SailPoint Levels-Up their ABM Strategy with Intent Data

The buyer’s journey has changed in a way which leaves many sales and marketing teams struggling to find insight from within what we call the Dark Funnel. However, many technology companies are starting to build solutions to address the radical new way customers engage and buy today by collecting and organizing intent data as well as building systems to scale these processes. Phil Tran, Sr. Manager, Marketing Operations at SailPoint, an Austin, Texas-based cybersecurity software company that delivers identity governance to enterprises of all sizes around the world, sat down with me to talk about what led SailPoint to 6sense and how their ABM strategy has improved by uncovering, prioritizing, and engaging with demand to drive more revenue.

Spotlight

CognitiveScale

CognitiveScale builds augmented intelligence software for healthcare, commerce, and financial services markets. The company’s products, ENGAGE and AMPLIFY are built on its open and extensible AI foundation, CORTEX, to help large enterprises increase user engagement, improve decision-making, and deliver self-learning and self-assuring business processes. CognitiveScale has successfully deployed its enterprise-grade software with multiple Global 500 companies and has formed strategic go-to-market and technology partnerships with IBM, Microsoft, and Deloitte.

OTHER ARTICLES
Hyper-Converged Infrastructure

The importance of location intelligence and big data for 5G growth

Article | October 3, 2023

The pandemic has had a seismic impact on the telecom sector. This is perhaps most notably because where and how the world goes to work has been re-defined, with nearly every business deepening its commitment to mobility. Our homes suddenly became our offices, and workforces went from being centrally managed to widely distributed. This has called for a heightened need for widespread, secure and high-speed connectivity around the clock. 5G has answered the call, and 5G location intelligence and big data can provide service providers with the information they need to optimize their investments. Case in point: Juniper Research reported in its 5G Monetization study that global revenue from 5G services will reach $73 billion by the end of 2021, rising from just $20 billion last year. 5G flexes as connected devices surge Market insights firm IoT Analytics estimates there will be more than 30 billion IoT connections by 2025. That's an average of nearly four IoT devices per person. To help meet the pressure this growth in connectivity is putting on telecom providers, the Federal Communications Commission (FCC) is taking action to make additional spectrum available for 5G services and promoting the digital opportunities it provides to Americans. The FCC is urging that investments in 5G infrastructure be prioritized given the "widespread mobility opportunity" it presents, as stated by FCC Chairwoman Jessica Rosenworcel. While that's a good thing, we must also acknowledge that launching a 5G network presents high financial risk, among other challenges. The competitive pressures are significant, and network performance matters greatly when it comes to new business acquisition and retention. It's imperative to make wise decisions on network build-out to ensure investments yield the anticipated returns. Thus, telcos need not – and should not – go it blindly when considering where to invest. You don't know what you don't know, which is why 5G location intelligence and big data can provide an incredible amount of clarity (and peace of mind) when it comes to optimizing investments, increasing marketing effectiveness and improving customer satisfaction. Removing the blindfold Location data and analytics provide telcos and Communications Service Providers (CSPs) with highly-specific insights to make informed decisions on where to invest in 5G. With this information, companies can not only map strategic expansion, but also better manage assets, operations, customers and products. For example, with this intelligence, carriers can gain insight into the most desired locations of specific populations and how they want to use bandwidth. They can use this data to arm themselves with a clear understanding of customer location and mobility, mapping existing infrastructure and competitive coverage against market requirements to pinpoint new opportunities. By creating complex customer profiles rich with demographic information like age, income and lifestyle preferences, the guesswork is eliminated for where the telco should or shouldn’t deploy new 5G towers. Further, by mapping a population of consumers and businesses within a specific region and then aggregating that information by age, income or business type, for example, a vivid picture comes to life of the market opportunity for that area. This type of granular location intelligence adds important context to existing data and is a key pillar to data integrity, which describes the overall quality and completeness of a dataset. When telcos can clearly understand factors such as boundaries, movement and the customers’ surroundings, predictive insights can be made regarding demographic changes and future telecom requirements within a certain location. This then serves as the basis for a data-backed 5G expansion strategy. Without it, businesses are burdened by the trial-and-error losses that are all too common with 5G build-outs. Location precision's myriad benefits Improved location precision has many benefits for telcos looking to pinpoint where to build, market and provision 5G. Among them are: Better data: Broadening insights on commercial, residential and mixed-use locations through easy-to-consume, scalable datasets provide highly accurate in-depth analyses for marketing and meeting customer demand. Better serviceability insights: Complete and accurate location insights allow for a comprehensive view of serviceable addresses where products and services can be delivered to current and new customers causing ROI to improve and customers to be adequately served. Better subscriber returns: Companies that deploy fixed wireless services often experience plan cancellations due to inconsistencies of signal performance, which typically result from the misalignment of sites with network assets. Location-based data provides operators with the ability to adapt their networks for signal consistency and serviceability as sites and structures change. The 5G future The role of location intelligence in accelerating development of new broadband services and driving ROI in a 5G world cannot be overstated. It adds a critical element of data integrity that informs network optimization, customer targeting and service provisioning so telecom service providers can ensure their investments are not made with blind hope.

