Case Study: Ingeniux achieves scalable account engagement and enterprise pipeline growth with 6sense

Ingeniux Leads with Value and Ramps Sales Engagement with 6sense

Ingeniux is an agile experience platform for digital content management that serves enterprise brands, but it struggled to break through in a saturated CMS market where most prospects already have established systems. The biggest challenge was finding accounts actively in-market for re-platforming — many buyers were researching anonymously in the “Dark Funnel,” so traditional lead-gen MQLs weren’t revealing true opportunities.

Ingeniux implemented 6sense for intent data and account-based advertising, shifted from a lead-centric MQL model to a marketing-qualified-account (MQA) approach, ungated content, and re-optimized campaigns for account engagement. Integrations with Salesforce and Outreach let sales development prioritize and personalize outreach, producing immediate gains: email open rates climbed to over 60%, the number of accounts in the SD program more than doubled without added headcount, engagement costs fell well below the ~$100 per MQL benchmark, pipeline account size increased (average ARR > $1B), and reporting and campaign ROI improved.

Ingeniux

Kris Laird

Director of Sales Development