S.I. Attribution

Kyle Pheland
Kyle Pheland Posts: 5 ✭✭✭
in RevCity

Hey RevCity,

I'm running a program with a group of regional sales leaders to introduce the concept of using Sales Intelligence/Predictive Model data to help accelerate open pipeline. We are starting quite 'simple' and utilizing a mix of Salesforce reports (intent scores, buying stage, etc..) and the S.I. iFrame on Account Objects. The team is working mostly with Opportunity Objects and referencing the Account Object to investigate intent/engagements.

The program is going quite smooth, but I am facing an open question (mostly from myself) of how we will track the success of this effort. My goal would be to note where the use of 6sense data played a key role in either progressing or closing deals. Since we are not utilizing specific segments in 6sense, I'm not convinced a segment performance report is the way to go. I am a fan of "scoping with empathy", so I am trying to balance this requirement with any processes the sellers already have in motion with logging updates on Opps.

I am curious to hear thoughts on this.

Cheers

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Comments

  • Kyle Pheland
    Kyle Pheland Posts: 5 ✭✭✭

    @Caitlin McGinty

  • Melissa Chong
    Melissa Chong Posts: 23 6senser

    @Kyle Pheland would we be right to presume you have an ABM instance? If so, is your CRM SFDC or Hubspot?

  • Kyle Pheland
    Kyle Pheland Posts: 5 ✭✭✭

    @Melissa Chong Yes, we are on SFDC

  • Melissa Chong
    Melissa Chong Posts: 23 6senser

    You have several options, but it sounds like you are looking to correlate front of house efforts ie Marketing to follow through on Sales? If you are using the ABM system, the easiest path is to push segments into CRM; assuming these which have been exposed to advertising, Sales will know there was an initial touch point at the top of funnel. Other options include using APIs or Data Packs to supplement data at the Account, Leads level but these require additional subscriptions and technical know how to implement. I hope this helps.

  • CarlyShideler
    CarlyShideler Posts: 29 ✭✭✭✭✭

    @Kyle Pheland I don't have a great answer - but will share what we do. Our SDRs work mostly with the lead object in SFDC. We have some fields required for a lead to be converted, one of which is "intent source" where the options are 1. 6sense 2. TechTarget 3. Not Applicable. This is obviously based on the SDRs participation, and experience, but it has been pretty insightful for us.

    We look weekly at SDR created open opportunities by Intent Source

  • Whitney Post
    Whitney Post Posts: 1 ✭✭

    @Melissa Chong I have a question about this, THe Knowledgebase says that published segment names should be pushed to a field that we should make LONG TEXT field type in salesforce, and then proceeds to say this is how to get that data inso salesforce so it can be used for account Lists and account reports, however; this type of field has always been unuseable for filtering lists or reports, which, if I want to report on a particular segment of accounts in salesforce, I would need the field housing that segment membership to be reportable. Any Guidance on this since your knowledgebase is wrong?

  • Melissa Chong
    Melissa Chong Posts: 23 6senser

    Hi @Whitney Post I'm not certain I fully understand your ask, so clarifying here. Do you mean this article in the KB, the last question listed here? https://support.6sense.com/docs/faq-segment-name-enrichment-orchestration?highlight=segment%20name%20field If yes, I just tried building a report in CRM based on the values within this field and could do it. The field type we have is a long text field, and the operator I used was "contains" with value being a segment name. My recommendation is to reach out to your CSM, Abhishek Singh, who can help troubleshoot this with you and our Support Team if you continue to encounter issues. I hope this helps.

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