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Hyper-Converged Infrastructure, Windows Systems and Network

How Splunk Helps Maintain Cloud Infra?

Article | July 11, 2023

With the regular increase of data in both cloud and organizations, a way to tackle these data and extract valuable insights is highly in demand. Although there are multiple tools available in the market not all of them can provide a complete resolution. Developed in 2003, Slunk has become the ideal tool for numerous businesses across the globe. It is a software platform that is popular for searching, monitoring, analyzing, and visualizing data in real-time. Slunk performs operations such as gathering, interpreting, and coordinating data to create alerts, dashboards, and graphs instantaneously. Why Splunk? 1. Business Flexibility It improves the way people around organizations identify, predict, and solve problems simultaneously. It helps in answering questions for every part of the business, be it DevOps, IT, or Business Development. It offers capabilities to detect, visualize and collaborate anytime. 2. Enhance Digitization Splunk assists businesses in ensuring the success of their digitization with its artificial intelligence and machine learning-based solutions. 3. New Opportunities No matter how much data you have gathered, Splunk will help in scaling according to the data volume. It does that with the ecosystem provided by its partners and services. 4. Data-To-Everything It is a platform that enables businesses to detect, monitor, analyze, and work with both structured and unstructured data regardless of their source and timescale. It allows users to ask any question related to insights and take actions accordingly. 5. Fast & Flexible The time to value can be sped up to two days. Companies can deploy in increasing capacity within two days and retrieve their data as long as 90 days. Moreover, the upgrades and updates are handled by the team for them. 6. Maximize Value The subscribers of Splunk do not have to manage infrastructure and they do not even need one. As a service, it offers scarce and valuable resources as required for better performance. 7. Robust Security Splunk is certified and authorized by ISO 27001 and FedRAMP. They proffer dedicated cloud environments with encryption to the customer for robust security as well. Apart from these major advantages, Splunk also grants incredible GUI, reduces troubleshooting time, real-time dashboard visibility, incorporates AI in data strategy, monitors business metrics, powerful visualization, and search. Some of the crucial features of Splunk include development & testing, faster ROI generation, developing real-time data applications, and real-time architecture stats & reports. Be Ready for Splunk-Based Cloud Infra Maintenance At its core, Splunk is an efficient tool for data aggregation that comes with versatile search functionality. Any business can get started with Splunk depending on certain needs they have for data-set monitoring and management. It allows users to take a highly effective data wealth that is pulled from different sources like websites, apps, or IoT. All that is needed to do is getting started with Splunk-based applications for which you can hire developers with relevant knowledge and experience.

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Hyper-Converged Infrastructure, IT Systems Management

Orchestration of Infrastructure in a Hybrid Environment

Article | September 14, 2023

The cloud has dispelled many myths and self-made barriers during the past ten years. The utilization of cloud infrastructure keeps proving the innovators right. The cloud has experienced tremendous adoption, leading to the development of our most pervasive - and disorderly - IT infrastructure systems. This move calls for a new level of infrastructure orchestration to manage the complexity of changing hybrid systems. There are many challenges involved in moving from an on-premises-only architecture to a cloud environment. IT operations teams must manage a considerably more complex overall environment due to this hybrid IT approach. Because of the variable nature of the cloud, IT directors have discovered fast that what worked to manage on-premises infrastructures may not always be applicable. Utilize Infrastructure as Code Tools to Provide Cloud Infrastructure as a Service IT has traditionally managed infrastructure orchestration and automation for business tools and platforms. Service orchestration and automation platforms (SOAPs) let non-IT workers turn on and off cloud infrastructure while IT maintains control. End-users are empowered with automated workflows that spin up infrastructure on-demand instead of opening a ticket for every request and waiting on the helpdesk or cloud service team. Automation benefits both end-users and ITOps. Users gain speed, and IT decides which cloud provider and how much cloud infrastructure is used. Give End Users Access to Code, Low Code, or No Code Modern SOAP lets citizen automators access workflow automation by preference or competence. SOAPs allow end-users to utilize code or no-code, depending on their preference. SOAPs let end-users access automation through Microsoft Teams, Slack, and ServiceNow. Developers and technical team members can access the platform's scripts and code. As enterprises outgrow their legacy systems, infrastructure orchestration solutions become essential. Using a service orchestration and automation platform is one way to manage complicated infrastructures. SOAPs are built for hybrid IT environments and will help organizations master multi-cloud and on-premises tools.

