6sense Review: Pricing, Features & What the Data Shows
AI-powered ABM platform that predicts which accounts are ready to buy.
What 6sense Does
6sense is an enterprise ABM platform that uses AI and predictive analytics to identify accounts showing buying intent before they ever fill out a form or visit your website. The platform aggregates intent signals from across the web — content consumption on B2B publisher networks, keyword research, competitor website visits, and product review site activity — then scores accounts by their predicted buying stage. Founded in 2013, 6sense has grown into one of the two dominant ABM platforms alongside Demandbase, with deployments typically ranging from $50K to $200K+ per year.
What differentiates 6sense from simpler intent tools is the depth of its predictive models. Rather than just showing you which accounts are researching a topic, 6sense predicts where each account sits in the buying journey — awareness, consideration, decision, or purchase — and estimates timing. The 'Revenue AI' engine combines third-party intent data, your own first-party website and CRM data, and historical win/loss patterns to generate predictions that improve over time. When the models are well-trained and the buying signals are clear, 6sense can identify in-market accounts weeks before competitors know they're looking.
The platform has expanded well beyond intent data. 6sense now includes anonymous website visitor identification (competing with Warmly and Clearbit Reveal), display advertising capabilities for targeting in-market accounts, sales intelligence features, and orchestration workflows that can trigger outreach in Salesforce, Outreach, or Salesloft. The acquisition of Slintel in 2022 added technographic data to the platform. This breadth makes 6sense a genuine ABM operating system rather than a point solution — though it also means implementation is complex and time-consuming.
The practical buyer consideration with 6sense is organizational readiness. The platform delivers its best ROI when sales and marketing are tightly aligned on target accounts, when there's a clear ICP definition, and when someone on the team has the analytical chops to interpret and act on intent signals. Companies that buy 6sense without these prerequisites — hoping the tool itself will create alignment — are consistently disappointed with the results. At $50K-100K+/year, it's an investment that demands organizational commitment, not just a budget line item.
6sense Key Features
Revenue AI & Predictive Scoring
The core engine that distinguishes 6sense from simpler intent tools. Revenue AI combines third-party intent signals, first-party engagement data, CRM history, and email interaction data to predict which accounts are most likely to purchase — and when. Accounts are scored into buying stages (awareness, consideration, decision, purchase) with confidence levels. The models require 6-12 months of historical data to reach optimal accuracy. For new deployments, expect the first quarter to be a calibration period where predictions improve as the AI learns your specific buying patterns.
Intent Data Aggregation
Aggregates buying signals from B2B content publisher networks, review sites (G2, TrustRadius), keyword research data, and competitor website visits. Unlike first-party tools like Warmly that only see your own website traffic, 6sense captures intent signals across the broader web. The platform tracks thousands of intent topics that can be mapped to your product categories. Intent data refreshes weekly and is available at the account level. Signal quality varies — high-volume content topics generate more reliable signals than niche categories.
Anonymous Website Visitor ID
Identifies companies visiting your website using reverse IP lookup and data partnerships, similar to Warmly or Leadfeeder. The identification rate is typically 20-40% of business traffic at the company level. Individual-level identification is more limited and depends on cookie matching. The visitor data is most valuable when combined with 6sense's third-party intent signals — seeing that an account is both researching your category externally and visiting your website creates a strong composite buying signal.
ABM Advertising
Built-in display advertising capabilities for serving targeted ads to in-market accounts across programmatic ad networks. You can create audiences based on intent scores, buying stages, or custom segments, then serve display ads to those accounts without exporting to a separate DSP. Ad spend is managed within the 6sense platform. The advertising is effective for account-level awareness campaigns but less precise than LinkedIn Ads for reaching specific decision-makers within target accounts.
Orchestration & Workflows
Automated workflows that trigger actions based on account intent scores and buying stage changes. Common configurations: alert an AE in Slack when a target account enters the decision stage, auto-enroll an account's contacts into an Outreach sequence when intent crosses a threshold, or launch a display ad campaign when a segment of accounts shows consideration-stage behavior. The orchestration engine connects to Salesforce, HubSpot, Outreach, Salesloft, Marketo, and other tools in the stack.
