CFOs are typically seen as managing risk, but they’re also keeping an eye out for chances to expand the bottom line. 6sense is an incredibly powerful tool for CFOs that are focusing on growth opportunities.
As outlined in a McKinsey & Company study, these expansion opportunities can come in the form of:
- Launching new products and initiatives
- Analyzing new market opportunities
- Ensuring appropriate resources are available to their revenue teams
6sense’s AI-powered platform helps uncover new markets for expansion by:
- Uncovering anonymous buyer activity, which points to where your business could see success.
- Surfacing insights on new regions and markets, making it easier and less costly to expand.
- Prioritizing accounts showing strong purchasing intent, reducing the effort and upstart costs needed for expansion.
Giving your GTM teams access to 6sense’s unique market expansion capabilities empowers a CFO to confidently minimize GTM waste while setting the stage for continued growth.
Understand Level of Demand in New Markets
Expanding into a new market requires confidence that your products and services will resonate with buyers.
While your business will perform market research to ensure there is plenty of opportunity with a new market, that doesn’t compare to real-time intelligence about which accounts in those markets are ready to become buyers.
Conversely, your research might conclude there is not enough interest to warrant expansion even when there are plenty of buyers for your services. The research might not have uncovered those buyers because the technology your GTMs utilize doesn’t have the capabilities to find the right type of intelligence.
Because so much of the buying journey happens anonymously — roughly two-thirds — it can be difficult to really know if buyers exist in those markets.
6sense uncovers hidden buying activity like:
- Searching for products and services like yours
- Comparing solutions like yours with competitors
- Visiting your product pages and reading your content
- Engaging with your brand across numerous channels
- Multiple team members of an organization engaging your company
Suddenly, with that information, your sellers and marketers have concrete insights about buyers in markets they haven’t yet engaged.
Prioritize Activity in New Markets for Better Efficiency and Results
Expanding into a new market is a costly proposition when you factor in new headcount, marketing campaigns, potential new office space, and other startup costs.
6sense helps focus your budget for new market expansion by prioritizing the exact accounts your sellers and marketers should be targeting. This allows you to deploy resources with more precision.
A CFO that wants to be confident in their expansion plans should encourage their teams to leverage 6sense. With 6sense your expansion activities are optimized through:
- Smarter marketing campaigns that target the 10% of accounts actually in-market at any given time
- More effect sales outreach that engages the right buyers are the right time
- A stronger focus on customer retention by spotting opportunities for cross-sell and upsell; also identify customers at risk for churning
6sense is a shortcut to prioritizing the accounts in any new market. Instead of facing the risks of wasted resources and dead ends, your teams can be sure that they’ll be targeting the right accounts in these new markets.
Conclusion
Expanding into new markets is one of the most impactful strategies a CFO can influence. But without the right strategy it can become a quagmire.
6sense helps ensure you know which markets to expand into, what accounts should be targeted in those markets, and how your teams can optimize their activities during that expansion.
It helps boost growth and reduce risk through stronger market intelligence and account insights.
