Opinion
The traditional concept of B2B marketing leads is dead
“The concept of leads are dead”
Assertion Not checkable as stated
B2B buyers leave much richer digital traces than B2C consumers
“And the beauty for B to B is that the research That you're doing in a B to B environment, as you're going across these multiple screens, and you have multiple buyers across these buying committees, they're leaving a far richer digital trace than anything B to …”
Insight
Traditional B2B lead generation is broken because buyers despise forms
“The entire premise of B to B marketing and lead generation is broken. Because it's based on something that buyers inherently are object to doing. They do not want to fill out these forms.”
Opinion
Traditional B2B sales territories are arbitrary assignments that ignore buyer needs
“What are territory lists? Random, arbitrary assignments by some sales leader that has nothing to do with what your buyers need or want, right?”
Assertion Not checkable as stated
Cisco's marketing-to-sales conversion rate jumped from 5% to 71% using 6sense
“They bond from a five percent marketing to sales conversion rate to 71%.”
Assertion Not checkable as stated
Only three out of 350 CEOs at a recent conference were women
“I was at a conference yesterday with about 350 CEOs, and there happened to be maybe three women in the room.”
Assertion Not checkable as stated
When asked, 25 CMOs agreed their top intelligence need is buying timing
“I was in a room with about 25 CMOs recently, and this is one of my most favorite moments. The question was asked, what was the number one thing that you would like, that you want to know of your prospects? The number one thing that CMOs answered was timing.”
Insight
Triggering click-to-chat only for active buyers yields high ROI
“If you're a B to B company, you have tens of millions of visitors coming to your site, and you pop up click to chat on everyone, it's going to cost you way too much money. But if you pop it up when somebody's actually in a buying mode, and they're actually rea…”
Assertion Not checkable as stated
Cisco's predictive pipeline grew from $2 billion to $7 billion
“They started with two billion dollars in pipeline from predictive to now seven billion dollars in pipeline”
Assertion Not checkable as stated
Cisco's average deal opportunity grew from $10,000 to $50,000
“The opportunities that come through predictive are five times greater the size because they're getting into the deal early. So what was previously a 10,000 dollar opportunity size is now on average a 50,000 dollar opportunity size.”
Insight
Intent data delivers the largest impact for companies lacking top brand recognition
“So looking at those signals, and for them, and for companies that aren't first in their market, so people don't think blue jeans when they think video conferencing, this can have the biggest impact.”
Assertion Not checkable as stated
Xactly derived 86% of its pre-IPO business from 6sense predictions
“The quarter before they went public, 86% of their business came from our purchase stage predictions.”
Assertion Not checkable as stated
6sense intent data generated a $1.7 million Anheuser-Busch deal for Xactly
“Well, sure enough, they're in a sales cycle with their competitor, and it turned into the third largest deal in the company's history, 1.7 million dollars.”
Assertion Not checkable as stated
6sense co-founders built the third largest Hadoop instance worldwide
“They're a Y Combinator company, built the third largest instance of Hadoop in the world, a real time predictive ad serving tool.”
Assertion Not checkable as stated
6sense claims access to about 40% of all web search data
“We don't claim to have all search data across the web. We have access to about 40% and how we do it is a huge competitive differentiation for us.”
Disclosure
Amanda Kahlow received 66 VC rejections before securing funding for 6sense
“I had a 66 VC nose before I got my yes. I made it to 22 all-partner meetings.”
Disclosure
6sense processes 90 billion behavioral signals to predict buyer intent
“We're processing ninety billion rows of behavioral signals to predict precisely when a company has a need for the products that our customers are selling.”
Assertion Not checkable as stated
BlueJeans reduced required sales touches to qualify leads from 33 to 10
“They found not only a four X lift in their opportunities, but one of the really interesting things is the sales product It usually took one in 33 touches for an inside salesperson to qualify a lead. Now it takes them one in 10 with the six cent scores.”
