Tag: Outreach Connector

Demandbase / Outreach Integration

Demandbase announced a native Outreach integration with other SEPs in development.  Streamlining Sales Intelligence and Sales Engagement allows reps to “focus on engaging with prospects and closing deals, rather than wasting time on manual tasks.”  The I-frame integration supports core Demandbase Sales Intelligence functionality within Outreach workflows.  For example, sales reps can research companies and contacts, build lists, and launch Outreach sequences inside of Outreach.

The Demandbase Sales Intelligence Watchlist displayed as an I-frame tab in Outreach.

Users will see common information, tools, and workflows presented in the same format as their CRM but in Outreach’s Account, Prospect, and Opportunity records.  There is also a standalone tab in Outreach similar to the Demandbase standalone tab found in CRMs.  This Custom Tab supports company and contact searching, prospect list building, connection management for warm introductions, customer and prospect news tracking, and custom buying trigger configuration.

“We’ve noticed that the order of preference as far as where sellers spend time actually starts with their SEP – So, Outreach.  And if they have to, they’ll go to CRM,” observed Demandbase Product Marketing Manager Travis Breier.  “When you look at Outreach users who have Demandbase and Outreach, they can spend all of their time within Outreach and never have to go to the Demandbase platform.  They’re not missing out on any information… It’s just one less thing that they have to learn and one less barrier to access the Demandbase information.”

“Being a seller has never been easy, but the proliferation of data and tools has led to stressed-out sellers with lost productivity, lower quota attainment, and less revenue,” says Gabe Rogol, chief executive officer at Demandbase. “With our simplified and smarter Sales Intelligence solution, reps no longer need to waste precious time figuring out their next steps and executing them.  Instead, they can close more deals and make more money.  Think of our intelligence as a sales superpower, all within the tools sellers use every day.”

Demandbase Sales Intelligence is integrated with Salesforce, Microsoft Dynamics 365, Outreach, Slack, and browsers.  The Sales Engagement integration enables reps to add contacts to Outreach sequences and personalize the messaging.

“Integrating Demandbase’s Sales Intelligence directly within our platform will unlock new levels of value for sales teams looking to efficiently create and predictably close more pipeline,” said Outreach CEO Manny Medina.  “With this next-generation integration, sellers can more easily and quickly find and contact accounts, get data-focused insights, and unlock new levels of productivity — all while never leaving the Outreach Sales Execution Platform.”

Demandbase recently dropped the Cloud Designations for its products, emphasizing its unified functionality within the Demandbase One platform.

“We found that it kind of creates this illusion of complexity that we don’t feel serves it justice as far as the actual products you’re spending time in,” said Palmer.  “They’re even more interconnected.  Most of our customers are now buying three or more products.  We’ve got bundles and packages of everything, so we’ve just moved away from that whole cloud nomenclature to just Demandbase One.”

The Cloud services will now be called Demandbase ABX, Demandbase Advertising, Demandbase Sales Intelligence (FKA InsideView), and Demandbase Data.

A Hot Leads feature that provides SDRs with key engagement insights and the ability to take action on unknown leads will soon be available.  Hot Leads will be displayed in the Prescriptive dashboards and identified by engagement activity, intent, recency, news/company/job changes, technographics, etc.  Hot Leads will be GDPR and PII compliant.

In other news, Demandbase was named a Notable Provider in Forrester’s Account-Based Selling Technologies Landscape, Q2, 2023 report.  Seventeen vendors were included in the report.  Account-Based Sales vendors “improve visibility into the potential of each account; increase sales rep efficiency; and increase pipeline value (deal size), win rates, and forecast accuracy.”

“The landscape for B2B GTM teams continues to change at [a] breakneck pace.  At Demandbase, we’re committed to shaping that market evolution to empower our customers to achieve their most audacious goals,” said Demandbase CPO Brewster Stanislaw.  “This year, we’ve placed a deep focus on making sellers’ jobs easier and more effective with AI-powered insights and seamless workflows, and we believe our inclusion in this report further validates that direction.”

Continue to my coverage of Demandbase Smarter Sales Intelligence.

Terminus – Outreach Integration

ABM Platform Terminus and Sales Engagement Platform Outreach rolled out an integrated solution to enhance ABM workflows based on shared account data and personalized messaging.  Terminus account data identifies “high-value accounts in real-time to easily kick off highly personalized sequences to the accounts that their marketing teams are targeting.” Outreach multi-channel sequences have been tied into Terminus chat, email signature advertising, and website personalization, providing a personalized customer experience and account-based routing.

“It’s our mission to help marketing and sales together drive full-funnel account engagement,” said Terminus CEO Tim Kopp.  “Now with Terminus, Outreach customers can leverage the powerful account intelligence available in Terminus along with their existing sales engagement programs.   This makes it easier than ever for marketing and sales to better engage with the right accounts and deliver a cohesive experience at every point of the customer journey.”

The integration helps promote sales and marketing alignment through shared data and messaging tools that reduce the friction across email, website, and chat.  

