Salesloft Forecast Launched

Salesloft’s new Forecast module ingests deal data from multiple platforms, allowing sales professionals to review deals and take actions necessary to stay on track.

Salesloft continues to extend its value proposition beyond sales engagement and conversational intelligence into deal forecasting and revenue intelligence.  Its new Forecast capability, bundled with the Enterprise edition, is available as part of Salesloft’s Spring ’22 Release.  Other spring enhancements include Multi-language Support for Conversations, Out-of-Office Detection, and mobile updates.

Salesloft noted that forecasting remains a “disjointed and manual process” often conducted with spreadsheets.  Sales professionals must collect information from disconnected systems and often deliver inaccurate numbers that waste “valuable selling time.”  What’s more, manual processes provide few insights for improving sales results and aren’t actionable.  Thus, significant resources are expended coming to a forecast number, but by the time the CSO or CRO rolls it up to the CEO, the forecast is a black box number based on quickly aging data with few actionable insights.

The disjointed forecasting process (Source: Salesloft)

“Forecasting is a critical process for every revenue organization,” said Salesloft CPO Ellie Fields.  “But when sellers use spreadsheets, there’s a high risk of user error and acting on old data.  Spreadsheets aren’t scalable, are incredibly manual, ungoverned, and only serve as a snapshot in time.  There’s no context to help sellers look ahead.”

In a presentation to GZ Consulting, SVP of Product Management Frank Dale emphasized that Salesloft is looking to stay in the “revenue lane” focusing on “what happens between the buyer and the seller.”  Forecasting falls within the revenue lane as it “leverages the data generated from interactions between buyers and sellers.”  Furthermore, forecasting should not be separate from revenue generation.  It isn’t simply calling a number but “taking action to make that number.”

The revenue lane “covers all core selling jobs” and tasks, including driving demand, generating pipeline, managing deals, and engaging customers.

“Revenue teams don’t want a forecast.  They want a real-time, adaptive week-by-week action plan to beat their number.  That’s not what forecasting is today.  Forecasting, as it is done today, sucks.  For most revenue teams, it is something they have to do, not something they want to do.  That’s because the tools they have available make just getting to a forecast number difficult and time-consuming.  What’s worse is that they don’t often trust the number they arrive at.  That’s a big problem.  It’s hard to know where to spend your time when you’re not sure if what you’re looking at is accurate.”

Salesloft SVP of Product Management Frank Dale

The Salesloft Modern Revenue Workspace is built on three pillars: Connecting with buyers, improving interactions with customers and prospects based on the data that is generated from interactions, and aligning the team around best practices.  Forecasting falls into the alignment pillar but is designed to support connection and feedback.

“There is a huge gap.  The gap is not necessarily about calling the number, but it is more about the action plan on that number,” explained Senior Director of Product Management Anshu Chowdhery to GZ Consulting.  Salesloft set two goals for its Forecast launch: A shared workflow for gathering deal intelligence and turning it into a forecast; and the ability to achieve that number. 

Salesloft Forecast capabilities include

  • Forecasts are rolled up across the organization. 
  • Users can drill down to opportunities and track changes in the pipeline.  They can also take action from within Forecast.
  • An AI-driven forecast model employs “sales engagement data and historical performance to dial in on what’s likely to land, and what you can influence.”
  • Forecasts are based on AI models and engagement data gathered by Salesloft. 

“What we’re building is an integrated, whole system,” remarked Dale.  “We’re integrating all of the activity capture from Cadence, all of the conversation data and capture from our conversation intelligence product, the CRM data from our deals product, and then the ability to turn around and take action again through our cadence product once you’ve made the call.”

“This forecasting product is built on top of [our] Deals product,” expanded Chowdhery.  “Deals bi-directionally syncs with Salesforce.  So, everything that lives on Salesforce is in Deals, and that’s the significant advantage of [our] forecasting solution.  We are able to sync everything and pull all information, not only from Salesforce but across our platform – every engagement that’s happening on the cadence side or conversation side.  The sales leader has the ability to view that timeline and identify…[whether] no conversations happened in the last thirty days; this deal is at risk; what should I do in order to win that deal?”

A Weekly Opportunity Changes view lists all of the changes to amounts, close dates, and stages over the past week and how those changes impact the forecast, providing a dynamic view of weekly activity.

Dale stated that Forecast provides value across the revenue team.  Frontline sales management has greater visibility into the pipeline, and Forecast provides sales reps “a true read on what they need to do to land and hit their number.”  In addition, both reps and managers benefit from reduced busy work in managing pipeline updates. 

Dale contends that daily administrative work for reps is reduced by an hour by streamlining the forecasting and updating process.

While Forecast focuses on new business forecasting, future enhancements will support renewal forecasting and run-rate forecasting (i.e., intra-period deals).  Also, Salesloft will continue to build out its analytics and plans to release Vulnerable Opportunities Notifications for flagging at-risk opportunities.

Forecast provides a common workflow that rolls up deal intelligence across the organization.  Users can drill down into specific deals and take actions, greatly improving insights and actionability.  “This is a seamless workflow for the reps and honestly, across the entire revenue organization to submit their forecasts and submit their number,” said Chowdhery.

Salesloft’s Forecasting workflow.

A modern forecasting system must be part of your sales execution system,” blogged Fields.  “The information about your deals in flight – who’s contacting the customer, what meetings were had and what was said, how the customer responds — is the foundational information that your forecast rests on.  If you’re using a sales engagement platform, all of that activity is already being tracked automatically, without your sellers needing to spend time logging their activities.  Meetings and calls are recorded and searchable so you can review that pivotal moment with the buyer.”

“Forecasting under-delivers when the end result is just a number,” continued Fields.  “The end result should be a set of actions you can take to deliver better results.  To do that, you need to not only see a number, but you need to see areas of softness and strength, important deal gaps, and opportunities.  You need to recognize that the East team will need your support this quarter, but that the West will probably overachieve.  You need to know where to spend your team’s time most productively to get over the line.”

