Folloze + 6sense Connector - Integration Setup Guide

The Folloze + 6sense Connector enables data exchange between the two platforms to create a comprehensive account engagement strategy. By leveraging 6sense’s identification and account data with Folloze’s personalized experience and sales orchestration, you can effectively transform the customer journey at scale.

Integrate the Folloze + 6sense Connector and enjoy the following key benefits:

Targeted customer journey in real-time: Powered by 6sense account ID for unknowns and Folloze ID for known contacts, you can identify target accounts in real-time and design personalized customer journeys.
Up-to-date firmographic data of integrated accounts
Enriched account data: Leverage the 6sense account data to personalize Folloze boards for both known and unknown contacts.
Optimal omnichannel campaigns: Based on 6sense account data such as segment, stage, industry, intent, the Folloze personalization studio allows you to deliver a seamless, personalized engagement across all channels throughout each stage of the customer journey.
Deep account engagement insights: Folloze buyer behavior analytics together with 6sense account engagement enables you to gain a deeper understanding of buyer signals to empower strategic planning.
Turnkey solution: Connect the Folloze + 6sense Connector in less than a minute to achieve Faster Time To Value.

See the following diagram describing the integration touchpoints:

Here are several common use cases for the Folloze + 6sense Connector across all channels:

Intent based ad campaigns: Ads linking to a Folloze personalized board leveraging intent data from 6sense
Account based experience: 1:few/1:many personalized for accounts based on 6sense account data
Digital surround campaign: Targeted ads and marketing emails promoting offers to selected accounts
Upsell offer campaign: Email orchestrated campaign promoting account offer/event via sales
Live micro-event: Targeted events customized to accounts including account/industry specific content
Personalized demand generation: Content nurturing campaigns personalized by industry and persona

Follow these main steps to set up the Connector:

Step 1 - Generate API keys in the 6sense platform
Step 2 - Activate the Connector + Define Confidence Score
Step 3 - Install the 6sense WebTag

Use the Folloze + 6sense Connector for:

Identifying and enriching data
Personalizing account data
Analyzing customer engagement

Step 1 - Generating API tokens in 6sense

In the 6sense platform, go to Settings > API Token Management.
Click Generate New API Token.
Under API Group Name, select Company identification API from the dropdown list.
Give a Token Name, e.g., “Folloze 1”.
Under Integrations, select Folloze from the list.
Click Generate.
Copy your generated API token.
Repeat all steps for the Enrichment API.

Segments API

Unlike the Company Identification API Key and Enrichment API keys, which can be retrieved directly from the 6sense platform, the Segments API key requires a different process.

To obtain the Segments API key, you need to submit a support ticket to 6sense and specifically request a Segments API key to access the https://scribe.6sense.com/v1/company/segments endpoint.

Important notes:

You do not need to select specific segments when requesting this API key, as the API will return all available segments
This API key is required to retrieve active segments for design and personalization purposes in Folloze

6Sense credits

6Sense API credits are required to access the mentioned APIs. Please reach out to your 6Sense CSM to get access to these APIs.

To learn more about API credits, refer to this article.

Step 2 - Activating the Connector in Folloze

After generating the API keys in 6sense, you can activate the connector in the Company Admin section of Folloze.
You can connect the following API keys:

Company identification API
Segments API
Enrichment API

Go to Company Admin.
Select Integrations > Data Providers > 6sense.
To activate the 6sense API, select On.

Company Identification API Key

The Company identification API key retrieves company firmographics for unknown leads using IP address to Account matching.

Enter the Company Identification API Key and click Validate Key.
Select the minimum level for the Identification Confidence Score* used for enrichment. The default confidence score is low and the recommended score is high/very high.

* 6sense provides a confidence score that reflects the confidence that the result of the visitor in question is from a given company based on the number of corroborating sources. The confidence scores can be: low, moderate, high, and very high. If you are applying personalization, it is recommended to use high or very high. When the results return from 6sense, if the confidence score is lower than the selected value, the contact record will not be enriched and no personalization will be applied to it.
Please note that this only affects unknown leads, and known leads are managed via the Folloze ID (high certainty).

Segments API Key

The Segments API key retrieves active segments for design and personalization.

Enter the Segments API Key and click Validate Key.

Enrichment API Key

The enrichment API key retrieves company firmographics for known leads using domain matching.
Note: When the Enrichment API Key is disabled, you can create only domain based personalization rules for known leads, and not other types of personalization rules. Additionally, known accounts will not be enriched with their company’s firmographic information, which will impact analytics in the Pulse tab and Report Center.

