Sales Engagement Platform Groove announced the general availability of Groove Conversations, the “first conversational intelligence product that enables revenue teams to access call recording and insights directly from the inbox and calendar instead of a separate platform.” The firm also announced the Groove+ mobile app for iOS that helps remote and hybrid teams prepare for meetings and manage post-meeting follow-up (Android will be available later this year). Groove+ also displays Salesforce and key meeting insights.
Groove is natively built in Salesforce. Unlike its competitors, Groove does not sync data between a separate database and Salesforce but stores and accesses it natively in Salesforce. Thus, conversational insights and Salesforce updates are directly managed by Groove inside Salesforce.
Groove Conversations offers call recording, transcription, and analysis without leaving the Inbox. Additionally, insights are associated with Salesforce Activities and Opportunities.
Conversations initially supports Zoom and Groove’s OmniDialer, with Microsoft Teams, Google Meet, WebEx, and other services in development.
Conversations are fully searchable, with users able to listen to the searched term or keyword-related discussion.
Analytics include talk time, keyword mentions, sentiment analysis, and talk timelines for each attendee. In Q3, the firm plans on adding “deeper analytics and AI-driven insights.”
Additional features include
Picture-in-picture viewing capabilities to support multi-tasking
Recording, transcript, and keyword access from email, calendar, Salesforce, or the Groove app
Internal sharing of meetings for review and team coaching
Internal and external sharing of calls, with the ability to extract and share a snippet of a meeting available soon
Groove+ delivers meeting alerts powered by Salesforce data to reduce deal time. Users can easily access deal history, account information, meeting attendees, and activity history. In addition, meeting notes may be logged to Salesforce with voice-to-text functionality. Reps can also update meetings, accounts, contacts, opportunities, custom fields, or unique Salesforce configurations.
“The value of Groove+ goes beyond sales to include all revenue team members,” explained Groove Director of Communications Jason Klein to GZ Consulting. “Essentially, anyone interfacing with clients should find value from Groove+.”
Groove conducted a survey in December and January of 1040 B2B sales reps which determined that 46% of companies are not planning a total return to the office. Thus, managing remote and hybrid sales teams will remain a top issue for the CRO. Top concerns for remote sales reps include updating CRM platforms (48%), inputting account notes (46%), and scheduling follow-up meetings (45%).
“Now that most reps are working in a hybrid role permanently, revenue teams need to focus on maximizing the value of their CRM. Extending the power of CRM to remote teams makes them productive and effective while also providing leaders with the visibility and insight needed to manage them effectively.”
Groove CEO Chris Rothstein
Groove Conversations and Groove+ provide remote, hybrid, and inside sales reps with immediate access to sales productivity tools, conversational analytics, and deal insights. Additionally, sales reps can update SFDC from Groove+ and access call recordings and insights from anywhere, providing centralized call coaching, next steps, and follow-up.
Groove Conversations and Groove+ are separate offerings but will be integrated later this year. Groove+ is available with any Groove core license. Groove Conversations is available as a premium add-on. “When we founded Groove, we knew that building for the seller first was the key to driving widespread adoption and seller productivity,” said Rothstein. “As a result, we are the only platform that is just as easy to use and relevant for field sales as it is for sellers working from home or in the office. Our customers typically see over 90% adoption rates of Groove and Salesforce, realizing as much as 83% seller productivity improvements as a result.”
Sales Engagement Platform Groove now offers joint customers Vertical IQ industry and economic intelligence from the Groove Omnibar.
Vertical IQ helps “banking and credit union relationship managers, advisors, and consultants build trust and strengthen sales conversations through insightful and timely industry intelligence.”
Vertical IQ publishes 530 plain English industry overviews and 3,400 local economic analyses. The research is utilized by relationship managers in the financial services sector and strategic sales reps looking to better understand the needs and concerns of customers and prospects. Vertical IQ profiles also assist marketers in better understanding pains at various C-level functions within an industry, offer a set of industry-specific questions for sales reps and relationship managers, and help customer success teams understand the pains and concerns of their customers.
“It’s not uncommon for reps to speak to a hundred people a day across multiple verticals, and our integration with Vertical IQ gives them the industry intelligence they need to have impactful conversations every single time,” said Groove CEO Chris Rothstein. “With Groove and Vertical IQ, reps can now get access to industry knowledge in a single click from wherever they work.”
