Salesloft and the Modern Revenue Workspace (Part II)

Continued from Part I


Salesloft CEO Kyle Porter suggested that the answer to overwhelmed sales reps is not more technology and data but better-designed tools and workflows that address the “Revenue Performance Gap.”  Salesloft’s Modern Revenue Workspace offers

  • “Proper insights at the right time
  • The ability to take action
  • The ability to communicate
  • The coachable moment”

Instead of a series of tools, Salesloft is positioning itself as one of Gartner’s “alpha platforms” that broadly ties together sales workflows and channels.  Gartner noted a set of attributes of these platforms:

– “Alpha Platforms are hyper-aggressive vendors who are broadening capabilities at a breakneck speed. 

– It’s not just M&A, some companies will evolve into alpha platforms by building capabilities. This is totally doable, they just have to be able to work fast.

– Alpha platforms aren’t necessarily buying competitors in the same category – they are buying into adjacent categories.”

Gartner Analysts Craig Rosenberg and Dan Gottlieb, “Sales Tech Mayhem: 39 Observations From a Scorching Hot Tech Market,” Garter Blog (July 28, 2021)

“It’s a time to tell a new story about sales and provide you with a complete, digital go-to-market solutions your sellers and sales teams need,” said Porter.

The Salesloft Platform supports Deals, Conversations, Cadences, a partner ecosystem, administration, and governance

According to Salesloft Chief Product Officer Ellie Fields, this advanced sales platform is “built for sellers.”  It reduces workflow friction, allowing reps to “take faster action” and prioritize their time.  The platform also serves as a centralized engagement hub with the “most critical tools for digital selling,” including email, phone, SMS, meetings, social, etc.

The Modern Revenue Workspace deploys data and AI within the workflow, delivering insights such as the most engaged prospects, deals at risk, and “trends that improve outcomes.”

The Salesloft platform acts as a hub for digital selling, driving alignment across the revenue team.  Along with Deals, Conversations, and Cadences, the platform synchronizes data with a system of record (Salesforce, MS Dynamics, or HubSpot) and supports sales intelligence and workflows with over 115 ecosystem partners.

The new release is based on a set of advanced objectives:

  • Take Action Anywhere – Communications channels are available throughout the platform.  For example, reps can call, email, book a meeting, or send an SMS message within the Deals view.  Digital communications are then captured and analyzed, helping identify “the most engaged prospects, stalled but winnable deals, and trends that help revenue teams adjust course to improve performance.”
  • Know What Changed in Your Deal – Reports identify which opportunities were updated, how long the deal is in the current stage, and whether the close date or amount changed.  For example, progression indicators are now displayed in Pipeline Review and Deals reports.
  • Enterprise Ready Conversations – Salesloft continues to enhance its communications channels with support for Microsoft Teams, native Zoom and WebEx support, improved transcription, and governance enhancements.  The native Zoom support is more reliable than the previous bot tool.  Salesloft also added Consent to Record for MS Teams and will be adding it for other platforms and its dialer.  They also added English language recording announcements with additional language announcements in development.

    The enhanced Conversations transcription engine offers “improved accuracy, searchability, and filtering” that helps managers and sellers “easily identify buyer and market trends and coaching opportunities to set more meetings, build more pipeline, speed deal cycles, and improve the chances of winning more deals.” 

    A new Conversations Summary is delivered to inboxes.
  • Unify Communications across Channels – Conversations in Activity Feed provide updates on important meetings.
  • Understand Outcomes across the Platform – Outcomes in Step Analytics identify which steps are working, helping improve Cadences.
  • Insights Anywhere – A Meetings panel on the home page summarizes pending meetings to assist with call prep.
  • Automate No-Show Workflows – New cadence workflows help reps reschedule missed meetings.  A “partial show” workflow also provides the call hyperlink and summary to those who missed a meeting.

At a high level, the goal is to remove friction in the sales process by reducing the need to jump from app to app.  Instead, reps can engage with shareholders and obtain insights from anywhere in Salesloft.

Future items include SHAKEN/STIRRED registration, native Google Meeting support, and Salesforce Event field logging.

The Salesloft Opportunity Dashboard supports custom coloring for Deal Gaps to highlight deals most at risk.

