6sense Implementation Guide

Contents:

• Overview
• Functionality Summary
• FlowBuilder Node Summary
• Implementation Requirements
• Intent Trigger Nodes
• Enrich Node

Overview

LeanData and 6sense have partnered to ensure revenue operations teams can now dynamically enrich and orchestrate Accounts to the right sales team member based on actionable intent signals. 

With the host of buyer signals our revenue teams are tasked with interpreting every day, quickly surfacing the right data points and orchestrating the right actions has never been more critical.  

With LeanData’s new 6sense Intent Trigger and Enrich nodes in Account Routing, joint customers can change the way their revenue teams work, automatically distinguishing and routing high-intent Accounts with complete information to the right rep at the right time.

Functionality Summary

Intent

• Trigger LeanData Account Routing for New and Existing Accounts via field updates to 6sense fields on the Account Object from the 6sense/SFDC Integration.

Enrich

• Call to 6sense from LeanData Flowbuilder for real-time account enrichment of firmographic attributes to ensure Salesforce Accounts have all the necessary information as you route to your revenue team

FlowBuilder Node Summary

There are 3 nodes that make up the 6sense Intent and Enrich implementation:

Trigger Nodes

• 6sense New Account Intent
• 6sense Updated Account Intent

Action Nodes

• Integrations
  • Enrich Account

Implementation Requirements

Below you will find the steps needed to set up the Intent and Enrich nodes.

Intent Trigger Nodes

There is no special setup required for the Intent Trigger nodes. 6sense New Account Intent and 6sense Updated Account Intent will be available by default. These nodes are intended to create an easy-to-implement experience to join 6sense and LeanData to improve their revenue team’s pipeline and revenue generation. By triggering Account Routing based on spikes in 6sense intent signals, you can proactively notify their reps to make intent data more actionable and prioritize their  prospecting efforts.

These Trigger nodes are:

• 6sense New Account Intent
• 6sense Updated Account Intent

Use Cases

• When new Accounts are created with high intent, or existing dormant Accounts show a spike in intent, trigger LeanData Account Routing and check:
  1. If the owner is active & accurate, notify the existing Account owner of the spike in intent
  2. If there is no owner, route the Account to appropriate SDR/BDR/AE and notify them of high intent spike
  3. If Account is in late stage intent (ex: 6sense Account Buying Stage = Decision or Purchase), enforce a follow-up SLA on the rep using Hold Until node for reminders or re-routing after a certain period of inactivity to ensure reps are productive and prioritize their efforts.
  4. If the Account does not have an opportunity created and goes ‘dormant’ after a period of inactivity, ensure that the rep's territories are ‘Dynamic’ and not cluttered with inactive accounts by recycling the Account back to a nurture pool until it shows intent again.

Integration Setup

You must first set up an integration between 6sense and SFDC to create Accounts and update existing SFDC Account fields that can be used in LeanData Account Routing. This includes ensuring 6sense is configured to sync intent data from the 6sense platform to SFDC. 

The general steps involve:

• Configure integration between 6sense and SFDC. This should be done by an SFDC admin or someone with access to remote site settings in SFDC.
• Setup ‘receiving’ account fields on SFDC Account object to ingest the 6sense data
• Map 6sense intent data into SFDC Account fields via 6sense field mapping page
• Setup ‘Orchestrations’ in 6sense to sync intent data to SFDC Accounts for New and Existing SFDC Accounts

Enrich Node

This node is intended to deliver a real-time account enrichment option via 6sense firmographic information to drive Routing. After authorization and setup steps are completed, this node is reliant upon a field mapping which lives in the Integrations Details Page.

Use Cases

• Prepared to prospect - When Accounts are created or updated, ensure they have all relevant firmographic data points via a real-time enrichment call to give your rep a complete picture of the account when they receive it.
• Fill in key information for routing and sales segmentation like annual revenue or company size via a real-time enrichment call to 6sense.

Setup

The following steps must be completed prior to using the Enrich Node.

Get your customized Salesforce URL:

• From the LeanData App, navigate to Integrations on the left sidebar

• In the Enrichment section, find the 6sense tile and click Get Started.

• On the Authorization Tab, within the instructions to create a Remote Site Setting in Salesforce, find and copy your organizations specific Salesforce URL. (Step 7)

Create Remote Site in Salesforce:

• Have the Salesforce Admin of your organization go to Setup > Remote Site Settings. This should be done by an SFDC admin or someone with access to remote site settings in SFDC.
• Click New Remote Site.
  • In the Remote Site Name field, enter SIXSENSE_RSS
  • In the Remote Site URL field, paste the 6sense URL: https://scribe.6sense.com
• Click Save.
• Click New Remote Site.
  • In the Remote Site Name field, enter SIXSENSE_ORG_RSS
  • In the Remote Site URL field, paste your Salesforce URL from the 6sense authorization page.
• Refresh this page (in LeanData).
• Click Save.

Authorization in LeanData:

• You will first need to obtain your 6sense API Key by reaching out to your 6sense Customer Success Manager.
• Once you have obtained you API Key, in the LeanData App, click on Integrations. This should be done by an SFDC admin or someone with access to remote site settings in SFDC.
• In the Enrichment section, find the 6sense tile and click Get Started.

• Enter the 6sense API key in LeanData in the 6sense Settings section

• Click Authorize 6sense.

Field Mapping

After connecting LeanData and 6sense with the API key, you need to create field mappings between the 2 systems. This includes:

• Account Matching Field Mapping
• Account Enrichment Field Mapping

Account Matching Fields

LeanData and 6sense each have company records. In LeanData these are the Account records. In 6sense they are Company records. We are going to set up fields for LeanData to match Salesforce Accounts to 6sense Company records. To do this, 6sense requires a domain field mapping. This can be an email or website domain.

You can map additional fields to increase the accuracy of matches. 6sense recommends additional fields like Country, Company Name (Account in Salesforce ), and Industry. Country and Company Name are both highly recommended by 6sense to drive accuracy.

For additional assistance please contact LeanData Support.