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From Intuition to Intelligence: How ScienceLogic Achieved 4X Faster Sales Velocity with 6sense

Reston, VA
6sense for Sales & Marketing
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22x

increase in worked 6QAs


$17 million

in new pipeline from 6QA accounts


50%

increase in account engagement

ScienceLogic, a leader in automated IT operations and observability solutions, empowers organizations with actionable insights, seamless visibility across environments, and workflow automation to drive outcomes and eliminate manual tasks with their ScienceLogic AI platform.

We sat down with Arielle Recine, vice president of lifecycle marketing, and Connor Wright, senior ABM manager at ScienceLogic, to learn how the company transformed their marketing and sales strategy using 6sense’s account intelligence capabilities. 

By moving from fragmented data and intuition-based decisions to a comprehensive targeting approach, ScienceLogic has significantly improved their account targeting, sales-marketing alignment, and pipeline velocity across their entire lifecycle marketing program.

The Challenge: Breaking Free from Fragmented Data and Gut Decisions

When ScienceLogic’s team began their journey with 6sense, they faced several critical challenges in their sales and marketing efforts:

  • Data fragmentation across multiple systems forced the team to manually export and compile weekly Excel exports, wasting valuable time on administrative tasks rather than strategic activities.
  • Limited and delayed visibility into account behavior and buying signals meant teams couldn’t distinguish between accounts showing genuine interest and casual website visits.
  • The lead-based approach focused on individual contacts rather than full account, multi-threaded engagement, resulting in missed opportunities and inefficient resource allocation.
  • The sales teams relied heavily on historical relationships and opportunities for account targeting, often pursuing accounts that weren’t actively in-market.
  • With only 1-2% of 6QAs being worked in their CRM system, the team was failing to capitalize on most of their high-potential opportunities.

Speaking about their previous solution, Connor says, “It was just a collection of data. Here’s the accounts coming to your website and nothing beyond that. We weren’t able to say [which] accounts were coming to our site or visiting us more frequently than others.” 

Choosing an AI-Powered Solution 

ScienceLogic was previously using Terminus, but made the decision to switch to 6sense because of the platform’s robust AI predictive model. While Terminus had comparable website visit data and integrations, Connor says 6sense offered stronger intent data and account intelligence. 

“What stood out when we were evaluating 6sense was how fast the intelligence capabilities came through and how easy it is to set up 6sense with other platform integrations,” Connor adds. 

The Solution: Building a Culture of Data-Driven Sales

ScienceLogic implemented a comprehensive solution using 6sense’s platform, focusing on a few key areas:

  • Predictive intelligence and account insights
  • Sales enablement and adoption, and 
  • Account-based campaign strategy evolution. 

Predictive Intelligence and Account Insights

The team used 6sense’s predictive modeling to identify and prioritize high-intent accounts, moving beyond basic website analytics to understanding true buying signals. The new platform offered sophisticated account scoring that helped the team identify which accounts were truly in-market and where they stood in the buying journey.

“The number one thing was the predictive modeling, saying these are the accounts that we think you should go after rather than just information on which pages were being viewed,” says Connor.

This intelligence transformed how the team prioritized accounts. Rather than working from abstract lists of website visitors, they could now identify both new accounts showing first-time interest and existing accounts demonstrating increased buying signals. 

The impact was particularly notable in their strategic planning, where the marketing team, armed with AI-driven account intelligence suggested refining their target account list from over a thousand companies to a focused group of 200 accounts showing active buying intent.

Sales Enablement and Adoption

ScienceLogic launched a comprehensive enablement program focused primarily on their enterprise business team, with a strategic rollout that began in March and April of 2024.

First, they began with foundational awareness sessions, introducing the concept of ABX and 6sense‘s capabilities. This was followed by hands-on deep-dive training where teams learned to navigate the dashboard, understand key metrics, and use the platform’s features.

The program’s key components included:

  • BDR Certification: Business Development Representatives completed mandatory 6sense certification, with a spiff program rewarding the first three certified BDRs
  • Weekly Office Hours: Regular sessions where Arielle and Connor showcased power users among the AEs and BDRs who were consistently logging in and using the platform effectively
  • Internal Resource Hub: A centralized SharePoint containing all training recordings and materials
  • Resource Landing Page: A 6sense-built page housing all relevant resources

The strategy emphasized creating “good catchers” within the sales organization, ensuring teams understood 6QA signal interpretation, orchestration steps, outreach sequence customization, and contact acquisition processes.

“During the enablement of our sales and marketing teams, the expertise of the 6sense team was invaluable. They provided critical guidance and strategic insights, allowing us to effectively leverage the platform during this pivotal growth phase.”


Arielle Recine
Vice President of Lifecycle Marketing, ScienceLogic

This comprehensive enablement program quickly showed results, with the team adding nearly 3,000 new contacts through 6sense’s intuitive contact acquisition feature. This structured approach helped shift the organization from traditional lead generation to an orchestrated process with data at the helm of decisions.

Campaign Strategy Evolution

Armed with both predictive intelligence and a well-trained sales team, ScienceLogic implemented a strategic campaign approach that evolved throughout the year to meet different business objectives:

  • Initial Awareness: March launch focused on platform awareness
  • Customer Pilots: A May pilot targeting MSPs to increase usage and adoption
  • Pipeline Generation: Always-on use case campaigns targeting accounts without opportunities
  • Pipeline Acceleration: Targeted campaigns for Stage 1 and 2 opportunities stuck longer than 30 days
  • Display Advertising: Running targeted ads through 6sense to drive engagement

The campaigns demonstrated a strategic progression from basic awareness to sophisticated pipeline generation and acceleration. They prioritized accounts through multiple channels, using 6sense data to feed insights to sales through Salesforce, daily emails, and the sales intelligence dashboard. 

This multi-channel approach ensures campaign visibility across the entire sales organization while maintaining focus on high-intent accounts.

The Results: Transformed Sales Velocity and Team Alignment 

ScienceLogic’s implementation of 6sense delivered significant measurable results across multiple areas. The platform drove immediate engagement, with almost 100 meetings secured by BDRs in just two months. This momentum continued to build, eventually generating:

  • $17M in new pipeline from 6QA accounts
  • 150 meetings booked directly from 6sense data since May 2024
  • 4x faster sales velocity for 6sense-influenced opportunities
  • 22x increase in worked 6QAs
  • $8.7M in accelerated pipeline
  • 50% increase in account engagement

While these numbers demonstrate significant financial impact, the true transformation has been in how sales and marketing now collaborate.

“6sense has allowed the marketing organization to be true partners with sales. We’re able to actually bring data and sales intelligence to their fingertips,” says Arielle. “That has empowered marketing to really have a voice and sales view us more as trusted advisors.”

About the Customer

ScienceLogic is a technology company specializing in IT Operations management and AIOps. Our platform helps organizations manage, monitor, and optimize complex IT infrastructures. 

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