Salesloft and the Modern Revenue Workspace

Salesloft’s new website sports a Hunter Green palette, new logo, and “Different Story about Sales” from Prince EA.

At this month’s Salesloft Virtual Customer Summit, CEO Kyle Porter and CMO Sydney Sloan unveiled the “Modern Revenue Workspace” to their customers and prospects.  Porter described the Modern Revenue Workspace as “a system where sellers and sales teams come together to collaborate, execute, and serve their customers more than ever before.”

Echoing Gartner’s recent discussion of SalesTech Mayhem, Porter noted that “Sellers and sales teams are moving from lots of tools they HAVE to use to one workspace they LOVE to use.”

“We continue to see a world where sellers are loved by the buyers they serve.  And we’re here to equip these sellers to maximize revenue while delivering their customers with an incredible experience.  This is the mission and vision of Salesloft, and they have not changed one bit, but what has changed is sales is that sales is now digital first, team oriented and about solving problems.  Sales excellence has shifted from being well connected to being well informed and enabled.”

Salesloft CEO Kyle Porter

Salesloft also updated its marketing with new colors (Hunter green, lime, and white), logos, and a simplification of the name from SalesLoft to Salesloft without the capital L.  The company has also begun using a chartreuse period at the end of the logo to emphasize that “All you need is Salesloft.  Period.”

“Our new look shares a story bigger than a sales transaction, and our new wordmark tells that story in a single word. No matter who you serve or what you sell, Salesloft empowers you with everything you need to succeed — full stop,” explains the new site.  “The new fully custom wordmark is a technically sound serif at its core with flashes of humanity in the way the letters connect. Within its forms, each of our brand attributes is exemplified: best-in-class, energetic, and sincere.”

“Helping sellers and sales teams is at the heart of everything we do,” said Sloan. “We have a new look, and we’re telling a new story about sales.  We know to reach their highest potential, sellers need a partner that cares about their aspirations and helps them achieve something greater.  That is Salesloft.”

The new color palette and logos are reflected in a refreshed UX the firm has dubbed the “Modern Revenue Workspace.”  The workspace includes a simplified search bar and icons and greater integration of core functionality across reports and views. In addition, the Activity Feed “has been optimized with advanced filtering, quick actions, pinned notes, and review content directly from your Person and Account pages.”

The Modern Revenue Workspace combines Conversations, Deals, and Cadences into a unified UX that supports reports, recommendations, deal histories, meetings, and actions.

With more than ninety percent of selling activities now digital, sellers are overwhelmed with too many tools and disconnected platforms, channels, and data sets.  There are now over ten thousand SalesTech and MarTech offerings, yet sales reps continue to struggle to meet quotas and manage all of the demand on their time. As a result, they spend the typical day struggling with the basics:

Kyle Porter’s Day in the Life slide for sales reps.

With all of this platform and channel switching, reps are hard-pressed to be value-added professionals, finding it difficult to properly research prospects, dig into buyer pains, research the industry, eat, and spend time with family. 

“The speed and complexity of digital sales is creating chaos,” commented Salesloft VP of Product Management Frank Dale.  Companies have two options for addressing digital chaos: more of the same or adopting a unified Modern Revenue Workspace such as Salesloft.

Dale argued that more of the same is not sustainable. Instead, it requires ever more disconnected tools and additional hours.

“We’re seeing a new class of sales leaders who are choosing to rise up and beat back the chaos and simplify their sellers’ lives – one where they stop just providing more tools to use and focus on giving them the right ones. They know their teams will do more, win more, and ultimately serve their customers better if they give their sellers the tools and experience to thrive.

These sales leaders realize that winning isn’t enough. They know the way you win matters. Success isn’t just hitting your number. It means having a fulfilled life. It means not living in chaos. The selling experience matters – not just to sales people, but also to their buyers.”

Salesloft Product Marketing VP Chris Mills

Continue to Part II with an additional discussion of Gartner’s “SalesTech Mayhem” and Salesloft’s new release.

Revenue Grid Series A

Revenue Grid Pipeline Analytics displayed within Salesforce

Revenue Grid which rebranded last year from Invisible.io following its pivot into revenue intelligence, closed on a $20 million Series A to expand its AI-based revenue insights and guided selling recommendations.  The round was led by W3 Capital, with participation from ICU Ventures and existing investors.

