Demandbase announced a native Outreach integration with other SEPs in development. Streamlining Sales Intelligence and Sales Engagement allows reps to “focus on engaging with prospects and closing deals, rather than wasting time on manual tasks.” The I-frame integration supports core Demandbase Sales Intelligence functionality within Outreach workflows. For example, sales reps can research companies and contacts, build lists, and launch Outreach sequences inside of Outreach.
Users will see common information, tools, and workflows presented in the same format as their CRM but in Outreach’s Account, Prospect, and Opportunity records. There is also a standalone tab in Outreach similar to the Demandbase standalone tab found in CRMs. This Custom Tab supports company and contact searching, prospect list building, connection management for warm introductions, customer and prospect news tracking, and custom buying trigger configuration.
“We’ve noticed that the order of preference as far as where sellers spend time actually starts with their SEP – So, Outreach. And if they have to, they’ll go to CRM,” observed Demandbase Product Marketing Manager Travis Breier. “When you look at Outreach users who have Demandbase and Outreach, they can spend all of their time within Outreach and never have to go to the Demandbase platform. They’re not missing out on any information… It’s just one less thing that they have to learn and one less barrier to access the Demandbase information.”
“Being a seller has never been easy, but the proliferation of data and tools has led to stressed-out sellers with lost productivity, lower quota attainment, and less revenue,” says Gabe Rogol, chief executive officer at Demandbase. “With our simplified and smarter Sales Intelligence solution, reps no longer need to waste precious time figuring out their next steps and executing them. Instead, they can close more deals and make more money. Think of our intelligence as a sales superpower, all within the tools sellers use every day.”
Demandbase Sales Intelligence is integrated with Salesforce, Microsoft Dynamics 365, Outreach, Slack, and browsers. The Sales Engagement integration enables reps to add contacts to Outreach sequences and personalize the messaging.
“Integrating Demandbase’s Sales Intelligence directly within our platform will unlock new levels of value for sales teams looking to efficiently create and predictably close more pipeline,” said Outreach CEO Manny Medina. “With this next-generation integration, sellers can more easily and quickly find and contact accounts, get data-focused insights, and unlock new levels of productivity — all while never leaving the Outreach Sales Execution Platform.”
Demandbase recently dropped the Cloud Designations for its products, emphasizing its unified functionality within the Demandbase One platform.
“We found that it kind of creates this illusion of complexity that we don’t feel serves it justice as far as the actual products you’re spending time in,” said Palmer. “They’re even more interconnected. Most of our customers are now buying three or more products. We’ve got bundles and packages of everything, so we’ve just moved away from that whole cloud nomenclature to just Demandbase One.”
A Hot Leads feature that provides SDRs with key engagement insights and the ability to take action on unknown leads will soon be available. Hot Leads will be displayed in the Prescriptive dashboards and identified by engagement activity, intent, recency, news/company/job changes, technographics, etc. Hot Leads will be GDPR and PII compliant.
In other news, Demandbase was named a Notable Provider in Forrester’s Account-Based Selling Technologies Landscape, Q2, 2023 report. Seventeen vendors were included in the report. Account-Based Sales vendors “improve visibility into the potential of each account; increase sales rep efficiency; and increase pipeline value (deal size), win rates, and forecast accuracy.”
“The landscape for B2B GTM teams continues to change at [a] breakneck pace. At Demandbase, we’re committed to shaping that market evolution to empower our customers to achieve their most audacious goals,” said Demandbase CPO Brewster Stanislaw. “This year, we’ve placed a deep focus on making sellers’ jobs easier and more effective with AI-powered insights and seamless workflows, and we believe our inclusion in this report further validates that direction.”
Continue to my coverage of Demandbase Smarter Sales Intelligence.