Playbook for a B2B SaaS pricing page that adapts to 6sense buying stage
Hi all! I manage our ABM program and am rolling out stage-based plays across the funnel, the pricing page is next on the list.
The play: accounts 6sense flags as decision stage should see a "Talk to sales" enterprise CTA on /pricing, while awareness and consideration accounts keep the self-serve trial CTA. We already run 6sense for ads and our sales triggers.
What I need to figure out:
- how do I scope the experience to /pricing only, not sitewide
- which 6sense fields can I actually use in a Croct audience
- if an account matches two plays at once, which one wins
would love a sanity check before I brief the team, thanks!
1 answer
Everything you described is supported. Point by point:
Scoping to the page. Add a page condition to the audience CQL and combine it with the firmographic condition:
page's path is "/pricing"The experience then only applies where that condition holds, so the rest of the site is untouched.
Available 6sense fields. The 6sense integration requires the 6sense Website Tag on your site. Once it is in place, Croct audiences can use the buying stage, intent score, profile fit, employee ranges, and revenue brackets. Your decision-stage condition is a straightforward audience built on the buying stage, combined with the path condition above.
Conflicts. When a visitor matches more than one experience for the same slot, resolution uses experience priority, which is a unique numeric rank per slot. Give your decision-stage experience a higher priority than the generic one and the enterprise CTA wins for those accounts.
The broader pattern, including stage-based CTAs, is covered in the ABM playbook on the blog, which is worth a skim before the brief.