Industry intelligence is available to joint customers at no additional charge with single sign-on functionality.
The firms are initially targeting financial services and banking organizations, a core market for Vertical IQ. According to Groove Director of Communications Jason Klein, displaying Vertical IQ profiles to relationship managers is a “powerful use case.” RMs often lack industry-specific expertise but need to understand the basics of many industries, including pain points, trends, financial ratios, and CxO concerns.
However, the firms see a broader set of beneficiaries (e.g., relationship managers, sales professionals, customer success professionals), regardless of their industry. The Vertical IQ sweet spot is professionals that sell into, support, or analyze a broad set of industries. Vertical IQ provides “the insights users need to better understand a specific industry before, during, and after meetings,” continued Klein. “As we continue to enhance the integration, we believe some of the key content will be challenges, trends, financial benchmark data, and the content related to call preparation.”
“Groove’s flexibility and ease-of-use make it an effective sales engagement platform for relationship sellers, which is why we’re seeing such strong demand for this integration from our joint customer base,” said Vertical IQ CEO Bobby Martin. “This integration is just the beginning of our vision for empowering the modern sales professional.”
While Sales Intelligence platforms have long offered market research and industry overviews to their customers, the Groove – Vertical IQ partnership is the first integration of industry overviews into a Sales Engagement platform.
Sales Engagement Platform Groove closed on a $45 million Series B led by Viking Global Investors. Previous investors Capital One Ventures, Level Equity, Quest Venture Partners, and Uncork Capital also participated. The funds will be deployed for international expansion and continued growth in the enterprise segment.
The round brings total funding to $61 million. Groove did not disclose its market valuation following Round B.
“We’re experiencing explosive growth in the enterprise segment of the market,” Groove VP of Marketing Kristin Hersant told GZ Consulting. “This latest round of funding will enable us to invest more heavily in R&D while expanding our operations in EMEA and doubling down on the sales and marketing engine that’s fueling this growth.”
Enterprise ARR is up 114% over the past years. New enterprise clients include Activision, iHeartMedia, LexisNexis, New Relic, TIBCO, Veeva, and Wintrust.
Although Salesforce’s first cloud was the Sales Cloud, digital selling remains an issue for many Salesforce customers. An August 2021 Forrester report on the “State of CRM” found that 57% of respondents struggled to offer solid customer experiences due to poor integration and accessibility.
Groove, a native Salesforce Sales Engagement application, “solves this accessibility problem by meeting sellers where they already work, increasing rep productivity while ensuring over 90% Salesforce adoption,” wrote Groove.
“This notion of the sales engagement platform as a cockpit for sellers is likely to continue to drive further integrations between other sales tech categories and these platforms as the advantages of bringing everything to the seller where they sell (the original vision for CRM technology) become more widely recognized,” said Anthony McPartlin, Principal Analyst for Forrester Research in a recent blog post.
“Our enterprise customers want to enable the modern seller while ensuring the highest levels of enterprise security and compliance. We’re capturing a significant amount of enterprise market share from our competition because our platform was built for the needs of large, complex organizations that rely on Salesforce as their system of record. We bring automation to the seller instead of requiring that they work out of a separate system. This flexibility ensures extremely high user adoption rates, even with technology averse sellers in non-tech industries.”
Groove CEO Chris Rothstein
Groove also announced a pair of product enhancements that meet “the unique needs of complex organizations.” The first new feature is automatic logging to custom objects. The second new capability, OmniActions, “enables reps to complete any sales action without leaving their workflows.”
“By seamlessly integrating valuable CRM data into specialized workflows for different roles, teams, and industries, Groove drives CRM adoption and enables revenue teams to get a more complete picture of all sales activities. The addition of automatic logging to custom objects and OmniActions provides customers even more flexibility for executing, capturing, and properly associating activities with both standard and custom Salesforce objects. With these new features, Groove strengthens its position as the only sales engagement platform that can easily fit into an organization’s complex and dynamic sales workflows.”
