Outreach Makes LinkedIn’s Hot Companies List

Seismic content can be included in Outreach email templates.

On Wednesday, I congratulated Drift and Cognism for making the LinkedIn Hot Companies list. Somehow I missed that Outreach also made the US list at #50. Perhaps I stopped looking at #49.

So congratulations to CEO Manny Medina and the team at Outreach. The Sales engagement firm has been going head-to-head with SalesLoft to become the leading vendor in its category.

Outreach is based in Seattle and reached unicorn status earlier this year, a rather impressive feat for a five-year old company that doesn’t rent scooters. It is on track to hit 450 employees by the end of the year and has doubled its revenue growth each year since 2016.

Outreach has 3,500 customers including Adobe, DocuSign and eBay.

One area of rapid growth is in its Galaxy partner ecosystem. New partners include Seismic, BombBomb, and Sendoso.  The Seismic integration allows reps to insert Seismic content into emails and multi-recipient sequences via a Seismic icon.  Reps are notified when prospects view content, allowing them to “transition the prospect into a high-priority, more personalized Sequence.”  Sales reps can also send follow-up content after a successful demo or meeting and modify messaging based upon which Seismic content is resonating.

BombBomb supports personalized videos which are inserted into sequences.  When a recipient watches the video, reps can trigger an urgent call task or place the viewer into a high-touch sequence.  Recorded videos and screen captures are also supported.  BombBomb is priced at $29.99 per seat per month with volume discounts.

Sendoso supports sequences which include e-gift or direct mail steps.  Reps can also setup triggers when e-gift links are activated or direct mail items received. For example, I recently attended a trade show and received a box of mini-cupcakes afterwards with an accompanying note from the Sendoso sales rep.

Other new partners include Aircall, BigPicture, Crystal, Dooly, LeanData, LiftIQ, Nova.ai Intelligent Customer Management, OBMetrix by Iceberg RevOps, Reachdesk, RingLead, SnapApp, Sona, and TopOPPS.

Outreach Unleash

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.”

Outreach listed a set of future partners including Alyce, BombBomb, Clari, LeanData, OneMob, and Tiled.

When composing emails, third-party content is immediately accessible.  Vendors leveraging the new plug-in capability include Vidyard and Sendoso.

The new events stream plugin feeds third-party events to the Outreach activity feed.  These events can then act as triggers for additional action.

An Enhanced Team Performance Dashboard is planned for 2019.
An Enhanced Team Performance Dashboard is planned for 2019.

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.

SalesLoft Rainmaker Announcements

SalesLoft's announced a new partner app directory at its Rainmaker 2018 user conference. The partnership apps span eight categories and include LinkedIn, Salesforce, Zoominfo, Twitter, Owler, Outlook, and Gmail.
SalesLoft’s announced a new partner app directory at its Rainmaker 2018 user conference. The partnership apps span eight categories and include LinkedIn Sales Navigator, Salesforce, Slack, Zoominfo, Twitter, Owler, Outlook, and Gmail.

Amongst the announcements at their Rainmaker 2018 conference, SalesLoft added an app directory to its service to assist with partner discovery across 28 solutions. Partner applications are split into eight categories with a few listed in multiple categories:

  • CRM: Salesforce
  • Email: Gmail, Outlook, Vidyard (video), Sigstr (signature blocks), and Crystal (AI message coaching)
  • Sales Intelligence: LinkedIn Sales Navigator, Twitter, Owler, and 7 other vendors
  • Sales Data: Zoominfo, Datanyze, and LeadIQ (browser lead capture)
  • Sales Content: DocSend (content management & tracking), Sendoso (swag, startup kits), and Highspot (sales enablement)
  • Sales Coaching: ExecVision, Gong.io, NoteNinja, and TalkIQ (all four transcribe calls and analyze them)
  • Sales Productivity: Slack, Engagio, Demo Manager, ChiliPiper (Meeting Scheduling)
  • Security: Four vendors

Sales enablement vendor Highspot was demoed at Rainmaker. The native service assists with content searching for inclusion in cadence campaigns. The service also supports email tracking and analytics.

“Highspot Everywhere is designed to seamlessly tie sales enablement processes into tools your team uses every day–including SalesLoft,” blogged Highspot Senior Content Marketing Manager Kate Kirby. “Sales representatives can leverage the power of Highspot directly within SalesLoft by inserting content into email cadence campaigns, taking full advantage of the Highspot content engagement analytics and user tracking capabilities.”

Sendoso, a direct mail gifting program, was also announced at Rainmaker. The gifting platform supports new SalesLoft steps including rewards for attendance, thanking new customers, and garnering prospect attention.

TalkIQ joins several call coaching services on the platform which create and analyze call transcripts. “More than 70% of customer interactions occur over the phone,” notes SalesLoft in its app directory. “TalkIQ analyzes each of these conversations and surfaces insights about how customer-facing teams operate. TalkIQ’s best-in-class, proprietary AI, reveals hidden trends, recommends actions, and predicts call outcomes in real-time. Successful companies use TalkIQ daily to make smarter decisions, increase revenue, improve customer engagement, and build better products.”

Other Rainmaker announced partnerships include Dark Sky (weather data) and Bombora (intent).


Part II of this blog discusses new SalesLoft functionality and partnerships concerning LinkedIn, Calendaring, website tracking, and email connectors.