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
1
CDP data consolidation
Integration
6sense's built-in CDP captures and consolidates data from disparate systems and pushes it back out to tools used by sellers.
▾ source quote
“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”
2
Intent and profile signal analysis
Ai action
6sense paints a picture of potential customers using past purchase history, intent keywords, competitor research, and profile-fit data.
▾ source quote
“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”
3
Account prioritization for BDRs
Ai action
BDRs use account prioritization to focus on in-market companies, book meetings with buying team members, and identify competitors.
▾ source quote
“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”
4
Sales outreach via Rev AI
Output
BDRs use 6sense Rev AI for Sales to make informed selling decisions.
▾ source quote
“BDRs use 6sense Rev AI for Sales to make informed selling decisions”
5
Paid media campaign targeting
Output
Paid media campaigns run via 6sense Display Ads and LinkedIn including video ads, single images, carousel, and document ads.
▾ source quote
“Channels: 6sense Display Ads and LinkedIn (video ads, single images, carousel, and document ads)”
6
Engagement and pipeline reporting
Feedback loop
6sense engagement reporting lets Ivanti zero in on target account segments and track growth in engagement, influenced pipeline, and closed/won revenue.
▾ source quote
“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
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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.
This case is one data point. Whether its pattern fits you depends on your volumes, your stack, and your exception load — that comparison is the step no case study can do for you.