Terminus Enhancements

ABM Platform Terminus rolled out a set of platform enhancements for “optimizing ABM strategies.”  New features include global targeting, chat playbooks, and Live View.  Global targeting expands Terminus’ coverage beyond the US, letting marketers create and manage international campaigns.  The functionality is generally available as of February 24.

International Targeting is country-based, with campaign-based budgets and timelines.  Users can also target ABM accounts or focus on an enterprise account in specific countries.

Terminus Chat now supports playbooks that “intelligently collect visitor data, trigger sales automation with prospects and customers, and qualify inbound traffic in real-time,” blogged Terminus Product Marketing Senior Director Audra Felten.  The new functionality simplifies chat set-up with a “powerful new chatbot builder and logic builder.”

The new Live View feature lets reps proactively engage website visitors.  Users can view live information about accounts visiting the company website, along with page views, before reaching out on the chat channel.

In March, a new Advertising Insights report will be available in the Measurements Studio.  The report tracks brand awareness, lead and opportunity creation, pipeline acceleration, and closed-won deals.  Advertising Insights measures advertising effectiveness and ties its impact to account-based execution.  Digital Marketers can assess site visits and leads driven through Terminus advertising.  Likewise, Demand Gen Marketers can evaluate visits, conversions, and pipeline directly associated with Terminus Campaigns and adjust the marketing mix accordingly.

“With our February release, we’re going all in on building the ABM platform of the future, which means bringing ABM and sales engagement together even more seamlessly,” said Terminus Chief Product Officer Bryan Wade. “At the end of the day, it’s all about revenue. Customer-facing teams have to be focused on the best-fit accounts and engage at exactly the right time to drive results, but that can only happen when efforts are coordinated. These new capabilities make it easier than ever for sales and marketing to operate as one team.


Terminus just announced a $90 million Series C that valued the firm at $400K. I will cover the round on Monday.

Terminus – Outreach Integration

ABM Platform Terminus and Sales Engagement Platform Outreach rolled out an integrated solution to enhance ABM workflows based on shared account data and personalized messaging.  Terminus account data identifies “high-value accounts in real-time to easily kick off highly personalized sequences to the accounts that their marketing teams are targeting.” Outreach multi-channel sequences have been tied into Terminus chat, email signature advertising, and website personalization, providing a personalized customer experience and account-based routing.

“It’s our mission to help marketing and sales together drive full-funnel account engagement,” said Terminus CEO Tim Kopp.  “Now with Terminus, Outreach customers can leverage the powerful account intelligence available in Terminus along with their existing sales engagement programs.   This makes it easier than ever for marketing and sales to better engage with the right accounts and deliver a cohesive experience at every point of the customer journey.”

The integration helps promote sales and marketing alignment through shared data and messaging tools that reduce the friction across email, website, and chat.  

“Meaningful revenue growth happens when sales and marketing are completely aligned and focusing on the accounts that matter most,” remarked Terminus Marketing VP Justin Keller. “Most of the time, that’s easier said than done, but we’re extremely jazzed about this integration because it makes that alignment simple and automatic.”

Terminus’ Chat from Anywhere functionality, based on their 2020 Ramble acquisition, routes chats to the most appropriate sales rep.  Chat from Anywhere links may be embedded in Outreach emails as a CTA.  The chatbot initially manages the conversation before routing the chat to the sales rep.  If the rep isn’t available, the bot can offer to schedule a meeting, offer content, or qualify the prospect.

Chat conversation logs are stored within Outreach notes.

Along with email, Terminus Chat from Anywhere links can be embedded in LinkedIn, Twitter, Landing Pages, etc.

“Rather than an asynchronous back-and-forth on email, you can pull the people you’re emailing directly into a live conversation with your sales team where they can provide a highly-personalized experience based on the account data available from Terminus,” blogged Keller.