“One of the great things about Groove is its ability to flex to any organization’s sales process, regardless of how much they have customized Salesforce. Today, we’ve made it even easier for reps to complete, assign, and track their activities without having to leave their workflows. That means more time for reps to sell, more complete data for managers to manage their teams, and more flexibility for admins to maintain established and successful processes.”
Groove VP of Product Sonia Sarao
Groove’s Advanced Activity Capture now automatically logs activity to custom objects, “minimizing the manual work required by sellers while ensuring complete visibility into account health and opportunities.”
Activity Capture may be configured by profile, allowing for customization at the functional or team level.
OmniActions lets reps manage or execute any activity outside of their regular Flows with automated real-time activity logging. OmniActions is fully integrated with the Groove Omnibar, supporting actions in Google Workspace, Microsoft Outlook, Salesforce, or the Groove app.
“This combination gives sellers a 360-degree view of their prospects’ and customers’ lifecycle from details and activity to actions – all in their workflow,” wrote the firm. “OmniActions enables revenue organizations to associate all activities with open opportunities, whether they are part of a single action or multi-step Flow. By accurately associating all types of activities, revenue teams can take advantage of more accurate reporting and insights into the sales process.”
Groove continues its rapid growth, making the Inc. 5000 for the past three years. It has over 70,000 users.
Sales Engagement Platform Groove announced a new Auto Contact Capture feature that identifies missing Salesforce contacts cc’d on emails or meeting invitations. Groove helps fill out the buying committee, capturing intelligence around members at the periphery of deals while reducing rep data entry overhead.
Beyond demand unit identification, Auto Contact Capture monitors engagement across the buying committee. “This ensures that every contact involved in the buying process receives a consistent, timely, and relevant experience from their first engagement,” wrote Groove.
“Now more than ever, businesses need to be able to get a complete picture of their sales pipeline in order to maximize revenue,” said Groove CEO Chris Rothstein. “By consolidating revenue intelligence and advanced activity capture into one unified sales engagement platform, Groove empowers businesses to close more deals and intelligently refine their sales processes.”
Groove captures and logs revenue intelligence from emails, calendars, meetings, and LinkedIn communications. Users control which categories are captured and logged to leads, contacts, accounts, opportunities, and cases. While Groove does not offer direct contact enrichment, records can be enriched through subscription partners such as ZoomInfo.
To ensure data integrity, Groove performs duplicate checking that begins with the email but includes additional heuristics. Groove will not create a contact if the email does not match a domain already existing as an account in Salesforce. Groove also maintains user and domain-level blocklists to ensure that only relevant business contacts are created via Auto Contact Capture.
Groove does not provide user alerts concerning captured records, but “it’s easy for reps to identify contacts that have been automatically added to Salesforce,” Groove Director of Communications Jason Klein wrote to GZ Consulting. “Each contact created through Auto Contact Capture has a custom Groove field that is marked as true (Is Created by Groove), allowing for quick analysis and reporting on all contacts created through this new feature.”
Groove has focused on expanding its revenue intelligence capabilities over the past year. Recent enhancements include activity sync, reporting, and analytics features. In March, the firm rolled out real-time opportunity and pipeline management and enhanced ROI reporting.
“Through this expanded capability set, Groove enables revenue leaders to make real-time, data-driven business decisions based on real campaign results at both the individual and team level,” stated Groove. Groove is built natively in Salesforce and uses SFDC as its data store, acting as an engagement layer on top of Salesforce. Thus, there is no data sync process between Groove and Salesforce.
Groove and Seismic announced an integration partnership to “deliver relevant, approved, [and] compliant” Seismic content and LiveSend links within the Groove Sales Engagement Platform.
“Personalization is no longer a nice-to-have, but rather is an expectation from customers in today’s digital-first B2B sales environment,” said Preseetha Pettigrew, Seismic Global Vice President, Strategic Alliances. “This integration with Groove streamlines the seller workflow, allowing frontline teams to focus on nurturing relationships and deliver greater value to clients. I look forward to seeing how our joint customers benefit from this partnership.”
The integration delivers relevant content and CRM data within the Groove workflow and assists with intelligent content discovery.