Funds will be dedicated to scaling company growth with investments in sales, marketing, and R&D.  The firm plans to continue innovating around guided selling, revenue intelligence, and best practices research.

“Revenue Grid is ahead of the market in intelligent, guided selling, and sales automation,” said Steve Wadsworth, Partner at W3 Capital. “What has impressed us the most about Revenue Grid is their level of technology and product advancement and their innate understanding of the Sales and Revenue functions within organizations. Revenue Grid has already developed the solutions that the market is just now starting to look for.”

Revenue Grid offers a set of revenue opportunity, engagement, and risk signals that spur sales reps to take action.  It also automates sales routines, supports playbooks, fosters best practices, recommends modifications to the sales process, and measures the impact of recommended changes.

Core Revenue Grid capabilities include CRM data auto-capture, pipeline inspection, health checks, deal guidance, and revenue signals.

Revenue Grid ingested over one billion “communications items” to train its AI, including emails, meetings, and calls.  Communications are indexed by industry and sales process types and correlated against success rates.  Other features include sentiment analysis, sales opportunity summarization, and detecting demand unit members that have not been associated with an opportunity or added to the CRM.

“Revenue Grid can track objections and suggest the right mitigation on different levels of the sales funnel — from lead outreach to late opportunity stages. [It can] understand a communication type like ’email ping pong,’ ‘on hold,’ ‘no authority or power,’ and commitments tracking like whether email needs replying or whether a specific date for follow up or commitment was mentioned.”

CEO Vlad Voskresensky

“It is our mission to give companies an unbeatable competitive advantage by completely digitizing their sales processes, and right now we are in the perfect position to expand globally and help companies transform their sales process,” said Voskresensky.  “We are bringing smarter AI to sales, but it goes beyond just that.  It is quite literally shifting the sales tech stack from the ‘view mode’ to the ‘do mode.’”

While the round is a Series A, Revenue Grid is well established with 1,200 customers, including Hilton, Western Union, Moody’s, Trip Advisor, Red Cross, and Robert Half.  Over 800,000 sales professionals rely on Revenue Grid.  Through OEM deals, it supports an additional 20,000 companies.

The firm claims that its platform generates 21% faster revenue per account for its clients and offers a 250% ROI.

Revenue Grid is growing “seventy to eighty percent year-to-year,” said Voskresensky.  The firm has a 96% retention rate and net retention over 100%.

Revenue Grid has a team of 150 and plans to add another 50 headcount by 2022.

“[This] whole round is an equity investment. It’s actually our first round, prior to which we were bootstrapped and profitable,” Voskresensky said.  “Honestly, when the pandemic hit, we didn’t know what it would mean to our business, but it was actually a period of growth.  Our products became invaluable for sales reps as they all moved to working remotely, and it helped them stay focused, organized, and efficient.”

Revenue Grid also announced that highly regarded industry veteran Bob Stutz joined their board.  Stutz is the President of Customer Experience at SAP and previously served as CEO of Marketing Cloud, Chief Analytics Officer at Salesforce, and Corporate Vice President for Microsoft’s Dynamics CRM.   Stutz will assist with the product roadmap, revenue growth, and market expansion.

“Revenue Grid is a very interesting company as they look at optimizing sales processes in a very innovative way, and I am very excited to join their board to support them in growing their business on a global scale,” commented Stutz.

Revenue Grid did not announce its current valuation.

Revenue Grid Guided Selling Recommendations displayed in Salesforce.

Drift the Latest RevTech Unicorn

Drift Founders Elias Torres and David Cancel.

Drift became the latest RevTech unicorn following a strategic equity investment by Vista Equity Partners.  The firm did not disclose the size of the investment nor its valuation, only that the valuation exceeded $1 billion.  Vista will hold a majority stake in Drift when the transaction closes in Q4.

“In partnership with Vista, Drift will continue to invest in its customers’ success while expanding its product leadership, scaling globally and bringing Conversational Commerce to more B2B businesses,” announced the firm.

Vista exclusively invests in enterprise software, data, and technology-enabled businesses.

Cancel told TechCrunch that Drift’s goal wasn’t to create a unicorn but that he and founder Elias Torres are proud to be examples for other Latino entrepreneurs:

“Drift is now part of the less than 1% of #latinx founded companies to ever achieve that milestone [$1B+ valuation].

