Using Technographic data to uncover accounts with competitors - PG Tuesday Tactic

Options
Ben Funkhouser
Ben Funkhouser Posts: 26 6senser
edited February 2024 in Pipeline Generation Tuesdays

Hey Sales & BDR RevHeads, Happy PG Tuesday!

Have you ever wondered which accounts in your book of business are using a direct competitor? 6sense SI makes it easy!
Let's find and target accounts that are ready for a competitive takeout with @Harry Monkhouse.

https://6senseinc.wistia.com/medias/aa0vt3obkb

With a list of accounts that are ready for a competitive takeout message, you can begin adding the top buying team personas or most engaged prospects to your cadences and you're on your way!

Is there a competitive takeout tip or outreach that worked for you after this? Please share it below.

Thanks for joining us for this week's PG Tuesday 6sense Tactic!

Tagged:

Comments

  • joycekremer
    joycekremer Posts: 11 ✭✭✭✭

    Hi @Ben Funkhouser

    Thanks for sharing this! I have a few questions:
    1. What feeds the 'technology used'? How trustworthy is it?
    2. Confidence score of 50% sounds a bit low to me, what makes that the recommendation? 50% sounds to me like a pretty decent risk of reaching out to accounts with competitive messaging that might not actually use the competitors' tech.

    Thanks!

  • Ben Funkhouser
    Ben Funkhouser Posts: 26 6senser

    Hi @joycekremer , thanks for your questions!

    'Technology Used' comes from 6sense's technographic data, part of our 30k+ technologies regularly tracked, analyzed & refreshed. As noted in your second question, we also include confidence scores for technographic data so you have the option to chose only the most fresh and accurate data based on our confidence scores!

    50% confidence score could be low for your purposes if you're looking to get very targeted and personalized in your prospecting outreach. If you're worried about risk of reaching out to prospects without a technology, you're welcome to increase the confidence score! You can additionally jump into Account Details to see what other technologies and signals might be relevant to your personalization.

    Hope this helps!

  • Brandon McBride
    Brandon McBride Posts: 293 ✭✭✭✭✭✭

    @joycekremer I found a confidence score of 65-75% to be the sweet spot for me when I was at a real-time data provider and we were looking at technologies like Databricks, Snowflake, etc. A good amount of that data comes from things like job postings. If you're hiring someone with proficiency in Databricks, odds are you're using Databricks.

    In terms of trustworthy, at that same company we were very partner driven and I regularly used the "Technology Used" field to make sure our Databricks webinars were promoted to Databricks users and our Snowflake webinars were promoted to Snowflake users.

    It significantly improved campaign response over the previous "send everything to everyone" approach.

Categories