Sales Engagement Platform Outreach expanded its value proposition with the acquisition of Revenue Intelligence service Canopy. Outreach immediately began integrating the service into its platform, with GA expected in H1 2022. The new Outreach Commit service “significantly expands” Outreach’s revenue intelligence capabilities, “giving revenue leaders the sales analytics and forecasting capabilities they need in today’s sales environment.”
“In the past 18 unpredictable and transformative months, we have seen the rise of a new cohort of leaders we are calling Revenue Innovators who have thrived by embracing the digital disruption of sales,” said Outreach CEO Manny Medina. “These are leaders who had to adapt and evolve their mindset to embrace automation and machine learning as the keys to driving predictable, efficient growth – consistently and despite the uncertainty in the market. They need tools that combine engagement with intelligence and marry together the art and the science of sales. The evolution of the Outreach platform does exactly that.”
Outreach provides revenue innovators with “predictable, efficient growth” based upon AI guidance for more effective engagement, improved forecasting, and next best actions. The objective is to reduce the “Sales Execution Gap” between revenue potential and actual performance based on instinct and limited data; instead, data and AI will narrow the gap.
“The Sales Execution Gap manifests itself in several ways across the business — decisions based on gut instincts, slow rep ramp times, competing priorities, random achievement, missed opportunities with little understanding as to why,” explained Medina. “And yes, lost revenue, but also a growing disconnect between what high-performing reps want and what employers can deliver.”
“Once a seller has experienced the power of an Engagement and Intelligence platform, they won’t want to go back to inefficient, broken workflows — and they’re making career decisions because of it.”Outreach CEO Manny Medina
Unfortunately, CRMs were “not designed for sellers.” They are systems of record that store information but lack engagement and insights. Firms that want reps to “live in the CRM” will drive away their best sales reps and candidates who “demand AI-driven insights and workflow automation to guide their actions in real-time.” As more sellers become “digital natives,” this performance gap will widen.
Top-performing reps and managers that have enjoyed modern SalesTech tools will be reluctant to work without digital tools. They expect their sales toolbox to include AI-generated intelligence, including email sentiment, live meeting guidance, real-time call analysis, and automated deal review and scoring. They are also looking for sales engagement with templated sequences (cadences), multi-channel outreach, task prioritization, and recommended actions. Finally, they are looking for improved forecasting, risk alerts, engagement data, and deal facilitation.
With Commit, Outreach has added forecasting and expanded risk analytics to its toolkit.
“Revenue innovators are embracing automation and AI in real-time to provide guidance to reps mid-cycle, guide more effective engagement with customers, and entirely rethink how they forecast because they have the signals that can proactively identify risk in their pipeline and deals,” stated the firm.
Continue to Part II which discusses Outreach Commit and product enhancements announced at the Outreach Unleash virtual meeting.