Insent Seed Round

Chatbot vendor Insent.AI closed on a $2 million seed round “to help mid-market B2B companies improve how they identify and communicate with potential buyers.” The firm, which competes against Intercom, Terminus Chat, and Drift, calls itself a “human-first chatbot.”

Insent said that it isn’t “just building a chatbot that generates leads, but a collaborative platform that is going to help marketers create, nurture qualified opportunities, and shorten sales cycles.”

The goal is to remove “digital walls” between buyers and sellers by replacing web forms and follow-ups “with instant live conversations on websites” that schedule meetings and deliver “personalized content recommendations based on engagement history.”

Insent describes itself as an “integration first platform,” with MAPs, CRMs, and ABM Platforms “to help sales teams talk to engaged prospects while they’re on the website.”

According to Insent Digital Marketer Aatharsha Jey, “integrations should be planned and carried out in a way that does not ask people to change their behaviors in order to adopt a new tool.”

“By guiding their buyers at the right time and proactively alerting your salespeople, Insent generates new revenue opportunities and accelerates existing ones,” said CEO Arjun Pillai.

Emergent Ventures led the round with participation from BAM Ventures, TechStars, Arka Venture Labs, Arali Ventures, and Bizable founder Aaron Bird.  Funds will be deployed to expand its chatbot integrations and add engineering, sales, and marketing headcount.  Another area of development is improving its visitor data intelligence to improve personalization.

“We believe the B2B sales process currently has unnecessary friction for both buyers and sellers,” said Anupam Rastogi, Partner at Emergent Ventures.  “As an increasing proportion of sales is digitally intermediated and more leads are generated online, we believe Insent has a tremendous opportunity to help both buyers and sellers do their work more effectively and connect seamlessly.”

Initially, the pandemic slowed Instent’s growth as marketing teams reduced budgets and delayed decisions, but chatbots are high on the list of MarTech digital acquisition solutions.  Since May, revenue has quadrupled.

Aaron Bird, former VP at Adobe and CEO of Bizable, remarked that marketing had undergone two major paradigm shifts over the past few years, the rise of ABM and a focus on the buyer experience at the heart of the sales process; however, “companies are yet to start adapting to this paradigm. Insent is a key piece of the puzzle to help them do so.”

Insent stress-tested various platforms before settling on MongoDB and AWS.  Pillai contends that the platform gives them a five-year or six-year window before rearchitecting.  The platform was designed with an account-based, versus lead-based, architecture that ties leads to accounts for account-based orchestration.

“So, the architecture is obviously manually decided.  But as far as the scaling is concerned, it is all automated,” said Pillai. “There are enough database services that will enable us to run automated services of scaling up and scaling down … to make sure that when you are sleeping if a customer connects a 10 million [record] database, the system scales up.”

Insent is using 6Sense for visitor identification. “We go and task 6Sense through an API,” said Pillai. “We take that data, and we do further processing of that data.  All of this happens in microseconds.  Basically, the moment somebody lands on the website, boom, the API call comes back with the data based on that website, company visitor.”

Insent was founded in 2018 and has forty employees in the US, Canada, and India.

Exceed.AI Seed Round for AI Lead Conversions

AI Lead Conversion start-up Exceed.AI closed on a $4 million seed round led by Glilot Capital and West Fountain Global Fund.  Also participating were Alex Pinchev, former President of Red Hat, and Gur Shomron, the chairman of Israel’s WalkMe.  Funds will be deployed to expand into new markets and onboard additional marketing clients.

Exceed.AI pulls lead information from Marketo, Eloqua, HubSpot, Pardot, Salesforce, and SugarCRM to assist with conversations.  Features include an AI chatbot, SMS chatbot, email response bot, CRM synchronization, and an automated meeting scheduler.  Exceed also offers rules-based lead qualification and the ability to respond to questions.  Exception handling features include out-of-office follow up and no-show follow up.

“Some of our clients have seen up to a 39.5% increase in qualified leads for the same marketing efforts they already undertake without additional headcount,” said CEO Ilan Kasan. “Our strength lies in our multi-channel approach.  We reach audiences where crucial conversations occur when marketing teams are qualifying their leads.”

Exceed research found that out of office follow up results in a fifty percent lift in lead qualification.  They recommend a “short, cheery” welcome back email two days after the lead returns to the office before resuming the previous drip campaign.

