How does 6sense track pipeline from CE?

Laurel Slutsky

As a Solutions Consultant for CE, this question comes up a lot when talking to new potential customers - how do we track our pipeline that comes from CE? Today, I am going to share how we do it at 6sense!

Now, part of this process does derive from how we actually have BDRs tracking meetings (see more here!). In short, here at 6s we make sure that when a meeting is booked from Conversational Email, the BDR updates the Primary Campaign Source field on the opportunity on SFDC to the name of the corresponding CE campaign (in this example below it is "FY-25-02-20-1557-CE-Marketing-6QA-Comm-6SNS" and we have these mirrored as existing SFDC campaigns) and the Outbound Source to "Conversational Email."

From there, we need to create a set of different reports that we can then utilize on a SFDC Dashboard since all dashboards are made from reports. The first report we will talk through is the CE generated pipeline by Stage. Check out our filters for this below!

The TLDR is: these are all oportunities that our BDRs have marked as sourced by a CE campaign (i.e. they were introduced from the AI Agent to the prospect because they wanted to take a meeting with us), and have at some point, hit Stage 0.

We will then simply repeat this report for Stage 1, 2 and 3. Your SFDC Operations team can use this same report to pull # of opps driven from CE and Total $$ associated with these opps generated from CE.

Next, to build a Closed Won report from CE for your dashboard, we use the filters below. This will generate all the opps that are now Closed-Won with the Primary Campaign Type being Conversational Email.

This will be a great start to your dashboard to begin tracking opportunities generated from Conversational Email. (To get a dashboard in SFDC, we recommend talking to your SFDC operations team!)

(*dummy data example)

Do you do this a different way? We'd love to hear how our customers are tracking!