Jodie Jansen, Mediafly’s Chief Customer Officer, joined us at the recent 6sense Austin Recap to speak with 6sense’s Mark Ebert and Sean Goldie about how Mediafly enabled 6sense’s revenue team to stay on track during the company’s explosive growth.
Mediafly is a sales enablement and revenue intelligence platform, and a 6sense partner.
With Mediafly’s help, 6sense has seen incredible growth:
- Doubled revenue year-over-year for five years in a row
- Scaled from 200 to 1,100 employees in 18 months
- Built a 100+ person revenue team
- Reached $5.2 billion valuation
The Challenge
6sense has a complex sales audience, explained Ebert, 6sense’s SVP of Sales.
Because of the platform’s flexibility, 6sense can sell to many different teams and many different personas in an organization — and can scale from small- and medium-sized business all the way up to enterprise.
“So that compounds our challenge as it relates to, how do we successfully bring in new hires and get them up to speed as quickly as possible? And then how do we make them start performing ahead of the curve?” Ebert said.
A Single Source
In the same way that 6sense serves as its customers’ single source of truth, Ebert and Goldie saw Mediafly as an opportunity to centralize knowledge for their sales team.
“Get everything that an employee needs to know in Mediafly,” advised Goldie, 6sense’s VP of Revenue Enablement & Strategy. “That way, knowledge, skill, process, anything you need is there to be consumed.”
Streamline on Both Sides
In addition to streamlining internal workflows, Mediafly has enabled 6sense to stay connected to the sales process, no matter what the circumstances may be.
Instead of having an online meeting and then sending documents out into the ether, Mediafly allows sales to stay on top of what’s happening on the buyer’s end.
“Mediafly is a major piece of that puzzle because it helps us with visibility, with clarity on what’s being shared, what’s being viewed, but also being able to deliver things with prospects with context,” Ebert said.
“Something that I talk about a lot is the energy in the deal, like, ‘Hey, you’ve done this meeting, you’ve come out of it, you’ve sent over the stuff. That’s great that we’ve sent it over, but what have they done with it? Have they even looked at it? Have they passed it along?’”
Features on Features
The team talked about lots of other exciting Mediafly features and the secrets to running such a successful revenue team at 6sense in their presentation.
