Building the ROI
Location
Size
Business Type/Industry
Customer Since (Month + Year)
Indicator for ABM vs ABM+Predictive
Overview
PTC is a global software company that transforms how companies create, operate, and service products.
On a mission to lead the digital transformation of marketing, they were looking for a solution that combined account-intent programs with AI platforms to deliver an industry-leading digital experience that is customer-centric and provides value-led content at each interaction: resulting in pipeline growth.
Challenge
An organization of PTC’s size, structure, and complexity has to be very thoughtful and methodical when it comes to evaluating new technology. The PTC team put a tremendous amount of diligence into their research, going through evaluation processes with numerous vendors over the course of several months.
Solution
Key Results
"6sense has taken it to a whole other level, where our reps are able to tailor their outreach according to the account that they’re looking at, and they don’t want to prospect without 6sense anymore."
Saima Rashid
VP, Field Analytics & Insights
PTC
Location
Boston, MA
Size
5,001-10,000 employees
Business Type/Industry
Software & Technology
Customer Since
April 2019
That matched
their team's mentality of
‘data-driven everything’.
Adaptable enough to keep up with how quickly their category evolves.
That combined the power of intent data with an AI-powered platform.
Brenda Souto
High Velocity Sales Manager
PTC
Brenda Souto
High Velocity Sales Manager
PTC
Saima Rashid
VP, Field Analytics & Insights
PTC
"With 6sense, our team has driven outbound success by being empowered, motivated, and eager to strategically prospect to the right targets with relevant messaging."
Identify their VIP accounts and activities, while also uncovering other high intent accounts, worth engaging with, previously unknown to their systems of record.
Improve visibility and collaboration across PTC sales & marketing teams, who now work in lock-step to engage the right accounts at scale.
Uncover accounts in-market and prioritize leads displaying the ideal patterns of engagement, using 6sense's patented predictive intelligence and AI model.
Within five months, the PTC team proved the value of 6sense and smashed their pipeline goals by developing an aggressive rollout process, standing up 8+ core use cases, and focusing on building trust and alignment across sales and marketing.
1,200
1,000
7
identified as in-market,
previously unknown to PTC's systems of record
created within first 2 months of implementation, using predictive lead scoring
in pipeline generated from outbound prospecting to net-new accounts in first 4 months
figures
6sense qualified accounts
net-new accounts
The PTC Team Needed A Solution:
6sense Helped PTC To:
Join our elite crew of envelope-pushing customers
Start your journey
(Revenue Orchestration Intelligence)
Engine
Read the full success story
6+ solid use cases within first 3 months
Personalizing content and imagery based on industry
Prioritizing high intent accounts, not lead activity
Hyper granular segmentation for display campaigns
Building a Revenue Engine that Prints Money with Drift
Today PTC is “Printing Pipeline” with their ROI Engine. After careful consideration, PTC chose to simultaneously sign contracts with 6sense, Drift, and People.ai.
With 6 uses cases up and running, Rashid monitored daily to ensure things were still on the right track and made quick pivots using Agile methodologies to create quick wins.
PTC has leveled up their personalization efforts with the ability to serve up different visitors different imagery and content based on their industry, using 6sense.
Instead of focusing on a lead-based model, PTC has shifted to an account-based model and prioritizing accounts with high intent across the entire buying committee.
6sense gave PTC the flexibility to segment accounts based off multiple criteria, like keyword intent and buying propensity, to ensure their messaging was relevant.
After careful consideration, PTC brought together 6sense, Drift and People.ai to create a pipeline-printing machine.
Additional Resources