Dale emphasized the importance of cross-product workflows aligned with “things people actually want to do.”  Unfortunately, vendors often build technology that “chases a problem” or is designed to answer checklist questions about functionality.  Salesloft “starts with problems people have and then builds solutions to match that.  So anytime you see us build something like forecasting, we’re building it based on what people are actually trying to do.”  Forecasting was built because it was a regular customer request.

Submitted forecasts show progress towards goal and a comparison vs. the prior week.

Forecasting builds on Salesloft’s pipeline management and deals product, including its AI-powered Deal Engagement Scores released last June and Deal Progression Indicators released last November.

Salesloft claims that its new Forecast module transforms forecasting “from a burdensome task into a strategic action plan to close more revenue.”  Revenue estimates and deal close dates are derived from real-time data and employ “multiple forecasting techniques to make it easy to see where the team’s performance is trending.”  AI helps identify missed opportunities and deals at risk, letting reps mitigate deal risk and factor it into pipeline estimates.  As Forecast is native to Salesloft’s Modern Revenue Workspace, managers can assign follow-ups or add deal notes within the Salesloft workflow.

“With Forecast, customers have the visibility, intelligence, and workflow to close deals more consistently and act upon unrealized opportunities,” stated the firm.

“Forecast by Salesloft is an intelligent solution with strong data governance, so there’s less room for errors,” stated Fields.  “Sellers can forecast and take action on those deals from the same platform.  When sales managers have real-time visibility and the ability to drill down, coaching sellers and taking action happens naturally, leading to better deal outcomes.”

VanillaSoft Announces a Trio of Integrations

VanillaSoft announced a trio of new or upgraded integrations for its Sales Engagement Platform.  First, VanillaSoft upgraded its integration with Salesforce, providing synchronization of accounts, contacts, leads, activities (e.g., Tasks, Events, History), and opportunities.  Custom Object syncing is coming soon.  VanillaSoft also announced new technology partnerships with Chorus (ZoomInfo) and Zapier

The Salesforce integration is bi-directional with instant updates.  Prospects from VanillaSoft’s AutoKlose subsidiary are fed to VanillaSoft and uploaded to Salesforce.  The integration also supports improved Salesforce reporting and dashboards, providing a unified reporting interface for all sales activities.  Salesforce reporting “accurately shows conversion ratios and funnel math from stage-to-stage and team-to-team.”

“In most cases, organizations use SFDC as the primary hub for all their lead and account information,” noted Product Marketing Director Bergen Wilde during a demo to GZ Consulting.  “Leads coming in from outside sources, such as marketing automation, would be immediately shared with VanillaSoft.”  For example, “marketing may examine old leads or accounts in SFDC and create a new campaign for these, sending them back into VanillaSoft for pursuit by SDRs.”

The upgraded integration “empowers a sales team with immediate information updates across both platforms so agents using either system can take action without delay.”

Updates to Salesforce are always real-time and triggered by VanillaSoft result codes.  Updates from Salesforce can be either real-time or performed in batch.  For example, Sales Operations can set up real-time synchronization for web form submissions fed into SFDC.  Web leads are then synced with VanillaSoft, providing immediate routing of web leads to SDRs, with both platforms tracking submissions and responses.

A novel VanillaSoft use case is multi-client synchronization between VanillaSoft and client Salesforce instances.  The VanillaSoft project code acts as a “top-level, self-contained database in VanillaSoft,” which signals the relevant client instance, allowing lead generation companies and agencies to support multiple clients. “Lead generation has always been a consistent market for us because we keep the data segmentation.  That’s been since day one – we’ve kept our projects separate,” explained Director of Customer Success Daniel Sims to GZ Consulting.  “Tied to that, we have some pretty cool appointment setting functionality that tends to make us attractive to most lead gen companies.”

Lead Companies can manage prospecting in VanillaSoft and sync activity and lead data with multiple client Salesforce instances.

Other use cases include

  • Managing SDR to AE handoffs: As SDRs book meetings, the information and task are posted in Salesforce for the AE.  If the client is a no-show, the lead can be passed back to the SDR for rescheduling.
  • Upselling: A customer success agent identifies an upsell opportunity and enters it in SFDC.  The record then syncs with VanillaSoft, which notifies the SDR to schedule an appointment for the AE.
  • Triggered Alerts: Salesforce alerts (e.g., overdue payments, deviations from volume commitments, or new opportunities) are routed to SDRs for follow-up.
Salesforce can trigger activity in VanillaSoft.

VanillaSoft noted that it can store raw MQLs until they are sales qualified, at which time the data is synced with Salesforce.  This flow reduces storage fees for low-yield prospects.  Thus, contact records can be purchased from AutoKlose and enabled in VanillaSoft, only becoming Salesforce records once they are sales qualified.

VanillaSoft supports both the Salesforce Lightning and Classic user experiences.  Integration management is performed within SFDC, so admins do not require a VanillaSoft license.

The Chorus partnership is supported for joint customers, providing access to Chorus recordings and transcripts from VanillaSoft.  Similar functionality for Gong is planned for the end of this quarter.

Chorus transcription and analytics are triggered by VanillaSoft result codes, with recordings immediately passed from VanillaSoft to Chorus for processing.  A Chorus logo is then displayed within VanillaSoft, providing a hyperlink to the recording, transcript, and analysis.

Chorus in VanillaSoft

Zapier provides broad integration with other enterprise software platforms.  Sales operations can bi-directionally connect VanillaSoft to hundreds of other applications via a “simple, graphical user interface.”

Zapier is often deployed by SMBs for connecting platforms and triggering workflows.

“VanillaSoft helps SMB sales teams in real-world industries to enhance their sales capabilities and productivity – enabling them to increase their outreach and close more deals,” said VanillaSoft CEO David Hood.  “By establishing relationships and enhancing integrations with other key technologies that our customers rely on within their sales organizations, we are working to make their sales processes more seamless, and ultimately are helping them to ensure their sales success.”

Market Flash: ZoomInfo Releases MarketingOS and Unveils RevOS Packaging

ZoomInfo provides a set of data-enabled services for sales, marketing, recruitment, and revenue operations under the RevenueOS brand.