“In today’s increasingly digital and remote B2B sales environment, this integrated solution bridges a critical gap between the point of engagement and Salesforce that helps companies quickly realize time-to-value, without a heavy lift from their IT or application development teams. And easing the transition to remote selling is critical. Gartner’s 2020 Future of Sales research projects that 80% of B2B sales interactions between suppliers and buyers will occur in digital channels.”
Groove Director of Communications Jason Klein
Speaking to their joint value proposition, Groove Director of Communications Jason Klein said the firms share a “customer-first approach” to engaging clients in a “customized, data-driven, and scalable way while maintaining high compliance standards.”
Sales Enablement vendor Seismic rolled out a set of platform enhancements last month that are “designed to help organizations capture every revenue moment and drive effective, efficient buyer engagement across all digital channels.” The release included Seismic Aura, their new AI Engine for sales content.
Seismic Aura employs AI and machine learning to surface “new business opportunities and increase seller efficacy.”
“Over the last year, we’ve witnessed an incredible shift to all-digital buyer engagements. At Seismic, we’ve anticipated this change for some time now. Our platform exists to make go-to-market teams more effective, whether their buyers are face-to-face or remote,” said Chief Product Officer Krish Mantripragada. “The next challenge for technology leaders like Seismic will be to enable businesses to thrive in this new era of digital-first selling. The innovations we’re launching at [Seismic’s virtual conference] Shift, along with the product updates we have coming later this year, bring sales and marketing teams closer together, helping them reach new customers and engage with existing customers in a compelling manner regardless of where they are.”
Continued Mantripragada, “humans can analyze only so much. Buried inside data are patterns, behavior, and insights that will hold keys to your questions and undiscovered opportunities. We are combining human intelligence and machine intelligence to harness the power of this data.”
Other Spring 2021 release features include
CRM SmartPlays employ predictive intelligence to recommend the most effective sales plays at any moment. SmartPlays are delivered within the rep’s CRM workflow.
Seismic Sidekick, a Chrome extension powered by Aura, delivers guided selling and content recommendations “based on past engagement, similar buyers, and interests specific to each contact.” Sidekick helps surface engagement opportunities and reduces time spent searching for content.
Dynamic Email Templates
Global Privacy Management supports GDPR and country-specific, multi-lingual privacy requirements and notifications.
Grooveand Seismic announced an integration partnership to “deliver relevant, approved, [and] compliant” Seismic content and LiveSend links within the Groove Sales Engagement Platform. The integration delivers relevant content and CRM data within the Groove workflow and assists with intelligent content discovery.
Along with announcing new features, Seismic boasted about its ongoing momentum. Their net retention rate stands at 111%. They have over one million users at over 700 enterprise clients, including deep penetration in the financial services sector. Seismic claims that 22 of the top 25 global asset management companies are customers, along with 7 of the top 10 US banks and 4 of the top 5 North American wealth management firms. Seismic added over 200 employees last year and opened its first Canadian office with the December Grapevine6 acquisition. They now have more than 1000 workers across fifteen offices.
Sales Engagement Platform Groove expanded its analytics with new revenue intelligence capabilities that support real-time opportunity and pipeline management and expanded ROI reporting. The new capabilities support pipeline reviews with a single pane of glass workspace populated with real-time Salesforce data.
In its 2020 State of Sales Report, Salesforce stated that “High-performing sales teams are 1.5 times more likely to base forecasts on data-driven insights.” Ensuring that data is accurate, timely, and complete has long been an issue with CRMs, requiring sales reps to spend hours each week recording their activities and updating account, contact, lead, and opportunity data.
Sales Intelligence platforms have picked up the slack around CRM data, offering DaaS prospecting and enrichment services. Likewise, SEPs capture most sales rep activity data, reducing activity tracking overhead; however, updating opportunity data and evaluating opportunity risk remain a significant automation gap.
Maintaining Opportunity data, which is critical for pipeline reviews and forecasting, is made more difficult by the data structure of CRMs. One common complaint about Salesforce is the difficulty of viewing and updating opportunity data, which is fragmented across accounts. Revenue Intelligence tools from Clari, Revenue Grid, SalesLoft, and Groove simplify the data update and review process by providing a centralized interface for updating the pipeline and reviewing it with managers. Updates are immediately written back to Salesforce, simplifying the pipeline management process and ensuring that current opportunity data is instantly synced in Salesforce.
