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Enhancing Enterprise Sales with IoT: A Case Study on Sumo Logic and 6sense Insights
Technology Category
- Analytics & Modeling - Big Data Analytics
- Platform as a Service (PaaS) - Application Development Platforms
Applicable Industries
- Equipment & Machinery
Applicable Functions
- Procurement
- Sales & Marketing
Use Cases
- Time Sensitive Networking
- Track & Trace of Assets
Services
- Data Science Services
The Challenge
Sumo Logic, a cloud-based machine data analytics company, operates in a highly competitive SaaS industry. The total addressable market for cloud and data analytics providers is vast, making differentiation a significant challenge. Sumo Logic identified that aligning its sales and marketing forces would be a key differentiator. Initially, the team planned a phased rollout of the 6sense Account Engagement Platform, with marketing as the first use case. However, they decided on a full revenue team rollout, with sales and marketing working in tandem. The Chief Revenue Officer (CRO) and Chief Marketing Officer (CMO) aimed to use 6sense to foster collaboration across the revenue team. The challenge was to create harmony between the sales and marketing organization, address emergent topics, identify gaps, raise issues, and pinpoint resolutions.
About The Customer
Sumo Logic, Inc. is a company that empowers the people who power modern, digital business. Through its SaaS analytics platform, Sumo Logic enables customers to deliver reliable and secure cloud-native applications. The company has been on a steady growth track for years and hit a major milestone in 2020 by going public on the NASDAQ Stock Market. Sumo Logic operates in the highly competitive SaaS industry, specifically in the realm of cloud and data analytics providers. The company's success is attributed in part to the 6sense Account Engagement Platform, which has been described as one of the most effective tools by the company's Chief Revenue Officer.
The Solution
Sumo Logic adopted the 6sense Account Engagement Platform to enhance collaboration across the revenue team. The platform was used to evaluate how the sales and marketing teams were engaging with prospects across buying stages and to monitor conversation rates at each step. The 6sense platform's one-platform-does-it-all approach and actionable insights resonated with Sumo Logic. For the enterprise sales team, the platform was instrumental in increasing efficiency by providing insights into where to spend their time and energy for the most effective results. The platform was also used to guide engagement with the right people at the right time, at scale. The CRO led by example, using the platform to see market activity and identify missed opportunities. The platform's AI-powered predictions were used to guide sales reps with robust insights.
Operational Impact
Quantitative Benefit
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