6Sense

6sense is a B2B account engagement platform that helps businesses optimize their sales and marketing efforts using AI-driven account insights. Their tools are designed to optimize both sales and marketing efforts, driving increased pipeline generation and improving overall conversion rates by providing actionable insights and automating many of the manual processes typically associated with ABM. It is designed to identify potential customers (accounts), prioritize them based on engagement signals, and facilitate targeted, personalized marketing and sales activities.

6sense customers start by purchasing a platform subscription and can include enhanced sales and/or marketing modules based on their specific needs.

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For the Platform Subscription, pricing is determined based on the quantities you need of platform users, Synced Segments, API calls and display advertising accounts.  The more you need of these, the higher your cost will be, but there is typically some unit economics to be achieved when purchasing high volumes.

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Additionally, popular add ons for 6Sense are the Orchestration Subscription and the Predictive Subscription.  The more Orchestration credits you need, the higher pricing will be and the more Product Categories you need, the higher pricing will be, however bundling these in with your purchase can lead to overall cost efficiencies and platform discounts.

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Curious to see if you’re getting a fair price on 6Sense? Get a free price benchmark to see how much you could be saving on your contract.

Once you’ve run a price benchmark on your contract, you need to know the levers to pull to get to the best price with your supplier. Tropic has consolidated customized negotiation playbooks for hundreds of suppliers so you know exactly how to get the best price and terms on your 6Sense contract. Here are some highlights:

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‍Contract Terms & Length

• Negotiating longer-term contracts (2 or 3 years) often results in better pricing leverage compared to a 1-year term.
• While 2 year deals are certainly the norm, we have seen customers make the case to get on a 1 year term depending on their leverage and situation.
• Bundling features or products into a larger package can lead to more significant discounts.
• Be aware that for small to mid-term upgrades, expect to pay rates established in the initial agreement unless the upgrade substantially increases the product set or seat numbers.
  

Budget Leverage

• There are other players in this space. Genuinely exploring other options and creating optionality will increase leverage and create better outcomes.
• Aligning with customer interests and needs can strengthen your negotiation position, ensuring that the offerings meet the specific requirements of your organization.
  

Timing & Discounts

• Closing deals ahead of critical dates such as the end of the month (EOM), quarter (EOQ), or year (EOY) are almost always a successful lever for additional discounts.
• 6Sense may offer more significant one-time discounts on new purchases if there's a commitment to signing by a specific date, highlighting the importance of strategic timing.
  

Payment Terms & Renewals

• 6Sense can be a good partner when flexible payment terms are important.
• At the time of renewal, if the scope is remaining flat there is typically not much leverage to reduce costs. 6Sense will try to remove discounting to bring customers closer to list price.

Additional Value Opportunities:

• Free Trials: Request a free trial period to evaluate the service before committing.
• Training and Support: Ask for additional training sessions or premium support services at no extra cost.
• Consultation Services: Inquire about any consulting services that could help you maximize the use of 6Sense.