“Meaningful revenue growth happens when sales and marketing are completely aligned and focusing on the accounts that matter most,” remarked Terminus Marketing VP Justin Keller. “Most of the time, that’s easier said than done, but we’re extremely jazzed about this integration because it makes that alignment simple and automatic.”

Terminus’ Chat from Anywhere functionality, based on their 2020 Ramble acquisition, routes chats to the most appropriate sales rep.  Chat from Anywhere links may be embedded in Outreach emails as a CTA.  The chatbot initially manages the conversation before routing the chat to the sales rep.  If the rep isn’t available, the bot can offer to schedule a meeting, offer content, or qualify the prospect.

Chat conversation logs are stored within Outreach notes.

Along with email, Terminus Chat from Anywhere links can be embedded in LinkedIn, Twitter, Landing Pages, etc.

“Rather than an asynchronous back-and-forth on email, you can pull the people you’re emailing directly into a live conversation with your sales team where they can provide a highly-personalized experience based on the account data available from Terminus,” blogged Keller.

The partnership also supports email banner marketing based upon Terminus’ Sigstr acquisition.  Terminus can embed targeted, personalized ads within the signature block of sequenced emails. “This capability opens up a massive new advertising channel ready to promote your most important initiatives,” wrote Keller.  “From general promotion of things like content or events, to targeted one-to-one campaigns that garner outrageous engagement.”

Conversations that originate on a website are now automatically routed to the appropriate account owner in Outreach.  Based on the conversation, those visitors can be automatically enrolled in Outreach sequences to ensure they stay engaged after the chat ends.

“While some segments of the economy are coming back strong, there are still many sectors struggling to find their footing in this new world. Sales and marketing teams are looking to make the most out of fewer accounts and are relying on account-based marketing to drive more revenue,” said Outreach CEO Manny Medina.  “But a solid ABM strategy is nothing without powerful data behind it. This integration brings together the actionable insights from Outreach with Terminus’ account intelligence data in one single solution. These connected workflows help sales and marketing accelerate the cycle from engagement to revenue and meet growth expectations as they navigate evolving sector dynamics.”

6Sense – Outreach Integration

A new 6Sense integration with Outreach helps reps plan account activities from within their CRM and then take actions through the Outreach Sales Engagement Platform.  6Sense insights help reps “prioritize their Outreach strategy, understand their buyers, and time their outreach based on AI-driven predictions of where accounts are in the buying journey.”

6Sense warms up accounts and determines when they are in-market and ready for sales outreach.  With a single click on a contact record, reps can start an Outreach sequence.  If a sequence is already underway, the rep is notified.

“The combination of having comprehensive account and contact data, the right workflow, a customized cadence, and personalized messaging based on buyer behavior can be the difference between a loss and a win,” blogged 6Sense.

The two platforms are complementary with 6Sense managing marketing outreach, enriching data, and scoring prospects and Outreach managing multi-channel sales communications, including email, phone call, text message, social media, direct mail, video, and calendaring.

While SEP ecosystem profiles often rehash features and one partner’s messaging, 6Sense and Outreach focused on their joint value proposition:

“For customers of 6sense and Outreach, our partnership means a union of insight and education around intent and engagement data necessary to target the right accounts and contacts, as well as the predictable, real-time pace at which to engage and ultimately increase conversion rates.  Sales intelligence technology such as ours helps sales reps focus on the more human moments throughout the buyer journey.  Together, 6sense and Outreach help marketing and sales spend less on the time-consuming, calculated risks of sifting through seemingly qualified leads and haphazardly reaching out to them.”

6Sense Blog

The partners highlighted additional benefits, including more relevant sales conversations based upon 6Sense sales intelligence, expanding messaging across the buying committee, and next-best-action recommendations that help reps “better prioritize their day and make stronger connections with buyers.”

SalesLoft Plug-in for Sugar Sell

BrainSell announced the immediate availability of their SalesLoft Plug-in for Sugar Sell.  The native integration provides SalesLoft multi-channel, cadence-based sales engagement from within SugarCRM.  The plug-in supports data syncing for Accounts, Contacts, Leads, Emails, Calls, and user data.  SugarCRM customers can create, update, and convert leads inside of SalesLoft.

“With the Sugar Sell integration, mutual customers gain an automated data flow between both systems.  This means users maximize efficiency with less manual data processes and streamlined employee workflows,” wrote BrainSell.

“SugarCRM’s no-touch, time-aware customer experience platform acts as the nucleus of your company’s tech ecosystem to help companies create customers for life.  We’re proud to have a partner like BrainSell focused on innovating the way they help customers grow.  This integration completely streamlines and optimizes sales and development reps’ productivity by giving them tools like SalesLoft designed specifically for their role, all while ensuring data is pushed back and forth between Sugar Sell.”

Clint Oram, Chief Strategy Officer of SugarCRM

“At SalesLoft, we take pride in the deep partnerships we have with companies like BrainSell to maximize the value our customers gain from using our solution,” said Sean Kester, SalesLoft VP of Platform Strategy.  “With partners like BrainSell, we’re excited to expand the value of our platform by enabling our customers to integrate all their data in Sugar Sell, all while positioning sales teams to continue working within SalesLoft.”

