852 total accounts were identified in Decision and Purchase stages 
• 6sense campaigns influenced $12.8M of existing pipeline 

In the first full quarter, marketing’s contribution to pipeline grew from 22% to 81% year over year. 

Folloze 

Folloze’s marketing and sales teams dove headfirst into powering their go-to-market efforts using 6sense tools. The entire marketing team earned Next Level Marketing certifications, and the entire sales team completed AE and ADR learning paths. Together, they implemented a comprehensive ABX operating model incorporating intent data, predictive buying stages, and integrations that allow for personalized website chat experiences. 

In the eight months since launching their first 6sense-powered campaigns, Folloze has: 

• Reached 56% of total accounts on average, up from 2.5% pre-launch 
• Increased average account engagement by 2.98x (6sense ads) and 3.63x (LinkedIn ads) 
• Exceeded ADR Meetings target by +104% 
• Increased Pipeline Contribution per Marketer by 134% 
• Increased H1 2023 pipeline by +43% with -52% paid media and -31% total marketing spend 

Sift 

Sift’s GTM leaders worked closely together to lead an organizational transformation centered around their ABX GTM motion, which includes 6sense. Sift’s initiative, fittingly named “Project Bullseye,” was hyper-focused on identifying and nurturing accounts that are in-market and providing the tools and training that ensured revenue team members’ quick success.   

In the first six weeks using 6sense, Sift achieved:  

• 220% of their meetings completed goal 
• 218% lower cost per opportunity 
• +275% ROI on ABX initiatives  

“6sense is an essential tool in our tech stack to help us achieve our ARR growth objectives for our business and hit our increasingly aggressive goals,” said Sift CMO Armen Najarian. 

Ecosystem Fusion 

Finalists: Blue Yonder, Pantheon, and Vertex 

This award recognizes customers who are getting the most impact from 6sense data through integrations. 

Blue Yonder 

Blue Yonder successfully integrated 6sense with Salesforce, Marketo, Drift, Salesloft, LinkedIn, Bombora, and Matomo, enhancing data accuracy and marketing efficiency. The integrations helped them create highly tailored digital experiences across multiple channels, making their marketing efforts more effective and bringing their sales and marketing teams closer together. 

As a result of these integrations, Blue Yonder can now: 

• Prioritize leads, contacts and accounts using a two-dimensional scoring system 
• Nudge ABM target account members to more tailored landing pages 
• Qualify and route inquiries, chats and meeting requests more accurately in real time 
• Dynamically serve best-fit ad types and content based on in-market stage 
• Leverage multiple third-party intent signals to improve signal strength and actionability 
• And more! 

Pantheon 

Pantheon’s revenue teams are more efficient and data-driven, thanks to strategic integrations that put 6sense insights front-and-center in Salesforce and Looker Studio. The integrations also helped Pantheon improve its marketing attribution and prove the value of the 6sense ICP to executive team members. 

Pantheon has: 

• Improved campaign attribution by 15%, providing clearer insights into effectiveness at each stage of the buying journey 
• Reduced the time spent on data processing and analysis by 40% 
• Improved data accuracy and accessibility by 25% 
• Increased team efficiency by 25% by providing faster and more accurate insights 

Vertex 

Vertex integrated 6sense data into their CRM, MAPs, analytics, and website personalization tools to create a windfall of benefits, including: 

• Clearer buying behavior insights 
• Improved account targeting 
• More personalized website experiences 
• Better ad targeting 
• Increased sales rep efficiency 
• Improved campaign performance 
• Higher conversion rates 

With a better understanding and more visual representation of customer and prospect behaviors, Vertex has been able to conduct and act on GTM analysis that wasn’t possible before.  

Nimble Marketing 

Finalists: Expereo, Folloze, and Tackle.io 

These marketing teams may be small, but they are certainly mighty – especially with their clever use of 6sense. This award is for companies with one marketing team of ten or fewer people. 

Expereo 

“After three months of use… 6sense now sits at the absolute heart of ALL our campaigns and targeting,” said Marc Brunel-Walker, Director of Global Demand Generation at Expereo. “It drives ALL our targeting and all our account insights. It has helped us to deliver a 40% reduction in cost per lead and enabled us to reduce wastage and increase the efficiency of all our campaigns by targeting the right companies in the right place at the right time.” 

Expereo has: 

• Increased the number of active campaigns from five to 10 per quarter to 35 
• Tripled marketings’ contribution to its revenue pipeline in under a year 

Folloze 

Combining 6sense’s AI-powered intent and predictive data with Folloze’s contextual content and messaging enabled the team to deliver rich, personalized buyer journeys across all touchpoints. With a lean ABX team of just three full-timers and two part-timers, Folloze used dynamic audience segments and orchestrations to enroll in-market accounts into campaigns tailored to their interests and buying stage.  

