6sense - Detailed Review
Sales Tools
6sense - Product Overview
Introduction to 6sense
6sense is an AI-powered platform that specializes in providing advanced predictive analytics and artificial intelligence solutions for businesses, particularly in the sales and marketing sectors. Here’s a breakdown of its primary function, target audience, and key features:Primary Function
6sense is designed to help businesses identify and engage with potential customers more effectively. It captures intent signals from various sources, connecting them to prospect accounts to provide comprehensive insights into the buying journey. This enables companies to anticipate customer behavior, optimize marketing campaigns, and drive revenue growth.Target Audience
The primary target audience for 6sense includes large enterprise businesses, especially those in the Enterprise Tech industry. These businesses often have complex sales cycles and multiple touchpoints with their customers. The platform is also geared towards marketing and sales professionals, tech-savvy individuals, and decision-makers within B2B companies who are looking to improve their lead generation, account-based marketing, and overall customer engagement strategies.Key Features
- Intent Signal Capture: 6sense captures intent signals from every known and anonymous source, connecting them to prospect accounts to deliver complete insights into the buying journey.
- Dynamic Audience Lists: The platform allows users to create dynamic, continuously updated lists of target accounts based on real-time data and over 80 purpose-built filters.
- Contact Enrichment: 6sense helps in finding gaps in buying team coverage and automatically acquires or enriches contacts with key job functions and seniorities, integrating them into CRMs or MAPs.
- Omnichannel Ad Campaigns: Users can create and manage ad campaigns across display, search, video, and paid social channels from a single platform, leveraging custom DSP or integrations with major ad platforms.
- AI-Powered Outreach: The platform uses AI to deliver highly personalized messages to the right buyers at the right time, using account and buyer context, SignalVerse data, and brand messages.
- Sales AI Insights: 6sense provides AI-driven insights that highlight which accounts are most likely to buy, suggest which people to contact, and recommend next best steps for progressing deals. It integrates with popular B2B platforms and offers turn-by-turn directions to move deals forward based on account behavior.
- Comprehensive Reporting: The platform tracks account-based metrics like buying stage progression, engagement activity, and ad performance to measure the impact of GTM strategies on revenue.
6sense - User Interface and Experience
User Interface of 6sense
The user interface of 6sense, particularly in its Sales AI-driven product category, is characterized by several key features and aspects that impact its ease of use and overall user experience.
Interface and Customization
6sense offers a dashboard-based interface with customizable widgets, allowing users to personalize the platform to their specific needs. This flexibility is beneficial, but it also means that the interface can be somewhat complex, leading to a moderate to steep learning curve initially.
Ease of Use
While the platform is feature-rich, the initial setup and familiarization can be challenging. However, 6sense provides a personalized onboarding process that includes training and support to help users get started quickly. This onboarding process, along with regular check-ins from a dedicated customer success manager, helps users overcome the initial learning curve and maximize the platform’s potential.
User Experience
Once users become familiar with the interface, handling the data and using the various tools becomes more manageable. The platform integrates seamlessly with popular B2B tools and CRM systems like Salesforce, HubSpot, Google Analytics, and Marketo, which streamlines the sales process and enhances user experience. This integration allows for automated workflows, real-time buyer signals, and personalized engagement, all of which can be managed within the familiar dashboards of existing tools.
Key Features and Insights
6sense provides several features that enhance the user experience, such as:
- Prioritization Dashboards: These help sellers identify which accounts and contacts to engage with and when, based on their activity and intent signals.
- AI Account Insights: These give sellers an instant dossier on what has happened at an account in the last 30 days, including sales activity, web activity, and marketing engagement. This helps in preparing for calls and outreach more effectively.
- Contact & Company Data: Real-time B2B contact data and account-level insights are provided, enabling personalized outreach efforts.
Feedback and Support
User feedback highlights that while the platform’s predictive analytics and intent data are highly valuable, some users have noted that the UI can be a bit clunky and slow, leading to occasional complaints about data refresh times and segment viewing. However, the customer support team is proactive and helpful, ensuring that users can continuously improve their use of the platform.
Overall, 6sense’s user interface is powerful but may require some time to get accustomed to. The support and onboarding process are crucial in helping users overcome the initial challenges and fully leverage the platform’s capabilities.
