Sales Engagement Platform Groove announced an enhanced integration with Sending Platform Sendoso for enhanced email-based gifting. The partnership lets joint customers send direct mail, personalized gifts, eGifts, and celebrity greetings to over 165 countries.
The service helps revenue teams “strategically leverage gifting in their daily workflows to strengthen relationships, accelerate deal cycles, and re-engage dormant accounts,” blogged Groove Director of Communications Jason Klein.
Sales reps can send gifts from their email or send gifts after a meeting through Groove’s scheduler link.
“Unlike other sales engagement platforms that were built for prospecting, Groove seamlessly aligns with our AE and CSM workflows, making them more efficient and effective in their day-to-day workflows,” said Alex Miller, Sendoso Director of Revenue Operations. “Our teams took to it right away, and we’ve subsequently seen 95% percent adoption across our sales and customer success teams. Not only are our reps more effective, but we have complete visibility into pre- and post-sales activities for every prospect, customer, and partner account in Salesforce.”
Sendoso claims that its customers see a:
4X increase in response rates
50% faster deal cycles
20+ hours saved per campaign
450% ROI on campaign investment
Sendoso recently ran a reactivation campaign with a 50% open rate and 21% conversion rate for booked meetings, resulting in a ten percent meeting book rate from within Groove Flows. Reps are notified when gifts are delivered, helping raise conversion rates.
“Our AEs love that they can now live in Gmail instead of a separate app and still have Salesforce data at their fingertips and add contacts with a single click,” said Miller. “Whether an AE needs to jumpstart a stalled deal or a CSM needs to ensure a customer shows up for a meeting, Groove lets them easily send out a Sendoso-powered gift without ever leaving their workflow.”
Groove also has partnerships with Salesforce, MSD 365, Google Workspaces, Vidyard, Seismic, Highspot, and LinkedIn Sales Navigator.
Five vendors covered in my newsletters and blog made LinkedIn’s Top 50 US or Top 10 UK startups list, an indicator to the economic vibrancy of SalesTech and MarTech solutions, particularly during the pandemic.
Sales Engagement vendor Outreach placed #6 in the US, its second year making the list.
“We work hard to be a great place to work and to create an environment where [the] top talent of any background feels welcome and can thrive,” said Outreach CEO Manny Medina. “We’re always looking for passionate, tenacious employees who think differently and live and breathe our core value of having each other’s backs. I’m thrilled that we continue to attract the best of the best, and LinkedIn named us one of the top startups in the US.”
Outreach focused on “emerging and resilient startups that are navigating the ever-evolving nature of work in the wake of COVID-19.” The firm also focused on delivering sales management tools during the pandemic, helping “leaders closely monitor their team’s success and keep employees motivated and productive.”
According to CEO James Isilay, “We have just made a key hire in the US and will be expanding the offering there from October.”
Following a staff survey, Cognism will be moving to a smaller office presence and emphasize WFH options.
“Despite a challenging year with the pandemic, Cognism has continued its strong growth recently passing the key $10 million ARR mark,” wrote CEO James Isilay. “We see growth accelerating next year as we bring our go-to-market intelligence and engagement platform to new markets across Europe.”
Two tactile marketing companies, Alyce (35) and Sendoso (46), made the list. Both firms positioned direct mail e-gifting as a method to connect with customers and prospects during the pandemic.
“While many companies and entire industries were dramatically impacted by the pandemic, the need to create personal bonds as the world moved almost fully digital in the age of no major trade shows, events, and public networking became ever more paramount,” wrote Alyce. “Alyce actually thrived as a company, and swiftly pivoted to deliver digital gifts for their enterprise customers looking to create personal experience moments for their audience. Despite the market shifts, Alyce has experienced a milestone year of growth, with a vast percentage of its Annual Recurring Revenue (AAR) coming from its enterprise customer base and new use-case expansion, more than 5x-ing over last year.”
Firms were based upon four criteria: employee growth; jobseeker interest; member engagement with the company and its employees; and how well these startups pulled talent from LinkedIn’s Top Companies list. Startups must be no more than seven years old and have at least 50 employees.
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.
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.
“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.“
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.”
Marketing Automation vendor (Translation: Direct Mail Swag) PFL also announced
an Outreach integration. Sales reps include a direct mail or reward step within
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.
events stream plugin feeds third-party events to the Outreach activity feed.
These events can then act as triggers for additional action.
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.”
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.
Outreach customers have has already built integrated solutions using the
Outreach API. The firm has over 40,000 weekly active users performing 47
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
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:
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.