Showpad Crushes Prioritization and Pipeline Challenges with 6sense

Showpad is a global leader in revenue enablement technology, providing teams with modern selling solutions to maximize hybrid sales. The company was named a Strong Performer by Forrester’s Wave for...

Showpad is a global leader in revenue enablement technology, providing teams with modern selling solutions to maximize hybrid sales. The company was named a Strong Performer by Forrester’s Wave for Sales Content Solutions, recognized as a Top 10 software company by G2, and listed in Deloitte’s Fast 50 and Inc. magazine’s 2019 Best Workplaces.

Showpad partnered with 6sense to help its sales teams identify and target the right accounts with the right information at the right time.

The strategy worked: 6sense helped Showpad’s close rates increase by 289%.

The Challenge

Company leaders determined that Showpad’s sales team spent too much of its valuable time finding and prioritizing the right accounts to work. Showpad wanted a more impactful and efficient approach that could:

  • Increase prioritization of accounts so reps would know where to focus their efforts
  • Drive accountability so accounts would stop getting stuck along the way
  • Increase pipeline with the help of account intelligence and prioritization
  • Prevent churn by knowing when renewing customers are checking out competitors

The Solution

6sense helped Showpad accomplish its goals by using intent data to surface accounts showing signals of buyer readiness. Each salesperson now had a dashboard that revealed 6sense Qualified Accounts (6QAs) — in other words, ICP accounts that were ready to engage right now.

As Dustin Deno, Showpad’s SVP of Global Sales, explains: “The beauty of 6sense is that it looks back at where you perform well and then surfaces other accounts that are doing the same behaviors those other accounts were doing when they bought. We leverage 6sense to bubble up who we should be focused on.”

In addition to targeting the right people, salespeople can now offer value to renewing and new customers by focusing their outreach with hyper-relevant information. These actions all hail from the insights 6sense surfaces on how accounts are engaging and what they’re researching.

Showpad salespeople start their day with priorities laid out for them, based on solid intent data and proven predictive models from 6sense. Managers also have a dashboard that rolls up their reps’ priorities into a quickly digestible format.

Everyone on the sales team is on same page, each with an at-a-glance understanding of how high-priority accounts are being worked.

Key Results

Here’s how I see account prioritization. There are a million stones on the ground. As a seller, you’re turning them over one by one, looking for the best accounts. 6sense tells you, ‘Go look in that corner. That’s where the opportunities are.

Dustin DenoSVP of Global Sales, Showpad

Clearly, the metrics support this approach:

  • Close rates increased 289%
  • 76% of qualified opportunities are 6QAs

Showpad was so impressed by 6sense’s impacted that it’s taking the approach to its international markets. “We fundamentally believe in this approach and have made it the pillar of our outbound strategy,” Deno says.