This page is under construction while we work to migrate from Demandbase to 6sense. Please feel free to improve this page by opening an MR!
This page contains public information about 6sense and how we use it. In addition to this page, additional, non-public information for GitLab team members can be found in the internal handbook.
We are currently implementing 6sense. Follow along in this epic
6sense is integrated with Salesforce, Marketo, Outreach, Qualified, and Slack. In addition, user management is managed through Okta.
6sense and Salesforce are integrated bi-directionally. Salesforce passes data to 6sense to inform and optimize the 6sense predictive data model, which is the foundation of our 6sense instance. The 6sense predictive data model takes in data from various sources including Salesforce campaign engagement acticity, to determine its intent model. 6sense also reviews the relevant opportunity definition in order to determine profile model. Finally, 6sense reviews Salesforce task and event activity to determine its reach model.
6sense data is also pushed to Salesforce. 6sense fields can be seen on the Account, Contact, and Lead objects in Salesforce.
Salesforce users with a 6sense log in can also leverage the 6sense iframe in Salesforce.
Marketo activity is passed to 6sense to inform the predictive models. Marketo form fills and email activity are included in the intent model. Outbound email activity from Marketo is used in the reach model.
The 6sense <> Slack integration can be used to send 6sense alerts via Slack. Documentation for how to set Slack alerts can be found here(6sense login required).
The following teams have role-based access to 6sense:
6sense is access is managed through Okta. To request access, open an access request. After receiving manager approval, tag the provisioner listed in the tech stack. When requesting access, please specify a role from the list below along with justification as to why this role is needed.
With 6Sense, you can use segments to monitor the intent and engagement of target accounts from the Sales Intelligence dashboard in Salesforce.
Buying Stagefor accounts showing signals for buyer intent.
add to Outreach
You can add a segment to an Outreach Sequence directly on the 6Sense Naive Web Application. To do so, you’ll need to create a new orchestration with the criteria: I want to
acquire new contacts and add them to
an Outreach Sequence.
Refer to the Knowledge Base (you must be logged in to access the knowledge base) for the step to step instructions.
Segments drive every use case within 6sense, and consist of groups of accounts created based on user-selected filters, list uploads, or CRM synchronizations. More information about 6sense segments can be found here.
6sense segment names sync to Salesforce via an orchestration. In order for a segment to sync to Salesforce, the segment must be published. If a segment is unpublished, the record of that segment will be removed from Salesforce. This is a good way to keep the 6sense segment name field relevant, however is important to note for historical reporting purposes.
In order to keep segments and the general platform organized, please use the following folder naming convention:
Team Name - FY## Q# - Name of Campaign/Account List
ABM - FY24 Q2 - Tier 1 Accounts
XDR - FY24 Q3 - Campaign Name
Tags should be used to help organize lists by topic. For example, you may want to use a tag for a large campaign, segment (SMB, MM, etc.), tier, etc.
Sales Dev users should name any lists with the same naming convention that is used in Outreach. The naming convention guidance can be found on the Outreach Handbook Page.
Reach Activities: Sales and Marketing activities performed by your team that engage with the account. This may include activities such as contacting people from the account or adding them to campaigns.
Engagement Activities: Activities performed by people from the account that indicate interest in your company or product offerings. This may include activities such as email and ad clicks, form-fills, or web research related to your product.
Engaged Contacts Generally means that the Account has been participating in MAP / CRM activities such as (email clicks, form fills, CRM Campaign Members which are tied to engagement ie: positive response, attended webinar, etc). So it’s based on taxonomy and then their engagement score is calculated based on how much a contacts/leads from the Account have been participating in those activities.
6 Qualified Accounts (6QA) Qualified by 6sense, a 6QA is an account that is primed for sales engagement.
Due to increases in intent, profile fit and engagement, a 6QA occurs when an account moves from an earlier buying stage (Target, Awareness or Consideration) to a later buying stage (Decision or Purchase), making them qualified for sales activity. It is marketing’s goal to drive accounts to either inbound or 6QA.
6QA status is true when 1 AND 2 are met:
Account Profile Fitfor Gitlab is equal to Moderate or Strong.
Account In-Market Stagefor Gitlab is equal to Decision or Purchase.
6sense Account Buying Stage Definitions
If you are looking for the definition of term not listed above, please visit the 6sense glossary.