The AI Email Use Case I Keep Coming Back To: Reltio

Nicole Lesher

I work in customer marketing at 6sense, which means I spend a lot of time inside our customer stories. This is one I come back to constantly when someone asks: "Can AI Email actually scale ABX without adding headcount?" 

Yes. Here's the proof. 

The problem: Reltio needed to manage thousands of accounts with a BDR team that wasn't growing. Chasing lukewarm opportunities wasn't a good use of anyone's time — but neither was letting good accounts go untouched. They needed a way to extend their reach without burning out the team they had. 

What they did: They built their entire ABX motion around 6sense AI Email Agents — using them to handle outreach, surface buyer readiness signals, and free BDRs to focus on the accounts that actually needed a human in the conversation. 

What happened: 

• 7,200 conversations conducted 
• 1,098 hours of BDR time saved 
• 50% reduction in closed-lost opportunities 
• 20% increase in actionable sales pipeline 

They won the Efficiency Experts award at Breakthrough 2024 for this work. 

Michael Brown, Senior Director of Global Revenue Development at Reltio: 

"We are doing more with less. As we review the data and refine our processes, we become more intelligent about our use-cases for the AI Email writer." 

Worth reading if: Your BDR team is at capacity and your account list keeps growing. Reltio didn't solve this by hiring — they solved it by building smarter. 

Read the full story → 

Nicole Lesher

What does your team do when account coverage starts to outpace BDR capacity? Curious how others are handling this.