6sense - Key Features and Functionality
Key Features and Functionality of 6sense in the Sales Tools AI-Driven Product Category
Capturing and Analyzing Buyer Intent Signals
6sense is built around its ability to capture and analyze buyer intent signals from a vast array of sources, including both known and anonymous data. This data is integrated into the platform’s SignalVerse, which processes over one trillion buyer signals daily. These signals help identify which accounts are actively in the market and showing signs of readiness to engage or buy, allowing sales teams to focus their efforts on the most promising leads.Predictive Analytics and AI Models
The platform leverages predictive analytics and AI models to predict the timing of account closures and suggest the best actions to engage potential buyers. These models use historical data, statistical algorithms, and machine learning techniques to identify high-quality leads and optimize the sales funnel. This predictive capability enables businesses to personalize their marketing and sales outreach more effectively.Dynamic Audience Lists and Contact Enrichment
6sense allows users to create dynamic audience lists using real-time data from SignalVerse and their CRM or Marketing Automation Platform (MAP). With over 80 purpose-built filters, users can find and target the companies that matter most to their business. Additionally, the platform helps identify gaps in buying team coverage and automatically acquires or enriches contacts with key job functions and seniorities, ensuring comprehensive coverage of potential buyers.Omnichannel Ad Campaigns
The platform enables users to create and manage omnichannel ad campaigns across display, search, video, and paid social channels from a single interface. This includes integrations with Google, LinkedIn, Meta, and The Trade Desk, allowing for targeted ad spend on the buyers and accounts most likely to convert. This feature ensures that marketing efforts are focused on the most relevant audiences, enhancing budget efficiency and conversion rates.AI-Powered Sales Outreach
6sense features AI-powered Sales Development Representatives (SDRs) that deliver personalized messages to the right buyers at the right time. Users can prompt these AI agents using account and buyer context, SignalVerse data, and their brand and product messages. This automation ensures highly personalized outreach without sacrificing quality, helping to accelerate pipeline creation and improve engagement rates.Account Intelligence and Prioritization
The platform provides sales reps with AI-driven insights that highlight which accounts are most likely to buy, suggest which people to contact at those accounts, and recommend the next best steps for progressing deals. This account intelligence is integrated into CRM and Sales Engagement Platforms (SEPs), enabling reps to prioritize accounts based on their buying stages and conversion potential.Comprehensive Reporting and Metrics
6sense offers comprehensive reporting that tracks account-based metrics such as buying stage progression, engagement activity, and ad performance. This allows businesses to measure the impact of their go-to-market (GTM) strategy on revenue, from Ideal Customer Profile (ICP) to closed deals. This visibility helps in optimizing pipeline growth and ensuring that marketing and sales efforts are aligned and effective.Integration with Other Tools
The platform integrates with popular tools like Salesforce, Microsoft Dynamics, and HubSpot, as well as ad platforms. For example, the integration with G2 Buyer Intent allows for unified intent data, enhancing ABM prioritization and optimization efforts. These integrations ensure seamless data exchange and workflow automation across different systems.Benefits of Using 6sense
Improved Targeting and Efficiency
By focusing on in-market accounts and high-quality leads, businesses can target smarter and increase budget efficiency.Enhanced Pipeline Growth
Identifying new prospects and upsell opportunities helps in building and optimizing the sales pipeline.Personalized Engagement
AI-driven insights and automated outreach enable more strategic and timely engagement with potential buyers.Better Decision Making
Predictive analytics and comprehensive reporting provide valuable insights that help in making informed sales and marketing decisions.Alignment Between Sales and Marketing
The platform ensures that sales and marketing efforts are aligned, leading to better engagement and conversion rates. 6sense - Performance and Accuracy
Evaluating the Performance and Accuracy of 6sense
Evaluating the performance and accuracy of 6sense in the Sales Tools AI-driven product category reveals several key strengths and some areas where improvements could be considered.
Performance
6sense has demonstrated impressive performance in various aspects of sales and marketing:
Pipeline Acceleration and Deal Closure
Companies like MX have seen a 60% increase in pipeline acceleration, and Showpad experienced a 289% improvement in close rates. Aruba also reported a 60% increase in deal sizes and sales velocity.