While Clari and Revenue Grid focus on Revenue Intelligence, Groove and SalesLoft attack the issue from a Sales Engagement perspective. This functional overlap between categories has been evident since SalesLoft acquired Costello in 2019 and integrated Costello’s revenue intelligence capabilities. While Sales Engagement Platforms began as multi-channel messaging services for SDRs, they have significantly broadened their scope to include Analytics, Guided Selling, Engagement Metrics, Meeting Management, and Revenue Intelligence.
Anthony McPartin, Forrester Principal Analyst in Sales Operations, described the widening scope of these categories. “This notion of the sales engagement platform as a cockpit for sellers is likely to continue to drive further integrations between other sales tech categories and these platforms as the advantages of bringing everything to the seller where they sell (the original vision for CRM technology) become more widely recognized.”
Revenue Intelligence Platforms have also expanded their scope, assisting with opportunity risk assessment, deal forecasting, conversational intelligence, and buying team discovery.
Out of date and incomplete information is a significant issue for B2B decision-makers. According to a July 2020 Forrester study, two-thirds of B2B decision-makers are hampered by stale, distorted, or limited CRM data.
“From incomplete sales activity data to out-of-date information stored in shadow CRMs, there are many challenges that prevent sales organizations from trusting their pipeline and conducting comprehensive reviews. Today’s release solves a critical usability challenge that Salesforce users have faced since the platform’s inception, in a way that establishes transparency and trust between the rep and the seller.”
Groove CEO Chris Rothstein
“We had major issues with getting our sales teams to document what they were doing in Gmail, and this is where Groove really shines,” said Bart Johnson, Director of User Engagement & Training at Aquent. “Groove isn’t just a huge timer saver for our reps, it also gives them ‘cross-vision’ into the different orgs and groups selling into [each] account.”
Sales Engagement Platform Groove announced an enhanced integration with Sending Platform Sendoso for enhanced email-based gifting. The partnership lets joint customers send direct mail, personalized gifts, eGifts, and celebrity greetings to over 165 countries.
The service helps revenue teams “strategically leverage gifting in their daily workflows to strengthen relationships, accelerate deal cycles, and re-engage dormant accounts,” blogged Groove Director of Communications Jason Klein.
Sales reps can send gifts from their email or send gifts after a meeting through Groove’s scheduler link.
“Unlike other sales engagement platforms that were built for prospecting, Groove seamlessly aligns with our AE and CSM workflows, making them more efficient and effective in their day-to-day workflows,” said Alex Miller, Sendoso Director of Revenue Operations. “Our teams took to it right away, and we’ve subsequently seen 95% percent adoption across our sales and customer success teams. Not only are our reps more effective, but we have complete visibility into pre- and post-sales activities for every prospect, customer, and partner account in Salesforce.”
Sendoso claims that its customers see a:
4X increase in response rates
50% faster deal cycles
20+ hours saved per campaign
450% ROI on campaign investment
Sendoso recently ran a reactivation campaign with a 50% open rate and 21% conversion rate for booked meetings, resulting in a ten percent meeting book rate from within Groove Flows. Reps are notified when gifts are delivered, helping raise conversion rates.
“Our AEs love that they can now live in Gmail instead of a separate app and still have Salesforce data at their fingertips and add contacts with a single click,” said Miller. “Whether an AE needs to jumpstart a stalled deal or a CSM needs to ensure a customer shows up for a meeting, Groove lets them easily send out a Sendoso-powered gift without ever leaving their workflow.”
Groove also has partnerships with Salesforce, MSD 365, Google Workspaces, Vidyard, Seismic, Highspot, and LinkedIn Sales Navigator.
If the past six months haven’t convinced you that you need to digitize your processes, then I’m not going to try to convince you of that here. Simply putting your head in the sand and waiting for the pandemic to end will leave your business highly vulnerable now and after the pandemic. Your competitors now understand that sales, marketing and support need to be digitally mediated. Instead of trying to convince you of this, I’m going to skip the digital strategy pitch and offer multiple digital strategies for revenue teams to consider.
