Best-in-Class Data: Predictive Modeling and Analytics

Allie Gollner

6sense’s AI-driven models process and analyze billions of data points to identify patterns that are not identifiable by the human eye. These models update daily and continue to grow stronger and more accurate over time. 

6sense's predictive models enable users to determine data inputs, and then let the data and machine learning determine the right model features - with multiple underlying scores to provide the best performance. Our patented approach to predictive modeling is foundational to 6sense. We have nearly a decade of research and experience across hundreds of enterprises and datasets, and this is a key driver for customers' success and how we differentiate from competitors focused on analytical vs. true predictive modeling.

We provide multiple predictive outputs specific to each customer and product:

• Account Fit: identifies accounts based on ICP, producing a 1-100 score and a status designation (strong, moderate, weak)
• Account Buying Stage: identifies where accounts are on the buying journey using a patented approach to AI, producing a 1-100 intent score and a status designation (target, awareness, consideration, decision, purchase)
• Account Reach: score representing a measure of the quality, quantity, recency, and diversity of outreach activities on a given account compared to previously won opportunities
• Contact Fit: determines the most important personas in typical deals, resulting in a map of the buying center highlighting contacts and contact gaps within an account
• Contact Engagement: a score that identifies how engaged contacts are with your brand in comparison to past opportunities

Our competitors’ models do not automatically account for things like relativity (i.e., different volume and patterns of activity for enterprise vs SMB accounts), time decay (content getting less relevant over time), intent weightings (driven by machine learning vs human assigned, which is arbitrary), and robust reporting (conversion rates for every stage of the funnel). These elements are all built into 6sense’s custom account- and contact-level models.

6sense’s models enable revenue teams to understand their TAM; select and prioritize accounts/contacts for campaigns/outreach; build account and people audiences; orchestrate data acquisition and enrichment; and orchestrate personalized multi-channel campaigns. 

We also provide customizable scoring and funnel stages, which enable customers to add custom qualification definitions for every unique market segment. This gives you complete control over which accounts you want to surface to sales to prioritize from a marketing standpoint.  

6sense also includes many other AI capabilities like intent keyword recommendations, data taxonomy classification and mapping, next-best action recommendation models for sellers, and soon to be release AI-driven orchestrations.

Additional Resources

• Customer testimonial: Sumo Logic - 6sense scoring as a differentiator (60 seconds)