ZoomInfo announced the immediate availability of its new MarketingOS ABM Platform.  The service is part of a broader RevOS offering that supports marketing, sales, operations, and recruitment.  MarketingOS consolidates ZoomInfo’s legacy marketing capabilities, bringing together two recent acquisitions, Insent and RingLead, with new programmatic and audience management functionality.

ZoomInfo also refined its positioning statement from Revenue Acceleration to Revenue Operating System.  It stated that RevOS is “the World’s only revenue operating system of its kind.”

“Our comprehensive B2B database is the key differentiator that sets MarketingOS apart from other ABM solutions,” said ZoomInfo CEO Henry Schuck.  “ZoomInfo’s unique data science algorithms allow marketers to connect with the right prospects at precisely the right time.  No other solution on the market combines the power of data-driven insights and marketing-optimized workflows like ZoomInfo’s MarketingOS.”

“Marketers typically fail because the data in most ABM platforms is both inaccurate and incomplete.  Current ABM solutions are designed to leverage companies’ own first-party data, which exists in their customer relationship management or marketing automation systems.  Without quality data, marketers pour advertising dollars at the wrong prospects and companies, and, as a result, deliver fruitless leads to sales and waste time and resources.  With ZoomInfo’s best-in-class data and intelligence at its foundation, MarketingOS enables marketers to effectively reach target accounts and drive qualified leads for sales.”

ZoomInfo Press Release, “ZoomInfo Launches New Account-Based Marketing Platform, MarketingOS,” (Feb 8, 2022)

New functionality includes social and display advertising, abandoned from tracking, and audience targeting.  Marketing can build audiences and track campaigns on Facebook, Instagram, and Twitter.  Marketing can also build campaigns and manage them programmatically through Clickagy DSP (ZoomInfo) or TradeDesk.

Marketing OS looks to address the “Funnel Famine” suffered by traditional marketing teams.  Several issues cause Funnel Famine: crowded B2B advertising channels, dirty data, leaky black-box marketing campaigns, siloed data, and sales’ longtime distrust of Marketing Qualified Leads (MQLs).

MarketingOS addresses the issue of leads created by “The Funnel Famine.”

“Most marketing programs begin with data, whether it’s for tailoring your communications, whether it’s for sending an email, whether it’s for sending a direct mail.  It’s all about those accounts that you’re targeting and the professionals at those accounts,” explained ZoomInfo SVP of Product Strategy and Product Marketing Justin Withers to GZ Consulting.  “And the reality is that a lot of data, especially if it’s pulled from the CRM or other systems, is outdated.  It’s inaccurate.  It’s incomplete, and that can actually pollute or even inhibit the lead flow at the top of the funnel, and [it] ultimately leads to poor conversion.  It leads to leaks in the funnel, and all this hard work that marketers put in at every stage of the funnel ultimately spills out before it can even reach sales.”

The reality is that the sales and marketing funnels operate in parallel, not sequentially, as represented in traditional funnel diagrams.  MarketingOS lets marketers run account-based programs in parallel with sales running account-based sales programs “so that everyone’s aligned at every step of the funnel.”

Under current processes, sales and marketing operate in parallel to each other with little coordination and a single point of handoff for MQLs, a situation that “really doesn’t set marketing up for success…and it leaves sales in a bind,” continued Withers.  Thus, marketing complains that sales teams ignore its leads, and sales reps complain about the quality and quantity of marketing-sourced leads.  As a result, there is an “acute misalignment between sales and marketing.”

With MarketingOS, handoffs can occur at different points along the marketing funnel, based on the channel and prospect response.

Sales and Marketing are aligned around a set of target accounts both within and beyond the ICP.  Thus, an ICP account with spiking intent will be passed to sales, even if marketing has had limited conversations.  Furthermore, the rep will know that multiple individuals from the firm have visited the website or that individuals have clicked through on ads or email campaigns.

Likewise, chatbot conversations with target companies can immediately route a chat to the sales rep or schedule a call.

New functionality for managing abandoned forms can revive a prospect.  ZoomInfo claims a 60% increase in lead flow with its abandoned form tracking.

MarketingOS Audience Builder with Audience Segmentation

MarketingOS functionality includes

  • Expanded targeting that leverages the full set of ZoomInfo’s first and third-party intelligence for building and activating audiences.  ZoomInfo selects include firmographics, technographics, biographics (e.g., Title, 192 Job Functions, Job Levels), web forms, and uploaded lists (e.g., tradeshow lists).  Other selects include business events (e.g., funding data, executive changes, projects) and over 300 company attributes (advanced data-mined firmographics such as fleet size and company benefits).  Targeting also ingests account, contact, and lead attributes from Salesforce, HubSpot, and Marketo. 
  • First and third-party intent data time outreach while buyers are in-market, helping to improve marketing and sales efficacy.  Marketers can track up to 500 intent topics, with up to 50 available at a time.  In addition, chat-based targeting is coming soon.
  • An “in-market predictive score” that identifies each prospect’s buying stage, “informing how and when marketers should engage with prospects based on their ranking and helping them to prioritize their outbound efforts on prospects who are most likely to convert.”
  • Campaign Management and Analytics.  Marketers upload their creative, build an audience, set the budget, and select their channels.
  • Webforms, infused with automated enrichment, support shorter forms with reduced abandonment rates
  • Abandoned form tracking, with Workflows passing the lead to sales or additional nurture steps
  • ZoomInfo Chat (FKA Insent), a conversational marketing chatbot that leverages ZoomInfo data to score and route leads.  Chat immediately passes high-scoring, live leads to sales reps.  The chatbot also automates meeting scheduling.
  • Visitor Intelligence, with pages scored differently (e.g., Product Pages are scored higher than Career or Investor Pages)
  • Automated workflows triggered by intent, custom intent, WebSights visitor intelligence, Scoops (e.g., business events, projects), Funding, Technologies, and FormComplete.  Workflows can also be built to expand reach across the potential buying committee by persona.
  • RingLead data orchestration to dedupe, cleanse, enrich, and route leads
  • ZoomInfo Enrich, a set of DaaS enterprise platform integrations for data enrichment and hygiene.