“In a perfect world, every lead gets engaged by a human, but human follow-up isn’t scalable, and sales reps give up on leads too quickly,” said the firm. “So the majority of your leads are left untouched and sales opportunities are missed.”

Exceed noted that 44% of reps give up after one or two touches, leaving many leads to go fallow.  Bots will continue the touches, waiting for engagement.

“Robots are very good at speed, working at scale, they never get tired, they never complain, they’re persistent and they can process huge amounts of information,” Kasan explained to Entrepreneur. “Humans are good at relationships, feeling empathy. They’re very good at understanding nuance in complex situations.  Everything the robots are good at, humans hate doing and actually are not that good at doing.  And everything that humans know to do, robots don’t know to do.  This in essence is a partnership whereby the robot will automate all the manual repetitive tasks so the humans can focus on doing what they know to do best, which is closing deals, having conversations and having relationships.”

Sales reps should focus on tasks that require “critical thinking and evaluation,” blogged Head of Marketing, Billy Attar.  Conversely, “all tasks that can be handled by automation should be automated.”

“As a Sales Manager, you need to maximize the time your reps spend on tasks that require real human insight – the insight only they are qualified to give, ultimately representing the value they bring to the company.  Those human insights include researching prospects and evaluating each leads’ needs, interests and objections, answering their asked and unstated questions… all the things that Sales Reps and SDRs are supposed to do.”

Exceed.AI Head of Marketing Billy Attar

Exceed.AI lists Demandbase, SugarCRM, Hearst, The YMCA, and Universal Robots as clients.  Exceed.AI is located in Israel and Sunnyvale, CA.

Monthly pricing starts at $1,500 for 20,000 leads and unlimited use cases (campaigns).

Drift for Salesforce

Revenue Acceleration platform vendor Drift launched Drift for Salesforce, a new integration that creates and updates Salesforce Leads and Contacts then syncs chat conversations.  Drift also offers the option to pass leads into Marketo, Pardot, Eloqua, or HubSpot.

Drift employs Contract Attribute mapping that derives contact attributes from chats, with both standard and custom attribute variables supported.  Drift Admins map the variables between the two platforms and set overwrite rules at the field level.

When leads book sales meetings through Drift, the sales rep is assigned as the lead owner in Salesforce, a Salesforce event is created, and the chat transcript is stored as a live chat record once the chat has closed.

Drift also syncs with opportunity records, helping operations teams understand which Drift conversations impacted opportunities, the dollar value of the interactions, and which conversations influenced the deal.  Thus, revenue operations teams can understand which conversations affected the bottom line, wherever they occurred across the buyers’ journey.  Drift reports and dashboards assist with attribution.

“Drift’s pre-built reports and custom dashboards give you an at-a-glance view of your performance so you always have the information you and your stakeholders need – right at your fingertips. You can also use the app to analyze your performance across the business, by specific metric, or by teammate, so you can easily identify specific areas where you should double-down.”

Drift Product Marketing Senior Manager Aurelia Solomon

Drift can also display customized welcome messages for target accounts and immediately route important contacts to sales reps.

Drift looks at the email and domain to map records.  If a domain is new, then a new lead is created, but if the domain already exists, either a new contact record is created or the email is used to match the conversation to a current contact.

Drift for Salesforce is available for Enterprise, Unlimited, Developer, and Performance plans.


In other news, Drift ranked #6 on the Deloitte Fast 500 North American list, with 35,474% revenue growth between 2016 and 2019.

“We founded Drift because we recognized that we were going through a paradigm shift,” commented CEO David Cancel. “We were moving from a world where the company controlled the buying process — to one in which the buyer was in control.  This is even more true now — and we’re just getting started.  Our mission is to change the way businesses buy from businesses, and we’re thrilled that our customers have chosen us to create frictionless, more human experiences.”

Insent Integrates with MS Teams

Conversation Marketing platform Insent.AI integrated its service with Microsoft Teams, notifying users when customers and prospects are ready to chat.  The conversation is conducted within Teams via an MS Teams AppSource app.

“With the Insent app for Teams, your team can get notifications for the incoming chats from your buyers, view detailed visitor insights to understand the context and strike up more personalized conversations, and make the necessary hand-offs inside your chosen MS channels,” blogged Insent Digital Marketer Aatharsha Jey.

