6sense temperatures are a way for your company to prioritize accounts. There are four levels of temperature in 6sense:
Hot (New)
Hot
Warm
Cold
There are two different ways to calculate Temperature—one for customers who have purchased the Predictive Analytics add-on and another for customers who don’t have access. The main differences between the two versions are the inputs, which includes 6QA when available, and the criteria for placing accounts into the four temperature levels.
Calculating temperature with Predictive
Temperature is a combination of an account’s overall momentum and 6QA status.
Data inputs
Web engagement activity
For example, visited your company’s website.
Engagement activity from the integrated CRM
For example, attended webinars, responded to email.
Engagement activity from the integrated MAP
For example, viewed campaign, clicked through ad.
B2B Network (B2BN) activity
For example, keywords.
Momentum
Momentum is measured by its magnitude and its direction (positive vs negative). Each activity type (Web, CRM, MAP, and B2BN) has their own independent momentum scores.
Positive: More activity in the current week compared to the prior 3 weeks.
Negative: Less activity in the current week compared to the prior 3 weeks.
Magnitude: The difference between the number of activities in the current week compared to the prior 3 weeks.
Overall momentum is a single score that combines each activity type’s momentum scores. Each activity type’s momentum scores have different levels of impact on the overall score. Below are the scores in order of importance:
CRM momentum score (biggest impact)
MAP momentum score
Web momentum score
B2BN momentum score (smallest impact)
The weight assigned to each activity type’s momentum scores in the overall momentum calculation are determined by 6sense’s Predictive machine learning model. The model uses an organization’s historical data to optimize for the ideal weights needed to predict opportunity opens most accurately. The calculation is done using the last 7 days compared to the previous 21 days.
Temperature level definitions
Factoring in the data above, temperature is defined as:
Hot (New)
Overall momentum is positive
6QA account = YES
Top 25% of accounts (based on overall momentum score) that fit the above two criteria
This does not mean the account is new, rather that it is in the top 25% of hot accounts.
Hot
Overall momentum is positive
6QA account = YES
Remaining 75% of accounts (based on overall momentum score) that fit the above two criteria
Warm
Overall momentum is negative or zero
6QA account = YES
Cold
6QA account = NO
Overall momentum is irrelevant
If an account is non-6QA but has
Buying stage = Purchase or Decision, AND
Profile fit = Moderate or Strong,
we will consider the account to be a 6QA for temperature calculations.
Calculating temperature without Predictive
Temperature is a measure of an account’s overall momentum.
Data inputs
Web engagement activity
For example, visited your company’s website.
B2B Network (B2BN) activity
For example, keywords.
Momentum
Momentum is measured by its magnitude and its direction (positive vs negative). Each activity type (Web and B2BN) has their own independent momentum scores.
Positive: More activity in the current week compared to the prior 3 weeks.
Negative: Less activity in the current week compared to the prior 3 weeks.
Magnitude: The difference in the amount of activities in the current week compared to the prior 3 weeks.
Overall momentum is a single score that combines each activity type’s momentum scores. Each activity type’s momentum scores have different levels of impact on the overall score. In order or importance:
Web momentum score (biggest impact)
B2BN momentum score (smallest impact)
The weights assigned to each activity type’s momentum scores in the overall momentum calculation are determined by 6sense’s non-Predictive machine learning model. The model uses an organization’s historical data to optimize for the ideal weights needed to predict open opportunities most accurately. The calculation is done using the last 7 days compared to the previous 21 days.
Temperature level definitions
Factoring in the data above, temperature is defined as:
Hot (New)
Overall momentum is positive
Top 10% of accounts (based on overall momentum score) that fit the above criteria
Hot
Overall momentum is positive
Next 30% of accounts (based on overall momentum score) that fit the above criteria
Warm
Overall momentum is positive
Remaining 60% of accounts (based on overall momentum score) that fit the above criteria
Cold
Overall momentum is negative or zero