Lead Quality and Engagement
6sense helps identify high-quality leads and prioritize them effectively. For instance, 76% of Showpad’s qualified opportunities were sourced through 6sense, and PTC generated significant engagement from 1,200 net-new accounts and 1,000 qualified leads within three months.
Sales and Marketing Alignment
The platform aligns sales and marketing efforts by providing AI-driven predictions that identify ideal accounts and their buying stages. This alignment has led to improved engagement and conversion rates, as seen in the case of HighRadius, which increased engagement by 160% within three months.
Accuracy
The accuracy of 6sense is a significant selling point:
Data Accuracy
6sense is known for its industry-leading data accuracy, providing reliable insights into accounts and buying teams. The platform continuously updates data through proprietary machine learning and human QA, ensuring that the information is accurate and up-to-date.
Predictive Analytics
The predictive analytics capabilities of 6sense are highly accurate, enabling businesses to identify accounts that are in-market and ready to buy. This accuracy helps in eliminating guesswork and focusing on the most promising prospects.
Limitations and Areas for Improvement
While 6sense has shown strong performance and accuracy, there are a few potential limitations and areas for improvement:
Implementation and Onboarding
Integrating any new AI-driven platform can be challenging. Businesses might need significant time and resources to fully implement and onboard the 6sense platform, which could be a barrier for smaller or less tech-savvy organizations.
Data Quality Dependency
The accuracy of 6sense’s insights depends on the quality of the data it processes. If the initial data is flawed or incomplete, the predictions and insights may not be as accurate. Therefore, ensuring high-quality data input is crucial.
Cost and Accessibility
Advanced AI-driven tools like 6sense can be costly. This might make it less accessible to smaller businesses or those with limited budgets. However, the return on investment, as seen in various case studies, often justifies the cost for larger enterprises.
User Feedback and Case Studies
User feedback and case studies highlight the effectiveness of 6sense. For example, companies like Auth0, which saw a 25% increase in deal sizes and sourced $3 million in net-new pipeline, and RepTrak, which increased contract values by 64%, provide strong testimonials to the platform’s performance.
In summary, 6sense demonstrates strong performance and accuracy in the Sales Tools AI-driven product category, particularly in pipeline acceleration, lead quality, and sales and marketing alignment. However, potential users should be aware of the need for high-quality data input and the potential challenges of implementation and cost.
6sense - Pricing and Plans
The Pricing Structure of 6sense
The pricing structure of 6sense, a powerful account-based marketing (ABM) and sales platform, is segmented into several tiers, each catering to different business needs and scales.
Free Plan
- This plan is suitable for individual users and offers limited but essential features.
- It includes buyer discovery, a Chrome extension, and list management.
- Users receive 50 6sense credits per month to access the B2B database.
Team Plan
- This tier scales up the capabilities compared to the Free Plan.
- It includes features such as technographics, psychographics, dashboards, reporting, and CRM filters.
- The cost is custom-priced based on the team’s needs and the number of users. You need to contact 6sense to get a specific quote.
Growth Plan
- This plan is the first tier suitable for larger marketing teams.
- It includes all the features from the Team Plan, plus 6sense Intent and advanced analytics.
- Like the Team Plan, the pricing is custom and depends on the specific needs of the business.
Enterprise Plan
- This is the most comprehensive plan, offering advanced AI, predictive analytics, and custom integrations.
- It is aimed at large organizations with significant marketing resources.
- The cost can exceed $100,000 per year, and precise pricing varies based on the organization’s size and needs.
Additional Considerations
- Implementation Fees: These fees can be negotiated, especially if you have a solid plan for rolling out the platform and are committed to its success.
- Credits and Add-ons: 6sense uses a credit-based model for its B2B database. Businesses may need to purchase additional credits if they are scaling quickly.
- Negotiation Tips: Prices are often negotiable, especially near the end of a quarter when sales representatives have targets to meet. Long-term contracts and bundling features can also lead to better pricing.
Free Tools and Trials
- 6sense offers a free plan for individual users to get familiar with the platform’s basic features.
- Additionally, there are free tools and trials available, such as the Revenue AI for Sales free plan, which provides access to 270 million B2B profiles, emails, and direct-dial phone numbers.