The partnership also supports email banner marketing based upon Terminus’ Sigstr acquisition.  Terminus can embed targeted, personalized ads within the signature block of sequenced emails. “This capability opens up a massive new advertising channel ready to promote your most important initiatives,” wrote Keller.  “From general promotion of things like content or events, to targeted one-to-one campaigns that garner outrageous engagement.”

Conversations that originate on a website are now automatically routed to the appropriate account owner in Outreach.  Based on the conversation, those visitors can be automatically enrolled in Outreach sequences to ensure they stay engaged after the chat ends.

“While some segments of the economy are coming back strong, there are still many sectors struggling to find their footing in this new world. Sales and marketing teams are looking to make the most out of fewer accounts and are relying on account-based marketing to drive more revenue,” said Outreach CEO Manny Medina.  “But a solid ABM strategy is nothing without powerful data behind it. This integration brings together the actionable insights from Outreach with Terminus’ account intelligence data in one single solution. These connected workflows help sales and marketing accelerate the cycle from engagement to revenue and meet growth expectations as they navigate evolving sector dynamics.”

Leadspace Closes on Series D

Customer Data Platform vendor Leadspace closed on a $46 million Series D led by Jerusalem Venture Partners (JVP).  It has now raised $107 million since being founded in 2011.  The firm also announced Alex Yoder as its new CEO as the firm ended a dispute with their former CEO Doug Bewsher.

Leadspace features include company and professional profiles, data hygiene and enrichment, web forms, reports and analytics, TAM and ICP analysis, and account engagement.  Leadspace also performs lead prioritization and identifies similar companies.  Unlike many CDPs, Leadspace is a pure B2B platform.

The funds will be used for meeting growing demand, expanding its headcount, and resolving litigation.  The firm currently has 100 employees in the US and Israel.  The 40 employees in Israel are technology-focused, and the US contingent manages business leadership.

“A major part of our post-investment vision is to grow our team in Israel,” said CTO Amnon Mishor.

Leadspace also announced that Doug Bewsher was stepping down as CEO and being replaced by Alex Yoder.  According to VentureBeat, there was a falling out between Bewsher, JVP, and the Leadspace board about the company’s direction.  Bewsher was looking to sell the firm, while the Board and JVP wanted to continue growing it, resulting in a lawsuit between two JVP partners and Bewsher.

“I’m glad to say that the lawsuit is behind us.  The former CEO agreed to leave.  A situation arose in which the CEO and some of the investors, particularly Arrowroot Capital were interested in selling the company, while JVP, other board members, and I saw potential in our figures to build up a large company.  We had made a technological leap and didn’t want to sell. There was a conflict among the board members and negotiations between the various investors over whether to sell or not, with the lawsuit being part of that.  Eventually, everyone reached an understanding,” said Mishor.

Despite the leadership issues and a failed 2018 merger with Radius, Leadspace has grown its market presence.  It doubled its customer base over the past two years and grew revenue 151% between 2016 and 2019, placing the firm at 2,681 on the 2020 Inc. 5000 list.

Yoder is bullish on Leadspace, forecasting 70% growth this year, double that of the market.  Growth is being driven by the need to find and engage contacts at companies as the pandemic precludes face-to-face meetings.

Yoder has led several B2B and SaaS companies over the past two decades, including WebTrends, Ebiquity, and Trueffect.  According to the press release, Yoder has “built strong teams and implemented transformational strategies, running businesses that spanned $20 million to $150 million in revenue.”

JVP Executive Chairman Erel Margalit was named the Board Chairman.

“We typically invest in early-stage companies, but we only double down in category leaders and companies that can reach $100 million in ARR,” said Margalit.

“We believe that Alex Yoder can take the business to the next level as Leadspace becomes the single source of truth for B2B data,” said Margalit. “Leadspace – through its revolutionary AI platform – is changing the way enterprises manage their internal and external customer data.  In the coming years, enterprise CDP will be established as a new category, using AI to obtain the true identity, title, and roles of companies and individuals, creating true added value for clients.”

