The challenge: Too much noise, not enough pipeline

At 6sense, the Marketing Operations (MOPS) team lives at the intersection of sales and marketing. Responsible for optimizing the company’s go-to-market engine, they are also “customer zero,” constantly refining how 6sense itself uses its own revenue intelligence platform.

One area that stood out for improvement was live chat. Their MDR (Marketing Development Rep) team was spending valuable time managing a legacy chatbot that produced mixed results. Hanna Martin, Sr. Marketing Ops Specialist at 6sense, recalls the inefficiencies clearly:

“Our MDRs were acting more like a triage team than a growth engine. They were fielding support questions, post-sale inquiries, and low-quality leads that didn’t support our pipeline goals.”

The manual burden and inability to filter out noise made the inbound motion inefficient and unsustainable. 6sense needed a better way to scale conversations while protecting human rep time for high-impact engagement.

The solution: Piper the AI SDR agent, or as they call them, Revvy

6sense turned to Qualified’s AI SDR agent, Piper—branded internally as Revvy. Their goal was to automate and intelligently scale how they engaged website visitors.

“We wanted to move away from static, rules-based engagement and deploy a true AI-driven approach,” Hanna explains. “Let humans do what they do best, and let AI handle the rest.”

What stood out about Qualified’s platform was its deep integration with Salesforce, seamless compatibility with 6sense’s own data, and the flexibility to shape Piper into a fully autonomous SDR agent.

Together, 6sense and Qualified created a unified system that:

• Identifies in-market accounts using 6sense data
  
  
• De-anonymizes site visitors and maps them to their buying stage, fit, and intent
  
  
• Enables Piper to personalize outreach and qualify leads in real-time
  
  
• Automatically books meetings with high-priority buyers
  
  

With Revvy working 24/7, no opportunity to engage is missed—and human reps are focused only on high-value conversations.

The impact: Higher quality, less wasted time

“With our old vendor, we booked a ton of meetings, but most of them went nowhere,” Hanna shares. “Now, our team isn’t chasing junk—they’re only talking to the right people.”

Since implementing Piper (Revvy), 6sense has seen:

• 2.13X increase in opportunities in the first quarter live compared to a full year with their previous solution
  
  
• 0 missed engagements, thanks to around-the-clock coverage
  
  
• A dramatic drop in manual effort and internal distractions
  
  
• A lift in meeting quality—and trust from sales in the system
  
  

And the biggest proof point? “Our reps don’t complain about lead quality anymore.”

Advice for other teams: Start with alignment

Hanna’s advice for other teams thinking about combining Qualified and 6sense?

“Set clear rules of engagement. Define what AI handles vs. what your reps should own. It’s not just flipping a switch—alignment across marketing, sales, and ops is key. But once you get it right, the impact is immediate.”

With Piper powering inbound at scale, and 6sense driving precision targeting, the two platforms have created a winning formula. The result: a leaner, smarter inbound engine that books more meetings, drives more pipeline, and protects rep time—without sacrificing personalization or coverage.