Case Study: 6sense achieves scalable inbound pipeline and millions in influenced pipeline with ON24 Webcast Elite

How 6sense Leverages ON24 to Create Winning Account-Based Experiences

6sense is a B2B revenue platform that uses AI, big data and machine learning to help sellers and marketers prioritize accounts and drive predictable revenue growth. Facing rapid demand and ambitious revenue targets, 6sense needed to future‑proof its inbound pipeline by scaling webinar and demo programs—especially to nurture non‑marketing qualified accounts (non‑MQAs)—without overwhelming sales teams.

By implementing ON24 Webcast Elite and its Simulive features, 6sense scaled pre‑recorded and live demo programs, integrated existing tools like Drift and its MAP, and aligned marketing and sales around account engagement data. The approach generated millions in sourced and influenced pipeline, produced a program that delivered over 10,000% ROI via net‑new pipeline and productivity gains, and created a scalable, sales‑free channel that consistently educates and advances qualified accounts.

6sense

Grace Kleaveland Kupczak

Digital Strategy and Growth Marketing Manager