Insent describes itself as an “integration first platform.”  According to Jey ”integrations should be planned and carried out in a way that does not ask people to change their behaviors in order to adopt a new tool.”

Insent offers “Advanced Enterprise-grade routing,” which directs conversations to the CRM account owners.  If the account owner is not available, calls are routed via a set of fallback rules based on time of day and location to other reps or the chatbot.

Insent emphasizes the value of “human-first conversations” with bots serving as a backup channel:

“Chatbots were meant to be your second line of defense, built to support marketing and sales when your team isn’t available – not pretend to be human.”

Insent Website

@ Mentions allow users to include additional staff in the conversation.  It is not necessary to register individual users.  Simply tagging them directs Insent to create a user profile based upon MS Teams data.

Insent also offers integrations with Salesforce, HubSpot, Marketo, and Slack.

Terminus Engagement Hub

ABM Platform vendor Terminus announced the immediate availability of the Terminus Engagement Hub, which applies data and attribution for advertising, email, web, and chat.  The hub includes integration of RambleChat, its newly acquired account-based chat service.  Other new capabilities include Trended ABM Scorecards and new target account list building rules.

Terminus’ Chat from Anywhere functionality allows sales and marketing to embed chat links in email, LinkedIn, Twitter, digital ads, QR codes, proposals, and other outbound communications and media.  Chat from Anywhere moves beyond the company website and enables it contextually through a broad set of communications channels.  Thus, chats are attached to the proper account, routed to the account owner, and attributed to the campaigns and actions which drove the engagement.

Chat from Anywhere is also integrated into SalesLoft and Salesforce, with employees responding via web browsers or mobile apps.  Chat-based Leads are mapped to Salesforce.  If the lead is not in Salesforce, then a new contact or lead is created by Terminus Chat.

The enhanced ABM Scorecards “help identify success across market segments over time, prove value, track win rates, and compare performance to prior periods.”

Terminus expanded its ABM Dashboards and custom views, including views of Engaged Accounts, ABM Win Rate, Opportunities Created, Revenue by Industry, and Pipeline by Program.

New Data Studio features include account filters ”based on advertising performance and engagement metrics for next best actions.”   

New list building functionality “enables users to import and connect Salesforce Account IDs and push lists across engagement channels while also connecting those audiences to powerful measurement and attribution analytics.”

“We’ve taken our powerful data and attribution capabilities in Terminus and separated it into two parts – Data Studio and Measurement Studio. We’ve also integrated new marketing channels to help marketers create experiences for their prospects and customers.  Advertising Experiences, Email Experiences, Web Experiences, and Chat Experiences are all now available in one place; all in the Terminus Engagement Hub. It’s never been easier to run coordinated, multi-channel marketing campaigns.”

Terminus Chief Product Officer Bryan Wade

“ABM is more than a marketing strategy, it’s a business strategy.  And it’s more important than ever,” continued Wade.  “Marketers are challenged to nurture an existing customer base while still driving quality top-of-funnel activity, all in a digital world.  Now with the Terminus Engagement Hub, our customers can own every point of engagement with target audiences and track all activity at the account-level in a single platform.  Full-funnel ABM is now easier than ever.”

Drift Prospector

One of the new elements of Drift’s Revenue Acceleration Platform (discussed yesterday) is the just-launched Drift Prospector, which “helps your sales team accelerate revenue by knowing which accounts to focus on and what to say. ” Sales reps can home in on engaged accounts, determine members of the buying committee at those accounts, and reach out to prospects.

“Gathering all the touchpoints a prospect has with a company, Drift Prospector helps sellers see which of their accounts have the highest intent so they can connect with more of their buyers faster, helping to accelerate revenue for the business,” wrote the firm.

Drift Prospector analyzes customer touchpoints from Drift, 6Sense, Demandbase, Marketo, Pardot, Outreach, and Salesforce.  The service prioritizes target accounts, unifies behavioral insights across the buying committee, and supports outbound communications.  Buying signals are converted into engagement scores, which help prioritize accounts for outbound messaging.

Buyer intelligence includes contact name, title, number of activities, and when the contact was last active.   Deeper insights include “what the person was doing – including what pages they were on and which emails they opened, so [that] the seller can respond to each person on the buying committee in a personalized way.”

