Sales Executive Corner

Forrester Names Outreach A Leader In Revenue Operations & Intelligence

Mary Shea, VP, Global Innovation Evangelist at Outreach's Avatar

Mary Shea, VP, Global Innovation Evangelist at Outreach

Since being named a Leader in The Forrester Wave™: Sales Engagement, Q3 2020, Outreach has been investing heavily in product innovation and flawlessly executing on its bold vision — to provide a single pane of glass from which every member of the revenue organization can operate to drive predictable, efficient growth.

Eighteen months after the publication of Sales Engagement Wave™, I am proud to announce that Outreach has also been named a Leader in The Forrester Wave™: Revenue Operations & Intelligence, Q1 2022. My view is this inaugural Wave affirms more than just the maturation and consolidation of a highly dynamic sales tech marketplace. It also notes the changing priorities of sales technology buyers who now want to reduce tech redundancies, streamline vendor management, and derive more value from their core providers.

Outreach was the only vendor evaluated in both The Forrester Wave™: Sales Engagement, Q3 2020 and the Q1 2022 Revenue Operations & Intelligence Wave to be named a Leader in both reports. In my opinion, Forrester's assessment in both reports highlights the importance of bringing together core elements of sales execution, including sales engagement, revenue intelligence, and revenue operations into a unified platform. The RO&I report states, “True RO&I solutions are platforms that bring multiple use cases together in one ‘single pane of glass’.”

As the race to become what Gartner calls an "Alpha Platform" heats up, Outreach is poised to lead this transformational shift. Our sales execution platform enables reps, managers, and leaders to operate more effectively and efficiently across the entire revenue cycle.

“Outreach appeals to organizations seeking to minimize redundancies and eliminate cost waste in their sales tech stack and that want one provider that does it all.” The Forrester Wave™: Revenue Operations & Intelligence, Q1 2022

Building on our industry-leading sales engagement solution Outreach Engage, Outreach Guide is our revenue intelligence solution that helps account executives quickly respond to detailed in-the-moment buyer prompts and to collaborate with buying groups on close plans. According to Forrester’s 2021 sales manager activity study, managers spend only 14% of their time on coaching activities. Outreach Guide enables managers to quickly gain access to relevant data and AI-generated insights to improve rep coaching and scale those activities across their teams.

Our revenue operations solution Outreach Commit provides revenue leaders with real-time behavioral data to enable them to quickly understand deal and pipeline health and to forecast with confidence. According to The Forrester Wave™ for RO&I, Outreach Commit adds “a broad and innovative set of pipeline and forecast capabilities” to our platform, and “Reference customers of Outreach Commit loved Scenario Planner for forecast modeling and prediction.”

Outreach received the highest possible score in 12 out of 28 criteria. Within the “current offering” category, Outreach received the highest possible scores in 8 criteria, including account insights, conversation insights, data compliance, forecasting process, and forecasting accuracy and scenario modeling. According to the Forrester report, “Outreach appeals to organizations seeking to minimize redundancies and eliminate cost waste in their sales tech stack and that want one provider that does it all.”

The marks we received in the strategy category and product vision criterion provide clear confirmation, in my opinion, that we are on the right track to becoming the sales execution platform for modern organizations. We know we are because our customers tell us in many different ways — but the way I see it, third-party recognition from Forrester further amplifies Outreach’s position as a leader in the marketplace.

To learn more about what to look for when evaluating revenue operations and intelligence providers, download the full Forrester Wave™ report.

Outreach is a Leader in Revenue Operations and Intelligence

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