Sales outreach · Production

Ivanti drives 154% win rate increase and $263.2M influenced pipeline with 6sense

The problem

Following multiple acquisitions, Ivanti had no single source of truth — contact and customer data was scattered across disparate systems, some acquired businesses lacked comprehensive contact data, and revenue team members were overwhelmed aggregating information manually.

Workflow diagram · grounded in source

CDP data consolidation

integration

“6sense's built-in Customer Data Platform (CDP) played a central role in creating a single source of truth for Ivanti by capturing and consolidating data from disparate systems and then pushing that data back out to tools used by sellers”

Intent and profile signal analysis

ai_action

“6sense helps Ivanti paint a clear picture of what potential customers are interested in with past purchase history, intent keywords, competitor research, and profile-fit data”

Account prioritization for BDRs

ai_action

“using account prioritization to help focus their pods on in-market companies, grabbing contact data to book meetings with buying team members, and using partner intent and keyword data to identify competitors”

Sales outreach via Rev AI

output

“BDRs use 6sense Rev AI for Sales to make informed selling decisions”

Paid media campaign targeting

output

“Channels: 6sense Display Ads and LinkedIn (video ads, single images, carousel, and document ads)”

Engagement and pipeline reporting

feedback_loop

“6sense's engagement reporting allowed Ivanti to zero in on target account segments and track the growth in engagement, influenced pipeline, and closed/won revenue”

Reported outcome

6sense unified Ivanti's sales and marketing teams around a single source of truth, resulting in a 154% increase in win rate YoY, $263.2 million in influenced pipeline, $18.4 million in revenue from won opportunities, and a 43% increase in average deal sizes.

Reported metrics

qualified meetings from BDR organization131%

Qualified opportunities110%

BDR-generated pipeline vs goal at Q2 2023176% of goal

BDR adoption rate93%

Show all 11 reported metrics

qualified meetings from BDR organization131%

qualified opportunities110%

BDR-generated pipeline vs goal at Q2 2023176% of goal

BDR adoption rate93%

BDR-contributed opportunitiesnearly tripled

opportunities created71%

influenced pipeline from campaign$263.2 million

opportunities won94%

revenue from won opportunities$18.4 million

win rate YoY154%

average deal sizes for opportunity pipeline generation43%

Reported stack

6sense6sense Rev AI for Sales6sense Sales IntelligenceLinkedInSalesforceOutreach

Source

https://6sense.com/customer-stories/ivanti-drives-engagement-and-increases-win-rates-by-154-with-6sense

Read source ↗

Frequently asked questions

What did this team achieve with this AI workflow?

6sense unified Ivanti's sales and marketing teams around a single source of truth, resulting in a 154% increase in win rate YoY, $263.2 million in influenced pipeline, $18.4 million in revenue from won opportunities,…

What tools did this team use?

6sense, 6sense Rev AI for Sales, 6sense Sales Intelligence, LinkedIn, Salesforce, Outreach.

What results were reported?

qualified meetings from BDR organization: 131%; Qualified opportunities: 110%; BDR-generated pipeline vs goal at Q2 2023: 176% of goal; BDR adoption rate: 93% (source-reported, not independently verified).

How is this sales outreach AI workflow structured?

CDP data consolidation → Intent and profile signal analysis → Account prioritization for BDRs → Sales outreach via Rev AI → Paid media campaign targeting → Engagement and pipeline reporting.