Prospector identifies additional contacts within the buying committee and tracks their engagement.  When buyers land on a customer’s website, the revenue organization can “capitalize” on buyer’s intent and notify the team that somebody is ready to “engage them in a real-time conversation.”  If there is nobody available to chat, the revenue organization can “easily send them an email, enroll them in an Outreach sequence, record them a Drift Video, or connect with them on LinkedIn.”

“There are a lot of tools out there that are focused on solving a single problem.  For example, there’s Salesforce to manage accounts and log activities, Outreach to orchestrate outbound prospecting, and LinkedIn Sales Navigator to research key contacts at target accounts, and so on. Don’t get me wrong, I think these tools are a step in the right direction.  But the reality is that your sellers still have to jump between them.  And none of these tools tell your team where they should be spending their time in order to deliver the best result – whether they’re goaled on meetings or bookings.”

Drift CRO Todd Barnett

Drift is offering a broad vision of digital marketing which includes intent monitoring, buying committee identification, chatbots, live chat, video, and meeting scheduling.  While they do not support all of the top of the funnel channels, partners 6Sense, Demandbase, and Marketo LaunchPoint can fill that gap; they are staking out a full customer lifecycle approach to marketing that moves beyond lead generation.  The vision includes tools for unifying sales and marketing activities, analyzing engagement, prioritizing accounts, and buying committee discovery.

Drift is based in Boston, with offices in San Francisco, Seattle, and Tampa.  They were founded in 2015 and claim over 50,000 customers.  The firm continues to grow with 35 open positions across sales, marketing, product, engineering, customer support, and customer success.

Drift Revenue Acceleration Platform

Drift announced its new Revenue Acceleration Platform, which it described as a new category that expands its original positioning of Conversational Marketing to a broader company vision.  

Revenue Acceleration “combines conversation, marketing, and conversational sales to help companies grow revenue and increase customer lifetime value,” said Drift CEO David Cancel.

Drift still backs Conversational Marketing and Sales “100%,” but is expanding its vision of marketing to impacting the entire customer lifecycle “from acquisition to renewal to expansion.”

“We weren’t thinking big enough,” posted Cancel.

Cancel described marketing as evolving across a series of eras.  In the 20th century, “the madmen era,” marketing focused on the brand and didn’t have a seat in the C-Suite.  Marketing was “in service to the CEO.”  The Internet brought us the second era, “the demand generation era,” when “we became reliant on do-it-yourself in human ops,” and the CMO role was created.  Marketing focused on lead creation and was “in service to the CRO.”

However, the world of marketing is continuing to evolve.  Demand generation is “not enough anymore.”  We are now entering the third era, “the revenue era,” which is broader than Drift’s original vision of Conversation Intelligence.  

“We had a vision of the world where people are free to have a conversation with any business, at any time, on their terms.  We thought what we were doing was helping marketers drive more leads.  But what we found is that when companies adopted Conversational Marketing, it wasn’t just about marketing.  In fact, what we were doing was unifying sales and marketing and directly impacting revenue.  And not just revenue from new business, but revenue across the entire customer lifecycle.  We have already seen this transition with some companies.”

Drift CEO David Cancel

COVID-19 has accelerated the transition to this new era where the buyer is in control, “digital is everywhere, and the best experience, story, and service wins.” The new Revenue Acceleration Platform brings together Drift Chat, AI [chatbot] Automation, email, video, and a new Drift Prospector service.  


Tomorrow’s blog covers the new Drift Prospector Service. Here is a graphical preview:

Vidyard Platform Enhancements

Vidyard redesigned its video creation and collaboration platform with a set of enhanced editing and security features.  New capabilities include a Zoom integration, updates to its video hosting platform, an Android app, video commenting, and single sign-on (SSO) security.  

The service continues to be available on a freemium basis with a series of tiers from free to enterprise (see the pricing table on the right).

Vidyard added new on-screen drawing and highlighting tools to its webcam and screen recording service.  Users can customize videos by highlighting their screens with a variety of brush sizes and colors.  When recording their screen and webcam at the same time, users can move their camera window on-the-fly to avoid covering up important visuals.   Users may also add speaker’s notes, bullets, and talking points “on-screen, directly above their webcam.”

Vidyard updated its iOS app and added an Android app, helping users “record and share videos anytime, anywhere.” Videos may be quickly recorded and shared with a branded video sharing page.  Both the app and desktop applications share a common video library, providing access to the same set of pre-recorded videos.