Competitors include D&B Lattice, 6Sense, Zylotech, and ABM Platforms.  Yoder contends that Leadspace’s strength in in analyzing unstructured social and behavioral data.

“Creating a source of truth for B2B is a very complex problem.  Companies are complex — sales cycles and engagement can be sporadic, involve multiple stakeholders, and can last months or even years,” said Mishor. “There are multiple data and intelligence point solutions that address small parts of the fundamental data issue.  No other solution is taking the holistic approach of being the connective layer between raw data and engagement channels for B2B like Leadspace.”

Leadspace clients include Microsoft, Salesforce, American Express, Intel, HPE, and Zoom.

HG Insights Market Intelligence

HG Insights continues its evolution from a technographics licensor to a full-service direct source of technology market intelligence.  Two weeks ago, they launched Market Intelligence, a market analytics service for marketing, product management, and strategy groups.  Market Intelligence delivers “actionable insights [that] business leaders need to understand their markets in-depth, make better business decisions, and go-to-market (GTM) with confidence.”

Market Intelligence insights are derived from their global verified technology installation data, including which products have been installed, tech stack spend by category, and contract terms. “This trio of data sets powers detailed, customizable views of the entire installed technology ecosystem,” wrote the firm.

The IT Spend and tech install data are broken into different categories, helping sales teams determine which verticals are likely to have both budgets and an intention to purchase.  Revenue teams can drill into market segments to understand the “size, shape, and structure” of target markets.

Likewise, marketing can use install and spend intelligence to better segment and target their outreach.  Information can be analyzed by IT category, industry, region, and other relevant attributes.  Better targeting allows firms to focus their marketing spend and attention on the right prospects and feed marketing qualified leads to sales.

Revenue teams can deploy Market Insights for territory optimization, account targeting based on propensity to purchase, and account-based messaging.

HG Insights contrasted Market Intelligence with traditional technology research vendors that provide “static, top-down analyst reports that are not customizable at the account level.”  According to HG Insights, technology analyst reports lack the account intelligence that revenue teams require to engage with customers and prospects effectively.

“HG Insights Market Intelligence platform addresses these challenges by providing you with the bottom-up account intelligence you need to understand your markets in-depth and make better business decisions,” contrasted HG Insights Marketing Communications Manager David Guerra.  Using our Market Intelligence platform, you can now instantly analyze the true size of your markets globally by technology installation, IT spend and budget, and a number of other factors.”

Users can also compare the market size of various markets such as countries by vertical to determine growth opportunities.  Other features include vendor penetration rates by industry, purchasing and spend data for target accounts, and segmentation based upon ICP criteria.

“The HG Insights Market Intelligence platform gives you all the information you need to understand your markets, remove subjectivity from planning, and go to market with confidence,” stated Guerra.

A few weeks ago, HG Insights closed on an equity round with Riverwood Capital.  HG Insights completed a successful 2020, reaching its highest annual recurring revenue (ARR) and profitability.  Employment rose 30% last year, and revenue grew over 35%.

“Customers continue to reaffirm that HG Insights’ data’s breadth, depth, and coverage accuracy has become an indispensable asset for critical decision making at every level of a technology company,” commented Riverwood Principal Ramesh Venugopal who joined HG Insights’ Board.  “HG Insights provides unique, data-driven knowledge giving decision-makers confidence that they are making the right choices.”


Part II covers how Product and Strategy teams can employ Market Intelligence for determining the Service Obtainable Market (SOM) for technology offerings.

NetLine Buyer-Level Intent

NetLine unveiled its new buyer-level intent solution Intent Discovery.  Intent Discovery identifies both the individual buying committee member and the buyer journey status.  Intent data is gathered from interactions with NetLine’s 12,000 gated content assets from opted-in researchers who are fully permissioned.  NetLine describes Intent Discovery as an “always-on monitor” of business research.  Research activity is “mined on a real-time basis, and intercepted once a buyer has met or exceeded each element required to define intent.”  

