Case Study: HighRadius aligns revenue team on ABX and boosts engaged accounts 160% with 6sense

How HighRadius Aligns its Revenue Team on an Account-Based Strategy with 6sense

HighRadius, a fast-growing fintech, faced a transformational 2020 when it needed to shift from a lead-based model to an account-based experience (ABX). Sales and SDRs were targeting accounts while marketing stayed MQL-driven, leaving the revenue team misaligned and without clear insight into which target accounts were truly in-market—so HighRadius deployed 6sense to change course.

Using 6sense’s intent data, predictive buying stages and Salesforce-integrated sales intelligence, HighRadius rebuilt campaigns around prioritized accounts and aligned sales and marketing on a single source of truth. The results: a 160% increase in engaged accounts in one quarter, a 40% rise in Purchase/Decision accounts, ad view-through rates up to 30%, decision/purchase opportunity creation rates more than double earlier stages, and clearer reporting that validated ABX-driven pipeline growth.

HighRadius

John Whiteside

Associate VP of Digital Programs