To activate the enrichment API, select On.
Enter the Enrichment API Key and click Validate Key.
Set the number of days for the Refresh firmographic data interval. This value represents how often the firmographic data will be automatically updated. 90 days is the default value.
After validating the keys, click Apply.

Step 3 - Installing the 6sense WebTag

The 6sense WebTag is a tracking script that allows 6sense to track a lead's activities when installed on your website. This is used to add the lead's activities to their corresponding Account Timeline. Folloze allows tracking scripts to be added as custom scripts.

Note: If you are already using Google Tag Manager to deploy your 6sense WebTag, we recommend installing Google Tag Manager only. You do not need to install the script twice.

Follow the instructions from this 6sense help article to configure a WebTag for your Folloze boards
Once you have copied the script from 6sense, navigate to the Folloze Company Admin > Custom Scripts.
Click on BuyEx 3.0 Custom Scripts in the subheader
Click on the Add Script button and use the following information
1. Script Name: 6sense WebTag
2. Organization ID: your organization id
  Tip: If you don't know your organization ID, enter 1 in the field and click Save. Your organization ID will be displayed below the field.
3. Board ID: leave this blank
4. Position: body_bottom
5. Script: the script you copied from 6sense
Click Save to add the script to all boards in your organization

Identifying and enriching data

Identify: Leverage 6sense account data for identifying unknown leads, both people and companies.
Enrich: Retrieve an account data set from 6sense about both known and unknown leads for reporting and personalization purposes.

You can view data retrieved from 6sense in the following places on the Folloze platform:

Pulse table

Account Dashboard

Note: 6sense match rates can vary depending on location, read more about it in this blog .

Personalizing account data

Once 6sense transfers all account data to Folloze, this data is available to you in the Folloze personalization studio. Here, you can create new personalization rules based on the fields defined in the 6sense dictionary.
Rules indicated with a [6S] mark are additional fields from 6sense, beyond the standard OOTB personalization fields offered by Folloze.

Select the board you wish to personalize.
Go to the Personalization studio tab.
Select Add alternative rule or Create rules block. All personalization fields are available from 6sense.
Select a rule and apply the rule to your board viewer. After the API key is activated, Folloze pulls only 6sense data into the rule options.

Field	Type	Description
Account Buying Stage	List	The sales stage of this account (Awareness, Consideration, Decision, Purchase) retrieved from CRM.
Account Country	List	The country where the company is located.
Account Domain	Text	The company domain/website.
Account Employee Range	List	The number of employees in the company.
Account Industry	List	The industry the company operates in.
Account Name	Text	The company name.
Account Profile Fit	List	The company profile fit is based on ICP (Moderate, Strong, Weak) as defined in 6sense.
Account Profile Score	Text	The company profile score is based on ICP (Ideal Customer Profile) as defined in 6sense.
Account Region	List	The world region where the company is located.
Account Revenue Range	List	The company's annual revenue range.
Account Segments	List	The segments as defined in 6sense.

You’ll also find these fields in the Design tab for creating personalized rules for various board design elements such as messaging, banners, logos, call-to-actions, and promoted content. For example, you can use 6sense fields to personalize the background image or title of your board.
Learn more about creating personalization rules and the Folloze personalization studio here.

6sense segments

6sense data segmentation allows you to create dynamic segments based on a variety of data elements, such as intent, industry and account buying stage. You can leverage these segments to deliver a personalized experience by creating Folloze personalization rules for a specific segment.
Mapping to 6sense segments directly in the Folloze Personalization Studio enables you to deliver a highly-targeted experience to customers. Since segmentation is dynamic, meaning an account can be added or removed from segments based on data attributes, the account experience can be dynamic based on the account inclusion in segments.
For example, you can define your targeted market segment for an advertising campaign, and then leverage your Folloze board as a destination for displaying ads relevant to a specific segment. In this way, you create unique experiences for different segments coming from different ads.
Segments 002.png

Analyzing customer engagement

You can track customer engagement in both the Folloze account dashboard and Pulse table. In addition, using the Connector you can track deep engagement in Folloze analytics as well as gain insights in 6sense. To enable tracking from Folloze boards to 6sense, it is recommended that you place the 6sense script tag.

Now that the Folloze + 6sense Connector is all set up, you can start taking advantage of all its exciting capabilities.