Viewers can leave comments and replies to shared videos, allowing colleagues and prospects to collaborate, provide feedback, or ask questions.  The senders receive comment notifications to help expedite closing the communications loop.  This feature is available for Pro, Teams, and Enterprise users.

Pro, Team, and Enterprise video users may secure access via private passwords and SSO.

New enterprise features include transcribing, closed captioning, video thumbnail customization, viewer permissioning, and publishing to public and private channels.

A new Zoom integration for Business and Enterprise licensors lets users automatically sync recorded Zoom calls into their accounts once the call completes.  Recording security features include SSO and passwords.  Recorded sessions may be viewed on a dedicated video sharing page.

“Businesses are quickly evolving their sales, marketing, and communications strategies to align with a digital-first communication world.  Video is a huge part of that, as it’s simply more efficient, more expressive, and more effective than standard text.  Today’s businesses need a simpler, smarter, and more scalable way to put the power of video into their people’s hands.  We’re excited to deliver on that need with a new breed of video creation and hosting solutions that turn any business professional into a video creator and any organization into a video-first business.”

Vidyard CEO Michael Litt

“We’re only scratching the surface of how video can be used to create a more connected, engaged, and efficient workforce in the digital age,” said Vidyard VP of Marketing Tyler Lessard. “With the barriers to video creation and sharing all but gone, we’re excited to see how businesses across all markets will capitalize on the power of video in the months and years ahead to enhance everything from sales and marketing to internal communications and employee engagement.”

Vidyard has 220 employees based in Kitchener (Ontario), Vancouver, Boston, and Dublin.  The firm’s conversion rate from freemium to paid has increased during the pandemic.


Tomorrow I will be discussing the Vidyard integration into Alyce’s Personal Experience (gifting) platform.

HubSpot Sales & Marketing COVID Activity Metrics

HubSpot has measured aggregated sales and marketing platform activity across its 70,000 customers since the pandemic began and benchmarking this activity against the pre-COVID level (January through early March).  Looking back at Q2, CMO Kipp Bodnar noted that “the data shows steady and sustained growth in buyer engagement, and that businesses with an online presence were ready to capture that interest.”

Marketing teams have risen to the challenge of keeping prospects interested in a messy, chaotic crisis and met an audience of buyers who suddenly spend all day at their computer,” commented Bodnar.  “While email volume has risen significantly — typically a no-no for teams hoping to keep their open rates up — open rates have risen faster than volume has grown, demonstrating that teams have been successful at providing relevant and helpful content.”

Marketing email open rates are up ten to twenty percent above pre-COVID levels, with the last week of June running 18% above the baseline.

Sales teams have been less successful in their outbound communications.  While sales emails have risen 60% since mid-March, “response rates have been dismal. Marketing teams have been able to connect, but sales teams haven’t. This is a huge area of opportunity for businesses as they enter the next quarter of COVID-19.”

Sales email open rates are down 25 to 30%.  “As sales teams increased email sends, customers began to tune these messages out or even mark them as spam in their inboxes,” warned Bodnar.  “So far, it seems if email send rates remain this high, we can expect response rates to trend in the opposite direction.”

“Volume and quality is a tradeoff — the time a team saves by sending out email blasts is wasted if that outreach isn’t personalized, relevant, and helpful. These gaps are clear in the data. At this point, sales teams should be working closely with marketing to understand how they can improve their email engagement rates, and sending far less email.”

HubSpot CMO Kipp Bodnar

Website traffic increased during the pandemic as decisionmakers and influencers began working from home.  Global site traffic is up 16% in Q2 vs. Q1 with it peaking at 24% above the benchmark on April 20th.  Software industry site traffic is running at 40% above pre-pandemic levels.

Customer-initiated chat levels have also risen sharply during the pandemic.  Total volume is up 31% over the pre-pandemic baseline, with every measured industry seeing increased volume.  “Sales teams have pivoted to chat to grow their pipelines, while customer service teams are leveraging this medium to manage the increased demand for support,” observed Bodnar.

Call prospecting has dropped significantly during the pandemic as it has become more difficult to reach individuals who are now working at home.  Call prospecting fell as much as 27% below baseline the week of April 6th and now is down around 9%.  Before COVID, there was a rough balance between phone and email prospecting, but in Q2, email activity doubled that of phone calls.  “Sales teams will need to return to their pre-COVID balance in order to see improvements in response rates,” argued Bodnar.