Sales Engagement platform help unify your communications across all of your revenue teams. Sales Engagement platforms support
Automated Cadences that schedule multi-channel communications across email, voice, social, and direct mail. Features include e-mail templates, phone scripts, playbooks, click dialers, power dialers, voice mail drops, inbound call routing and alerting, and LinkedIn SNAP integrations.
A/B testing for refining your email templates and cadences.
Reporting and analytics for tracking remote sales performance, analyzing message performance, and identifying what coaching individual reps need to elevate their performance
Account Prioritization which dynamically adjust call/email lists throughout the day.
Next Best Actions for moving accounts forward and identifying strategic gaps and risks
Sales Coaching for both reps and managers
Integrated Meeting Scheduling
Some vendors have Meeting Analytics built into their service (Outreach KAIA and SalesLoft) while others partner with conversation intelligence vendors. Calls are recorded, transcribed, indexed, and analyzed; allowing sales reps to be more present during meetings. AI-based real-time analysis provides live coaching during calls with recommendations and short advice cards.
Integrated Partnerships for conversation intelligence, social media integration, e-gifting, video, chat, etc. Some vendors have formal app partners (Outreach Galaxy, SalesLoft App Directory) while others integrate a smaller set of partners without building a formal partner ecosystem.
While they initially focused on the SDR team, Sales Engagement platforms now support the full revenue team including account executives, managers, operations, and customer success.
Sales Engagement solutions require significant training and setup, so if you are considering them now, you need to act quickly to have one in place by December.
Sales Engagement vendor Groove secured $12 million in Series A Funding. The round was led by Level Equity and Capital One Ventures, who joined existing investors Uncork Capital and Quest Venture Partners. The round brought total investment to $16 million. Groove has roughly doubled its revenue each year, reinvesting its income into product and engineering. The San Francisco-based firm was founded in 2014.
The new funds will be deployed to “drive greater awareness of our unique market position and competitive differentiation. Sales engagement platforms consistently rank as the number one most impactful sales technology investment that a company can make, and we are poised to lead the category’s expansion with a broad range of capabilities beyond the prospecting use case.”
“Groove has grown 103% year over year on average in a largely organic way and has invested deeply in product and engineering up until this point. This funding round enables us to drive greater awareness of our unique market position and competitive differentiation. Sales engagement platforms consistently rank as the number one most impactful sales technology investment that a company can make, and we are poised to lead the category’s expansion with a broad range of capabilities beyond the prospecting use case.”
Groove CEO Chris Rothstein
Rothstein is a former Google sales manager who co-founded Groove to address the sales problems that his reps faced at Google. Rothstein then signed Google as Groove’s first client.
“We believe that sales engagement will become a multi-billion-dollar market,” said Craig Rosenberg, chief analyst of TOPO Research. “Until now, the sales engagement market has been concentrated in the tech industry and focused on the prospecting use case. Other industries don’t have sales development teams dedicated solely to prospecting, but they do have thousands of sales reps trying to engage with their customers. Successful expansion into account executives will open the enterprise market for these platforms. We are seeing this trend accelerate post-COVID-19 as companies that have been slower to adopt remote working technologies are forced to embrace digital transformation.”
Groove describes itself as “the only sales engagement platform optimized to meet the customization and security requirements of enterprise revenue teams.” While most Sales Engagement Platforms initially focused on the Sales Development Rep (SDR) and later expanded into other roles, Groove was built to increase productivity for Account Executives with an emphasis on “ease-of-use, advanced activity capture, and cross-team collaboration.” Operations managers can configure the Groove platform “to meet the complex requirements of different divisions and organizations within an enterprise.” The firm also touts its unique architecture that “ensures the highest levels of security and compliance.”
Another difference between Groove and other SEPs is its data architecture. Other firms maintain a standalone database and sync it with Salesforce, but Groove leverages Salesforce as the system of record and runs as a managed package within SFDC. Employing Salesforce as their system of record allows Groove to manage custom objects, deliver zero-latency data display and reporting, and reduce administrative work. All fields are updated in real-time. Groove emphasizes that this architecture allows firms to quickly “onboard new hires into a proven system,” which supports “deployments of any size.”
