Case Study: PGi achieves 68% faster time-to-close, 77% higher win rates and 9x average deal size with 6sense

How PGi’s Full Funnel Demand Intelligence Activation Strategy Boosted Win Rates, Deal Sizes and Pipeline Velocity

PGi, the world’s largest dedicated provider of collaboration software serving over 50,000 customers including 75% of the Fortune 100, faced a crowded competitive landscape and thousands of potential accounts in its addressable market. Shifting from traditional demand generation to an account-based marketing approach, the company needed data-driven prioritization to identify which accounts were truly in-market and worth pursuing to improve win rates, deal sizes and pipeline velocity.

PGi partnered with 6sense to deploy a full-funnel demand intelligence activation strategy that used AI-driven intent data to pinpoint in-market and high-potential accounts, roll out targeted outbound prospecting, and align sales and marketing on qualified targets. The results were dramatic: 68% faster time-to-close, a 77% increase in win rates, and a 9x lift in average deal size, along with stronger sales/marketing alignment and greater efficiency across the global sales organization.

PGI

Kerry Trivers

Vice President of Marketing