Sales outreach · Production

Tipalti drives 57% increase in created opportunities with 6sense Sales Intelligence

The problem

Tipalti's small revenue team lacked a coherent ABM strategy and the detailed prospect data needed to personalize outreach across many target industries. Their previous ABM platform did not give salespeople enough information to act effectively.

First attempt

Terminus, Tipalti's previous ABM platform, did not provide salespeople with sufficient information, and outreach was not generating results.

Workflow diagram · grounded in source
1
Intent signal triggers SDR Slack alert
trigger
“The Slack alerts inform SDRs when accounts visit Tipalti's website or research specific keywords, allowing them to respond with the right message at the right time”
2
AI scores buying stage and intent
ai_action
“we can create segments based off of buying stage and can serve customers different content as they progress automatically within 6sense”
3
Persona map identifies who to contact
ai_action
“sellers can view buyer persona maps and are told exactly who they should be reaching out to based on intent score, engagement score, buying stage, and profile fit”
4
Content matrix routes personalized messaging
routing
“The marketing team has a suggested content matrix for SDRs to refer to when an account researches a particular keyword. This matrix contains specific pieces of content to send based on the intent keywords being searched”
5
Intelligent Workflows send timed messages
output
“6sense Intelligent Workflows, which has improved sellers' and marketers' ability to automate personalized messages at the right time”
6
Display ads served by buying journey stage
output
“Marketing uses 6sense to deliver different display ads and messaging depending on where the prospect is in the buying journey: target, awareness, consideration, or purchase”
7
CRM enriched with dynamic account view
integration
“illuminating their static CRM data with a detailed view of an account's actions and where they are in their buying journey”
Reported outcome

Tipalti saw a 57% increase in created opportunities and $635k of additional pipeline generated, plus over $250K in opportunities from display ads in a single quarter.

Reported metrics
Created opportunities increase57%
Additional pipeline generated$635k
Opportunities from display ads in one quarterover $250K
Reported stack
6sense6sense Intelligent Workflows6sense Audience BuilderLinkedInSlack
Source
https://6sense.com/customer-stories/the-tipalti-sales-team-takes-prospecting-to-the-next-level-with-6sense
Read source ↗

Frequently asked questions

What did this team achieve with this AI workflow?

Tipalti saw a 57% increase in created opportunities and $635k of additional pipeline generated, plus over $250K in opportunities from display ads in a single quarter.

What tools did this team use?

6sense, 6sense Intelligent Workflows, 6sense Audience Builder, LinkedIn, Slack.

What results were reported?

Created opportunities increase: 57%; Additional pipeline generated: $635k; Opportunities from display ads in one quarter: over $250K (source-reported, not independently verified).

What failed first in this deployment?

Terminus, Tipalti's previous ABM platform, did not provide salespeople with sufficient information, and outreach was not generating results.

How is this sales outreach AI workflow structured?

Intent signal triggers SDR Slack alert → AI scores buying stage and intent → Persona map identifies who to contact → Content matrix routes personalized messaging → Intelligent Workflows send timed messages → Display ads served by buying journey stage → CRM enriched with dynamic account view.

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