Segments & Dashboards
Create dynamic account segments based on intent signals, firmographic criteria, buying stage, and engagement data. Dashboards visualize segment movement over time — how many accounts are progressing through buying stages, which campaigns are driving consideration, and where accounts are stalling. The analytics are powerful but require dedicated time to configure and interpret. Most successful deployments assign a specific person (often in marketing ops or RevOps) to own the 6sense dashboards and translate insights into actionable plays for sales and marketing.
Who Uses 6sense
Enterprise ABM Programs
The primary 6sense use case. Marketing teams at mid-market and enterprise B2B companies use 6sense to identify and prioritize in-market accounts for coordinated sales and marketing outreach. The workflow: 6sense identifies 200 accounts showing intent for your product category, scores them by buying stage, and segments them into tiers. Marketing runs targeted display ads and personalized email campaigns to accounts in awareness and consideration stages. Sales reps focus outbound efforts on accounts in the decision stage. The coordinated motion typically improves pipeline velocity by 20-30% compared to spray-and-pray outbound. Most enterprise ABM deployments on 6sense cost $75K-150K/year including platform fees and ad spend.
Sales Prioritization & Territory Planning
Sales leaders use 6sense's intent data and predictive scores to help reps prioritize their territory. Instead of working through a static account list alphabetically or by company size, reps focus on accounts that 6sense predicts are actively in-market. The platform integrates intent scores directly into Salesforce, so reps see buying stage indicators on their account and opportunity records. This use case often delivers the fastest visible ROI because it redirects existing sales effort toward higher-probability accounts rather than requiring new budget or headcount. SDR teams using 6sense for prioritization typically report 15-25% improvement in meeting rates.
Marketing Attribution & Campaign Optimization
Marketing operations teams use 6sense's analytics to measure how campaigns influence account progression through buying stages. Unlike traditional attribution models that track individual lead interactions, 6sense measures account-level movement — did a display ad campaign cause target accounts to shift from awareness to consideration? Did a webinar accelerate decision-stage accounts toward purchase? This account-level attribution is particularly valuable for enterprise B2B companies where buying committees involve 6-10 stakeholders and traditional lead-level attribution understates marketing's impact.
6sense Pricing
Team
Core intent data, basic dashboards
Growth
Predictive, segments, advertising
Enterprise
Full platform, AI, custom models
6sense does not publish pricing, and quotes vary significantly based on company size, contract scope, and negotiation. Based on user reports and industry sources, the Team plan starts around $25,000/year with core intent data and basic dashboards. Most mid-market companies land on the Growth tier at $50,000-75,000/year, which adds predictive scoring, segments, and basic advertising capabilities. Enterprise deployments with full AI, custom models, and high-volume advertising typically run $100,000-200,000+/year.
Advertising spend is separate from the platform fee in most contracts. 6sense manages display ad campaigns through its built-in DSP, and ad spend is billed on top of the subscription. A typical mid-market ABM program might allocate $2,000-5,000/month in 6sense-managed ad spend on top of the platform fee.
Annual contracts are standard, typically with auto-renewal clauses. Implementation timelines run 2-4 months for full deployment, which means you're paying for the platform before it's delivering value. Budget for internal resources during implementation — most successful deployments require a dedicated marketing ops or RevOps person to configure the platform, build segments, and establish workflows.
Compared to Demandbase (the main competitor), 6sense is generally priced similarly at the mid-market level. Both are significantly more expensive than point solutions like Bombora (intent data only, $25K-50K/year) or Warmly (visitor identification only, $8K-17K/year). The premium is justified if you need the full ABM orchestration stack — intent, advertising, and sales intelligence in one platform — but it's worth asking whether you actually need all three capabilities before committing to a $50K+ annual spend.
Job Market Demand for 6sense
6sense appears in 22 job postings across 16 companies in our database of 23,338+ analyzed job postings. The average salary range for roles requiring 6sense: $134K - $182K.
Department
- Sales Development Representative
- Vice President, Global Revenue Enablement
- VP, Performance Marketing
- 6sense (4)
- impact networking llc (3)
- impact networking, (2)
- walkme (1)
- snowflake (1)
Commonly Used With 6sense
Based on job posting co-occurrence data, these tools are most frequently mentioned alongside 6sense:
6sense Data Quality & Coverage
6sense's intent data quality is the central question for prospective buyers, and the answer is nuanced. The platform's third-party intent signals are aggregated from B2B content publishers, review sites, and keyword research data — a methodology shared with Bombora and other intent data providers. For well-defined B2B categories (CRM, marketing automation, cybersecurity), intent signals are relatively reliable indicators of active research. For niche categories or emerging product types, signal volume is too low to generate meaningful predictions.
