Case Study: Motorola Solutions achieves faster pipeline growth and sales–marketing alignment with 6sense intent data

Aligning Sales and Marketing with Intent Data How Motorola Filled the Gap

Motorola Solutions needed a better way to turn large volumes of inquiries into sales by aligning marketing and sales around where accounts were in the buying cycle and which personas were involved. Senior Director Tony Condi led a vendor evaluation and pilot to find an ABM solution that would integrate with their tech stack; 6sense won the pilot and was chosen for its ability to deliver actionable intent data and segmentation.

By integrating 6sense with Eloqua and Salesforce, Motorola built intent-driven segments, ran targeted display and nurture campaigns, prioritized accounts with lead scoring, and routed high-intent prospects to sales. The result: higher-quality, earlier-stage leads (including previously unknown accounts), more effective sales engagement, faster vendor support during rollout, and an accelerated pipeline able to support new solutions and revenue growth.

Motorola Solutions

Tony Condi

Senior Director of Integrated Marketing and Operations