Conturs vs 6sense: Honest Comparison for Mid-Market Teams

Why This Comparison Matters

6sense is one of the most well-known platforms in the B2B intent and scoring space. With over $400M in funding and enterprise clients like Cisco and Dell, it is the go-to for large organizations running complex ABM programs.

But for mid-market teams (50-500 employees, Series A-C), 6sense often creates more problems than it solves. The contracts are expensive, the implementation is complex, and the scoring is opaque. This comparison helps mid-market RevOps leaders understand the tradeoffs.

What 6sense Does

6sense is an ABM platform that combines three capabilities:

Intent Data

6sense tracks anonymous web activity across its publisher network to identify companies researching topics related to your product. This "intent signal" tells you which accounts are in-market before they fill out a form.

Predictive Scoring

Using machine learning, 6sense predicts which accounts are most likely to buy. Scores are based on intent signals, firmographic data, technographic data, and historical patterns.

Orchestration

6sense connects predictions to action: display ads, sales alerts, email sequences, and CRM updates based on account scores and buying stages.

What Conturs Does

Conturs is a focused scoring layer that does one thing exceptionally well: transparent ICP similarity scoring.

Similarity Scoring

Conturs analyzes your closed-won customers and scores every new lead by how similar they are to your best accounts. No intent data, no anonymous tracking — just pattern matching against your actual customer base.

Full Transparency

Every score includes a detailed breakdown: which customers the lead resembles, which attributes match, and how each factor contributes. Sales reps see exactly why a lead scored high or low.

CRM Integration

Scores sync directly to HubSpot, Salesforce, or any CRM via API. No separate platform to learn or manage.

Head-to-Head Comparison

Scoring Approach

6sense: Predictive AI based on intent signals + firmographics. Black-box output. Conturs: Similarity matching against your actual customers. Fully transparent output.

Explainability

6sense: Shows buying stage (Awareness, Consideration, Decision) and account score. Limited detail on why. Conturs: Full breakdown — similar customers, matching attributes, factor-by-factor scores, confidence level.

Data Source

6sense: Third-party intent data from publisher network + your CRM. Conturs: Your CRM data only. No third-party tracking.

Privacy

6sense: Tracks anonymous web activity across third-party sites. GDPR gray area for some use cases. Conturs: Uses only first-party CRM data. No external tracking. GDPR and CCPA aligned by design.

Implementation

6sense: 4-12 week implementation. Requires dedicated admin. Training for sales and marketing teams. Conturs: Minutes to connect. No training needed. Scores appear in your CRM automatically.

Pricing

6sense: $60,000-$150,000+ per year. Enterprise contracts with annual commitments. Conturs: Starts at $49/month. No annual commitment required.

Best For

6sense: Enterprise companies ($100M+ revenue) running complex ABM programs with dedicated ops teams. Conturs: Mid-market teams that need transparent scoring without enterprise complexity or cost.

Where 6sense Wins

Credit where it is due — 6sense has genuine advantages in specific scenarios:

• Intent signals: If knowing which accounts are actively researching your category is critical, 6sense's publisher network is hard to replicate

• Full ABM orchestration: If you need display ads, email triggers, and sales alerts all from one platform, 6sense is a complete solution

• Enterprise scale: For organizations with 1000+ target accounts and dedicated ABM teams, the complexity is justified

• Buying stage identification: 6sense's ability to map accounts to buying stages (Awareness through Decision) is unique

Where Conturs Wins

• Transparency: Sales reps actually trust and use scores because they can see exactly why each lead scored the way it did

• Speed to value: Live scoring in minutes vs weeks of implementation

• Cost efficiency: 100x cheaper for mid-market teams. No enterprise contract required

• Privacy-first: No third-party tracking, no anonymous data collection, no GDPR concerns

• Simplicity: One thing done well vs a complex platform that requires training and dedicated admin

• ICP accuracy: Scoring based on your actual customers, not generic intent signals that may not correlate with your specific product fit

The Intent Data Question

The biggest difference between 6sense and Conturs is intent data. Should you care?

Intent data tells you who is looking. Similarity scoring tells you who is a good fit. These are different questions with different values:

• A high-intent, low-fit account is researching your category but will never buy your specific product. Pursuing them wastes time.

• A low-intent, high-fit account is not actively searching yet but matches your ideal customer profile perfectly. Reaching them early gives you first-mover advantage.

• A high-intent, high-fit account is the dream scenario. But you need fit scoring to identify this combination — intent alone is not enough.

For mid-market teams, fit scoring (Conturs) often delivers more value than intent data (6sense) because fit is a more reliable predictor of closed-won revenue than browsing behavior.

Who Should Choose What

Choose 6sense If

• You have $60K+ annual budget for scoring and ABM

• You need intent-based account identification at scale

• You have a dedicated ABM or RevOps team to manage the platform

• You run display ad campaigns targeting specific accounts

• Your sales cycle is 6+ months with multiple stakeholders

Choose Conturs If

• You need transparent scoring that sales actually trusts

• Your budget is under $60K per year for scoring tools

• You want live scoring in days, not months

• Privacy compliance is a priority (GDPR, CCPA)

• You want to start with fit scoring and add intent later if needed

• You use HubSpot and want a native integration

Use Both If

Some teams use both: 6sense for intent identification (who is in-market) and Conturs for fit scoring (who matches our ICP). The combination tells you which in-market accounts are actually worth pursuing — the highest-value intersection.

The Bottom Line

6sense is a powerful enterprise ABM platform. Conturs is a focused, transparent scoring layer. They solve different problems at different price points for different team sizes. For mid-market teams that need scoring they can trust, implement in days, and afford without an enterprise budget, Conturs is the practical choice.