By understanding these tiers and features, you can better determine which plan aligns best with your business needs and budget.
6sense - Integration and Compatibility
Integration with G2 Buyer Intent
Comprehensive Visibility
The integration between 6sense and G2 Buyer Intent allows for comprehensive visibility into target accounts by combining intent data from both platforms. This integration sends G2 Buyer Intent accounts to 6sense, where an embedded Customer Data Platform (CDP) unifies and normalizes the data. This unified data powers account fit scores, target segments, and predicts the timing of account closures, enabling more targeted and efficient sales and marketing activities.Integration with Integrate
Automated Target Account Lists
6sense has an API integration with Integrate, a leader in B2B Precision Demand Marketing. This integration automates the import of target account lists across multiple channels, including content syndication, social media, digital, and virtual or in-person events. It leverages 6sense AI-driven insights to identify high-value accounts and update these lists dynamically to reflect changes in buying behavior.Integration with CRM and Marketing Automation Platforms
Seamless Workflow
6sense integrates with popular B2B platforms such as CRM systems (e.g., Salesforce) and Marketing Automation Platforms (MAPs). These integrations allow 6sense capabilities to be baked directly into the dashboards that sales and marketing teams already use. This ensures that sellers can access deep insights, prioritize accounts, and engage contacts without leaving their familiar workflows.Omnichannel Campaign Management
Focused Ad Spend
6sense enables the creation and management of omnichannel ad campaigns across display, search, video, and paid social channels. It integrates with custom DSPs or platforms like Google, LinkedIn, Meta, and The Trade Desk, allowing for focused ad spend on high-potential buyers and accounts.Sales AI Tools
Instant Insights
The 6sense Sales AI integrates with various sales tools to provide instant insights into which accounts to prioritize, what they care about, and how to engage them. It offers turn-by-turn directions to move deals forward by monitoring account behavior and alerting sellers to opportunities. This integration helps sellers prepare for calls and outreach with detailed account insights, including sales activity, web activity, and marketing engagement.Data Exchange and Enrichment
Reliable Information
6sense captures intent signals from various sources and connects them to prospect accounts, enriching contact data with key job functions and seniorities. This data is then integrated into CRM and MAP systems, ensuring that sales teams have reliable and up-to-date information to engage prospects effectively.Conclusion
In summary, 6sense integrates with a wide range of technologies to provide a cohesive and data-driven approach to ABM and sales. Its compatibility across different platforms ensures that sales and marketing teams can leverage AI-driven insights within their existing workflows, enhancing efficiency and effectiveness in targeting and engaging high-value accounts. 6sense - Customer Support and Resources
Comprehensive Customer Support Options
When using 6sense, particularly in the Sales Tools AI-driven product category, you can expect a comprehensive array of customer support options and additional resources to help you maximize the platform’s potential.Multiple Support Channels
6sense provides several support channels to ensure you get the help you need. This includes extensive documentation and resources for troubleshooting and optimizing platform use. These resources are available to help you address any issues or questions you might have as you use the platform.Personalized Support Sessions
In addition to standard support, 6sense offers personalized support sessions. These sessions are conducted with customer success managers who can help you tailor the platform to your specific needs. This personalized approach ensures that you can fully leverage the capabilities of 6sense to meet your sales and marketing goals.Onboarding Sessions
A key feature of 6sense’s support is their onboarding sessions, also led by customer success managers. These sessions are designed to help you effectively navigate the platform from the outset, ensuring a smooth integration and optimal use of its features.Extensive Knowledge Base
6sense maintains an extensive knowledge base that includes help articles, product updates, and other resources. This self-service support allows you to find answers to common questions and learn best practices for using the platform on your own.Maximizing Your Experience
By providing these various support options, 6sense ensures that you have the tools and assistance necessary to make the most out of their AI-driven sales prospecting tools and to achieve your sales and marketing objectives. 6sense - Pros and Cons
Advantages
Comprehensive ABM Solution
6sense offers a complete set of features for account-based marketing and sales teams, providing deep insights into account behavior and enabling highly targeted, personalized marketing campaigns.
Powerful AI Insights
The platform uses AI-driven analytics to analyze buyer intent signals, firmographics, and engagement data, helping teams identify and prioritize high-value accounts. This allows for more focused outreach and personalized marketing messages.
