Metric Monday: How many late stage opportunities are in your CRM without 6sense?

Earlier this year, we asked nearly 400 B2B marketers and sellers what percentage of their TAM is in-market for their solution in any given quarter. The answer: 9% to 11%. That’s to say, if you had 1,000 accounts in your TAM, only about 100 of them are actively looking for a solution.

We then looked across 448 of our customers in Technology and Software to understand how many late stage opportunities (accounts on the brink of making a purchasing decision) were in their CRM without the assistance of 6sense. What did we find? The average organization has only 22% of these accounts organically in their CRM. This means that you’d only be able to reach out directly to 22 of the 100 in-market accounts that are in your 1,000 account TAM. 

What’s more, while 22 of these accounts may be in your CRM, you might not know which ones to go after. You’d need to guess and grind your way through hundreds of other accounts in your CRM to find the 22 that matter. Meanwhile, a substantial 78% of other promising opportunities would likely go unnoticed.

@Kerry