Core features include
Flows (i.e. cadences), including phone, email, SMS, Sendoso (swag), and LinkedIn SNAP (Connect and Send InMail) steps
Email templates that pull dynamic variables from all Salesforce fields. Reps may personalize emails with the platform calculating personalization percent.
Email event capture, including reply, bounce, complete, import, open, and meeting booked. Branching logic supports task creation, linked flows, stop flow, and stop all flows across the account.
An integrated click dialer supports local presence, call outcome logging, voicemail drops, call recording, and international dialing. The click dialer is available within Gmail, Microsoft 365, Salesforce, Groove, and LinkedIn Sales Navigator.
Call coaching features, including whisper, join, and listen
Inbound calls support a popup with reverse call lookup. Calls are routed to either a softphone or a mobile device.
Editable, customizable account lists which update Salesforce
Activity capture, including custom fields and objects. Firms can track the type of meeting, type of interaction, primary topic, and meeting outcome, helping managers understand “how much time they’re spending on demos versus support calls, or how many emails are cold prospecting emails versus answering questions about pricing.”
Analytics include activity reporting, account-based engagement levels, the best time of day and week for calling, and template performance.
A native meeting scheduler, which supports round-robin scheduling, calendar view links, and the option to offer specific times in emails. The scheduler supports custom field display based upon the type of meeting.
A Chrome extension that works alongside Gmail, Microsoft 365, and Salesforce. The sidebar is customized by role and allows users to click to related objects and search on all activities.
Out of Office capture with Flow pause
GDPR and CCPA compliance
Workspaces are a unique feature that allow users to build custom reports with flexible report selects and custom fields. Workspaces may be shared with colleagues and support task assignments. Groove describes the functionality as a dynamic worksheet with Salesforce data.
Because it is native to Salesforce, Groove can integrate with over 7.5 million applications via the Salesforce AppExchange. Additional direct partners include LinkedIn, Sendoso, Gong, Chorus, Vidyard, and HighSpot.
At some customers, Groove is deployed alongside Outreach, with Groove supporting Account Execs, Customer Success, and Business Development and Outreach deployed for SDRs.
Groove supports all revenue and customer success functions.
For a Series A funded Sales Engagement Platform, Groove provides a deep set of functionality and configurability; however, there are a few gaps. While the service offers many of the key partners supported by other vendors, integrations are primarily available through the Salesforce AppExchange. Groove does not provide any sales intelligence partners for lead generation or data enrichment. A power dialer for SDRs and a mobile app are also missing, though their platform is mobile responsive. Finally, Groove does not support AI-driven lead prioritization or next best actions, but it does have other AI-based capabilities.
Groove caught the attention of Capital One Ventures after it was successfully rolled out to Capital One field sales reps “while providing sales leadership with real-time visibility into their daily sales activities and performance.” Other business lines subsequently adopted the platform as a result of its initial success.
“When evaluating Groove as an investment, we felt that the company was poised to be the clear category winner. The sales engagement space is thriving right now, and Groove’s focus on supporting sophisticated AE use-cases and complex enterprise environments is setting them apart from the rest of the pack. As enterprises in new industries continue to adopt sales engagement platforms to make their revenue teams more productive, they will quickly see the unique advantages that Groove offers in terms of internal adoption, customization, and security.”
George McCulloch, Co-CEO, Level Equity
Groove has over 450 clients, including Google, Uber, Capital One, Atlassian, BBVA, and Veola Water. Over 50,000 sales, marketing, and customer success professionals use the Groove platform, with the average installation supporting 88 users. Core segments include Internet Services and Software, Financial Services, Education, Media, Manufacturing, and Professional Services. 17% of Groove’s revenue is derived from international clients.
Pricing is on a per-seat basis and runs $110 per user for all applications. Clients may also purchase seats by function with a subset of features at a lower per-seat price.
Groove was also one of 395 companies to make Inc.’s Top Places to Work list. The firm scored 100% on employee engagement. Groove also made the 2019 Inc. 5000 list, ranking #407.
“While Groove is in the business of helping sales and customer-facing teams drive more revenue, productivity, and customer satisfaction, we are equally committed to fostering a culture where employees feel supported, challenged, and fulfilled,“ said CEO Chris Rothstein.
Groove continues to list over twenty open jobs across product development, engineering, sales, and customer support.