The predictive scoring accuracy improves over time as the AI models train on your specific win/loss data. New deployments should expect 3-6 months before the predictions become reliable enough to drive sales prioritization decisions. During this calibration period, the intent data is useful as a directional signal but shouldn't be the sole basis for outbound targeting. Teams that judge 6sense on first-quarter results are evaluating an immature model.
Anonymous visitor identification rates — 6sense's first-party data component — typically range 20-40% of business website traffic at the company level. Individual-level identification is lower, around 10-20%, and depends on cookie matching and data partnerships. These rates have declined industry-wide due to browser privacy changes, VPN adoption, and remote work reducing the reliability of IP-to-company mapping.
One important caveat: intent data works best for accounts with multiple stakeholders actively researching. A single person at a company reading one article about your category will generate a weak signal at best. 6sense is most effective when buying committees of 3-5+ people are all consuming relevant content, creating stronger composite signals. For transactional sales with single-threaded buying processes, intent data adds less value.
Pros & Cons
Pros
- AI-powered intent signals identify in-market accounts early
- Anonymous visitor identification across your digital properties
- Predictive models score accounts by buying stage
- Built-in display advertising for ABM campaigns
- Deep Salesforce and marketing automation integrations
Cons
- Expensive — minimum $25K/year, most deployments $50K-100K+
- Intent data accuracy can be inconsistent for niche markets
- Requires organizational buy-in across sales and marketing
- Long implementation timeline (2-4 months typical)
- ROI is hard to measure directly
Best for: Mid-market to enterprise B2B companies with $50K+ ABM budgets and aligned sales/marketing teams
Not ideal for: Startups, SMBs, or companies without dedicated ABM resources
6sense Alternatives
| Tool | Starting Price | Job Mentions | Best For |
|---|---|---|---|
| Demandbase | Custom | 8 | Mid-market to enterprise B2B companies with dedicated marketing ops running account-based programs |
| Bombora Intent | Contact for pricing | 1 | — |
| Warmly | $0 | 31 | B2B companies with meaningful website traffic wanting to convert anonymous visitors to pipeline |
| LinkedIn Marketing Solutions | Variable | 9 | B2B marketers targeting mid-market and enterprise buyers with high customer lifetime values, especially for ABM campaigns |
Frequently Asked Questions
How much does 6sense cost?
6sense doesn't publish pricing. Based on user reports, the Team plan starts around $25,000/year. Most mid-market companies pay $50,000-100,000/year for Growth or Enterprise tiers. Advertising spend is additional.
6sense vs Demandbase — which is better?
Both are strong ABM platforms. 6sense is generally considered better at predictive scoring and intent data aggregation. Demandbase has stronger advertising capabilities and a more established ABM advertising network. Choose based on whether your priority is intent intelligence (6sense) or ABM advertising (Demandbase).
Our Verdict on 6sense
6sense is the right choice for mid-market and enterprise B2B companies with dedicated ABM programs, aligned sales and marketing teams, and budgets of $50K+ per year for ABM technology. The platform's predictive scoring and intent data aggregation genuinely help identify in-market accounts earlier in the buying cycle — when the models are well-trained and the buying signals are strong, it's a meaningful competitive advantage.
The trade-off is cost, complexity, and time-to-value. At $50K-200K/year, 6sense is a top-5 line item in most marketing technology budgets. The 2-4 month implementation timeline and 3-6 month model calibration period mean you're 6+ months in before seeing reliable results. Companies that lack organizational alignment between sales and marketing, clear ICP definitions, or dedicated ops resources to manage the platform consistently underperform on 6sense ROI. For teams earlier in their ABM maturity, starting with point solutions like Bombora (intent only) or Warmly (visitor ID only) at a fraction of the cost is a more pragmatic path.
6sense appears in 22 job postings across 16 companies in our database, with an average salary range of $134K-$182K. It co-occurs most frequently with Salesforce (17 mentions), Marketo (8), Salesloft (6), and Demandbase (5) — reflecting its position in enterprise go-to-market stacks. The strong Marketo co-occurrence confirms that 6sense is primarily used by organizations with mature marketing operations. Sales roles account for 13 of 22 postings, with marketing at 6, suggesting the tool is increasingly viewed as a sales enablement investment rather than a pure marketing tool.