Case Study: Korn Ferry achieves smarter ABM and bigger deals with Green Hat and 6sense

Korn Ferry grows opportunities 34% with Green Hat

Korn Ferry, a global organizational consulting firm, engaged vendor Green Hat to address their challenge of delivering generic marketing that failed to engage entire buying committees or move accounts effectively through the sales funnel. Their mission was to implement an account-based marketing (ABM) strategy at scale to make their marketing smarter and improve the client experience.

Green Hat designed an ABM-at-scale strategy utilizing the 6sense platform. The solution involved defining target audiences, setting up 6sense to identify in-market accounts, and creating personalized content journeys for different buying stages and personas. This enabled Korn Ferry to deliver the right message to the right people at the right time. As a result, Green Hat helped Korn Ferry achieve a 34% increase in opportunity size, a 3.8x increase in target account engagement, and found that 68% of won revenue came from marketing-qualified accounts identified by 6sense.

Korn Ferry