[6sense for 6sense] Why we use the Custom 6QA at 6sense.

Chris Dutton · June 2023

Hello, @Chris Dutton here from the 6sense Marketing team!

What if I told you the 6QA in 6sense is great, BUT the custom 6QA is even better! We have all come to love and benefit from 6sense alerting us when an account is "in market" and we should work that account. (That's your classic 6QA a Decision/Purchase account "in market").

The custom 6QA allows you to add additional "qualifications" that will also 6QA an account.

You may be asking, why would we want to do this?

If you were to look at your past opportunities and identify the common theme's as to how they become an opportunity and have those accounts 6QA, you would not only be increasing your 6QA volume but you would be proactively identifying those accounts and be able to incorporate them into your 6QA workflow. This becomes your "6QA dial" and you can turn that dial as needed, you want more 6QA's you can add more qualifications, you want less, you can remove.

The ultimate goal is to have as many opportunities as possible start as a 6QA, this helps with planning (do I have enough 6QA's to hit my pipeline targets?), setting the right expectations with the team, and having goals that the teams can align and rally around.

I encourage you to take a look and see how you can leverage the "Custom 6QA"!

Saima · July 2023

Thanks @Chris Dutton - the Custom 6QA is so powerful. Can you share 3 examples of triggers we use in our Custom 6QA definition?

Chris Dutton · July 2023

Absolutely @Saima !

Here are 3 custom 6QA's we currently use here at 6sense.

1) Tier 1 accounts we 6QA at a consideration stage. These are accounts that we have assigned a higher priority within our CRM, and when we did an analysis, we often saw that these accounts were engaging, and opportunities were getting created prior to D&P.

2) Hand Raiser (Inbound Demo request). The primary reason for this was to streamline the workflow, but also being able to disposition at the contact and account level. There are times where the contacts that requested a demo is unresponsive or just the person gathering information, by 6QAing the account our BDR's can DQ at the contact level, but still work the account like they normally would, multithreading to multiple key personas.

3) 3rd party intent G2 Data. This has been a great addition to our custom 6QA's, we not only flag an account when a account is researching 6sense on G2, but we also capture what the account is researching. (Pages, articles, competitive information) This allows our BDR's know exactly what the account is researching and can personalize their outreach accordingly.

We have a couple new ones we're currently working on; I'll share those in a future post, very exciting stuff !!!

MCoats · May 2024

@Chris Dutton - did you ever activate the new custom 6QAs? Would love to see the ideas!

Chris Dutton · May 2024

Hey @MCoats!!

Thanks for the reminder Here is a post about our newest custom 6QA. Job Change!! Check out the comments for the updated Job Change 6QA!

https://revcity.6sense.com/home/discussion/799/custom-6qa-job-change

Sharad Sharma · July 2

Thanks @Chris Dutton, do you have any recommendations for setting up different customizations for new logo versus customer accounts (for cross and upsell), especially considering that our relevant opportunity definition includes both prospects and existing customers?

Chris Dutton · July 8

Hey @Sharad Sharma, thats a really good question.

One thought for current customers: the buying stage alone might not be enough of an indicator of, since they’re often already highly engaged. You might consider layering in an 'intent' filter or exploring other available filters. This could help you get more specific—perhaps by focusing on a few key keywords or web pages that signal stronger cross-sell potential.

[6sense for 6sense] Why we use the Custom 6QA at 6sense.

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