Once prospect activity has been qualified for both active intent and firmographic fit, Intent Discovery asks a set of customer-specific questions that further qualify intent and deliver bespoke insights about the prospect and the individual researcher.  These insights are then available to sales reps, allowing them to target their messaging to an audience of one.

All content is vendor agnostic, increasing response quality. “Sans branding, the buyer is more likely to truthfully respond.  Minus the influence of a brand, and its market perception, B2B buyers are statistically more likely to find trust in the questions and their reason for being asked,” stated NetLine.

Preliminary data from their pilot indicates a 70% increase in participant’s “ability to accelerate account’s conversion to net-new opportunities.”

“Historically, if Marketers wanted to glean true intent insights from their prospects, they had to rely on a mix of their own content initiatives and faceless display advertising campaigns focused on targeting anonymous third-party cookies.  With Intent Discovery, Marketers now have access to dramatic first-party scale beyond their own content, enabling them to accelerate the sales process.”

NetLine CEO Robert Alvin

“With this product, we’ve effectively delivered the last mile of B2B Intent: Who is actually expressing intent.  First-party sourced buyer-level intent is the Holy Grail of sales acceleration,” said Chief Strategy Officer David Fortino. “Marketers are finally able to capture in-market and intent-rich dialogue directly from their prospects on a fully-permissioned basis at scale.  Far too many vendors are delivering account-level insights and guessing at the “who” behind the behavior.  We’re not in the business of guessing; it’s time for marketing and sales to understand the who — the person instead of the persona and that’s what we’re delivering on.”

Seismic Fall Release

Sales Enablement and Account Orchestration vendor Seismic announced General Availability of its Q3 release with enhanced analytics, alerting, customization, and dashboards.  The release emphasizes improved recommendations and metrics for the bottom half of the funnel.  The fall release aims to improve reporting, alerting, content recommendations, attribution, and context-specific messaging.  

“Sales content performance data has become a critical source of buyer feedback,” said Seismic CEO Doug Winter. “Businesses are looking for ways to engage buyers through personalized, resonant messaging, but haven’t had the visibility into what content performs well and what doesn’t. Our improved analytics capabilities unite revenue teams, changing how deals are closed, how content is produced, and ultimately, how business is done.”

In an interview with GZ Consulting, VP of Product Marketing Jam Khan emphasized that sales and marketing professionals are becoming “increasingly data-driven,” but doing so across the full funnel.  The historical pattern of marketing identifying and nurturing leads before handing them off to sales no longer holds.  Instead, sales and marketing work in tandem, with sales taking broader ownership over email messaging and marketing looking to maintain conversations post-sale.

Top of the funnel marketing has a series of well-defined metrics, but lower down the funnel, analytics are murkier.  Sales and marketing struggle to determine which content is working, what the best-sellers are doing that differentiates them from their peers, which messages are most effective, and the coachable moments.  Reps also want assurances that they are using the most current and compelling content.

Sales Enablement platforms typically report on views and time spent with content but lack attribution that ties content to close.  Thus, content efficacy remains cloudy.  A 2019 Forrester study commissioned by Seismic found that 85% of “buyers will dismiss a seller in the first interaction if they don’t receive tailored information” but that 54% of organizations aren’t able to “effectively generate actionable insights from sales asset data.”  Thus, revenue teams need to understand better what buyers want and replicate best practices across the revenue organization.


Part II discusses Seismic Fall Release reporting enhancements.

Terminus Acquires GrowFlare

ABM Platform Terminus, which has been on an acquisition binge the past year, added another complementary asset to its platform with the acquisition of sales intelligence vendor GrowFlare.  GrowFlare offers Ideal Customer Profiling (ICP) based on psychographics, which are the common phrases and interests companies share.  Other features include account profiling, prospecting, alerting, and a Chrome extension.  GrowFlare recently doubled its US company dataset to 500,000+ firms.  GrowFlare coverage spans over 90% of “US businesses with Purchasing Power.”

