How are you using 6Sense scores to determine MQAs? Any others seeing inflated MQAs?

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Jennifer Ellis
Jennifer Ellis Posts: 1 ✭
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New to 6Sense and inherited it at my new company. I’m looking to understand how others use 6Sense’s scoring model (Awareness, Consideration, Decision, etc.).

Are you passing 6Sense scores directly into SFDC to mark an account as MQA, or using them as one datapoint in a broader scoring model with additional criteria?

We’re noticing inflated MQAs—for example, accounts turning into MQAs after just clicking an email and unsubscribing. Currently, 6Sense data is our sole driver for MQAs, but with limited customization, I’d love to hear how others refine and apply these signals. Any insights?

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  • Jana_Marketing_Maven
    Jana_Marketing_Maven Posts: 81 ✭✭✭✭✭✭

    So we're still using MQLs but we have incorporated 6s data into the process. We did see a lot of extras. Here's what we're doing and how we're addressing the issue of too many:

    1. MAP system for MQLs (are we interested in them, are they interested in us)
    2. MAP system checks against 6s for Purchase Stage status (Purch/Dec gets moved to lead)
    3. Issue with too many:
      1. Reviewed keywords, we had several keywords that were overperforming, indicating more interest than there really was
      2. Focusing on ICP fit - are you really getting the right orgs there? If not, work with your CSM to review the ICP
      3. Consider what data you are including for the model - we include renewals, but are considering removing that.

    Hope that helps!

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