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ARE COMPANIES INVESTING TOO MUCH IN DIGITAL INFRASTRUCTURE?

Article | April 27, 2020

Data science and big data analytics have become the new must-haves for businesses across many industries. Gone are the days when algorithm development and large-scale data mining were confined to Silicon Valley. In the modern, tech-savvy age, it’s almost an afterthought that banks, insurance brokerages, healthcare entities, and other non-tech-sector companies seek to be “the next Apple/Google/Amazon” or whatever tech behemoth completes the C-suite’s bromide. This is true not just in word, but in deed.

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Spotlight

CognitiveScale

CognitiveScale builds augmented intelligence software for healthcare, commerce, and financial services markets. The company’s products, ENGAGE and AMPLIFY are built on its open and extensible AI foundation, CORTEX, to help large enterprises increase user engagement, improve decision-making, and deliver self-learning and self-assuring business processes. CognitiveScale has successfully deployed its enterprise-grade software with multiple Global 500 companies and has formed strategic go-to-market and technology partnerships with IBM, Microsoft, and Deloitte.

Related News

6sense Announces Salesforce Pardot Integration for Revenue Teams to Launch Comprehensive ABM Programs

6sense | March 14, 2019

6sense, a leading Account Based Orchestration Platform, powered by AI, extends its relationship with Salesforce to include an all-new integration with Pardot, Salesforce’s marketing automation solution. This integration combines marketing execution from Salesforce Pardot with the time-based predictions on prospect engagement from 6sense. Shared users can easily use 6sense to uncover demand and prioritize accounts with a high buying propensity while engaging buyers with personalized marketing campaigns through the Pardot platform. “Salesforce’s mission is to lessen the divide between sales and marketing through account-based alignment to help our customers grow their business,” said Liam Doyle, Senior Vice President, Product Management, Salesforce Pardot. “Targeting the right accounts is at the root of an integrated marketing campaign, and the 6sense platform makes it easier than ever to identify who those targets should be.” Uncover accounts demonstrating known or anonymous buying signals, and create unified account profiles across this data.Prioritize and segment accounts showing buying signals such as competitive research, predictive in-market scores, website visits, campaign engagement and more.

Read More

6sense Secures $27 Million to Advance Bold Vision in B2B and ABM

6sense | April 16, 2019

6sense, a leading Account Based Orchestration Platform, powered by AI, announced $27 million in funding. The round was led by Industry Ventures and included participation from existing investors Bain Capital Ventures, Battery Ventures, Costanoa Ventures, Salesforce Ventures, and Venrock. “We believe AI insights and orchestration are the future of B2B sales and marketing. I’m humbled by the overwhelming support from our customers and team as we execute on our bold vision,” said Jason Zintak, CEO of 6sense. “This new round of funding will allow us to expand our product, including transforming the traditional email nurture track into multi-channel next-best-action suggestions that adjust in real-time based on buyers’ behavior. This, coupled with our existing capabilities, will allow 6sense customers to infinitely scale their account based marketing programs.” Closing of the funding follows a record-breaking 2018, with 6sense delivering 100 percent revenue growth, expanding its leadership team, doubling headcount, expanding offices to New York and India, growing customer adoption by 10x and acquiring ZenIQ. 6sense shows no signs of slowing based on first quarter 2019 results, closing Q1 by posting the largest revenue, bookings and customer retention numbers in company history, all while being named a leader in The Forrester Wave™: B2B customer analytics, Q1 2019.