“GrowFlare adds a highly-differentiated level of account intelligence to the Terminus platform,” said Terminus CEO Tim Kopp. “Now teams can identify best-fit target accounts instantly, leverage unmatched AI and psychographic data to know exactly what to say and when, all while being more budget efficient.  This kind of psychographic data has long been used by B2C marketers to profile their future customers and now B2B marketers can as well. This is the modern approach to uncovering target accounts, and accelerates our position as the most intelligent B2B sales and marketing and platform available.”

Terminus likens psychographics to Netflix and Spotify, which can recommend similar content based upon user behavior.  Psychographics extend this logic to account selection. GrowFlare’s unique value proposition is its psychographics.  Most vendors only employ firmographics and technographics in their ICP modeling.

Psychographics are based upon AI and natural language processing of company websites, social media, government filings, job listings, etc.  GrowFlare identifies the “key characteristics that are common across your favorite customers (or any set of companies you want to identify).  From there you can find brand new accounts that match up to your customers, the new product you’re launching, the vertical-specific case study you’re about to drop, and so on.  Enter your favorite customer into GrowFlare and it will spit out hundreds of companies that think and act just like they do, instantly,” blogged Terminus.

When users click on a trending psychographic, they are presented with in-context examples of the phrasing with the term highlighted.  The trending topics and psychographics are “invaluable for marketing and sales personalization,” said GrowFlare Founder and CEO Matt Belkin.

Terminus is also positioning GrowFlare as a new form of “observed intent” versus third-party intent that is simply inferred. “If you’re a data-driven marketer, this should make the hairs on the back of your neck stand up because you know this primary data is a powerful signal coming directly from the accounts you want to target,” crowed Eisenberg.

“Your friends in sales will receive alerts about accounts that are starting to become interested in different things, almost as if it was trending on Twitter. They’ll be able to understand the most important focuses for those businesses, the psychographic topics that are trending, and just how serious they are about those focuses. They’ll know who to reach out to, when to do it, and what to say to deliver a beautifully personalized experience.”

Terminus Blog

Belkin noted that the two firms complement each other, with GrowFlare helping sales and marketing teams efficiently find accounts and Terminus focusing on account engagement.  With the acquisition, revenue teams can target segments based on firmographic, relationship, intent, and now psychographic data.

In GrowFlare, a similar companies New Prospects list includes a Fit Score, which gauges the level of similarity to the target company along with the shared psychographics.  So if a rep just closed a deal at the target, he or she can be confident that the high fit scores are similar in their market positioning.  Fit Scores are exportable to lead scoring models.  A quick view magnifying glass icon displays the trending topics for any of the prospects.

Any Keyword Search or Prospector Active List is automatically setup for alerts, whereby GrowFlare notifies the customer each week of meaningful changes and new prospect opportunities.  When viewed, the table of new prospects includes a Trend score, which is the change in rank position from the prior week.  An Active List focused on competitors will notify sales and marketing when competitor positioning shifts.  This tool would also be valuable for competitive intelligence analysts and business development reps looking to track a narrow universe of competitors or partners.

” Everywhere you look sales and marketing teams are wasting millions of dollars trying to acquire the wrong customers and saying the wrong things.  It’s crazy and the whole approach is broken.  We started GrowFlare to fix it.  You already know your best customers, GrowFlare helps you find 100 more just like them based on their shared interests.  It’s easy to see how focusing on what buyers care about – their psychographics – is far more effective when marketing and selling to them.  It sounds fancy, but it’s the same magic that powers recommendations for Amazon, Netflix, and Spotify in the consumer world.  We just built it for B2B.”

GrowFlare CEO Matt Belkin

Along with Prospector, GrowFlare offers a Prospector Bulk feature that executes against a full customer list.  According to Belkin, “The resulting output averages between 25x-100x more high-fit prospects that sales and that sales and marketing teams can target with account-based outbound campaigns.”

