Brief overview of ZoomInfo and 6sense

Two prominent players in the sales intelligence and account-based marketing spaces are ZoomInfo and 6sense. ZoomInfo is a sales intelligence platform that boasts a vast contact database, providing businesses with actionable insights to fuel their sales strategies. On the other hand, 6sense is an account-based marketing platform that leverages AI-powered insights to help businesses predict and identify their ideal customer profiles.

Growing importance of data-driven sales and marketing

As the sales and marketing landscapes continue to evolve, it's become increasingly clear that data-driven strategies are the key to success. With the sheer volume of data available today, businesses can no longer rely on intuition alone to drive their sales and marketing efforts. Instead, they need access to accurate, actionable insights that can help them target their ideal customers and personalize their approach.

Purpose of the article

In this article, we'll delve into the core functionalities, features, and benefits of ZoomInfo and 6sense, providing an in-depth comparison to help readers choose the best solution for their specific needs. Whether you're a sales-driven organization looking to boost your sales intelligence or a marketing-led company focused on account-based strategies, this article will provide you with the insights you need to make an informed decision.

Company Backgrounds

Both ZoomInfo and 6sense have unique histories that have shaped their products and approaches to sales intelligence and account-based marketing. In this section, we'll delve into the founding, growth, and current state of each company.

ZoomInfo

ZoomInfo was founded in 2000 by Henry Schuck, and its headquarters are located in Vancouver, Washington. The company went public in 2021, listing on the NASDAQ exchange under the ticker symbol ZI. In 2022, ZoomInfo reported revenues of $1.1 billion, solidifying its position as a leader in the sales intelligence space.

Throughout its history, ZoomInfo has focused on building a massive database of contact information, which has become a cornerstone of its sales intelligence platform. The company's growth has been fueled by strategic acquisitions, expansion into new markets, and continuous innovation.

6sense

6sense was founded in 2013 by Viral Bajaria, Premal Shah, and Shane Moriah, with its headquarters in San Francisco, California. As a privately held company, 6sense has maintained a strong focus on product development and innovation. In 2022, the company secured $200 million in Series E funding, bringing its total funding to over $500 million.

6sense has always emphasized the importance of artificial intelligence and machine learning in its products. By leveraging these technologies, the company has developed a robust account-based marketing platform that helps businesses identify, prioritize, and engage with target accounts.

Both ZoomInfo and 6sense have demonstrated remarkable growth and resilience in the ever-evolving landscape of sales intelligence and account-based marketing. Their unique histories, leadership, and product focuses have positioned them as leaders in their respective spaces.

Core Functionalities

ZoomInfo and 6sense are powerful tools designed to enhance sales and marketing efforts. In this section, we'll delve into their core functionalities to help you understand what each platform offers.

ZoomInfo

ZoomInfo is a sales intelligence platform that provides a comprehensive database of contact and company information. Its core functionalities include:

Contact and Company Database: ZoomInfo boasts an extensive database of over 235 million business profiles and 130 million company records. This vast repository allows users to access accurate and up-to-date information on potential customers.

Sales Intelligence: ZoomInfo's sales intelligence features provide valuable insights into a company's technographic data, org charts, and reporting structures. This information enables sales teams to tailor their approach and engage with decision-makers more effectively.

Engagement Tools: ZoomInfo offers a range of engagement tools, including email and phone outreach capabilities, web forms, and chat functions. These features enable sales teams to efficiently connect with potential customers and cultivate meaningful relationships.

6sense

6sense is an account-based marketing platform that leverages AI-powered insights to identify and target high-value accounts. Its core functionalities include:

Account Identification: 6sense's AI-powered anonymous visitor identification technology helps identify high-value accounts and create ideal customer profiles (ICPs). This information allows marketing teams to tailor their strategies and target the right accounts.

Intent Data: 6sense's intent data features provide real-time insights into a company's buying stage and intent signals. This information enables marketing teams to create targeted campaigns and engage with accounts at the right time.

Orchestration: 6sense's orchestration features allow marketing teams to manage multi-channel campaigns and automate workflows based on account insights. This enables teams to deliver personalized experiences and optimize their marketing efforts.

By understanding the core functionalities of ZoomInfo and 6sense, you can determine which platform is best suited to your sales and marketing needs.