MarketingOS is powered by ZoomInfo’s database spanning 100 million companies, 150 million executives, technographics, intent and engagement data, and event data.

“Marketing and sales funnels work in parallel, so everyone is aligned at every step of the funnel,” explained Justin Withers, SVP of Product Strategy and Product Marketing.  With MarketingOS, “sales and marketing are working in lockstep at every stage of the journey.”

MarketingOS is one of four products branded under the RevOS banner.

Tying together intent and engagement data and processing them through ZoomInfo Workflows is the future of ABM.  Intent data is employed at the top of the funnel when buyers are in the initial research phase.  Once prospects have begun interacting with a vendor, most buyer behavior research falls under the engagement category (e.g., web forms, email responses, chatbots, conversational intelligence, etc.).  Finally, intent data helps identify upsell and cross-sell opportunities at the tail end of the customer lifecycle. 

Engagement and intent data are also valuable churn risk indicators, helping customer success and account managers detect potential cancelations or defections well before decisions have been made.  In addition, intent data can show a spike in research related to product-associated topics and competitors.  Engagement monitoring widens to include customer success interactions, training participation, platform usage, and general account health indicators.

“We can support your new customer acquisition with these signals,” stated Withers.  “We can support your opportunity acceleration with these signals.  We can also support your renewal, upsell, cross-sell motions based on different types of signals that are happening at those accounts.  So, it really is a full customer lifecycle marketing solution.”

MarketingOS will be available as a pair of SKUs:

  • ABM Elite+: The full ABM Platform package, including RingLead Cleanse, Enrich, and Route
  • ABM Advanced+: Package includes everything except RingLead

“The purpose behind the two distinct offerings is to simplify our primary offering for those focused on ABM engagement and marketing programs, as opposed to the more operationally focused data orchestration capabilities,” explained ZoomInfo Analyst Relations Director Michael Basilio to GZ Consulting.

MarketingOS includes ten marketing seats and three administrative seats for RingLead routing and ZoomInfo Chat.

The broader RevOS branding consists of MarketingOS, SalesOS, OperationsOS, and RecruitingOS.  ZoomInfo calls RevOS the “world’s first integrated go-to-market platform.”  All four RevOS services are generally available.

ZoomInfo’s data cloud, orchestration tools (e.g., RingLead, B2B DaaS, Workflows), and engagement tools (advertising, sales engagement, web forms, chat, and conversational intelligence) are at the heart of RevOS.

“There’s nothing more important in business than successfully executing your go-to-market strategy,” states ZoomInfo in its product collateral.  “Get it right, and your business flourishes.  Get it wrong, and you’re toast.  That’s why having one integrated go-to-market platform is so crucial.  You can think of it as your revenue operating system.”

SalesOS bundles together a set of new and legacy sales tools:

  • Sales prospecting
  • Chorus, the conversational sales platform the firm acquired in July
  • Sales insights, including Chorus Momentum
  • Sales CRM integrations and continuous data maintenance
  • The ReachOut browser extension for real-time company and contact research and Send to CRM and SEP functionality
  • ZoomInfo Engage (Sales Engagement Platform)

Sales and Marketing Alignment has been a stated goal of the two functions for at least a decade, but they have operated with different datasets, metrics, objectives, and platforms.  Thus, alignment was more vision than reality.  By aligning ABM on a common platform and reference database, alignment is no longer impaired by an organization’s tech stack and data foundation.

“Crucially, MarketingOS lets marketing teams work from a common data foundation. Only 39% of sales and marketing teams share buyer signals, and half say it’s because their sales and marketing systems don’t integrate. The shared data foundation of SalesOS and MarketingOS tightens key handoffs and unlocks true marketing and sales alignment, eliminating conflicting records, wasted effort, and missed opportunities.”

ZoomInfo CEO Henry Schuck, “Introducing RevOS: The future of modern go-to-market software,” (Feb 8, 2022)

OperationsOS contains RingLead data orchestration (i.e., match, unify, dedupe, normalize, cleanse, enrich, score, and route data) and B2B DaaS services (e.g., APIs, webhooks, cloud data warehouse integrations).

Finally, RecruitingOS contains ZoomInfo Recruit, its recently launched prospecting and engagement service for HR departments and recruiters.  RecruitingOS also includes a set of Applicant Tracking Service connectors.

“Recruiters can filter and reach more good-fit candidates, use pipeline management tools to collaborate and organize the hiring process, and automate the candidate outreach process,” explains Zoominfo.  “This helps you source and connect with candidates faster, reducing the time to find and hire talent.”

Along with new product positioning, RevOS sports new logos, color palettes, styles, and a “unified in-app experience to create a singular, cohesive go-to-market solution that spans the entire suite of ZoomInfo products.”  There are also redesigned data dashboards and reports that “offer a faster, more responsive experience that allows your sales, marketing, and recruitment teams to visually demonstrate ROI and how their work aligns with broader organizational objectives.”

In short, RevOS unifies sales, marketing, revenue operations, and recruitment on the same set of data, providing “the same source of truth” and “one integrated platform for every stage of the marketing and sales funnel.” “If data is the lifeblood of the modern sales organization, then go-to-market teams must have the technology to act upon that data.  RevOS’ unified data tech stack gives sales, marketing, operations, and recruiting teams a single source of truth from which to launch their campaigns and go-to-market motions, simplifying internal workflows, reducing costs, and maximizing interoperability between teams,” blogged Schuck.  “RevOS is the next chapter in ZoomInfo’s journey as the world’s leading go-to-market platform.”

MarketingOS supports a Campaign Manager for building, sizing, and tracking campaigns.

Highspot $248M Series F

Sales Enablement Platform vendor Highspot closed on a $248 million Series F that valued the firm at $3.5 billion, up from its February valuation of $2.3 billion.  The firm, founded in 2012, has raised $648 million to date.  The round was led by B Capital Group and D1 Capital Partners, with Iconiq Growth, Madrona Venture Group, Salesforce Ventures, Sapphire, and Tiger Global Management also participating.

