At its Unleash user conference, Outreach rolled out its expanded Galaxy partner ecosystem that “offers deeper partner integrations and enables sales teams to more effectively access multiple sales tools directly from the Outreach platform.” Outreach also announced a set of new partners including Vidyard (1-to-1 video), Intercom, (chat) and Sendoso (direct mail) along with a set of new plugins for composing emails, event streams, and link encoding.
Outreach Galaxy provides:
- “More visibility on information and actions performed by third-party applications like video views or website chats. Outreach Galaxy puts actionable information at reps’ fingertips so they can have more contextual conversations.
- ‘Next best actions’ enabled through integration partners. Outreach automates customer touchpoints and can trigger or be triggered by external information fed into Outreach.
- Greater ability to meet changing buyer preferences. Outreach is the system of action for modern sales teams, and now enables reps to communicate with buyers through even more mediums.“
“Sales is evolving to become more personal and accurate. You must use the right channel for the right engagement for the right prospect and customer,” said Outreach CEO Manny Medina. “A sales engagement platform must be multichannel and have the ability to optimize on each depending on the customer. Now you can do that, with Galaxy.”
Tactile Marketing Automation vendor (Translation: Direct Mail Swag) PFL also announced an Outreach integration. Sales reps include a direct mail or reward step within Outreach sequences.
“We’re all inundated with thousands of digital messages a day, but studies show that touching something physical stimulates our emotions and ultimately improves the perception of a brand,” said PFL CEO Andrew Field. “We are joining the Outreach Galaxy partner program to put the power of direct mail and high impact packages directly into the hands of sales reps so they can engage prospects and customers. Together with Outreach, we are pioneering a new approach to B2B marketing that empowers sales reps to do what they do best: stand out, get noticed and close more deals.”
The new events stream plugin feeds third-party events to the Outreach activity feed. These events can then act as triggers for additional action.
Link Encoding provides website or content viewing intelligence related to Outreach sequences. For example, the new plug-ins help Vidyard “record and send videos within your Outreach email. And when your prospect views the video, that activity triggers your next task so you can immediately take action to convert at the highest level.”
In 2019, Outreach will roll out an enhanced Team Performance Dashboard and expanded Sequence Analytics to help sales managers and sales operations professionals better determine best practices.
Over 500 Outreach customers have has already built integrated solutions using the Outreach API. The firm has over 40,000 weekly active users performing 47 million actions.
Outreach added Out of Office reply detection. The firm noted that 18% of email responses are out of office emails. Amongst out of office messages, 25% include an alternate contact name with over half the names being manager titles or above. The Out of Office reply detection extracts the return date and alternate names then pauses cadences until the prospect returns. The sales rep is notified of automated actions.
“Modern sales means using technology to interact with buyers in the ways they expect. Outreach has the responsibility to enable this, but we can’t do it alone. The solution is a variety of different technologies. Unfortunately, these solutions aren’t well coordinated, if at all. They’re used on multiple computer windows, by multiple departments, using different devices. We owe it to our mutual customers to string everything together, for reps to do their jobs on one single pane of glass with each action informing the next.”
Outreach Strategic Programs Manager Stephen Farnsworth
Medina defined Outreach’s objectives as making “things simpler. Making every rep successful. Every manager amazing” and “elevate the profession.” To help define and promote the category, Outreach published a book titled “Sales Engagement: How the World’s Fastest Growing Companies Are Modernizing Sales through Humanization at Scale.”
Outreach supports over 3,000 customers.