GrowFlare also offers Keyword Search for identifying companies that are using specific terms in their marketing along with shared psychographics, locations, and company sizes.  Boolean operators such as AND, OR, and NOT are supported (e.g. “food delivery” NOT pet).   Keyword search “is valuable if you want to know what companies dominate specific messaging terms or if you are launching a new campaign and want to see who else may be positioned there,” said Belkin.

While many companies offer keyword searching, it is usually against a mined business description.  Only a few products, such as D&B Hoover’s Conceptual Searching, provide broader topical searching to build company lists.

GrowFlare is Terminus’ third acquisition over the past year.  They also acquired Ramble and its Chat Anywhere service and Sigstr for its email signature banner ads and relationship intelligence.

Belkin and the rest of the GrowFlare team are joining Terminus.  Belkin has twenty-five years of SaaS-industry experience at Adobe and Omniture.  At Domo Belkin was the Chief Operating Officer.  Belkin is Terminus’ new EVP of Data, Strategy, and Partnerships.

ABM platforms have emphasized top of the funnel audience engagement and given sales prioritization and messaging short shrift.  GrowFlare will help Terminus pass the ABM baton from marketing to sales.


I profiled the GrowFlare service back in June.

ZoomInfo Acquires EverString (Part II)

On Friday, I began coverage of ZoomInfo’s acquisition of EverString. Continuing with part II…


Over the past few years, ZoomInfo has been rapidly building its go-to-market intelligence through acquisitions and capital investment.  Initially, ZoomInfo (then called DiscoverOrg) rolled up competitors iProfile and RainKing, but in February 2019, they acquired ZoomInfo, a leading global contact information source.  The firm also managed two tuck-ins last year: NeverBounce email validation and Komiko Inbox AI.

After going public in June, ZoomInfo acquired intent data service Clickagy in October before acquiring Everstring.

ZoomInfo is exceptionally strong across many of the core B2B data categories, including

  • Global contacts (e.g. emails, direct dials, phone numbers, bios, social links, job function, and job level)
  • Technographics (e.g. vendors, products, projects, IT professionals)
  • Intent data (1st Party IP-matching and the recently acquired Clickagy real-time intent signals)
  • Sales Triggers (e.g. M&A, Exec Changes, Partnerships)
  • Org Charts (human-verified and modeled)

However, ZoomInfo has lagged behind other vendors in firmographics and linkage.  The Everstring acquisition plugs this gap across core firmographics, SMBs, and company linkages, putting the firm in a stronger sales intelligence, digital marketing, and B2B DaaS position.  The expanded company universe will significantly improve ZoomInfo’s match rates for batch, real-time, and continuous data enrichment.

In a multinational telecom provider test, the match rate doubled to 98% due to three factors: M/L-powered matching, historical matching against outdated records, and record completeness.

“EverString’s machine learning powered entity resolution (aka matching) algorithms are designed to accept and process multiple identifying inputs from a customer’s file, such as phone number and address, alongside the company name and website, improving the likelihood of returning a matching record.”

ZoomInfo CEO Henry Schuck

Maintaining a historical file of inactive and out of date records provides significant value when batch processing enterprise records sitting in CRMs and MAPs.  Much of this legacy data is bad, but without a reference file with historical data (e.g. inactive and closed companies, former addresses, FKAs), operations teams don’t know which records are defunct businesses.

Everstring has nearly 100% fill rates on core firmographic fields such as employee count, revenue, and industry codes. The expanded firmographics improve field fill rates, lead scoring, lead routing, and analytics (e.g. ICP, TAM, segmentation).

Nevertheless, ZoomInfo has a few remaining gaps around public company financials and filings (e.g. SEC, Companies House, UCC) that would hold them back at financial services companies and European firms.  Everstring does ingest filing data (e.g. Secretary of State incorporations, UCC liens, 5500 ERISA filings with the Department of Labor, federal contract bids, OSHA, fleet data, UK Companies House) when building its business graph, but source data viewing is often required.


Continue to Part III.