“Technologies that unlock human potential are foundational to our economic future,” said Rashmi Gopinath, General Partner, B Capital.  “Highspot’s undeniable performance, coupled with the enthusiasm of their customer base, is a testament to how transformative their technology is for companies across industries and geographies.  We believe Highspot’s platform is an imperative for businesses aiming to drive sustainable growth.”

Highspot will deploy the funds to hire additional staff and open offices in the EMEA and APAC regions.  The firm, which doubled in size over the past two years to 800 employees, plans to add 500 staff over the next twelve months.  Highspot is based in Seattle, with offices in London, Munich, and Paris.

The pandemic accelerated demand for digital platforms such as Highspot as “road warriors have become home warriors,” said Wahbe.  In addition, the shift from traditional selling to digital required new tools and skills.  “Salespeople have to be better than ever in holding the attention of the customer.”

“Even before the onset of the pandemic, buyers were trending toward self-reliance with a plethora of resources at their fingertips, researching vendors on their own time and relying on salespeople as mere transaction facilitators,” Wahbe told VentureBeat via email. The sudden shift to a remote business landscape caused by COVID-19 accelerated this trend, and now modern buyers prefer — and expect — fully virtual sales … A handful of sales tech companies anticipated the trend toward digital selling and strategically designed their products to help turn salespeople from transaction helpers into heroes. Highspot is one such company.”

Highspot CEO Robert Wahbe, “Highspot raises $248M to bolster sales enablement using AI,” VentureBeat (January 13, 2022)

The firm, which has over 170 open positions, is broadly hiring across engineering, product, design, marketing, and sales.

“We see an incredible opportunity in front of us,” said CEO Robert Wahbe. “We need to continue to invest very significantly and invest in our go-to-market team, invest in our product, and [invest in] the capabilities of our product.”

Last month, Highspot announced a quartet of executive hires:

  • Arvind Prakash, Product Management VP: Prakash is a global product and technology leader with over twenty years of experience at Compass, Expedia Group, and Microsoft.
  • John Zhang, Engineering VP: Zhang held Engineering roles at Microsoft, Twitter and Weibo.
  • Julie Valenti, Account Management VP: Valenti has over twenty years of experience running customer-facing teams at DocuSign, Oracle, Responsys, and Yesmail.
  • Kelly Lewis, Revenue Enablement VP: Lewis joins with over 15 years of experience in revenue leadership and technology sales.  Lewis is a former Highspot customer joining from Amwell.

Highspot supports content recommendations, content engagement analytics, sales training, and sales coaching

The recently launched Highspot Marketplace is a partner exchange for marketing, sales, enablement, and customer success partners.  Companies can import packages of content, tools, and training from two dozen partners, including Sandler, Challenger, and Winning by Design.

Highspot Sales Training Dashboard

Highspot has grown revenue 935% over the last three years and posted an Annual Recurring Revenue net retention rate of 130% over the past year. 

Last year, platform usage increased 150%, with Highspot providing training to eight million salespeople, channel partners, service reps, and customers in digital sales experiences.  Highspot counts DocuSign, General Motors, Nestle, Siemens, and Verizon Media among its 700+ customers.

Wahbe envisions the firm going public but did not set an IPO timeframe. “Our focus continues to be on building a significant company in the enablement space,” said Wahbe. “We’re focused on growing the company, which of course then enables us to go public.”

Vista Equity Takes Majority Stake in Salesloft

Salesloft has been building out its deal intelligence alongside conversations and cadences.

Vista Equity announced that it took a majority stake in Sales Engagement vendor Salesloft.  CEO Kyle Porter indicated that the round values Salesloft above $2.3 billion.  Salesloft is on a roll, hitting $100 million in annual recurring revenue this summer and growing annual revenue 50% this year.

Salesloft rebranded this fall with new positioning around the “Modern Revenue Workspace.”  Its Winter 2021 release included sentiment analysis for inbound emails and an AI Chrome extension tool for optimizing emails.  Salesloft also recently opened a German data center, helping it comply with GDPR and European data hosting requirements.

According to Vista Equity, Salesloft is the most capital-efficient business in its space, meaning that they are enjoying smart growth.

“This means customers can trust that we will continue to deliver the best products and service in our industry,” stated VP of Product Management Frank Dale.

At the beginning of the year, Salesloft closed on a $100 million round that valued the firm at $1.1 billion.  The January investors, led by Owl Rock Capital, have retained their stakes in the firm.

Porter told the Wall Street Journal that he foresees an IPO but did not provide details on timing.

“From day one, Salesloft’s vision has been to help sellers more successfully engage with and serve their buyers.  This investment is a huge milestone in Salesloft’s journey to becoming the most loved brand in sales technology.  It gives us the resources we need to continue serving our amazing customers, while innovating solutions to solve the complex challenges faced by sellers.”

Salesloft CEO Kyle Porter

The additional funds will be deployed towards product development and market expansion, focusing on the Asia Pacific region, and “tripling down” in EMEA.  Salesloft is enjoying triple-digit growth in EMEA after opening its London EMEA HQ in April 2019.

“This deal is about GROWTH for our CUSTOMERS,” posted Porter on LinkedIn.  “We’re growing >50% annually as the most efficient player in our category, which is critical to long-term sustainability and success.  We will be fueling significant innovation and customer services as a result of this deal.”

“This partnership with Vista is about the future we’re building for our customers,” commented CRO Steve Goldberg.  “It’s about making the lives and jobs of sellers easier.  It’s about quickly delivering the solutions and experience they need to win.”

“Vista is proud to be a preferred partner for founders of fast-growing, high-performing, high-potential companies, and we are excited to work with Kyle and the Salesloft team,” said Monti Saroya, co-head of the Flagship Fund and senior managing director at Vista.  “Salesloft has built an incredible enterprise software platform that provides tangible ROI by empowering sales teams and managers to increase productivity, and we are excited to bring our decades of enterprise software experience to help Salesloft further fuel its growth trajectory and global expansion.”

Vista wrote a long blog welcoming Salesloft, but the piece did not focus on Salesloft’s current positioning or value proposition.  Instead, Vista discussed its long history working with Porter (it was a Series A investor), Porter’s focus on recruiting talent and helping build the Atlanta tech ecosystem, and his willingness to mothball the Prospector product so the company could focus on building out its Cadence service.