Elias Torres ⚡️ and I believe we have a responsibility to pay it forward, to inspire other people, who are often marginalized and don’t believe they can break the glass ceiling to know that they too can do it. So today we want our #latinx community to know that together we have taken another step forward in our fight for an equitable future.”

Drift CEO David Cancel

Drift, which offers “conversational commerce for B2B,” has over 50,000 sales and marketing customer teams on its Conversational Sales platform.  Drift integrates chat, email, video, and artificial intelligence to power conversations on the website and with sales reps.

75% of its customers were described as mid-market enterprise clients by Cancel.  Customers include ServiceNow, Okta, Grubhub, Mindbody, Adobe, Ellie May, and Snowflake.

“Over the next decade messaging will continue to eat the world and that in order to survive and compete, enterprise businesses will need to flip the traditional model, remove friction, and put customers first. The businesses that win will be the ones that make it simpler for customers to buy from them…

Our bet is that conversations will transform the entire B2B revenue function, and with a partner like Vista, who has helped to transform and grow companies like Marketo and Wrike in recent years, we are excited for what’s next.”

Drift CEO David Cancel

Drift continues on its hypergrowth path, growing ARR 70% in 2020 with a similar growth trajectory this year. However, the company is not yet profitable as it is focused on growth. 

“Our purpose as a company remains simple and consistent: Build a platform that makes it simpler for customers to buy from you. We have an opportunity to bring learnings from the B2C buyer experience to the enterprise and introduce Conversational Commerce as a new B2B category,” said Drift CEO David Cancel.  “Given its extensive experience investing in next-generation SaaS companies, we believe Vista is the best partner to help Drift – and our customers – further these efforts.  I am excited to work with Vista’s team of investors, operators, and technologists who will help us fulfill our ambitious vision and lead the Conversational Commerce category for decades to come.”

Cancel has his eye on taking the company public, with Vista providing a “clear path” to an IPO.

“As a next-generation SaaS company with a strong leadership team, differentiated platform, and passionate customer base, Drift is uniquely qualified and well-positioned to define and lead this new market of Conversational Commerce,” said Monti Saroya, co-head of the Flagship Fund and senior managing director at Vista. “It is a privilege to partner with talented founders like David and Elias, and we look forward to supporting them and the entire Drift team to help advance their vision to remove the friction from business buying, and in turn, create tremendous value for customers as Drift’s hypergrowth continues to accelerate.”

Boston-based Drift slowed its employment growth rate with the advent of the pandemic but accelerated its hiring in 2021, with an increase of 151 employees since December. In addition, the sales team has grown 33% over the past six months to 136. 

Drift accelerated its headcount growth in 2021 after slowing it at the advent of the pandemic (Source: LinkedIn)

The company appears to have started a consulting organization, growing from 2 to 18 consultants over the past year.  In August, the firm hired Ryan Slinkard as their VP of Professional Services.

RevTech is a field with several minority immigrant founders of unicorns. I have recently also covered Manny Medina (Outreach CEO; Ecuador; $4.4 billion Valuation) and Tope Awotona (Calendly; Nigeria; $3B+ Valuation). Awotona was recently named a board member of SalesLoft, another RevTech unicorn.

Vainu Workflow Triggers

European Sales and Marketing Intelligence vendor Vainu released Workflow Triggers for target account monitoring.  Workflows leverage recent enhancements to the company’s firmographics, user interface, and CRM integrations.

Workflows are available for Salesforce, Dynamics 365 Online, HubSpot, and PipeDrive and support Account, Contact, Lead, Opportunity, and Task records.

Workflows setup requires four steps:

  1. Select the target group for tracking
  2. Define the filter options such as signal events (e.g., funding, new hires, M&A), data changes (e.g., revenue, employees, address), or new companies in the target group.  Over 70 triggers events are available.  Data changes may be triggered by any licensed data field.
  3. Choose the destination (CRM, Slack, email, or webhook).
  4. Set context including the number and frequency of triggers, additional information, and notes.  “For example, if you’re monitoring accounts to launch account-based marketing campaigns, you can update a data field in your CRM object with custom text saying ‘ABM campaign Q3/2021’,” wrote Head of Marketing Aamer Hasu.

Sales Operations can map data fields with custom text, providing context to data updates and workflows.