The integration is available through SugarOutfitters for $2,495 per year for an unlimited number of users.  The connector supports SugarCRM 7.0.0 and above.

Last month, BrainSell released a similar plug-in for Outreach.  It is also available through SugarOutfitters for $2,495.

Hippo Video for Outreach

Hippo Video is now offering personalized video to Outreach customers.  The integration helps sales reps include video into their sales process, which in turn increases conversion rates and accelerates the sales cycle.  Sales reps can create, share, and track personalized video content embedded in Outreach sequences, templates, snippets, and one-to-one emails.  Heatmap analytics track user interaction.  Hippo Video also supports a video library.

Videos can be created for each objective across the full sales cycle, allowing sales and marketing to send targeted videos for each stage.  For example, reps can send introductory videos to establish rapport with the prospect and later send a product demo once the prospect has shown interest.

“Videos will go a long way in establishing a personal connection and trust with the recipient as against insipid text-heavy emails,” said Hippo Video CEO Karthi Mariappan.

Hippo Video claims a 300% lift in response rates from embedded videos.  Other firms, such as Vidyard, have found similar lift rates from personalized videos.

Users can also add actionable calls to action (CTAs) within videos, which are then embedded within sequenced emails in Outreach.  CTAs include meeting links, custom polls, annotations, and lead gen forms.  CTAs can be inserted in the middle or at the end of the video.

Integration is described as straightforward:

  1. Sign up for Hippo Video;
  2. Install the Hippo Video Chrome extension;
  3. Turn on Hippo Video in Outreach.  

Reps can then record personalized videos via their webcam and embed them within email templates, snippets, and direct emails.

By seamlessly integrating videos in your sales outreach, your prospects are sure to experience highly personalized, engaging content that will humanize the entire sales process, which would have otherwise been possible only within a face-to-face meeting.

[The] Sales process is spontaneous.  Therefore, integrating sales with video to build a relationship of trust with the prospect should not leave you flustered.  Tracking their interaction [and] qualifying them should be reasonably straightforward as well.

Santhoshi Natarajan, Hippo Video Content Strategist

Prospect behavior is also tracked, allowing reps to prioritize their follow-ups based on views and watch interaction percentage, providing additional intent metrics beyond email open and response rates.

Videos may be analyzed by viewing and drop off points.  “When a prospect drops off the video at a certain point, it’s perhaps time [to] rework your message or focus on a different pain point,” said Natarajan.  “This feature is an added layer on top of your existing metrics and will help you prioritize the prospect who is at the bottom of the sales funnel.”

Hippo Video is a freemium offering.  The free edition provides unlimited hosting but limits bandwidth to 100 GB per month and does not support video emails.  The Pro version ($29 / user / month) provides integrations with Outreach, Gmail, Outlook, and HubSpot.  Other features include professional video editing, custom branding, video cloning, in-video CTAs, contact imports from CRM, and SEO.

Hippo Video allows reps to quickly record a video and send it to prospects via Outreach.

Zoominfo Workflows

Workflows deliver triggered audiences to CRMs, MAPs, and SEPs.

Zoominfo which launched its combined Zoominfo powered by DiscoverOrg platform in September, released Workflows, their “first data automation tool that streamlines sales and marketing activity and effectiveness by enabling customers to deliver the right message, at the right time, to the right audience.”

Workflows identify new and existing prospects based on real-time B2B intelligence.  The prospects are then deployed to automated sales and marketing campaigns.  Audience segmentation can be applied according to intent, event, and news-based triggers including new technology installations, funding rounds, product launches, first- and third-party web activity, spending priorities, and other buying signals with additional company attributes.

One of the triggers is visitor intelligence gathered from their recently launched WebSights service.  “Now, you can engage prospects from organizations researching your site with direct-dial phone numbers and accurate email addresses.  What’s more, you can view your data and segment it according to firmographic filters, for instance, enabling better, more personalized outreach.”

Workflows support a set of sales engagement, CRM, and MAP platforms including Outreach, SalesLoft, Salesforce, HubSpot, Eloqua, and Marketo.  Sequences can drop audiences into campaigns or kick off sales cadences.  For example, a trigger can be set up for specific events and filtered by firmographics, technographics, biographics, or event-specific parameters such as Funding Amounts.

“Integrations with popular sales and marketing applications give customers the opportunity to marry ongoing custom triggers with essential prospecting information from ZoomInfo and connect with potential buyers in a personalized, more efficient way.”

Zoominfo

“Modern B2B buyers demand a personalized experience,” said Zoominfo CEO Henry Schuck.  “Solely relying on standard and static company criteria to identify key prospects restricts sales and marketing’s ability to meet those expectations, especially when timing is so often the difference between a deal that is won or lost.  ZoomInfo Workflows solves this problem with features that capture dynamic buying behavior across first- and third-party channels, as its collected, along with hundreds of rules to automate as little or as much of the go-to-market motion as they’d like.”

Zoominfo has migrated 1,000 customers to its new platform.