Case Study: Vertiv's Project Opera unlocks $1M pipeline in four weeks with 6sense
Key results
The challenge
Vertiv ran a pilot named Project Opera to prove that a precise, account-based approach and tight sales-marketing alignment could accelerate pipeline. From a total addressable market of roughly 35,000 accounts, only about 6% (2,181 accounts) were identified as in-market, so the team needed to concentrate advertising spend and outreach on that subset.
The solution
Using 6sense, Vertiv identified in-market accounts, targeted them with account-based advertising, and coordinated BDR outreach around the same account intelligence. Sales and marketing worked from a shared view of which accounts were showing buying signals.
“The pilot not only validated our ABM strategy but also showcased the power of precise targeting and alignment between sales and marketing. 6sense was instrumental in our success, providing the insights needed to capture and engage our most valuable prospects.”
PRPaul RussellGlobal Customer Marketing Director, Vertiv
The results, in context
The four-week pilot generated $1M in paid pipeline and an 80% increase in marketing-sourced pipeline versus the prior quarter. Target-account web visitors rose 428% and unique visitors per target account rose 320%, while CPM costs fell 90%.