Salesforce Account Hierarchy Intent Data

Kristie Scott

We use 6Sense w/SF CRM; we are experiencing an issue with deciphering intent data/surges. Our prospects and customers include many large health systems; we are integrated with Definitive Health for data integrity. In SalesForce there is a hierarchy of these accounts with the health system at the top level and the various hospitals/regions/clinics sub to the primary health system. Example: General Health is the health system, they have 19 hospitals in their hierarchy. General Health is the parent account and each of the 19 is a child account.

When we receive intent data currently only the parent/primary health system is identified. We were told by our 6Sense rep that there is no way to distinguish this if the email addresses of the leads/contacts/personas from the child accounts are all the same root. The email addresses are most often the same domain at the corporate level unfortunately.

This is really frustrating and renders the intelligence of a "surging" account close to meaningless. It requires a lot of manual effort to drill down and determine at the child account which hospital is actually surging and for what products.

I'm finding it hard to believe that there is no way to fix this with a product as sophisticated and expensive as 6Sense. Does anyone have tips to fix this? Greatly appreciate it.

SalmaB

Hi Kristie,

This is a great question and feedback. Unfortunately, the 6sense rep was correct. It is extremely difficult to get good and numerous signals on the “site” level, which is why this isn’t yet a possibility in the market. Nevertheless, we are doing more research this year to better understand how to close this gap as we know it is a massive point of frustration for our healthcare customers. We will also be sure to keep you looped in if we need to have a discovery call or vet a proposed solution.

Kristie Scott

Oh wow, that's really disappointing. I find it hard to believe hospitality customers or other industries with multiple sites and a single email domain do not also struggle with this.

More and more health systems are merging and they have huge numbers of facilities, saying there is intent at the system level is close to useless to us.

Kristie Scott

So I know this is a year old but we learned at Breakthrough that there is a hierarchy feature within Sales Intelligence and there are customers using it.

jessica.bacon@affinity.co

I would love to know more about this Hierarchy feature and how we can use this!