Workflow Triggers identify “any significant changes in real-time and use them to trigger workflows across your business systems,” said Hasu. “They’re perfect for nudging prospects over the line and discovering sales opportunities you never knew existed.”

Vainu data covers Norway, Sweden, Finland, Denmark, Netherlands, France (beta), and the United Kingdom (beta).  Users may license one or multiple countries.

One gap in the offering is the lack of support for Sales Engagement Platforms (SEP) such as SalesLoft and Outreach.  SEP functionality is a logical extension to Workflow Triggers. While SEPs are less established in Europe than in North America, both companies have opened EMEA sales and support offices in London.

Vainu is offering fourteen-day free trials to the service.  Email as a trigger destination is available for all users, but CRM integrations are sold separately.

SalesLoft Hits $100M ARR (Part III)

Continued from [Part I] [Part II]


CEO Kyle Porter launched SalesLoft nearly ten years ago and the SEP Cadence product (its flagship) in late 2014.  To recharge and reflect, he took a sabbatical earlier this summer to his family’s tangerine grove.

“One of my biggest conclusions was that I’m given this thing another ten years. So I’m committed to running this business and outlasting and out-executing and out-innovating others in the market.

Another one of those conclusions was [that] we don’t really compare ourselves to the competition. We focus entirely on our customers’ needs, and delivering them the best digital sales combination and workspaces that ever existed…I see all of these companies as different than SalesLoft. We’re very unique. We’re unique in the way that we show care for our customers and each other. We’re unique in the way we innovate and bring new ideas to market and trailblaze the path for digital sales. We’re unique in how we combine these multiple different new, impactful digital solutions into one workspace for our customers.”

SalesLoft CEO Kyle Porter (GZ Consulting Interview 8/20/21)

Porter is “exploring multiple options” to remain an independent business and continue growing SalesLoft’s market presence.  Doing so entails getting “better and better over time at serving our customers [and] at innovating in the marketplace.”

SalesLoft CEO Kyle Porter

The firm is also preparing for a future IPO.  “We’re going down the road to build a public business prior to being a public business,” commented Porter.  “And so we’re putting that governance in place [and] those financial controls in place.  You see the independent board member being added. We’ve got an opportunity to continue that with an audit committee chair and another independent board member.”

“I’d love this to be a public business,” continued Porter.  “And if that’s what’s right for the company, that’s what will happen.”

Porter is also proud of his ownership structure, saying that SalesLoft has the “cleanest cap table” and fewest investors amongst companies in the space that have reached scale.  The presence of Jason Green of Emergence Capital and Jeff Horing of Insight Capital also gives him confidence.  Porter views them as “invest and hold” partners.  Both serve on SalesLoft’s Board.

Porter has a great deal of respect for ZoomInfo CEO Henry Schuck, whom he met at Dreamforce in 2013.  “It’s amazing to see what they’ve done. He’s an inspiration and role model for us, definitely a different business with data at the core.  We no longer do data.  And they’ve moved into the application space. But this is a giant market, and [in] some of the areas they play, we’ve got more experience and capabilities and history and lessons learned and edge case analysis that we’ve been through. And in some of the areas, primarily the data side, he’s got more experience and capabilities. So, we’re excited to see what they’re doing. I love reading his quarterly reports and learning what’s on his mind.  He and I stay in touch regularly. It’s a joy to be in the category with people you love and respect.”

Porter would like to return to live conferences but expects to initially host “smaller, more intimate settings” such as a fifty-person CRM summit or a sales operations leader event.  Later on, Porter looks forward to hosting large events again, such as their 2,000-person Atlanta Rainmaker conference held in 2019.

Last month’s InStereo acquisition is going “incredibly well.”  The acquisition of one of its service partners brought SalesLoft “capabilities to serve our most critical enterprise customers.”  The purchase was prompted by feedback from their joint customers who told Porter “how amazing” the InStereo team was in delivering “critical experiences to help them push the boundaries of modern revenue.” 

Furthermore, “there were just such good relationships” between the companies that it allowed everybody to “hit the ground running once the transaction closed. SalesLoft employment has grown 50% since the beginning of the pandemic and now stands at 615 headcount.

