Guide

Forrester Names Outreach A Sales Engagement Leader

Learn why Outreach was given the highest possible scores in eleven criteria in The Forrester Wave™: Sales Engagement, Q3 2020

Forrester Names Outreach A Sales Engagement Leader

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The Forrester Wave™: Sales Engagement, Q3 2020:

“In our 31-criterion evaluation of sales engagement vendors, we identified the eight most significant ones — Cirrus Insight, Groove, Marchex, Outreach, Salesforce, SalesLoft, VanillaSoft, and XANT— and researched, analyzed, and scored them. This report shows how each vendor measures up and helps sales leaders select the right one for their needs.”

According to the report:

“Functionality And Workflows, Industry Expertise, And Vision Are Key Differentiators

The digitization of the buying and selling process underway for some time has dramatically accelerated because of COVID-19 hardships. B2B sales leaders need sales engagement vendors that can deliver functionality and workflows to enable full revenue teams, provide industry-specific expertise, and have a vision and plan for how AI will elevate all users. Vendors that bring these capabilities together position themselves to successfully equip their customers in the new selling landscape.”

“Sales Engagement Is Poised To Meet The Moment

2020 will be remembered as a watershed moment when B2B buying and selling changed forever. While the digitization of the buying and selling process has been underway for some time, the hardships from COVID-19 have dramatically accelerated this trend. With 53% of white-collar workers planning to work from home for the foreseeable future, sales engagement (SE) and adjacent sales technology categories are in the right place at the right time. In the past 16 months, SE vendors raised more than $250 million in venture investment with $62 million of that raised in 2020. Fortyone percent of B2B companies recently surveyed have reduced sales headcount, and 10% reinvested the cost savings into sales technologies to drive better efficiencies and effectiveness. Over one-third of the reference customers surveyed for this evaluation stated they planned to increase licenses with their SE vendor.”

“As a result of these trends, SE customers should look for vendors that: Have functionality that enables entire revenue teams. The SE category has been primarily associated with early-cycle reps and high-velocity selling scenarios, but the use cases are expanding rapidly. As entire revenue teams WFH, vendors with functionality, workflows, and UIs that can be tailored for early-cycle, mid-to-later-cycle, post-sale, and fullcycle reps have a distinct advantage....”

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