I would add a few other notes about Kyle, whom I’ve known for just as long.  He is a natural-born storyteller who exudes enthusiasm, just as every sales rep should.  He also emphasizes authenticity in sales, the need to balance automation with personalization (a variation on authenticity), and the importance of building a strong company culture.

David Cummings, who has served on Salesloft’s Board since its early days, lauded Kyle Porter and his willingness to pivot the company for growth and recruit top talent.

“Salesloft is mostly the story of the will, determination, and grit of the entrepreneur Kyle Porter.  From a full reboot of the business in the early days, to multiple pivots, and recently navigating the pandemic, Kyle has endured the high highs and low lows of entrepreneurship many times over.  And one of his superpowers is recruiting an amazing team starting with Rob Foreman.  Rob was introduced to Kyle through a chance encounter at a local event.  From there, the two hit it off and developed one of the strongest yin/yang partnerships I’ve ever seen.  The team grew to include incredible leaders across all the functions including Ellie, Sydney, Scott, Chad, Steve, and many others.”

“Kyle was the visionary all along,” continued Cummings.  “Through a strong focus on organization health, never-ending love for the customer (#saleslove), bold acquisitions of several companies, and masterful fundraising, Kyle operated in one of the most aggressive, yet thoughtful, ways imaginable.”

The RevTech space has some excellent CEOs who match product vision and intelligent growth with passion and a stakeholder perspective.  Besides Porter, the industry is lucky to have Henry Schuck (ZoomInfo CEO), Manny Medina (Outreach CEO), Jon Miller (Founder of Engagio and Marketo and currently the Chief Marketing and Product Officer at Demandbase), Sangram Vajre (co-founder of Terminus, author, and leader of the Flip My Funnel movement), and others.

Salesloft supports 4,000 customers, including IBM, Google, Cisco, Shopify, and LinkedIn.

As part of the transaction, Vista will be joining Salesloft’s Board, and Cummings will be exiting it.

Global Database Adds Sales Engagement

London-based Sales and Credit Intelligence vendor Global Database added Sales Engagement features to its service.  Sales reps can automate their outbound campaigns with sequences of emails, phone calls, and other tasks.  Other features include A/B testing and analytics.

CEO Nicolae Buldumac demoed the new service to GZ Consulting, which is generally available but undergoing a soft launch with a formal release in early Q1.

“We want our customers to succeed in their outreach campaigns,” explained Buldumac.  However, “having access to data is not enough.  You need to have the necessary tools that will save you time and make your campaigns more effective.”

The Sales Engagement Platform adds an activation platform for sales reps, allowing them to reach out to prospects in a structured manner.

“We already see a lot of positive responses from our existing customers that have started using the platform, and many new features will be released in the coming weeks.”  Among the pending features are a phone dialer, Chrome extension, and Global Academy, “a series with educational material, where we will communicate the best practices to set up your campaigns, with specific examples that are working for us.”

The new Sales Engagement Platform is included as a new module at no extra charge.  The platform supports email templates, sequences, and analytics, but a dialer will not be available until Q1.

Sales reps can select one or multiple contacts from the Prospector module and assign them to a sequence.  Global Database may be licensed regionally or globally, with pricing based on the selected region and number of users.

Sales Engagement Platform provides Send to CRM support for Salesforce and Microsoft Dynamics, with HubSpot planned; however, the service does not yet sync activities between the engagement service and CRMs.

Email templates support dynamic variables, signature blocks, and rich text.  Templates are shareable, so marketing or sales ops can create email messages and share them with the sales team.

Email reports track emails sent, replies received, tasks completed, and deliverability, helping reps and sales operations “make informed decisions on future campaigns.”  Email analytics include top engagement by title, industry, country, and employment levels.

Global Database Email Engagement Analytics

Other email features include out-of-office detection, unsubscribe support, and manual send.

Separately, Global Database announced a data request feature that lets sales reps request similar contacts.

“Once such a request has been received, our system will automatically search in multiple sources,” explained CEO Nicolae Buldumac.  “If there are limited results, this request will be passed to our in-house data enrichment team for manual review.”

Global Database supports Similar Contact prospecting. Global Database editors will research additional prospects if the returned set is small.

Global Database maintains a global collection of company, contact, credit, tenders, and filings data spanning:

  • 120 million companies
  • 118 million contacts
  • 6 million emails
  • 1.2 million direct dials
  • 20 million general numbers

Global Database contacts are GDPR compliant and employ a Legitimate Interest basis for data collection.  Global Database is registered with the UK Information Commissioner’s Office.

“The lawful basis that we rely on for processing personal information in our public records register is that the processing is necessary for our legitimate interests which are not outweighed by the rights and freedoms of the individual (Article 6(1)(f) of the UK GDPR),” explained Buldumac.  “Our legitimate interests include the fulfillment of our mission as set out above; namely, to increase and promote transparency of the corporate and business world, including the existence, ownership, activities, entities, and people connected with them, by maintaining our public register.”

Most Sales Engagement vendors do not own a database (the major exception is VanillaSoft which acquired AutoKlose), but several database vendors have added sales engagement capabilities to their platforms, including ZoomInfo, Cognism, and Data Axle Genie.  Adding sales engagement features is a logical market extension for B2B database companies as it provides workflow and activation tools for their data, increasing the value of the underlying database.

Global Database is profitable, and revenues are growing, but Buldumac chose not to disclose the firm’s growth rate.

Outreach Deal Intelligence (Part II)

Continuation from yesterday’s blog on Outreach Deal Intelligence.


The Outreach platform manages and monitors deal health beginning with Sales Development Reps warming up accounts via sequenced outreach.  Once a prospect is ready to speak with an account executive, the meeting is calendared, and relevant stakeholders are notified.  During meetings, Outreach Kaia records, analyzes, and summarizes calls while providing real-time transcription, bookmarking, and insights.

Outreach Kaia also triggers the creation of an opportunity and “recommends a pre-built blueprint for a mutual action plan, known as Success Plans, between buyer and seller.”