SalesLoft Hits $100M ARR (Part II)

(Continued from Part I) SalesLoft also announced that Calendly’s founder and CEO Tope Awotona joined SalesLoft’s Board of Directors.  Both RevTech firms are based in Atlanta.  Porter and Awotona met seven years ago at Atlanta Tech Village.

“It was clear from day one [that] he was an incredible leader who had a clear vision harnessed around delivering delightful customer experiences,” posted Porter on LinkedIn.  “Most of us know the success of Calendly and have learned of Tope‘s fascinating story.  We’re stoked to partner together and grow from his strategic wisdom, leadership learnings, and product-focused excellence.  Our ultimate goal together is helping our current and future customers deliver revenue excellence at scale.”

Salesloft Calendaring Functionality

Porter and Awotona discussed potential conflicts of interest, but those concerns were laid aside.  While SalesLoft has calendaring features similar to Calendly, SalesLoft maintains an open architecture and partner ecosystem with Calendly as a partner.

Porter echoed a recent Gartner observation that SalesTech is in a period of “mayhem” where customers are looking to consolidate their revenue platforms to simplify workflows and operations.  Porter sees SalesLoft as being at the vanguard of this preference for broad, open platforms.

“There’s been massive trends towards digital selling that have taken place,” said Porter.  “And then there’s another trend that we’ve seen emerge, which is companies have been using so many different revenue tools, but they really want to consolidate on a very few that they love, and that’s where SalesLoft comes in.”


Continue to Part III which discusses Porter’s long-term plans for SalesLoft.

ZoomInfo Sales Efficiency and LTV/CAC Ratios

ZoomInfo has been talking about its LTV/CAC (Lifetime Value to Customer Acquisition Cost) ratio for a few years and is now boasting about its sales efficiency ratio.  For every dollar the firm invests in Sales and Marketing, it is growing $1.50 to $2.00 in revenue with even better results on the retention business side.  These values are well above the SaaS industry average and indicate that the firm should increase its revenue operations investment.

“On the new business side, we aim for somewhere between one and a half to two X return for every dollar that we spend on a customer. And then on the retention and growth or account management side, we look for a six to eight X return for every dollar that we spend there. It’s a super-efficient go-to-market motion.  Most software businesses, you put a dollar in, you get like 70 cents out in the first year.  We’re putting a dollar in and getting one and a half to two X out.”

ZoomInfo CEO Henry Schuck

Schuck described their go-to-market efficiency as one of their “big strategic levers” when acquiring firms with less mature go-to-market motions.  ”So when we find companies that don’t have a very sophisticated go-to-market motion, that aren’t truly optimized in the way that they get clients, they’re not doing one and a half to two X efficiency or a 15 X LTV to CAC.  Those are great fits for us.” 

ZoomInfo has a track record of improving sales efficiency, helping unlock value in acquired assets where the go-to-market motions are aligned.  “In our big acquisitions – RainKing, ZoomInfo, and, most recently, Chorus.AI — we really felt like we could leverage the go-to-market motion to accelerate growth within those companies. That’s a key piece.”

When DiscoverOrg acquired RainKing, which had a $40 million ARR, he was convinced that DiscoverOrg could treble their EBITDA to $30 million and accelerate their top-line growth within six months.  Within one year of acquiring RainKing, DiscoverOrg’s market valuation grew from roughly $600 million to $2 billion.

One of the inherent advantages of SalesTech is you don’t have to teach sales reps the value and use cases of your product.  This shortens ZoomInfo’s ramp time for new reps from several quarters to four months.  “it makes it way easier for you to be able to sell to your counterpart on the other end of the line.  It’s a big difference for us,” said Schuck. 

ZoomInfo heavily hires sales reps directly out of college or soon after and trains them as SDRs, responding to inbound leads and performing outbound prospecting.  “In nine months, we start promoting them into the account executive role.  So we got value out of them in that ramp time. Then four months after they’ve gone into the account executive role, they’re fully ramped. Thirteen months from when you’ve never sold something until you’re an account executive at one of the fastest-growing technology companies in the country, that’s a really fun promotion to see.”

And because ZoomInfo is hiring sales reps to sell sales and marketing solutions, Schuck does not consider complicated or technical product categories for acquisition.  Instead, he looks for solutions that broadly meet the needs of his 20,000 customers and which are easy to understand.  Chorus.AI, the Conversation Intelligence vendor that ZoomInfo acquired last month, fits the bill: “We use it, all of our sellers use it. It’s really simple to understand, ‘Hey, we’re going to record and transcribe all your calls, and then you can go do instant coaching on the key moments in those calls’,” remarked Schuck.

