6sense > Case Studies > Auth0 Boosts Sales and Pipeline Growth with 6sense

Auth0 Boosts Sales and Pipeline Growth with 6sense

Technology Category

Functional Applications - Enterprise Resource Planning Systems (ERP)
Platform as a Service (PaaS) - Application Development Platforms

Applicable Industries

Education
Oil & Gas

Applicable Functions

Sales & Marketing

Use Cases

Time Sensitive Networking
Virtual Training

Services

Training

About The Customer

Auth0 by Okta is a modern approach to customer identity that enables organizations to provide secure access to any application, for any user. The company offers an easy-to-implement, extensible authentication and authorization platform. Auth0 is committed to scaling its revenue team’s outreach efforts and prospecting the right accounts, the right people, at the right time, with the right messages. The company is dedicated to adopting new technologies that can help them achieve their goals and increase their pipeline and average selling price.

The Challenge

Auth0, an extensible authentication and authorization platform, faced the challenge of scaling its revenue team’s outreach efforts and prospecting the right accounts, the right people, at the right time, with the right messages. The company needed a solution that would not only help them identify and target the right prospects but also encourage adoption of the new technology among their sales teams. The challenge was to implement a solution that would be embraced by the sales team and would effectively increase the pipeline and average selling price.

The Solution

Auth0 turned to 6sense, a comprehensive account-based marketing platform. The company launched 6sense in phases, starting with a training pilot and then a full rollout for AMER and EMEA Sales Development Representatives (SDRs) and Market Development Representatives (MDRs). After the success of the pilot program, the ABM team expanded access to the 6sense platform to the global SDRs, MDRs, and Demand Generation team. The AE team was also given access to the platform ahead of schedule due to their excitement over their colleagues’ success with 6sense. The sales team shared their 6sense success stories with each other to drive cross-team collaboration and learning, which accelerated ongoing sales adoption and maintained enthusiasm for the 6sense platform.

Operational Impact

The implementation of 6sense has transformed how Auth0's sales team prospects. Instead of a 'spray-and-pray' method, the sales team now has data-driven insights to focus on the right accounts. The 6sense platform has also fostered cross-team collaboration and learning, with members of the sales team sharing their success stories with each other. This has not only accelerated ongoing sales adoption but also maintained enthusiasm for the 6sense platform. The full implementation of 6sense has also led to senior leadership investing in Auth0’s success with 6sense, setting an example and standard for the rest of the team.

Quantitative Benefit

$3 million pipeline increase in six weeks after implementing a 6sense pilot program
80% of Auth0’s opportunities now come from 6sense Purchase/Decision stages
25% increase in Auth0’s average selling price after the implementation of 6sense