6sense Implementation: 30/60/90 Outbound Rollout That Sticks

Lock three 90-day outcomes and name Responsible / Accountable before anyone burns credits. 1. Write exactly three 90-day outcomes in business language (meetings, coverage, reply quality).

1. Assign RACI — Responsible: 6sense stack owner; Accountable: sales lead; Consulted: two reps; Informed: RevOps / CRM admin.
2. Write the “not now” list for channels and packs not tied to the three outcomes.
3. Book the day-30 and day-60 reviews in the calendar now. Worked example: an 8-person B2B outbound pod freezes three outcomes for 6sense, gives ops two hours a week as Responsible, and defers data enrichment and AI assistance to day 61.

Days 1–30 are for contact data, prospecting, data enrichment, and email outreach — not marketplace browsing. 1. Finish setup: one ICP list, CRM sync, one outreach channel.

1. Invite only daily users; spectators wait.
2. Run a mid-month spot-check: 20 random outreaches must show a CRM activity.
3. Kill shadow spreadsheets that still hold “the real list.” Worked example: an 8-person B2B outbound pod runs 6sense as the only place new contacts enter sequences, and by day 30 every open sequence step has an owner and a CRM log.

Make Friday (or Monday) reviews run from 6sense. 1. Agenda: credit burn vs meetings, list quality flags, sequence reply rates, CRM sync errors.

1. Add light automation only where a human already does the same step weekly. email sequences is researched across every 6sense plan we snapshot
2. Retrain anyone still exporting lists to personal sheets.
3. Re-measure adoption before unlocking day-61 packs. Worked example: an 8-person B2B outbound pod finds two reps still keeping “private” CSVs; they pause new sequences until those lists are suppressed or imported into 6sense.

1. Re-read the three outcomes. Expand only where an outcome is still missing.
2. Then, in this order: second ICP list, data enrichment, remaining channels, remaining integrations. Research lists AI lead scoring, AI recommendations, AI forecasting, and AI assistant for 6sense. Research places AI assistance on SI + Credits + Predictive, SI + Credits, and SI + Predictive.
3. Write down what you chose not to do and why. That list is your renewal-time evidence.
4. Never invent list prices here — confirm seats, credits, and quote terms on /pricing/sixsense/. Worked example: an 8-person B2B outbound pod adds a second 6sense list for renewals outreach, enables one enrichment pack for direct dials, and leaves AI drafting off because nobody could name the reply-rate decision it would change.

Map must-have workflows to the 6sense plan that unlocks them — demos often run above the tier you can afford.

Worked example: Enterprise and upper mid-market ABM teams that prioritize in-market accounts with predictive intent freezes must-haves on the qualifying tier before adding automations.

Track weekly completion of the primary workflow — not logins alone. If 6sense is empty after 30 days, pause new modules and fix the ritual.

Worked example: Enterprise and upper mid-market ABM teams that prioritize in-market accounts with predictive intent reviews completion rates before enabling AI add-ons.

AI surfaces on 6sense include AI lead scoring, AI recommendations, and AI forecasting on SI + Credits + Predictive, SI + Credits, and SI + Predictive. Turn on AI only after the core loop works without it.

Add automations, secondary hubs, or advanced reporting only after the core loop survives a full quarter.

Worked example: Enterprise and upper mid-market ABM teams that prioritize in-market accounts with predictive intent schedules a 90-day review before buying add-on seats.