6sense > Case Studies > UJET Boosts Yearly Pipeline by 60% with 6sense, Surpassing Pipeline Goals

UJET Boosts Yearly Pipeline by 60% with 6sense, Surpassing Pipeline Goals

Technology Category

Application Infrastructure & Middleware - Data Exchange & Integration
Platform as a Service (PaaS) - Application Development Platforms

Applicable Industries

Equipment & Machinery
Oil & Gas

Applicable Functions

Sales & Marketing

Use Cases

Time Sensitive Networking

Services

System Integration

About The Customer

UJET is a world-leading contact center platform that bridges the technology gap between outdated customer service platforms and modern consumers and brands. Their intuitively designed voice and digital engagement suite, coupled with powerful AI and advanced analytics capabilities, makes providing excellent customer experiences seamless for every business. UJET has been ranked #1 in Contact Center Operations by G2 users for 11 quarters in a row and won the 2022 Best of Enterprise Connect Overall. UJET is also partnered with Google on its Contact Center AI Platform.

The Challenge

UJET, a leading contact center platform, was facing challenges in prioritizing their vast array of accounts due to their status as a rapidly growing startup with multiple ideal customer profiles. The company's sales development representatives (SDRs) were struggling with inconsistent open rates, reply rates, and outbound pipeline due to a lack of account-level insights on the buyers’ journey. The timing of their outreach was often off, and they lacked the necessary tools to track intent, drive awareness, and deliver messages to the right audience at the right time. As Bob Wassell, SDR Director at UJET, put it, they were trying to 'find treasure without a map.'

The Solution

UJET turned to 6sense for a solution to their challenges. 6sense's intent data provided UJET's SDRs with direction and focus, allowing them to prioritize their efforts on the right accounts showing interest in solutions like theirs. The SDRs were able to uncover which accounts were visiting their website and where they were located, understand the keywords these accounts were searching for, set up daily alerts for accounts that reached 6QA (6sense qualified accounts) status, and build dashboards to view accounts in every stage. They incorporated these searched-for keywords directly into their messaging and optimized their outreach response. 6sense quickly became an essential coaching and messaging tool for inbound and outbound motions, and also helped to strengthen marketing and sales alignment by bringing data to subjective conversations.

Operational Impact

The integration of 6sense into UJET's operations has had a transformative impact on the company's ability to meet and exceed its pipeline goals. The powerful tech stack integration enables UJET to use 6sense more efficiently to drive outbound efforts and create a more robust inbound engine. The tool has become an integral part of UJET's day-to-day operations, with the company ensuring there's an integration with 6sense when they evaluate new technologies. The tool has not only been a game changer for the team, but it has also become so embedded in their operations that they see their 6sense customer success manager as an extension of their team.

Quantitative Benefit

Tracked an initial media impression for an account with little activity that turned into a $1.3 million opportunity
20% of all marketing pipeline dollars came wholly from 6sense in 2022, which is 24% of all volume
22% of all MQLs in 2022 came from 6sense in the ABM play