RESEARCH OPERATING SYSTEM
6sense organizes company discovery, buying-committee research, contextual evidence, and draft preparation as separate steps. That separation gives revenue teams a place to challenge assumptions before a ranking becomes a campaign.
HORIZONTAL FIELD GUIDE
Translate a market thesis into explicit firmographic and technographic constraints. The result should explain why an account entered the set, which criterion remains uncertain, and what would disqualify it. This keeps an ICP from becoming an unreviewable collection of keywords.
Separate economic buyers, functional owners, technical evaluators, and users. A title is treated as a clue rather than proof of authority. Ambiguous contacts stay marked for a rep to validate against the actual buying motion.
Place intent, hiring, technology, and company-change observations beside their definitions and time windows. Signals can guide research priority, but they do not confirm budget, need, or an active project without corroboration.
Compose an outreach hypothesis only from approved facts. Human review remains responsible for relevance, tone, suppression rules, regional requirements, opt-out language, and the decision to send through a separate engagement system.
CONTROL POINTS
Criteria are visible before discovery begins.
Findings carry source and freshness context.
Unknown and excluded records remain legible.
Drafting is distinct from approval and sending.
These are workflow states, not performance claims. Coverage, match rate, freshness, and deliverability depend on the configured data sources and should be measured against your own test set.
RUN A CONTROLLED TEST
Compare the agent's inclusion logic with your team's judgment, document disagreements, then refine the ICP before expanding the run.