Marketing ops · Production

Folloze integrates 6sense to achieve 1,244% increase in known engagement and 192% increase in 6QA volume

The problem

Folloze's previous ABM platform delivered unreliable segmentation data, failed to capture intent signals for in-market identification, and operated in a silo disconnected from the broader GTM tech stack, leading to sub-optimal campaign performance and wasted ad spend.

First attempt

Folloze's prior ABM and sales intelligence platform lacked reliable segmentation, could not effectively capture intent data for in-market identification, and was isolated from tools like Outreach, Marketo, Qualified, and LinkedIn, preventing cohesive GTM execution.

Workflow diagram · grounded in source
1
Intent data identifies in-market accounts
Ai action
6sense's third-party intent data is used to identify which accounts are in-market and the topics they are researching.
▾ source quote
“Folloze used 6sense's third-party intent data to identify which accounts were in-market for a solution, and the topics they were researching”
2
Dynamic audience segments created
Ai action
6sense creates audience segments dynamically updated based on real-time behavior within accounts, such as keyword research or buying stage progression.
▾ source quote
“6sense enables users to create audience segments that are dynamically updated based on real-time behavior within accounts, such as keyword research or buying stage progression”
3
Segments linked to buyer experience platform
Integration
Detailed dynamic audience segments are linked with Folloze's buyer experience platform for real-time, tailored marketing experiences.
▾ source quote
“Folloze then improved personalized content delivery by linking detailed dynamic audience segments with its buyer experience platform for real-time, tailored marketing experiences”
4
Data triggers multi-channel campaign launch
Output
Data is turned into triggers to launch 6sense DSP and LinkedIn paid social campaigns, Outreach email sequences, and Qualified chatbot experiences to Folloze boards.
▾ source quote
“The team was able to turn data into triggers to launch 6sense DSP and LinkedIn paid social campaigns, Outreach email sequences, and Qualified chatbot experiences to Folloze boards”
5
Sales pods review dashboards weekly
Human review
Sales pods within Folloze meet weekly to review their 6sense dashboards to track 6QA status and account activity.
▾ source quote
“Sales pods within Folloze meet weekly to review their 6sense dashboards to track 6QA status and account activity”
6
Targeted personalized sales outreach
Output
Sales teams leverage 6sense data to deliver personalized outreach focused on accounts showing significant engagement or intent.
▾ source quote
“they leverage 6sense data to be resourceful in who they are spending their time on by delivering personalized outreach”
Reported outcome

After integrating 6sense, Folloze saw a 1,244% increase in known engagement within one week of relaunching campaigns, a 192% increase in 6QA volume, a 43% pipeline increase year-over-year alongside a -52% reduction in paid media spend, and expanded ICP reach from 2.5% to 56% of total accounts.

Reported metrics
Known engagement increase1,244%
6QA volume lift within first month136%
ICP accounts reached post-launch56%
ICP accounts reached pre-launch2.5%
Show all 11 reported metrics
known engagement increase1,244%
6QA volume lift within first month136%
ICP accounts reached post-launch56%
ICP accounts reached pre-launch2.5%
account engagement increase via 6sense ads2.98x
account engagement increase via LinkedIn ads3.63x
6QA volume increase192%
ADR Meetings target exceeded104%
pipeline increase H1'24 vs H1'2343%
paid media spend reduction-52%
accounts retained in 6QA status88%
Reported stack
6senseFollozeMarketoLinkedInSalesforceOutreachQualified6sense DSP
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Source
https://6sense.com/customer-stories/how-integrating-6sense-and-folloze-optimizes-top-of-funnel-campaigns
Read source ↗

Frequently asked questions

What did this team achieve with this AI workflow?

After integrating 6sense, Folloze saw a 1,244% increase in known engagement within one week of relaunching campaigns, a 192% increase in 6QA volume, a 43% pipeline increase year-over-year alongside a -52% reduction in…

What tools did this team use?

6sense, Folloze, Marketo, LinkedIn, Salesforce, Outreach, Qualified, 6sense DSP.

What results were reported?

Known engagement increase: 1,244%; 6QA volume lift within first month: 136%; ICP accounts reached post-launch: 56%; ICP accounts reached pre-launch: 2.5% (source-reported, not independently verified).

What failed first in this deployment?

Folloze's prior ABM and sales intelligence platform lacked reliable segmentation, could not effectively capture intent data for in-market identification, and was isolated from tools like Outreach, Marketo, Qualified,…

How is this marketing ops AI workflow structured?

Intent data identifies in-market accounts → Dynamic audience segments created → Segments linked to buyer experience platform → Data triggers multi-channel campaign launch → Sales pods review dashboards weekly → Targeted personalized sales outreach.

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