The Chorus app for Zoom records, transcribes, indexes, and analyzes calls, providing insights to sales reps and sales managers. As reps no longer need to worry about notetaking, they can focus on the topics at hand and be more present during the meetings.

Terminus Chat Experiences

Terminus announced the immediate availability of its next-generation chat offering, Terminus Chat Experiences, which is native to its ABX platform.  Terminus claims that Terminus Chat Experiences drives a 700% increase in target account engagement and has already powered more than four million conversations.

Chat Experiences builds upon its 2020 acquisition of Ramble.  Built within the Terminus platform, Chat Experiences routes conversations to the appropriate rep “in seconds.”  Along the way, Terminus playbooks collect visitor data, trigger sales automation steps, and qualify inbound traffic in real-time.

Terminus Chat enhancements include new Chat views and dashboards, a new Chat engagement window, and a HubSpot for Chat integration.  Reps can monitor the website and reach out to visitors pro-actively, based upon their viewed content.

The chat builder supports both linear workflows and visual workflows.  Connectors support Salesforce, HubSpot, Marketo, Outreach, SalesLoft, Calendly, and Google Analytics.

Other features include Chat from Anywhere one-click chat links from emails, display ads, social, and other channels; chat routing to the most appropriate available rep based upon Terminus reference data; meeting booking; and a mobile app for booking meetings and chatting when away from the desk.

“Terminus Chat Experiences has identified more than 3.7M target accounts for customers; that’s incredibly powerful,” said Justin McDonald, GM of Channel Applications for Terminus. “Combined with other channels like Ad Experiences and Email Experiences, Chat Experiences is truly a game-changer for modern marketers looking to engage target audiences at any stage of the funnel.  Being native to our platform creates a flywheel of first-party data and account matching that plays a massive role in conversion and revenue for customers.  Native chat is unmatched, and we’re proud to be the first and only ABM platform to make this possible.”

TechTarget Acquires Xtelligent Healthcare Media

On its earnings call last week, TechTarget announced its latest acquisition, Xtelligent Healthcare Media, a Boston-based firm with a similar content model to TechTarget.  It has over 1.5 million healthcare-related visitors per quarter across ten websites.  Content focuses on healthcare-related software and technology decisions, aligning with TechTarget’s enterprise software focus but in an adjacent market. Xtelligent topics include telehealth, healthcare analytics, revenue cycle management, healthcare IT security, and electronic health records.

“The healthcare IT market is one of the most important vertical technology markets and a natural adjacency for TechTarget to expand into. This acquisition checks all of the boxes for us.  Xtelligent has an original content model with a permission-based audience of registered members and a large amount of first-party purchase intent data.”

CEO Michael Cotoia in TechTarget’s Q2 2021 Letter to Shareholders

Similar to BrightTALK, Xtelligent did not have a solution for disseminating its intent data, but TechTarget will create new purchase intent segments and feed them into Priority Engine, expanding Priority Engine’s potential user base.

Xtelligent CEO, Sean Brooks, is a former TechTarget VP who founded Xtelligent a decade ago.  Brooks will continue to run the business.  Cotoia noted that Brooks built Xtelligent with a similar opted-in, permission-based audience model.

“We are very excited to join TechTarget and extend our combined audiences and offerings into new markets,” said Brooks. “TechTarget’s experience and success with first-party data, combined with their deep understanding of the B2B Media & Data space, will help us continue to grow and offer customers new opportunities to reach and engage highly targeted healthcare technology decision-makers.”

“[Healthcare] is a vertical that we’ve been keeping our eye on for a couple of years and the adjacent vertical where healthcare intersects with IT and infrastructure, security, hardware, and software, just made all the sense in the world to us. We believe it’s going to open the door to new customers [and] opportunities….We believe that we have an untapped revenue opportunity with Priority Engine and bringing our purchase intent data onto the Xtelligent community.”

TechTarget is eyeing other adjacent verticals, including FinTech and Asset Management, where BrightTALK has some penetration.

TechTarget paid $25 million in cash for Xtelligent, which includes an additional $5 million earn-out.