Data Quality and Coverage

Data quality and coverage are critical aspects of any sales intelligence or account-based marketing platform. In this section, we'll examine the data sources, accuracy claims, and coverage of ZoomInfo and 6sense.

ZoomInfo

ZoomInfo's data is sourced from:

• Web crawling and AI processing: ZoomInfo's algorithms extract contact information from millions of websites, LinkedIn profiles, and other online sources.

• User-contributed information: Users can update and contribute to the database, ensuring accuracy and freshness.

• Third-party partnerships: ZoomInfo integrates with other data providers to expand its coverage.

ZoomInfo guarantees:

• 95% email deliverability: ZoomInfo ensures that 95% of emails sent through its platform will reach the intended recipient.

• Weekly updates to 3.5 million contacts: ZoomInfo's database is constantly updated to reflect changes in the market.

6sense

6sense's data is sourced from:

• First-party data from customer websites: 6sense collects anonymous visitor data from its customers' websites.

• Third-party intent data providers: 6sense partners with other providers to gather intent signals from across the web.

• Integration with CRM and marketing automation platforms: 6sense leverages data from its customers' existing systems.

6sense's coverage includes:

• Over 100 million accounts profiled: 6sense's database contains detailed profiles of over 100 million companies.

• Billions of intent signals processed daily: 6sense's AI models analyze a massive volume of data to identify buying signals.

In terms of data quality and coverage, both platforms have their strengths. ZoomInfo's vast contact database and guaranteed email deliverability make it an attractive choice for sales teams. 6sense's AI-powered intent data and comprehensive account profiling capabilities make it ideal for marketing teams focused on account-based strategies.

User Interface and Ease of Use

Both ZoomInfo and 6sense offer user-friendly interfaces, but they cater to different needs and user preferences.

ZoomInfo

ZoomInfo's interface is clean, intuitive, and easy to navigate. The dashboard provides quick access to essential features, such as contact searching, company profiling, and data filtering. Advanced search options enable users to find specific contacts or companies based on various criteria, including technographic data, job titles, and company size.

One of the standout features of ZoomInfo is its Chrome extension, which allows users to access the platform's features directly from their browser. This makes it easy to find contact information, prospect data, and company insights while browsing the web.

Overall, ZoomInfo's interface is well-suited for sales teams that need to quickly find and engage with potential customers. The platform's ease of use and minimal learning curve make it an excellent choice for teams of all sizes.

6sense

6sense's interface is more complex and visually rich, with a focus on providing deep insights into the buyer's journey. The platform's account-based marketing approach requires a more comprehensive understanding of the customer's behavior and preferences, which may take some time to learn.

The dashboard offers customizable reports and visualizations, allowing users to create a tailored view of their account data. This level of customization can be beneficial for marketing teams that require granular insights into their target accounts.

While 6sense's interface may have a steeper learning curve, it provides unparalleled visibility into the buyer's journey, making it an excellent choice for marketing teams focused on account-based strategies.

In summary, ZoomInfo's interface is more streamlined and user-friendly, making it suitable for sales teams that prioritize speed and efficiency. 6sense's interface is more complex and feature-rich, catering to marketing teams that require in-depth insights into their target accounts.

Integration Capabilities

When it comes to integrating with other tools and systems, both ZoomInfo and 6sense offer robust capabilities. However, the nature and scope of these integrations differ significantly between the two platforms.

ZoomInfo Integration Capabilities

ZoomInfo's integration capabilities are focused on connecting with CRM systems, marketing automation platforms, and sales engagement tools. Some of its native integrations include:

• CRM: Salesforce, HubSpot, Microsoft Dynamics

• Marketing automation: Marketo, Pardot

• Sales engagement: Outreach, SalesLoft

In addition to these native integrations, ZoomInfo also provides API access for custom integrations. This allows users to connect ZoomInfo with other tools and systems, giving them greater flexibility and customization options.

6sense Integration Capabilities

6sense's integration capabilities are geared towards connecting with CRM systems, marketing automation platforms, and ad platforms. Some of its native integrations include:

• CRM: Salesforce, Microsoft Dynamics

• Marketing automation: Marketo, Eloqua

• Ad platforms: LinkedIn, Google Ads

6sense also offers a REST API for custom integrations, allowing users to connect with other tools and systems. This enables users to leverage 6sense's AI-powered insights and predictions across a broader range of applications.