Native integrations have also made it much easier to launch campaigns: 

• Marketing campaign deployments are +136% (through 6sense DSP, Google PPC, and LinkedIn paid social) 
• 15x as many Outreach campaign sequences deployed  
• 71% more Qualified chatbot experiences delivered 

Tackle.io 

Before implementing 6sense, the Tackle ABM team ran an average of five campaigns per quarter. With 6sense in place, they’ve scaled up to run over 40 campaigns, including 6sense advertising campaigns, LinkedIn ad campaigns, virtual events, live events, webinars, and email campaigns across new business and customer expansion initiatives. 6sense has enabled them to be more efficient with their budget and more effective at targeting the right people at the right accounts who are in-market. 

The Tackle team thrives on collaboration and leveraging advanced analytics and performance metrics to fine-tune their strategy and optimize their campaigns. Their use of 6sense data has led to a true ABM focus across their revenue team. “Our marketing team exemplifies agility and innovation, leveraging advanced analytics and integrating martech platforms like 6sense, Marketo, Mutiny, and Salesforce to drive remarkable results. Their personalized, data-driven strategies have boosted account engagement and marketing efficiency. Their collaborative spirit and creative problem-solving are the backbone of our success, consistently exceeding pipeline goals and setting industry benchmarks, ” according to Andrew Marshall, VP of Product Marketing  

Efficiency Experts 

Finalists: JAGGAER, Mission Cloud, and Reltio 

How much more efficient can you become? See how three innovative teams are using automation and workflows to save and make money.  

JAGGAER 

JAGGAER worked with 6sense agency partner 2X to set up integrations and automations with tools like Folloze, Salesforce, Pardot, and Looker Studio. AI-driven account scoring and automated routing reduced JAGGAER’s manual efforts and ensured timely sales outreach. 

Without increasing headcount, they: 

• Saved $77,459 in two months by outsourcing to 2X 
• Engaged 147 unique accounts, with 129 reaching 6QA status and 11 becoming opportunities 

Mission Cloud 

Mission Cloud used 6sense’s Conversational Email to send personalized follow-up emails after major events like AWS’ flagship conference, which generated more than  10,000 leads. Manually following up would’ve been a huge time killer. Thankfully, the AI email assistant handled that task with ease.  

In this single campaign, Conversational Email:  

• Sent over 4,000 emails 
• Saved more than 150 hours of work 

Reltio 

Reltio augmented their business development capacity without adding headcount by using an AI assistant to engage accounts that did not respond to traditional methods or BDR follow-ups.  

Chasing lukewarm engagements isn’t the best use of most BDRs’ time. An AI assistant can resurface hidden value from these engagements.  

So far, the AI email assistant has: 

• Saved 1,098 hours of BDR time 
• Contributed an estimated $1.5 million to $2 million in new sales pipeline 

Sales Success 

Finalists: Finix, LINQ, and Veeam 

These sales teams adopted 6sense like rockstars and used it to generate a game-changing impact on revenue. They’ve got the metrics to prove it, too. 

Finix 

Finix initially focused on selling its payment processing solutions to large enterprises, but they wanted to explore Direct-to-Merchant sales opportunities. They used 6sense to zero in on the right accounts, and the impact has been transformative:  

Rachel Costello, Head of Revenue Operations, has been impressed by the Sales Teams’ ability to remain agile as Finix undergoes a period of major transformation. “Their ability to stay agile has been made possible by our investment in tools like 6sense as it empowers them with real-time access to critical lead data. Additionally, 6sense integrates well with other tools in our tech stack so Sales not only has the info they need, but can easily harvest and use that data to close more sales,” said Rachel  

LINQ 

LINQ used 6sense to focus its media spend and marketing on the right in-market accounts, and the downstream impacts have been huge:  

• A 29% increase in ARR for deals that have seen ads 
• 28.7x return on ad spend (ROAS) 
• Higher meeting rates, qualified opportunity rates, and deal velocity 

Veeam 

Veeam shifted from a traditional Lead Waterfall model to Forrester’s Revenue Waterfall model, which emphasizes buying groups over individual leads. The change was made possible by using 6sense data that identifies buying group activity.  

The results were impressive:  

• 6% increase in new opportunities 
• 46% rise in average opportunity size 
• 33% growth in the value of won opportunities 
• 40% shorter sales cycle 

Ad Campaign of the Year 

Finalists: Ivanti, NinjaCat, and Qualcomm 

This award honors a successful, transformative ad campaign and is judged on creativity, 6sense targeting use, efficient spend, and exceptional results. 

