Real 6sense value... measured

Dave DiMillo

Hi all. My name is Dave DiMillo and I run the 6sense business value program we call Value6. If you are trying to overcome your own fears around measuring and communicating the value you and your teams bring to your organization, we can help.

Our team works with you and our CSMs to help analyze the impact your results have delivered against the previous quarter. Some of the key metrics we report on are opportunity volume, average opportunity value, win rate, average deal size, average time-to-close.

Our goal is to give you and your organization comfort in knowing 6sense can help you proceed with confidence.

I would love to hear your perspective on 6sense business value. Are you curious about the impact that 6sense has had on your business? Are there other metrics you would be interested in us measuring? 

Let's chat. 

Dave

Renee Belina

I've seen the work you and your team have done, Dave. It's OUTSTANDING!

Jana_Marketing_Maven

I am actually getting ready to struggle with this a bit. We have some reps using 6sense and others not, so measuring everything in our database is not going to be useful to us (not to mention the database encompasses 4 divisions and only 1 has a model/sales who have access).

Working with my CSM we're looking to see if we can create a report that would show accounts reps have interacted with and subsequent opps on those accounts.

Am also trying to see if we can figure out a way to measure the value of alert emails - some way to show/track accounts in alerts (not just in the segments but shown on the alerts) and subsequent opps.

I know I also need to be able to see overall avg # of opps per rep vs. # of opps per 6sense using rep. (and comparing those to times previous to 6sense) as well as looking at time to close metrics.

Yes, I'm all over the place, but proving the value of 6sense (outside of the word-of-mouth from reps) will be key to our long-term success with it.

Dave DiMillo

@Jana_Marketing_Maven - I messaged you directly with a couple questions.

It was great to connect with you, Charlotte and Krista. For any others out there looking to connect, feel free to drop a comment here or email me at dave.dimillo@6sense.com.

Happy New Year.

AmandaBrown

Hi Dave - This is the situation I'm working with: Help Measuring Pipeline Impact for both Known and Unknown Contacts Engagement — RevCity by 6sense

If you have feedback, I'd appreciate it. Thanks!

Jana_Marketing_Maven

A quick update for our situation. We have now rolled out alerts to the entire sales team for our initial division using 6sense. Starting next quarter, we'll track accounts in 6QA via an orchestration that will select contacts to add to a campaign in SFDC. Our campaign influence system is set up so that if any contact at an account belongs to an active campaign at the time of opportunity creation, the opportunity will have some attribution to that campaign. We hope to measure the influence of 6sense from that aspect initially as we continue to delve into other metrics/ways to review improvements in our sales process.

charlotte.spangler

@Jana_Marketing_Maven curious how the above effort is going for you. My org is interested in tracking 6sense advertising influence on opportunities in SFDC

Jana_Marketing_Maven

@charlotte.spangler to be clear, we're not tracking advertising influence, though I guess you could, using a similar process.

What we do: I have a segment in 6sense that's looking for orgs that are 6QA and are NOT already part of the 6sense campaign in SFDC.

I use that segment in an orchestration that associates contacts to campaigns, no more than one contact per account to a 6sene campaign we have in SFDC. I manually run the orchestration once a day during the week (though I could automate it, our setup makes it important I do this manually).

Our attribution model in SFDC for opportunities is such that if an opportunity is opened on an account where contacts are members of any open/active campaigns, those campaigns get equal attribution - even if those contacts are NOT on the opportunity.

Right now I can see over $2.5M in potential revenue at 6sense identified 6QA accounts for the current quarter. It's not a perfect solution but it is definitely helping us keep an eye on what 6sense is identifying vs. what is getting worked.

It's a good baseline but it's still not necessarily tracking whether the sales team is using 6sense alerts in all their glory. Hopefully that helps.

charlotte.spangler

@Jana_Marketing_Maven You rock for this detailed response!! One more question - what are the accounts you already have in your 6sense campaign in SFDC?

Jana_Marketing_Maven

@charlotte.spangler I created a segment of campaign members, then used that as a Negative when building my 6QA segment.

So the 6QA Segment looks roughly like:

Is specific-model 6QA (after START DATE OF QUARTER)

Is not in segment Belongs to Campaign Already

Segment Belongs to Campaign Already looks like:

SFDC Campaign member of 6QA Campaign.