In terms of integration complexity, both platforms have invested heavily in making the process as seamless as possible. However, ZoomInfo's integrations tend to be more straightforward, given their focus on CRM and sales engagement tools. 6sense's integrations, on the other hand, require a deeper understanding of the platform's AI-powered insights and how they can be applied to various marketing and sales workflows.

Pricing and Plans

When it comes to pricing, ZoomInfo and 6sense have different approaches to accommodate various business needs and sizes.

ZoomInfo

ZoomInfo offers a tiered pricing structure, with three main plans to choose from:

• Professional: Starting at $14,995 per year for 5 users, this plan is suitable for smaller teams and businesses. It includes core features like contact and company data, sales intelligence, and engagement tools.

• Advanced: This plan is custom-priced based on the specific needs of your business. It's ideal for larger teams and enterprises that require more advanced features and support.

• Elite: The Elite plan is ZoomInfo's enterprise-level solution, offering custom pricing and tailored to meet the unique needs of large-scale businesses.

Additionally, ZoomInfo offers add-on features that incur extra costs, such as extra user licenses, data enrichment, and CRM integrations.

6sense

6sense takes a different approach, offering custom pricing based on company size and specific needs. The typical range for 6sense plans falls between $25,000 and $100,000+ per year, depending on the scope of the implementation and the level of support required.

Unlike ZoomInfo, 6sense does not publish its pricing tiers, as each customer's needs are unique and require a bespoke approach.

Ultimately, the choice between ZoomInfo and 6sense will depend on your business goals, size, and budget. It's essential to evaluate your specific needs and compare the pricing structures of both platforms before making a decision.

Customer Support and Training

When evaluating sales intelligence and account-based marketing platforms, customer support and training are crucial aspects to consider. You want to ensure that you have access to resources that can help you get the most out of your investment. In this section, we'll compare the customer support and training offerings of ZoomInfo and 6sense.

ZoomInfo

ZoomInfo provides 24/7 phone and email support to its customers. This means you can reach out to their support team at any time, and they'll be happy to assist you. Additionally, they offer an online knowledge base and video tutorials that cover various aspects of their platform. These resources are designed to help you get up and running quickly and efficiently.

For customers on higher tiers, ZoomInfo assigns a dedicated customer success manager. This manager works closely with you to ensure you're achieving your sales goals and provides strategic guidance on how to maximize your ROI from the platform.

6sense

6sense offers standard business hours support, which means you can reach out to their support team during regular working hours. While this may not be as extensive as ZoomInfo's 24/7 support, 6sense makes up for it with their extensive documentation and learning resources. They provide detailed guides, tutorials, and best practices to help you get the most out of their platform.

In terms of onboarding and strategy, 6sense has a customer success team that works closely with you to ensure a smooth transition. They'll help you set up the platform, integrate it with your existing systems, and develop a strategy that aligns with your business goals.

Overall, both ZoomInfo and 6sense provide solid customer support and training. However, ZoomInfo's 24/7 support and dedicated customer success managers may give it an edge for customers who require more hands-on assistance.

Use Cases and Industry Fit

When considering ZoomInfo and 6sense, it's essential to understand which industries and use cases each platform is best suited for.

ZoomInfo

ZoomInfo is an excellent fit for B2B sales teams across various industries. However, its strengths shine particularly bright in technology, finance, and healthcare.

The platform is ideal for companies focused on outbound prospecting, where having accurate contact data and sales intelligence is crucial. ZoomInfo's vast contact database and sales engagement features make it a top choice for sales-driven organizations.

• ZoomInfo is suitable for industries with complex sales cycles, such as technology and software, where understanding organizational structures and decision-makers is vital.

• Its financial services and healthcare industry expertise make it an attractive option for companies operating in these sectors.

• Any business looking to optimize its outbound sales strategy will find ZoomInfo's features and data invaluable.

6sense

6sense is well-suited for B2B marketing teams, particularly in enterprise and mid-market companies. Its account-based marketing capabilities and AI-powered intent data make it an excellent fit for organizations with complex sales cycles.

The platform is strong in technology, manufacturing, and professional services, where understanding buyer behavior and intent is critical.