ZoomInfo Acquires EverString

ZoomInfo continues building up its data assets with the acquisition of EverString, expanding Zoominfo’s coverage of companies and contacts.  EverString employs machine learning, deep learning, artificial intelligence, and natural language processing to build profiles on 100 million companies, 120 million locations, and 70 million business professionals. Data are ingested from both online and offline content.  The expanded company universe is five-times larger than ZoomInfo’s current company universe, with roughly 30 million international profiles.

EverString also provides ZoomInfo with over one million linkages.  “This additional data gives sellers and marketers across all verticals better access and visibility to their total addressable markets, more complete enrichment results, and additional points of contact at their target accounts.”

ZoomInfo CEO Henry Schuck described the combined EverString and ZoomInfo data cloud as the “first-ever business identity graph of its size with a level of accuracy and completeness purpose-built to help go-to-market teams identify actual buying centers rather than legal entities with no purchasing power.”

Along with corporate hierarchies, EverString expands ZoomInfo’s intelligence concerning website redirects, legal entities, and aliases.  Firmographics include sizing data, URLs, social links, contact information, year founded, DBAs, FKAs, and long-tail industry keywords.

“The acquisition of EverString gives ZoomInfo a comprehensive business data graph, providing the foundation needed for enterprises to identify their total universe of customers and prospects, define their ideal profiles, leverage granular keywords and attributes to predict success, and focus their go-to-market motions.”

Director of Communications Steve Vittorioso.

Headquartered in San Mateo, EverString was founded in 2012 and has 50 employees.  It made the 2020 Inc. 5000 list with three-year revenue growth of 112%. Customers include Snowflake, FedEx, Nokia, Seagate, and Staples. 

EverString’s DaaS platform delivers firmographics, technographics, contacts, machine learning insights, and intent signals.  

EverString also offers predictive analytics which will be incorporated into the ZoomInfo platform.  Other functionality includes similar companies, ICP modeling, and TAM modeling.


Continue to Part II.

6Sense Doubling Revenue

ABM Platform vendor 6Sense announced that it is on target for its third consecutive year of at least 100% growth.  The firm has also rapidly grown its customer base with a 204% growth in customers since January 2019, and 54% growth since January.  Its net customer retention rate is 109%, indicating a strong ability to renew and upsell its platform.

LinkedIn employment figures also indicate strong growth, but at a rate slower than customers and revenue, an indication of increased revenue per employee. LinkedIn employment grew 72% over the past year and 192% over the past two.

“6Sense was founded upon the vision of transforming B2B sales and marketing with a next-generation platform that engages target buyers at exactly the right time,” said 6Sense CTO Viral Bajaria. “Our patented AI-powered capabilities, including 6sense’s time-based predictions and industry-leading account identification capabilities, continue to be differentiators in the market — and deliver real business value to our customers.”

6Sense continues to invest in platform development with the rollout of new ABM capabilities in 2020:

  • Native Retargeting, which programmatically serves display ads to all website visitors or visitors from target accounts
  • A LinkedIn advertising integration for account targeting across all ad types
  • AI-based Next Best Actions, a set of prioritized actions recommendations for BDRs across the buying committee.
  • Model Metrics, which provide customers with self-service analytics which assess the impact of 6sense’s predictions on pipeline and revenue

CMO Latané Conant cited a series of benefits enjoyed by 6Sense clients, including a 75% higher conversion rate, 40% higher win rates, and a 50% increase in contract values.

Inc. recently named 6Sense the 5th Best Place to Work in the small and medium business category.  

“6sense believes that culture is based on trust, open communication, dedicated leadership, and a fun space where employees can take risks. We take everyone’s opinion into account, from the very top to the bottom.  Employees take chances, put more responsibility on their shoulders, and work hard for one another.  We are a team-first, people-centric organization that prioritizes teamwork above all else.  Our weekly all-hands meetings give everyone an opportunity to have their voice heard.”

6Sense Inc. Submission

6Sense closed a $40 million Series C round in January led by growth equity firm Insight Partners, raising its total funding to $105 million.