Outreach Success Plans align buyers and sellers to improve action and predictability.  They act as a buying hub that allows buyers and sellers to agree on shared success criteria, objectives, and timelines.  Success Plans also support shared access to project resources, allowing new demand unit members to quickly access project documents.  Only invited individuals can participate in the Success Plans.

Outreach claims that two-thirds of buyers have “stopped working with a company mid-deal, simply because the competitor provided a better buying experience.”  Thus, streamlining the document sharing process, framing the timeline, and agreeing on success criteria facilitates the process and improves deal visibility and the likelihood of winning each deal.

“The Success Plan in Outreach is the only integrated mutual action plan that already has all the activity data to date associated with the deal, including the meeting notes and email exchanges.  Combined with the power of AI-captured job titles and sentiment, Success Plans include all the people engaged in the deal on the buying team, along with the milestones, purchasing steps, and resources needed to collaborate on the deal going forward.  Every new meeting booked, stakeholder introduced, and resource shared is automatically synced into the Success Plan.  This takes the administrative tax off the seller and gives them more time to actively sell while ensuring accurate and timely data capture of granular buyer engagement.  Each phase in the Success Plan is pre-configured and linked to a stage in the sales process under the hood. Gone are the days of sales leaders hounding reps for status updates – they are now updated and monitored automatically.”

Outreach CMO Melton Littlepage

As the deal progresses, Outreach captures engagement and sentiment across meetings, emails, and the Success Plan, feeding AI-based deal health insights and recommendations to sales reps and management.  In addition, deal health is aggregated at the team level in Outreach Commit, with projections around which deals are likely to close during the quarter.

Outreach AI Guided Deal Intelligence

Outreach is positioning the new functionality as a “single source of truth for deals, pipeline, and forecasting” that drives “faster deal cycles and more predictable revenue.”  Its platform offers a single solution for sales engagement, conversation intelligence, digital salesrooms, and revenue intelligence.

“Outreach has already demonstrated that by creating operational excellence with a system of action for prospecting, you can optimize your sales processes and qualify more deals, faster,” said Outreach CEO Manny Medina.  “Outreach’s new AI-Guided Deal Intelligence demonstrates this again with the closing process – by centralizing the activity around a deal behind a single pane of glass, capturing accurate data and transforming it into deal health insights that drive actions, account executives are more equipped than ever to close more deals, faster, and sales managers, leaders and CROs can sleep soundly knowing they finally have a source of truth for deal health.”

Deal Intelligence will be available for an open beta in early 2022.

Apollo.IO $32M Series B

Sales Intelligence and Engagement vendor Apollo.io closed a $32 million Series B led by Tribe Capital, with participation from NewView Capital and existing investor Nexus Venture Partners. In addition, Sri Pangulur, a partner at Tribe Capital, joined Apollo.io’s board.  Total funding sits at $41.3 million.

Apollo is deploying the funds towards building out its product and engineering teams.  It will also expand its sales, marketing, and operational resources, including additional leadership hires.

In a blog announcing the transaction, CEO Tim Zheng admitted that the Apollo brand is not well known and that Apollo will be using the funds to address brand weakness.  “Our next steps include increasing awareness of Apollo, increasing our user base outside of small teams, and building out an intelligence layer in Apollo to make individual sales reps and teams more successful.”

Apollo is growing rapidly, with its customer base increasing 200% over the past year despite awareness issues.  It has been profitable for the past eighteen months and has more than one million users and 9,000 paid customers.

Recent enhancements include an international dialer, contact and company data improvements, and prospecting and Chrome extension upgrades.

“Apollo is challenging the status quo in B2B lead intelligence and sales engagement by making contact data and prospecting tools in this space more accessible,” said Pangulur. “Seeing the company’s incredible growth over the past year, enhanced product offerings, and new client acquisitions, we are confident in Apollo’s ability to disrupt the SalesTech market for B2B companies, offering a more intelligent, more cost-effective, and simpler solution.”

Apollo falls into a category that I’ve labeled Hybrid Engagement that combines sales engagement tools with sales intelligence and B2B DaaS.  Other vendors with Hybrid Engagement capabilities include ZoomInfo, Cognism, Data Axle Genie, and VanillaSoft.

“Sales professionals at B2B companies are burdened by a go-to-market process that’s manual, tedious, and complex. It’s stifled by convoluted workflows, very little guidance, lengthy onboarding, and high price tags for name-brand solutions,” said CEO Tim Zheng. “This funding will help us further accelerate our product-led growth model, which has seen tremendous success in the contact data space. 

“Apollo’s vision is to give its customers the most powerful and intelligent GTM platform in the industry, so they can reach their full market potential,” continued Zheng. “We want to make access to B2B data even easier, while enhancing the data with sales intelligence and automated workflows.”

Apollo Job Change Alerts

Apollo has assembled a database of 200 million contacts across ten million companies.  Data include direct-dial phones, emails, funding intelligence, technographics, and job changes.  Apollo’s dataset supports direct research, lead prospecting, and LinkedIn matching via a Chrome Extension. In addition, Apollo Refresh performs real-time updates in Salesforce.

Sales Engagement features include sequences (cadences), automated emails, A/B testing, a click-to-call dialer, and a rules engine.

“As we emerge from the pandemic, buyers want an Amazon-like experience where companies are anticipating their needs. You need user data to better drive the sales experience, and as it evolves more personalized capabilities as well,” said Zheng.  “Apollo has some unique positioning in that they are doing product-led growth, but also covering the data stack as well.”

Apollo employs a freemium model with ten free exports per month, the Chrome extension, a Gmail extension, and limited sequences. 

Basic, at $49 per user per month ($39 billed annually), provides 250 export credits per month, unlimited sequences, email integrations, and a broader set of reports and Dashboards. 

The Professional edition adds the dialer, call recordings, customizable reports, and 1,000 exports per month.  Professional is priced at $99 per user per month when billed monthly and $79 per user per month when billed annually.

There are additional fees for full Salesforce synchronization, API access, Apollo Refresh, and exporting up to 10,000 records at a time. In addition, advanced dialer features (e.g., international dialing, call transcription, local presence, and CRM logging) are only available as part of custom packages.

