Case Study: Blue Yonder lifts purchase-stage accounts over 40% with Drift and 6sense
Key results
The challenge
Blue Yonder was underutilizing its 6sense and Drift investment. The team relied on static target-account lists and offered little personalized engagement to website visitors, limiting the impact of its account-based marketing program.
The solution
Blue Yonder integrated 6sense with Drift (both now part of Salesloft) to build dynamic audience segments that powered targeted campaigns and personalized chatbot conversations, with BDRs booking meetings in real time via playbooks.
“The Drift and 6sense integration is foolproof. When you're in Drift, you can just go through your parameters for your decision trees in a playbook and it automatically knows which information is relevant because of 6sense.”
PUPT UmphressGlobal Director of Digital Marketing, Blue Yonder
The results, in context
The integrated ABM approach drove a more than 40% increase in accounts reaching the purchase stage and more than 35% growth in anonymous website visits, while holding cost per lead to $145 against a $200 target.