6sense > Case Studies > 6sense, Drift, and People.ai: Powering PTC's Revenue Orchestration Intelligence Engine

6sense, Drift, and People.ai: Powering PTC's Revenue Orchestration Intelligence Engine

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Technology Category
  • Application Infrastructure & Middleware - API Integration & Management
  • Platform as a Service (PaaS) - Application Development Platforms
Applicable Industries
  • Healthcare & Hospitals
  • Oil & Gas
Applicable Functions
  • Procurement
  • Sales & Marketing
Use Cases
  • Chatbots
About The Customer
PTC is a global software company that is transforming how companies create, operate, and service products. The company recently built a unique martech stack, featuring 6sense, Drift, and People.ai, which revolutionized its ability to identify, connect with, and pursue net-new business. This has led to faster and clearer identification of prospects, connection with accounts, research on buying stages, information on account needs and interest, and evaluation of new and existing pipeline.
The Challenge
PTC was in search of a solution that could combine account-intent programs with AI platforms. The goal was to deliver a customer-centric digital experience that provides value-led content at every buyer interaction, leading to pipeline growth. The company has a strong marketing ops team with a 'data-driven everything' mentality. When it came to integrating new solutions into its existing tech stack, PTC invested significant diligence into its research. After thorough evaluations over several months, PTC decided to simultaneously sign contracts with 6sense, Drift, and People.ai.
The Solution
The combination of 6sense, Drift, and People.ai empowers PTC’s sales and marketing teams to be smarter and faster in their outreach. It enables them to deliver relevant, memorable value at every buyer interaction. 6sense identifies VIP accounts and activities, while also uncovering new high-intent accounts that deserve robust engagement. Drift, a conversational marketing platform, enables direct engagement with B2B buyers through its chatbot, initiating the right connections at the right time. People.ai seamlessly integrates the sales team’s outreach and activities into PTC’s CRM to reveal an ideal, proven pathway of what’s working. This enables the team to assess deal health and leverage best practices for future efforts.
Operational Impact
  • The combination of 6sense, Drift, and People.ai has transformed the way PTC’s team looks at net-new business as well as its existing pipeline. With this complete end-to-end solution, PTC is successfully 'printing pipeline,' as Mariana Cogan, SVP of Digital Marketing Strategy & Operations at PTC, puts it. The power of the 6sense, Drift, and People.ai data, combined with the whole revenue team working from a single source of truth, has driven tremendous business results for PTC. This uniquely powerful martech stack gave PTC a tailored view of prospects, a way to connect immediately with potential accounts, insight into where prospects are in their buying journeys, information on what accounts need and are interested in, and a method to evaluate both new and net-new pipeline.
Quantitative Benefit
  • 6sense identifies VIP accounts and activities, while also uncovering new high-intent accounts
  • Drift enables direct engagement with B2B buyers, initiating the right connections at the right time
  • People.ai integrates the sales team’s outreach and activities into PTC’s CRM, revealing an ideal, proven pathway of what’s working

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