Apollo employs a freemium model with 9,000 paid customers.

Flash: Groove Series B and Product Enhancements

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.”

Groove Custom Objects for Salesforce.

“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.

Groove OmniActions

“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.

Market Flash: Outreach Acquires Canopy and Launches Outreach Commit (Part II)

Continuing from yesterday’s post that discussed revenue innovation and the Sales Execution Gap. Today I am discussing their new Outreach Commit and Outreach Success Plans.


Outreach Commit, based on their Canopy acquisition, offers sales analytics and forecasting capabilities that augment Outreach’s AI-based buyer sentiment and Success Plans, providing Outreach customers with “true visibility across the entire revenue cycle.”

“The use of deep learning and big data has the potential to transform B2B forecasting in the same way it has transformed B2C forecasting. Such changes are shifting the emphasis on forecasting from predicting the number to beating the number…Reliable activity data allows sales leaders, for example, to drive more rigorous pipeline reviews and estimate forecasts with greater confidence.  It allows companies to discover and capture data about prospects and customers that previously lived in the realm of the ‘shadow pipeline’ — that murky world of secret selling that organizations have traditionally been blind to.”

Forrester Research Principal Analyst Anthony McPartlin, “Enabling B2B Interaction Visibility In A Converging Sales Tech Landscape” (June 2021)

Commit provides a flexible forecasting model with multi-level views, allowing managers to view a probabilistic model of outcomes for multiple periods and teams based upon prior win-loss histories, current pipeline, and adjustable assumptions.  Revenue forecasts are broken into Booked, Weighted Pipeline, and Intra-period high-velocity deals (i.e., projected new opportunities that are not in the pipeline but will close before the end of the period).  In addition, models can be adjusted to account for events external to the model (e.g., new product launches, tradeshow held earlier or late in the quarter, economic shocks).  The underlying KPIs that drive the models are selectable when setting them up, with the model updating every fifteen minutes.

Outreach Commit supports dynamic forecasting with bear, bull, and most likely outcomes.

Commit provides individualized rep scorecards based on company KPIs.  Managers can set targets, coach to outcomes, and level up their team.  Managerial note-taking helps them track 1:1’s, assign tasks, and track completion.

Commit supports active deal monitoring that flags deal risks and delivers insights.  “Signals notify leaders of the things they need to know today.  From opportunity risk identification to shifts in top of funnel metrics, Signals act as your eyes and ears–ensuring your frontline leaders are focused on what matters most to your business.”  Deal risk is significantly reduced when issues are flagged early to reps, and managers can provide on-demand coaching to address nascent problems.

Commit also supports Custom Signals.  Revenue Operations sets custom thresholds and unique parameters.

At a recent analyst briefing, Outreach management emphasized that they offer a tripartite value proposition: Engage (Sales Engagement), Guide (Kaia Conversation Intelligence), and Commit (Outreach Commit).

“To achieve predictable, efficient growth, every organization needs to engage with their buyers, guide their sellers through strong sales cycles, and then commit the number with confidence.”

Canopy deal terms were not disclosed.  All nine employees have joined Outreach. The startup, founded in 2019, had raised $2.1 million.

Outreach also provided updates on Outreach Kaia and Success Plans at its Unleash event.  Kaia, its Conversation Intelligence platform that was developed in-house, is adding real-time talk analytics, Comprehensive Search, Saved Search, and Outreach Voice Import.  The new capabilities will be available by the end of the month.

Call analytics provide real-time talk-time visibility, letting reps self-correct if they are speaking too much.

Comprehensive Search provides managers with access to notes, content cards, action items, and transcripts across the sales organization.  Additionally, both meeting platform intelligence and Outreach Voice cold calls are included.  Thus, “leaders can identify trends and risks across teams and at various stages of the sales cycle.”

Saved Search Alerts provide scheduled intelligence on key topics, allowing managers to track competitors, pricing, functional requests, etc.

Outreach Voice Import supports post-call analysis of Outreach Voice and Microsoft Teams.  Fully integrated support for Teams is scheduled for 2022.

Outreach warns RevOps not to trust the algorithm blindly. Instead, revenue teams should understand “the math behind every forecast to see what’s actually driving the number.”  Accordingly, Outreach maintains the fidelity of data signals such as engagement and sentiment through transparency that displays “every opportunity and signals where sellers should take action.”

“Canopy’s Augmented Revenue Analysis engine combines advanced statistical modeling with machine learning and artificial intelligence,” states the Canopy website.  “Simply put, we show our math.  Instead of black box predictions, we show you every trend and variable driving our predictions, ensuring you have access to every data point necessary to confidently call your business.”

Users can also review “where you started and where you finished,” providing a post-mortem period review that “pinpoints slippage, forecasting variance, and conversion rates across any data point from any time window.”  They can also generate “what if” scenarios with multiple assumptions.

Outreach Success Plans provide a shared portal for buyers and sellers to exchange timelines, success criteria, resources, and people.

Outreach Success Plans, which were announced back in May, will be generally available on October 27.  Success Plans align buyers and sellers to improve action and predictability in a shared deal room.  They act as a buying hub that allows buyers and sellers to agree on shared success criteria, objectives, and timelines.  Success Plans also support shared access to project resources, allowing new demand unit members to quickly access project documents.  Only invited individuals can participate in the Success Plans.

Success Plans provide an additional set of engagement intelligence for tracking deal risks and momentum.  The Opportunity View includes Success Plan views, comments, resource downloads, and shares, providing engagement insights specific to deal planning and document sharing.

Outreach Success Plans deliver “unparalleled visibility into pipeline opportunities and risks,” blogged VP of Product Marketing Victoria Grady.

Outreach claims that two-thirds of buyers have “stopped working with a company mid-deal, simply because the competitor provided a better buying experience.”  Thus, streamlining the document sharing process, framing the timeline, and agreeing on success criteria not only facilitates the process and improves deal visibility but improves the likelihood of winning each deal. Outreach supports 5,000 customers, including 19 of the 25 fastest-growing public companies and more than 60% of the Cloud 100.