Ivanti 

Ivanti launched a campaign to its existing IT customers, aiming to cross-sell a product that makes it easier for customers to know and manage which devices are connecting to their systems. 6sense data helped power the multi-channel campaign, which used eye-popping humor to demonstrate the problems Ivanti can solve.  

The results: 

• 90% account reach (vs. industry benchmark of 80%) 
• 58% engagement of targeted accounts (industry benchmark: 20%) 
• Social ads CTR of 0.57% (benchmark: 0.30%) 

NinjaCat  

NinjaCat created a fun “Big Data Day” musical, complete with music videos to highlight the pain points of client services teams, data and analytics teams, and engineering and product development teams. NinjaCat targeted the videos to personas within in-market accounts in the Awareness phase.  

“It was a fun way for our target audience to interact with the brand for the first time, and it focused on our target persona’s pain points without being too product-focused,” said Growth Marketing Manager Rianne Maharaj. 

“Big Data Day” was their second video campaign targeting the same audience. Compared to the previous campaign, the marketing sing-along produced: 

• 422% increase in accounts reached 
• 65% higher view rate 
• 369% increase in video completion rate 
• 69% drop in cost per view 

Qualcomm 

Qualcomm’s “Power to Move Your Business” campaign was a global initiative designed to launch the Snapdragon X Elite Compute Platform. Targeting industry partners, small-business owners, and IT decision-makers, the campaign employed a multi-channel strategy that included display ads, video ads, LinkedIn promotions, and more.  

According to Carmen True, Vice President, Marketing at Qualcomm, “6sense was one of the very first pieces we put in place to scale our go-to-market capabilities and diversify our business. By harnessing the rich audience insights provided by 6sense, we were able to tailor our messaging to meet the specific needs and preferences of enterprise IT Decision Makers at every step of the buying journey. POWER TO MOVE YOUR BUSINESS is aligned with our broader company strategies and leverages investments we began making 18 months ago. Most importantly, it demonstrates that we have become a modern go-to-market organization capable of delivering end-to-end experiences that resonate deeply with our customers.” 

One Revenue Team 

Finalists: Coveo, Development Dimensions International (DDI), and Simpro 

This award honors customers who incorporated 6sense into their revenue processes quickly to achieve measurable value.  

Coveo 

Prior to adopting 6sense, Coveo’s marketing and sales organizations operated in silos that hindered their ability to prioritize high-potential accounts effectively, resulting in missed opportunities and inefficiencies in their pipeline management. According to Mike Raley, SVP of Marketing, “The integration of 6sense into our GTM strategy has been transformative. It has enabled us to align our marketing and sales efforts, prioritize high-intent accounts, and drive significant revenue growth.”  

Their journey started at the top with a clear vision and cascaded throughout the organization to gain buy-in, ownership and development of new behaviors. Integrating 6sense into their processes empowered their teams to make better decisions based on real-time insights and predictive analytics, leading to more strategic targeting and efficient resource allocation. 

Development Dimensions International 

Development Dimensions International (DDI) used 6sense to deliver dynamic marketing campaigns focused on in-market accounts, helping to both drive awareness and identify qualified opportunities.  

Jarrod Cohen, Manager of Global Campaign and ABX Programs, describes the benefits: “Being able to tie in marketing campaigns to actual pipeline dollars is something I’ve always wanted to do at DDI. Now we can go to our sales partners and say, ‘these are the accounts that are best worth your time.’ It’s been so rewarding both professionally and for our organization.” 

The impact, based on YoY results from the first half of 2024: 

• 32.5% increase in opportunities created 
• 43% decrease in average sales cycle days 
• 22.68% increase in pipeline dollars 

Simpro 

Simpro’s revenue team achieved alignment by embracing transparency and teamwork. In regular meetings and workshops, they tracked KPIs for account movement, 6QA qualification of named accounts, inbound opportunities, and marketing-driven pipeline.  

The result: A lot more clarity around marketing’s contributions and which efforts were working best, and a stronger focus on opportunities rather than raw lead numbers. 

Simpro rolled out 6sense in the UK region first, and achieved: 

• 125% of its revenue target by Q2 
• 126% of target deal size 
• 1.7x win rate for outbound efforts compared to inbound leads 

ABM Program of the Year 

Finalists: Flexential, HPE Aruba Networking, NinjaOne, and Shell Lubricants 

This award celebrates exceptional execution driving successful results. These finalists have shown masterful account targeting and audience selection based on 6sense data, extraordinary efficiencies and cost-savings, and peerless results. 

