Case Study: Zendesk increases opportunity creation with 6sense Insights

Zendesk Empowers BDRs and Increases Opportunities Using 6sense Insights

Zendesk, a customer engagement software company, was moving upmarket into enterprise accounts and found that traditional leads were becoming less useful. To better target larger buying committees and help its business development representatives (BDRs) succeed, Zendesk turned to 6sense insights to shift toward an account-level view and focus on higher-intent opportunities.

Zendesk implemented 6sense buying-stage and intent data to prioritize accounts in the Decision or Purchase stages, identify keywords and website activity, and personalize outreach. With 6sense, Zendesk exposed hidden net-new accounts and enabled BDRs to contribute more strategically, resulting in an 8% to 10% average increase in opportunity creation from MQLs globally.

Zendesk

Brian Cabreros

Director Marketing Operations