AE vs. SDR Usage of 6sense

Hey @kendallmason_smartly,

Great questions. I've added my thoughts below on how we approach XDR vs AE 6sense best practices over at Perforce:

1. How do you set clear expectations for how AEs vs. SDRs use 6sense?

We have monthly reviews with our XDR and AE leaders where we review adoption and usage metrics. We predominantly assess log-ins, meeting assists (meetings where the reps secured a meeting or generated added pipeline using 6sense), opportunity conversion, pipeline generation/increase, and closed won opportunities from meeting assists. This holds users with access to 6sense accountable to use it. It really helps having everyone aligned at the leadership level around ABM's role in GTM and the associated tools. If it is a based expectation for reps to use the tool, there should be a component of their goals (even if it isn't the component they are commissioned on) that is tied to ongoing usage of 6sense.

2. Each of our SDRs supports several AEs. Should SDRs be the ones monitoring 6sense dashboards and bringing relevant insights/ hot accounts to their AE meetings?

We have a similar structure on our side. Our SDRs and BDRs both support multiple AEs. Our XDRs are largely expected to be the power users, bringing insights to the AEs and acting as their consultants/advisors, identifying territory low-hanging fruit and strategizing on approach for outreach to those accounts. Our AEs are expected to use the tool to stay ahead of accounts with open opportunities who are already in their pipeline. They also use it to identify opportunities for upsell, cross sell, and add-on (for licenses). The whole idea for both groups to to create a more unified and modern buying experience for prospects and customers.

3. Are SDRs the only ones who should be "working" 6QAs? If yes, how should AEs be using 6sense?

I think I cover this above, but yes, on our end our BDRs are the ones expected to pursue 6QAs. AEs use 6sense to strategically move their opportunities forward and generate added pipeline.

4. What areas of the dashboards should they be focused on? If AEs should be responsible for doing some of the outreach, how do you clearly define which accounts SDRs vs. AEs should reach out to?

I think all of the dashboards provide value. The "Trending People" dash provides a lot of value to AEs, the rest, in my opinion, are more relevant for XDRs. As for what accounts SDRs vs AEs should be reaching out to, this is largely going to be different for each organization. With that being said, I think that if you operate on a territory model, have AEs focus on enterprise or higher annual rev accounts and the SDRs focus on commercial, mid-market, and smaller accounts.

Hope this proves insightful!