Flexential 

Flexential’s sales and marketing teams worked together to redefine their Ideal Customer Profile (ICP) and worked with 6sense to build an intent model they named ‘Let ’er Rip.’ By focusing marketing efforts on in-market accounts and using dynamic account lists to deliver “Chili Pepper Hot” leads to sales reps, the company has: 

• Reached 127% more accounts with 44% less spend 
• Lowered CPM while nearly doubling impressions 
• Generated $6.42M in new pipeline from the intent audience lists 
   

“In the first half of 2024, we’ve already outperformed our targets, achieving two to three times the pipeline goals set for our key campaigns,” said Kim Johnston, VP of Revenue Marketing. 

HPE Aruba Networking 

HPE Aruba Networking initially focused on fewer than 500 accounts in the U.S. and Latin America while proving its ABM program. It has now expanded to include thousands of in-market accounts across more than 35 countries in the Americas, EMEA, and Asia Pacific regions.  

The Global 1:1 Program’s strength lies in its ability to deliver personalized experiences tailored by segment, solution intent, country, and language. This includes both multi-channel advertising and outbound efforts by HPE Aruba Networking’s BDR team. 

The Global 1:1 Program achieved: 

• 6% higher win percentage 
• 1.6X higher deal size 
• 56% of the accounts from the outbound ABM BDR program have new opportunities – MGOs! 

NinjaOne  

At NinjaOne, the ABM team built a custom, weekly workflow for SDRs that leverages 6sense insights. They paired it with a multi-channel, journey-based campaign, and aggressive, best-in-class sales tactics. This innovative program led to phenomenal adoption and growth, including: 

• A cost-per-demo that decreased over 90% compared to non-ABM sources  
• Outbound SDRs opening meaningful opportunities in as little as 18 days 
• 600% ROI in pipeline creation from ABM program spend 

Shell Lubricant Solutions 

Shell Lubricant Solutions united the data insights available in 6sense, Salesforce, and Pardot to develop an end-to-end integrated buying journey ecosystem. They then launched Predictive AI to spot account buying stages so they could deliver personalized resources and measure how efforts were influencing buyers.  

The impact: 

• 477% ROI (June ’23 through June ’24) 
• Margin delivery outpacing target by $600K through Q2 FY24 
• 887 net new marketing-enabled opportunities created in Salesforce YTD in 2024 
• Cycle time decreased from 90 days to 24 days 

Partner of the Year  

Finalists: Stein IAS, LinkedIn, HubSpot 

The Partner of the year award acknowledges and celebrates outstanding achievement and innovation in our partner ecosystem. It is designed to showcase the tremendous work done by partners in our services and technology ecosystem, which helps deliver ultimate success to our customers.  

The Partner of the year award was measured using 5 key areas: 

• Product Innovation & Services 
• Marketing 
• Partnership 
• Performance 
• Overall relationship 

Stein IAS 

Stein IAS is a newcomer to the 6sense Services Partner program in 2024 and has hit the ground running, achieving scale fast whilst maintaining excellence in quality and execution. Stein IAS measured as a top services performer in all 5 categories!  

Key highlights include:  

• 6sense being a key pillar in all their Brand to Demand strategy to customers and detailed service packages to reflect value & optimization of 6sense.  
• Launch of their Origin product which provides audience analysis and a lead forecasting tool of 6sense audiences into LinkedIn 
• Worldwide marketing collaboration, including co-hosting events in New York in collaboration with LinkedIn and the IAA, at Cannes Lions both at the B2B movie premier (featuring Tom Stein) and additional thought leadership activations, and multiple online collaborations  

LinkedIn 

LinkedIn is one of the most used activation channels for 6sense customers. Millions of audience segments are synced each month to drive value for our mutual customers. The partnership continues to go from strength to strength.  

Key highlights include: 

• Increased integration capabilities across both segment syncs and advanced reporting and analytics, with our product teams working together to innovate with the goal of customer value 
• LinkedIn have supported 6sense in creating educational content on multiple platforms including a YouTube video series, webinars and an eBook; all aiming to educate on best practices, reporting attribution and new use cases 

HubSpot 

HubSpot has one of the most enviable partner programs in the industry and the depth of the partnership between Hubspot + 6sense reflects that: 

• Product Innovation & Services: 6sense is participating in App Ascend, a fast-track innovation program with technical support designed to help 6sense build stronger integrations for our mutual customers 
• Partnerships: 6sense joined HubSpot’s Partner Growth Accelerator program, matching top HubSpot technology and services partners to co-build GTM motions. 6sense was paired with services partner New Breed to create and deliver a HubSpot+6sense+New Breed campaign to help customers get more value out of their entire tech stack! 
• Co-selling/Co-servicing: 6sense was invited to HubSpot’s co-sell/co-service program, which enables sales reps and CSMs from both companies to directly connect to collaborate on accounts of mutual interest.