The Challenge
JAGGAER, a powerhouse in the procurement software space, was at a crossroads. Despite deploying Account-Based Experience (ABX) strategies starting in 2022, their efforts were falling flat. The 6sense platform, a potentially game-changing tool, was underutilized and poorly adopted across the sales and marketing teams. The North American ABX team, led by the VP of Growth Marketing, Annika Helmrich, was woefully understaffed—two professionals tasked with achieving Herculean goals. The cracks were showing outdated processes, an overburdened tech stack, and no clear path to meet their aggressive 2024 objectives. JAGGAER needed a radical solution, and they needed it fast.
The Solution
Enter 2X. JAGGAER turned to this elite, Teal-level 6sense Implementation Partner to pull off a high-stakes transformation. The mission? Optimize 6sense to its full potential and eliminate the inefficiencies holding JAGGAER back. 2X didn’t just tweak the system—they overhauled it. Seamlessly integrating 6sense with JAGGAER’s existing technology stack—including Folloze, Salesforce CRM, Pardot, Outreach, Qualified webchat, and Google + Looker—2X redefined what was possible.
The strategy was aggressive: build personalization and orchestrate everything, from account segmentation to real-time intent-driven outreach. By using 6sense’s Predictive Model, JAGGAER could now automatically identify and prioritize the hottest accounts, routing them directly to the sales team with zero manual intervention. And with 2X’s expertise, dynamic segment filters were set up to ensure that only the most promising, high-intent accounts were targeted—maximizing ROI with laser-like precision.
Execution
JAGGAER and 2X wasted no time. They launched a targeted competitive takeout campaign, leveraging technographics and 6sense’s dynamic segmentation based on buying stage and persona to focus marketing spend on where it mattered most. As an extension of the JAGGAER team, 2X content and campaign strategists leveraged competitive insights to efficiently craft highly customized messaging, landing pages and assets by persona and buying stage. The integration with Folloze supercharged their web personalization efforts, delivering customized content experiences at scale without breaking a sweat.
But they didn’t stop there. The 2X team set up automated sales alerts to ensure no opportunity slipped through the cracks. When an account’s intent score hit the sweet spot, an alert was fired off instantly to the campaign manager and SDR leader, triggering immediate action. This efficiency allowed JAGGAER to effectively capitalize on key opportunities, giving them an advantage over competitors. To keep everything on track, 2X built a custom ABX reporting dashboard on Looker Studio. This wasn’t just a dashboard; it was a command center, providing real-time, actionable insights that empowered JAGGAER to pivot on a dime, optimize campaigns on the fly, and justify every dollar spent.
The Results
The impact was significant. JAGGAER saw substantial improvements and notable pipeline growth.
- Seamless Integrations: 2X’s overhaul brought JAGGAER’s tech stack into perfect alignment, creating a cohesive, high-performing marketing engine.
- Unmatched Efficiency: JAGGAER’s lean team, bolstered by 2X’s automation strategies, turned into an ABX powerhouse, executing campaigns with precision and speed.
- Compelling Personalization: Targeted, persona-driven campaigns hit their mark, driving engagement and conversions like never before.
- Real-Time Intelligence: The Looker Studio dashboard became JAGGAER’s secret weapon, enabling data-driven decisions that led to swift, impactful actions.
- Massive Cost Savings: By outsourcing to 2X, JAGGAER slashed $77,459 in labor costs within just two months—proof that high efficiency doesn’t have to come with a high price tag.
- Rapid Time to Value: In just a few short months, JAGGAER’s new campaigns engaged 147 unique accounts, pushed 129 into 6QA status, and opened 11 lucrative opportunities.
Conclusion
JAGGAER’s transformation is a masterclass in what’s possible when you pair the right technology with the right partner. With 2X at the helm, JAGGAER didn’t just streamline their ABX operations—they initiated a surge of growth, efficiency, and cost savings that will propel them to new heights.
“The combination of 6sense and their Service Partner, 2X, has been a game-changer for our ABX strategy. Despite having a small team, we can now execute campaigns with greater precision and achieve remarkable results in terms of increased 6QAs being worked and significant labor dollar savings on setting up and managing our campaign engine. 2X ensured our tech stack’s integration process with 6sense was smooth, and the insights we are now able to report out from 6sense to our sales and leadership teams have been invaluable.” — Annika Helmrich, VP of Growth Marketing, JAGGAER.
The partnership between JAGGAER, 2X, and 6sense is proof that with the right strategy, even the most daunting challenges can be turned into unparalleled opportunities for success.
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