🎥 [6sense for 6sense] How we Launched a new Territory

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Stefano Iacono
Stefano Iacono Posts: 18 6senser
edited December 2022 in 6th Street
https://6senseinc.wistia.com/medias/hcuv0zxvv8

Hi, Stefano Iacono here from the 6sense marketing team in Europe.

In this 8-minute video I walk you through how we launched a whole new territory in EMEA using data from our own product.

Many of our motions are the same across 6sense globally (for example, check out Ernie's video on BDR management) however in this video I dig into the motions which were specific to us building out a new territory.

I share how we use 6sense to:

  • Better understand our Total Addressable Market (TAM) and to build a Target Account List (TAL) using technographic and firmographic data.
  • Predict which accounts are in-market and use this data to target our advertising, including how we used Display and LinkedIn Ads.
  • Prioritise which accounts and contacts we add to our CRM through automated orchestrations.
  • Keep an eye on international expansion by tracking which regions are showing the most latent intent/interest in our category or product.
  • The Rule of Engagement regarding who owns an opportunity and opportunity splits - between our US and EMEA sales reps.


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  • Gary Verster
    Gary Verster Posts: 3 ✭✭✭✭

    Very relevant for us here at Trend Micro as we continue to address the challenges of rolling 6sense out across Europe. Account ownership, parent/child accounts and GDPR (aka the gift that keeps on giving!) are real barriers to realising the full potential of 6sense in Europe. Understanding how 6sense are dealing with similar challenges really helps!

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