●Sift · 6sense 2024 Breakthrough Awards · Fastest Time to Value
Project Bullseye — the ABX pilot that hit measurable value in six weeks.
- Role
- VP, Demand Generation
- Duration
- 6-week pilot
●Challenge
Sift needed enterprise pipeline acceleration, but the demand engine was optimized for broad mid-market lead capture. The question was whether an ABX motion could be stood up and proven inside one quarter — without disrupting the existing funnel.
●Approach
Five operating decisions that made the difference.
- 01
Selected a tight target-account list aligned to enterprise ICP signals from 6sense intent data.
- 02
Designed a 6-week pilot scope with clear go/no-go criteria — meetings completed, pipeline created, cost per opportunity.
- 03
Aligned marketing, SDR, and AE motion around the same account list with a single weekly operating cadence.
- 04
Instrumented the funnel end-to-end so every meeting and opportunity could be traced back to a pilot account.
- 05
Reported weekly to the executive team using a single one-pager — no dashboards, no fluff.
●Outcomes
- 275%1
- ROI on ABX initiatives
- 218%1
- Lower cost per opportunity
- 220%1
- Of meetings-completed goal
- 185%2
- More pipeline from targeted accounts
1. As published by 6sense in the official 2024 Breakthrough Award winners announcement. 2. From Project Bullseye internal performance reporting.