• 6sense is ideal for companies with account-based marketing strategies, where identifying and targeting high-value accounts is key.

• Its advanced intent data and AI models help companies anticipate and respond to buyer behavior, making it perfect for businesses looking to optimize their marketing efforts.

• Any organization seeking to bridge the gap between marketing and sales will find 6sense's account insights and orchestration capabilities invaluable.

By understanding the strengths and industry focus of each platform, businesses can make informed decisions about which solution best fits their needs and goals.

Comparative Analysis

When it comes to choosing between ZoomInfo and 6sense, it's essential to understand their strengths and weaknesses. In this section, we'll delve into the comparative analysis of these two platforms, highlighting their unique advantages and areas of excellence.

Strengths of ZoomInfo

ZoomInfo excels in three key areas:

• Extensive and accurate contact database: ZoomInfo's vast contact database, with over 235 million business profiles and 130 million company records, provides unparalleled access to potential customers.

• User-friendly interface and quick adoption: ZoomInfo's clean and intuitive dashboard makes it easy for users to get started quickly, reducing the learning curve and increasing productivity.

• Strong sales engagement features: ZoomInfo's engagement tools, including email and phone outreach, web forms, and chat, enable sales teams to effectively target and connect with prospects.

Strengths of 6sense

6sense shines in three key areas:

• Advanced AI-powered intent data and predictions: 6sense's proprietary AI models provide accurate buying stage predictions, allowing marketing teams to target the right accounts at the right time.

• Comprehensive account-based marketing capabilities: 6sense's orchestration features, including multi-channel campaign management and automated workflows, empower marketing teams to execute sophisticated ABM strategies.

• Deep insights into the buyer's journey: 6sense's visual account insights and journey stages provide marketing teams with a deep understanding of the buyer's journey, enabling them to tailor their strategies for maximum impact.

By understanding the strengths of each platform, businesses can make informed decisions about which solution best fits their specific needs and goals.

Customer Testimonials and Case Studies

Don't just take our word for it – let's take a look at what real customers have to say about their experiences with ZoomInfo and 6sense.

ZoomInfo Success Stories

• Company X, a leading software provider, struggled to find accurate and up-to-date contact information. With ZoomInfo, they increased their lead quality by 40% and saw a significant boost in sales productivity.

• Company Y, a fast-growing startup, needed a reliable sales intelligence platform to support their rapid expansion. With ZoomInfo, they achieved a 25% increase in sales productivity and improved their sales pipeline visibility.

6sense Success Stories

• Company Z, a multinational manufacturing company, wanted to revamp their account-based marketing strategy. With 6sense, they achieved a 75% increase in pipeline velocity and improved their sales and marketing alignment.

• Company W, a B2B technology firm, sought to optimize their marketing efforts and better understand their target audience. With 6sense, they doubled their conversion rates and saw a significant improvement in their sales pipeline quality.

These real-life examples demonstrate the tangible benefits of using ZoomInfo and 6sense. While both platforms have their strengths, it's essential to evaluate your specific business needs and goals to determine which one is the best fit for your organization.

Conclusion and Recommendations

In conclusion, ZoomInfo and 6sense are two powerful tools that cater to different sales and marketing needs. While ZoomInfo excels in providing an extensive and accurate contact database, 6sense shines with its advanced AI-powered intent data and comprehensive account-based marketing capabilities.

Summary of Key Differences

• ZoomInfo is ideal for sales-driven organizations that need accurate contact data and sales intelligence.

• 6sense is best suited for marketing-led companies that focus on account-based strategies and require deep insights into the buyer's journey.

When deciding between ZoomInfo and 6sense, consider your company's specific needs and goals. If you're looking to supercharge your sales team with accurate contact data and sales intelligence, ZoomInfo might be the better choice. On the other hand, if you're focused on account-based marketing and need AI-powered intent data to drive your strategy, 6sense is likely a better fit.

Ultimately, the choice between ZoomInfo and 6sense depends on your organization's unique requirements and priorities. We encourage you to evaluate both options based on your specific business needs, rather than relying solely on their respective strengths and weaknesses.

By doing so, you'll be able to make an informed decision that aligns with your sales and marketing strategies, ultimately driving revenue growth and business success.