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6sense Expands Integration with HubSpot for Heightened Account Based Orchestration

6sense | April 25, 2019

6sense, a leading Account Based Orchestration Platform, powered by AI, announced $27 million in funding. The round was led by Industry Ventures and included participation from existing investors Bain Capital Ventures, Battery Ventures, Costanoa Ventures, Salesforce Ventures, and Venrock. “We believe AI insights and orchestration are the future of B2B sales and marketing. I’m humbled by the overwhelming support from our customers and team as we execute on our bold vision,” said Jason Zintak, CEO of 6sense. “This new round of funding will allow us to expand our product, including transforming the traditional email nurture track into multi-channel next-best-action suggestions that adjust in real-time based on buyers’ behavior. This, coupled with our existing capabilities, will allow 6sense customers to infinitely scale their account based marketing programs. Closing of the funding follows a record-breaking 2018, with 6sense delivering 100 percent revenue growth, expanding its leadership team, doubling headcount, expanding offices to New York and India, growing customer adoption by 10x and acquiring ZenIQ. 6sense shows no signs of slowing based on first quarter 2019 results, closing Q1 by posting the largest revenue, bookings and customer retention numbers in company history, all while being named a leader in The Forrester Wave™: B2B customer analytics, Q1 2019.

Read More

6sense Announces Salesforce Pardot Integration for Revenue Teams to Launch Comprehensive ABM Programs

6sense | March 14, 2019

6sense, a leading Account Based Orchestration Platform, powered by AI, extends its relationship with Salesforce to include an all-new integration with Pardot, Salesforce’s marketing automation solution. This integration combines marketing execution from Salesforce Pardot with the time-based predictions on prospect engagement from 6sense. Shared users can easily use 6sense to uncover demand and prioritize accounts with a high buying propensity while engaging buyers with personalized marketing campaigns through the Pardot platform. “Salesforce’s mission is to lessen the divide between sales and marketing through account-based alignment to help our customers grow their business,” said Liam Doyle, Senior Vice President, Product Management, Salesforce Pardot. “Targeting the right accounts is at the root of an integrated marketing campaign, and the 6sense platform makes it easier than ever to identify who those targets should be.” Uncover accounts demonstrating known or anonymous buying signals, and create unified account profiles across this data.Prioritize and segment accounts showing buying signals such as competitive research, predictive in-market scores, website visits, campaign engagement and more.

Read More

6sense Secures $27 Million to Advance Bold Vision in B2B and ABM

6sense | April 16, 2019

6sense, a leading Account Based Orchestration Platform, powered by AI, announced $27 million in funding. The round was led by Industry Ventures and included participation from existing investors Bain Capital Ventures, Battery Ventures, Costanoa Ventures, Salesforce Ventures, and Venrock. “We believe AI insights and orchestration are the future of B2B sales and marketing. I’m humbled by the overwhelming support from our customers and team as we execute on our bold vision,” said Jason Zintak, CEO of 6sense. “This new round of funding will allow us to expand our product, including transforming the traditional email nurture track into multi-channel next-best-action suggestions that adjust in real-time based on buyers’ behavior. This, coupled with our existing capabilities, will allow 6sense customers to infinitely scale their account based marketing programs.” Closing of the funding follows a record-breaking 2018, with 6sense delivering 100 percent revenue growth, expanding its leadership team, doubling headcount, expanding offices to New York and India, growing customer adoption by 10x and acquiring ZenIQ. 6sense shows no signs of slowing based on first quarter 2019 results, closing Q1 by posting the largest revenue, bookings and customer retention numbers in company history, all while being named a leader in The Forrester Wave™: B2B customer analytics, Q1 2019.

Read More

6sense Expands Integration with HubSpot for Heightened Account Based Orchestration

6sense | April 25, 2019

6sense, a leading Account Based Orchestration Platform, powered by AI, announced $27 million in funding. The round was led by Industry Ventures and included participation from existing investors Bain Capital Ventures, Battery Ventures, Costanoa Ventures, Salesforce Ventures, and Venrock. “We believe AI insights and orchestration are the future of B2B sales and marketing. I’m humbled by the overwhelming support from our customers and team as we execute on our bold vision,” said Jason Zintak, CEO of 6sense. “This new round of funding will allow us to expand our product, including transforming the traditional email nurture track into multi-channel next-best-action suggestions that adjust in real-time based on buyers’ behavior. This, coupled with our existing capabilities, will allow 6sense customers to infinitely scale their account based marketing programs. Closing of the funding follows a record-breaking 2018, with 6sense delivering 100 percent revenue growth, expanding its leadership team, doubling headcount, expanding offices to New York and India, growing customer adoption by 10x and acquiring ZenIQ. 6sense shows no signs of slowing based on first quarter 2019 results, closing Q1 by posting the largest revenue, bookings and customer retention numbers in company history, all while being named a leader in The Forrester Wave™: B2B customer analytics, Q1 2019.

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