Predictive Analytics
6sense’s predictive analytics and intent data are highly accurate, guiding outreach efforts by pinpointing when accounts are most likely to convert. This helps in aligning sales and marketing efforts effectively.
Integration with CRM Systems
The platform integrates seamlessly with CRM systems like Salesforce, ensuring smooth data flow and collaboration between marketing and sales teams.
Dynamic Audience Segmentation
6sense allows teams to segment their audience dynamically based on behavior, ensuring marketing efforts are laser-focused on the most relevant prospects. It also helps in cutting down wasted ad spend by narrowing the audience.
Prioritization and Personalization
The Prioritization Dashboard and other features help sales teams understand where an account is in the buying process, enabling more personalized and timely outreach efforts.
Disadvantages
Steep Learning Curve
The advanced features and capabilities of 6sense can be overwhelming for new users, requiring a significant investment of time and resources to implement and fully utilize.
High Cost
6sense is a significant investment, which may not be feasible for smaller businesses or those with limited budgets. The cost vs. ROI may not justify the investment for regional or smaller-scale operations.
Data Overload
Smaller businesses might find the breadth of data and insights generated by 6sense overwhelming, especially if they have a more straightforward customer journey or a smaller target audience.
Interface Issues
Some users have reported that the user interface can be clunky and slow, leading to complaints about data refresh times and segment viewing, which can deter some sales reps from using the platform.
Limited Regional Applicability
6sense is more suited for businesses operating on a national or global scale. For regional businesses with a focused local scope, the platform’s global reach capabilities may not be fully utilized.
Overall, 6sense is a powerful tool for enterprise-level B2B organizations with complex sales cycles and large target account lists, but it may not be the best fit for smaller or regional businesses due to its cost and the complexity of its features.
6sense - Comparison with Competitors
6sense Key Features
- Intent Signal Capture: 6sense captures intent signals from every known and anonymous source, connecting this data to prospect accounts to provide complete insights into the buying journey.
- AI-Powered SDRs: It leverages AI-powered Sales Development Representatives (SDRs) to deliver personalized messages to the right buyers at the right time.
- Dynamic Audience Lists: Users can create target account lists using real-time data from SignalVerse and their CRM or MAP, with over 80 purpose-built filters.
- Comprehensive Reporting: 6sense provides detailed reporting on account-based metrics, such as buying stage progression, engagement activity, and ad performance.
- Multi-Channel Campaigns: It allows for the creation and management of omnichannel ad campaigns across display, search, video, and paid social channels.
Competitors and Alternatives
Demandbase
- ABM Platform: Demandbase focuses on account-based marketing, using AI to identify and target specific companies. It offers intent data, advertising tools, and a customer data platform.
- Key Difference: Demandbase is more specialized in ABM and customer data organization, whereas 6sense has a broader range of features including AI-powered SDRs and comprehensive reporting.
Terminus
- Multi-Channel Campaigns: Terminus helps businesses reach potential customers through various channels like email, online ads, and social media. It includes account targeting, campaign reports, and account scoring.
- Key Difference: Terminus is known for its multi-channel campaign capabilities and ease of use, but it may not offer the same level of AI-driven insights and automated SDR functions as 6sense.
Bombora
- Intent Data: Bombora specializes in intent data, analyzing what companies are searching for and reading online to identify potential customers. It integrates well with other sales and marketing tools and ensures privacy compliance.
- Key Difference: Bombora is more focused on intent data and privacy compliance, whereas 6sense provides a more holistic platform with AI-driven insights and multi-channel campaign management.
ZoomInfo
- Large Database: ZoomInfo offers a vast database of companies and contacts, including intent data, tech insights, and website visitor tracking. It also has sales automation tools.
- Key Difference: ZoomInfo is strong in data provision and sales automation, but it lacks the AI-powered SDRs and the comprehensive ABM orchestration found in 6sense.
SMARTe
- Global Contact Database: SMARTe provides access to a large global contact database and helps in company targeting with technographic data insights. It is cost-effective and integrates well with other tools.
- Key Difference: SMARTe is more focused on providing a large contact database and technographic insights, whereas 6sense offers advanced AI-driven features for sales and marketing.
