Vendor Neutral published Nicolas De Kouchkovsky’s seventh annual SalesTech Landscape. When viewed online, a magnifying glass helps the viewer focus on specific categories. The eyechart now contains over 1,000 tools across fifty categories.
New categories include “Extended Reality (XR), Email Deliverability, Product-Led Sales Platform (i.e., PLG CRM), and Ecosystem & Co-Selling Management to enable the emerging ‘nearbound’ sales motion.
Unfortunately, the SalesTech Landscape is not available for licensing or as a downloadable list.
“Sales engagement is the first category that came out of modern SalesTech stacks,” remarked De Kouchkovsky. “When it emerged, it provoked a gold rush, stimulating the birth of a myriad of email solution providers. Fast forward to today, multichannel — email, voice, including growingly LinkedIn and messaging — is the norm. It forced the landscape to settle: some vendors have graduated into true multichannel engagement platforms, some have pivoted out of the space, and the rest are offering the function as a commodity.”
Traditionally, sales engagement platforms have focused on outbound prospecting. It’s time to reset: inbound matters,” continued De Kouchkovsky. “In a world where buyers are researching on their own, engaging them when they land on your website constitutes a unique opportunity.”
De Kouchkovsky argued that sales reps are overwhelmed with data entry and juggle multiple apps with more complex workflows. He called out several emerging solutions beyond Sales Engagement Platforms for addressing these problems: Collaboration and email plug-ins, Sales Workplace systems (e.g., Dooly, Scratchpad) that “overlay existing systems to offer sellers a streamlined experience to update systems,” and workflow automation tools that manage “the back-end synchronization between the various apps of the stack.”
“Digital Sales Rooms (DSRs) are not new but now play a more strategic role in sharing content with all the stakeholders and helping better ‘read’ deal dynamics through content consumption, remarked De Kouchkovsky. “Mutual Action Plans began as shared to-do spreadsheets. They are becoming another mini-category, used not just by customer success teams but also to drive the initial sale through to onboarding.”
The Landscape is also seeing a blossoming of AI assistants that offer recommendations and guidance. This category grew 2X over the past year.