Case Study: OneSource Virtual achieves revenue team alignment and 3x higher opportunity revenue with 6sense

Sales Adoption and Beyond: Revenue Team Alignment with Account Insights at the Core

OneSource Virtual, a Dallas-based Workday services and software partner with 13+ years of experience, 900+ customers and ~1,000 employees, faced a constrained total addressable market, poor CRM contact data, contact-message fatigue and unknown account-stage progression. Marketing and sales were misaligned—MQLs weren’t seen as relevant, co-prospecting was disjointed, and sales didn’t know how to target or action an ABM approach.

Marketing led the purchase of 6sense and implemented an “In‑Market” framework that mapped roles to buying stages, added a disciplined weekly meeting cadence, and stitched 6sense into CRM, MAP, Google Analytics and Power BI dashboards. Within six months the program delivered 10 marketing-generated opportunities outside the target list, revived 2 dark contacts, added $900K in pipeline and produced 3x the revenue of other marketing-sourced opportunities, driving stronger sales engagement, executive buy‑in and a roadmap for forecasting and advanced models (e.g., churn, cross-sell, product-level and ELT dashboards).

OneSource Virtual

Mitch Katseanes

Director of Global Demand Generation