As revenue teams become more strategic about the methods they use to identify and pursue in-market accounts, there’s a rising need for insight into account engagement tactics and metrics to gauge account-based program success. In fact, account engagement is a significant, new performance benchmark that is changing the way marketers and sellers plan. But, you can’t plan or course correct unless you have insight into what’s happening with those accounts (or segments) to know if your tactics are successful. 6sense uses four predictive models based on past sales and marketing data to help the entire revenue team prioritize accounts and contacts: Account fit Contact fit Contact engagement Buying stage 6sense provides self-service backtest reports that enable users to validate these predictive models and build organizational trust in the data. Historical sales data is your baseline (e.g., how many days it typically takes to set a meeting, open an opportunity, and close deals), which informs the system on many aspects of your sales team’s operations. 6sense’s predictive models recognize the signals (i.e., patterns) related to buying behavior and inform sales and marketing about which accounts are showing these signals, which are the strongest ICP fit, where they are on the buying journey, which contacts are most important to engage, and how engaged they currently are compared to past opportunities. These models continuously learn as more 1st- and 3rd-party data is consumed, matched to accounts by 6signal (our patented account identification technology), and prioritized for BDRs to take the baton. 6sense.com | (415) 212-9225