sales_outreach · saas · workflow
Tipalti drives 57% increase in created opportunities with 6sense Sales Intelligence
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.
How it works
Common implementation structure
How this type of workflow is generally built, generalized across documented cases — not tied to any one vendor's stack. Click any stage to read what happens there. Specific products that implement these stages appear in “Tools commonly seen” below.
Stage 1 · Intent signal triggers SDR Slack alert
Slack alerts inform SDRs when accounts visit Tipalti's website or research specific keywords.
Tools used
6sense6sense Intelligent Workflows6sense Audience BuilderLinkedIn
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.
What failed first
Terminus, Tipalti's previous ABM platform, did not provide salespeople with sufficient information, and outreach was not generating results.
Results
Volume57%
Cost replaced$635k
Grounding & classification
Source type: vendor customer story
28 fields verified against source quotes.
personalizationpredictive analyticsrecommendation systememailfailure mode describedmetric backednamed customerproduction runtime claimedtools describedworkflow describedsoftwareconversion increaseemployee productivityrevenue increasevendor customer storylead processingmarketing opssales opssales outreachdata sync enrichmentextract classify route