The Forrester Wave ™ is one of the most trusted evaluations for B2B revenue tech buyers, with an independent view into how vendors execute today and how prepared they are for what’s on the horizon. The report in question assesses platforms across current offerings, strategy, and market presence, with a keen focus on how well they enable revenue teams to operate with consistent, intelligence, and scale.
This recognition marks a significant milestone as it comes from the first ever ROP Wave report, combining sales engagement, CI, and RO&I. We were named a leader in 2024 in The Forrester Wave™: Revenue Orchestration Platforms for B2B, Q3 2024. And since then, we’ve continued to improve and strengthen features across our platform.
In this post, we’ll look at what the evaluation signaled to us, how Outreach has responded and grown, and what continued execution means for enterprise revenue leaders evaluating their revenue orchestration strategy today.
Revenue orchestration is crucial for CROs and RevOps leaders, as it unifies go-to-market processes, drives predictable revenue growth, and enables rapid adaptation to market changes. As buyer journeys become more complex and pressure to deliver results intensifies, a cohesive, data-driven strategy empowers leaders to align teams, optimize resources, and make smarter decisions with actionable insights.
What Is the Forrester Wave™?
The Forrester Wave™ is an independent analyst evaluation designed to help B2B technology buyers understand how vendors compare within a given market. This Q3 2024 report provides a snapshot of the current landscape, assessing vendors across three core dimensions:
- Current offering
- Strategy
- Market presence
In the Revenue Orchestration Platforms category, the evaluation focuses on how the vendors’ solutions effectively help revenue teams in areas like engagement, intelligence, and execution. The vendor is assessed on how it strengthens and supports consistent workflows while also applying AI in practical ways.
“Top providers blend impactful AI with integrated user experiences.”
How Outreach Performed
According to the Q3 2024 Forrester evaluation, “Outreach delivers a reimagined engagement experience as it expands into enterprise.” Outreach is built around how and where sellers actually work, helping teams take action consistently while still responding to real buyer behavior.
The report notes gave Outreach the highest possible scores in the following criteria:
- Revenue: Outreach’s platform is built around unified engagement workflows that act as the execution engine for consistent, team-wide performance, aligning closely with how frontline sellers operate in enterprise environments.
- Prospecting Workflow: The platform supports multiple elements of the revenue orchestration cycle through scalable automation that balances high-volume activity with the flexibility required for complex, high-value deals—bridging the gap between sales intelligence and daily execution.
- Innovation: Outreach’s ability to deliver revenue orchestration at scale is reinforced by its maturity as a business, supporting sustained platform investment and enterprise-grade execution.
- Vision: Embedded AI guidance, real-time triggers, and deep ecosystem integrations enable teams to orchestrate seamless plays across the broader revenue stack, reflecting strong client interest in Outreach’s approach to coordinated execution.
Mixed together, these capabilities reflect Outreach’s continued evolution from an engagement platform into a more comprehensive revenue orchestration solution.
Enterprise-Ready by Design
At Outreach, we prioritize evolving with our customers’ needs to drive real outcomes for their business. And as Outreach has expanded into larger, more complex orgs, enterprise customers have helped shape how the platform evolves through their input. Forrester’s Q3 2024 evaluation noted that, “Outreach’s focus on aggressively pursuing feedback from enterprise customers has motivated it to prioritize important gaps.”
The key areas where progress showed up were in security and compliance, analytics and visibility, and an investment in a more extensible platform. The result? A platform built to support long-term enterprise needs and also designed to scale and evolve as part of a revenue stack and not a point solution.
Where Outreach Had Room to Grow — and What’s Changed Since
Like any comprehensive evaluation, the Forrester Wave™ also surfaced areas where Outreach had room to grow. The Q3 2024 analyst report noted that, “Outreach’s focus on aggressively pursuing feedback from enterprise customers has motivated it to prioritize important gaps.”
These observations weren’t unexpected. To us, they reflected the evolving needs of larger, more complex revenue teams and helped clarify where focused execution could have the greatest impact.
Since the evaluation, Outreach has moved quickly to address these areas, such as in the evolution of our Mobile App, translating analyst and customer feedback into tangible product progress.
Turning Analyst Feedback into Product Progress
What Forrester’s evaluation flagged:
Data model limitations: “The gaps are in its fundamental capabilities — e.g., a lack of access to custom objects and not having a mobile app, which limits a key engagement point for field sellers.”
Enterprise scalability and responsiveness: “Reference customers pointed out the need for enterprise enhancements.”
Execution and insight enablement: “The platform needs to work on enabling the level of adoption required for users to capture its full value.”
What Outreach delivered:
In August 2024, we launched Custom Objects, allowing admins to define flexible data structures with customizable fields, relationships, and validation rules. Teams can now organize, sync, and automate workflows around critical sales data.
With shorter development cycles, Outreach now delivers quicker updates, driving improvements in seller experience and platform scalability.
Outreach introduced new AI Agents that use enriched datasets to automate tasks, surface insights, and guide sales actions, making the platform smarter and more proactive.
What This Means for Revenue Leaders Today
For CROs and RevOps leaders, Outreach’s latest innovations are strategic levers for growth.
Custom Objects and enriched datasets enable teams to execute with consistency, making sure every seller has the best and most effective insights to drive outcomes. AI Agents automate the busywork for sellers, such as automating follow-ups and account research and prioritizing deals, which allows reps to focus on revenue critical opportunities. And lastly, tool consolidation in a single platform allows leaders to cut tool sprawl, streamline operations, and reclaim lost time for strategic initiatives.
What’s Next for Outreach
While we’re proud of the recognition, our focus remains squarely on executing the roadmap, partnering with customers, and shaping the future of revenue orchestration. The team is accelerating innovation, expanding AI capabilities, and unlocking new ways for revenue teams to work smarter, faster, and more predictably. The best is yet to come!
“AI has been at our core from the start, and we will continue to drive innovation in Revenue Orchestration as we build for the evolving needs of modern revenue teams.”
See Why Outreach Is a Leader in the Forrester Wave™
Access the full Forrester Wave™ report to evaluate the market and see why Outreach is a leader in revenue orchestration.
Forrester does not endorse any company, product, brand, or service included in its research publications and does not advise any person to select the products or services of any company or brand based on the ratings included in such publications. Information is based on the best available resources. Opinions reflect judgment at the time and are subject to change. For more information, read about Forrester’s objectivity here .
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