Unique Features of 6sense
- AI-Powered Insights: 6sense stands out with its AI-driven insights that predict buyer behavior and identify the most promising leads. This allows for highly personalized and timely outreach.
- SignalVerse Data: The platform captures one trillion buyer signals daily, providing unparalleled accuracy and precision in identifying ready-to-buy accounts.
- Automated Outreach: The ability to automate highly personalized outreach through AI-powered SDRs is a unique feature that sets 6sense apart from many of its competitors.
In summary, while competitors like Demandbase, Terminus, Bombora, ZoomInfo, and SMARTe offer strong features in specific areas such as ABM, intent data, and sales automation, 6sense distinguishes itself with its comprehensive AI-driven platform, automated SDR capabilities, and holistic approach to sales and marketing.
6sense - Frequently Asked Questions
Frequently Asked Questions about 6sense
What is 6sense and how does it help in sales and marketing?
6sense is an account-based marketing (ABM) and sales platform that uses artificial intelligence and predictive analytics to capture buying signals, identify high-value prospects, and optimize go-to-market strategies. It connects intent signals from various sources to prospect accounts, providing complete insights into the buying journey and helping teams prioritize the best accounts, engage the right buyers, and multiply impact across every deal.What are the different pricing tiers offered by 6sense?
6sense offers four main pricing tiers: Free, Team, Growth, and Enterprise. The Free plan is limited to one user and includes basic features like buyer discovery and 50 credits per month. The Team plan adds more features such as technographics and CRM filters but requires a custom quote. The Growth plan includes all Team features plus intent data solutions and advanced analytics, also custom-priced. The Enterprise plan offers the full power of the platform, including advanced AI and predictive analytics, and is aimed at large organizations.Can I use 6sense for free?
Yes, 6sense offers a limited free plan suitable for individual users. This plan includes features like buyer discovery, Chrome extensions, and list management, along with 50 credits per month to spend on the B2B database. However, it is not feasible for extended use due to its limited features.How does 6sense integrate with other sales and marketing tools?
6sense integrates with popular B2B platforms, including CRM and sales engagement platforms (SEP). Its capabilities are baked directly into the dashboards you already use, allowing for seamless integration with tools like Google, LinkedIn, Meta, The Trade Desk, Mutiny, Drift, Salesloft, and Outreach. This integration helps sellers stay focused and benefit from deep insights within their usual workflow.What kind of data and insights does 6sense provide?
6sense captures one trillion buyer signals every day, including intent, company, and contact data. It provides AI-driven insights that highlight which accounts are most likely to buy, suggest which people to contact at those accounts, and recommend next best steps for progressing deals. It also offers account intelligence, contact and company data, and prioritization dashboards to help sellers engage the right buyers at the right time.How can 6sense help in automating and personalizing outreach to buyers?
6sense allows you to leverage AI-powered Sales Development Representatives (SDRs) to deliver personalized messages to the right buyers at the right time. You can prompt your AI agent using account and buyer context, SignalVerse data, and your brand and product messages. This helps in automating highly personalized outreach and ensures that every sales rep has valuable insights to engage buyers effectively.What kind of reporting and analytics does 6sense offer?
6sense provides comprehensive reporting that tracks account-based metrics such as buying stage progression, engagement activity, and ad performance. This helps in understanding the impact of your go-to-market strategy on revenue, from Ideal Customer Profile (ICP) to closed deals. The platform offers detailed analytics to maximize revenue potential.Can I negotiate the pricing with 6sense?
Yes, when you receive a quote from 6sense, it is often just a starting point for negotiations. You can discuss your budget and the value you expect from the platform. If you can show that you’re serious about becoming a long-term customer, you may be able to negotiate a more favorable deal.What kind of support and success model does 6sense offer to its customers?
6sense introduces the 6dimensional Success Model™, a methodology that empowers customers to unleash their full revenue potential and achieve extraordinary outcomes. This model is designed to support customers in getting the most out of the platform and achieving their sales and marketing goals.Are there any success stories or case studies available for 6sense?
Yes, there are success stories and case studies available. For example, Auth0 generated an additional $3 million in pipeline from 6sense-sourced opportunities and increased their average selling price by 25% within seven months of using 6sense.