Deal Creation has improved in eight of the eleven weeks since April 6th, with deal creation up the past four weeks.  APAC deal creation was down 5% in Q2, North America down 6%, EMEA down 12%, and LATAM down 12%.  Large companies have recovered deal creation activity faster than small firms.  Computer Software deal creation was down 3% in Q2.

Deal Won has improved ten of the last eleven weeks, after dropping to 36% below baseline the week of April 6th.  For the full quarter, deals won were down 11%.  Smaller firms did best at closing deals, with larger firms posting the weakest performance, likely due to large firms selling a greater percentage of high-dollar, strategic deals that would have stalled in their pipeline.  Computer software Q2 was 14% above baseline, but this probably overstates industry performance due to Q1 often being the slowest month of the year and the loss of many “hockey stick” end of quarter deals at the end of Q1 as the pandemic struck.  Some of these likely slipped into Q2.

Bodnar provided three suggestions for Q3: invest in chat, shift from quantity to quality in sales prospecting and communications, and invest in online discoverability.

Terminus Acquires Ramble (Part II)

Last Friday, I began my coverage of Terminus’ acquisition of Ramble. The deal adds in-house ABM chat capabilities to Terminus’ ABM platform. It is a logical platform extension as Ramble’s ABM Chat Anywhere capabilities support both inbound web chat and chat links for social, email, digital advertising, etc. Ramble has also launched ABM chat capabilities within SalesLoft and Salesforce.

“By now, no one needs convincing that chat is more powerful than forms,” said Terminus Chief Product Officer Bryan Brown.  “Data shows websites with sales chat enjoy an 82% increase in conversations over those without it and a 256% increase in outbound email response rate.  There are a lot of terrific chat solutions offered by companies and today, officially, Terminus is one of them.”

“We live in an on-demand society where instant conversation is a new standard for the B2B sales process,” said Ramble CEO Justin McDonald.  “Conversational Marketing and ABM-chat are at the core of what we do, but our vision has taken it further.  We instantly connect buyers with the right sales rep, from the right territory, and the right product line from any online touchpoint.”

Darryl Praill, CMO of Sales Engagement Platform VanillaSoft, is excited about the announcement and opportunity to integrate chat into his campaigns:

“All of these platforms [Terminus, Sigstr, and Ramble] are about three things specifically:

  – Targeting your audience
  – Knowing your target contact and accounts digital ID so that you can recognize them across multiple channels
  – Engaging with them in a live conversation so that you can qualify them

Yes.  You can absolutely do this today by cobbling together different vendors, but you’re limited by their APIs and their roadmap.  By having a single vision and a master platform under the guidance of one development team, ABM is maturing into a beast and Terminus has clearly taken the lead on this, moving much faster and more aggressively and more confidently than the other players in the space.”

Darryl Praill, VanillaSoft CMO

The full Ramble team is joining Terminus with McDonald being named General Manager of Chat.  Both Ramble and Terminus are headquartered in Atlanta.

Terminus has assembled an impressive executive team with deep executive experience in the MarTech space.  CEO and Chairman Tim Kopp was the CMO at ExactTarget which was acquired by Salesforce.  He also is a General Partner and Managing Director at Hyde Park Venture Partners and serves on G2.com’s Board.  Chief Product Officer Bryan Brown was the VP of Product Strategy at SilverPop and the Product Strategy Executive for Commerce Marketing and Analytics at IBM.  Chief Customer Officer Bryan Wade was CEO at Sigstr and SVP and Chief Product Officer for the Salesforce Marketing Cloud.  CMO Derek Slayton held the GM & Global Leader position in Dun & Bradstreet’s Sales & Marketing division, joining them from NetProspex where he was the CMO.  Chief Evangelist Sangram Vajre co-founded Terminus and heads up the FlipMyFunnel Movement.  He also served as the Head of Marketing at Pardot.

Many of these execs held leadership positions at marketing automation and omni-channel marketing platforms (e.g. ExactTarget, SilverPop, and Pardot).  They well understand the strengths and weaknesses of MAPs.  For example, MAPs are lead-based, not account-centric like Terminus and Ramble.  As ABM continues to ascend and a greater focus is placed on orchestrated communications and attribution across the account, platforms such as Terminus, Demandbase, 6Sense, and Engagio are better situated to meet the requirements of B2B CMOs.

Ramble Chat Anywhere Features (Source: Ramble)