Specifically, the new additions to Outreach’s platform include:

• Display product licensing and usage data directly within Outreach (including competitive and complementary products) to help monitor customer health metrics;

• Sequence blueprints for account management designed to streamline workflows related to onboarding, customer training, NPS detractor management and expansion;

• Time-based triggers based on specific dates such as an upcoming renewal, account check-in, key milestones or in relation to marketing communications and events;

• Custom objects that bring custom data into Outreach to reportedly unlock unique selling workflows; and

• Smart Kaia Coach for Conversation Intelligence, which includes the ability to select a meeting recording for review and apply the appropriate card, as well as understand what topics are trending in conversations.

“Retaining and expanding current customers has never been more important,” said Abhijit Mitra, President of Product and Technology at Outreach, in a statement. “At the same time, customer expectations are rising, and organizations face tighter capacities and resource constraints on their customer teams. As a result, each team member must understand customer interactions, opportunity history and product adoption to effectively execute coordinated workflows that land, retain and expand accounts. Our latest release delivers full lifecycle visibility, while enabling teams to take relevant and timely action that leads to account growth.”

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The new tools include:

• Pipeline Generation Reports to highlight high-yield pipeline generation activities;
• Sequence Engagement Scores to provide ongoing evaluation of messaging effectiveness;
• Custom Topics and Coaching Cards in Kaia to deliver deep insights into each rep’s interactions with buyers, alongside Coach Card Reports to track the implementation and impact of coaching efforts;
• Smart Deal Assist, which allows managers to ask questions of Outreach’s AI engine and quickly identify pitfalls and gaps in deal progression so timely intervention can occur; and
• Sales Execution Reports to highlight how various sales activities contribute to revenue generation.

“Even the most skilled team members need access to data and guided insights to understand which sales practices are effective, whether their coaching is making a difference to seller performance and how deals are performing at scale,” said Abhijit Mitra, President of Product and Technology at Outreach, in a statement. “These new features were designed to address these challenges with coaching and improving team performance. The platform leverages AI to analyze every aspect of the selling process, giving sales teams unprecedented visibility into their sales workflows.”

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Smart Account Plans seeks to enable every go-to-market team member to view account activity, understand the buying committee and collaborate with stakeholders on how to best penetrate the account. Specifically, one of the features includes Smart Account Assist, which combines an AI-generated summary of recent account activities with a Q&A chat to answer critical questions around next steps and potential risks.

“Sellers need to understand their customer’s needs and goals to effectively move through the deal cycle,” said David Ruggiero, President of GTM at Outreach, in a statement. “Successful account-based sales strategies rely on shared information, constant alignment, detailed planning and structured workflows. By adopting a strategic approach, companies can improve their prospecting efforts, lower customer acquisition costs and maximize the value of their existing customers through thoughtful account management, which will drive ongoing business growth.”

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Outreach

With more than 25 years of experience building enterprise applications and bringing innovative technology to market, Mitra will oversee Outreach’s strategy and product development for new personas, new verticals and increased enterprise adoption. Additionally, he will provide leadership to Outreach’s new India office as the company continues to expand its global presence.

Previously, Mitra created ServiceNow’s Customer Service Management business unit and led it as General Manager before he went on to lead the Industry Solutions unit. Prior to ServiceNow, Mitra created and led market-leading B2B enterprise applications at SAP and Oracle.

“When searching for our Product and Technology President, we wanted someone with visionary excellence to lead Outreach in our platform journey,” said Manny Medina, CEO and Co-founder of Outreach, in a statement. “Abhijit’s experience in SaaS and alignment with our values made him the perfect fit, and he already made an immediate impact with our customers at Unleash [the company’s annual user conference]. I look forward to working with Abhijit to empower every sales professional to achieve their revenue goals.”

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The Lowdown

Outreach launched seven new platform innovations across its sales execution platform. The new capabilities aim to empower sales leaders to unlock seller productivity at a time when sales professionals are expected to do more with less, increase deal velocity and conversion rates and increase rep participation and attainment.

Back-Of-The-Box Details

Outreach’s newest features bring never-before-seen capabilities together in the company’s Sales Execution Platform. New innovations include:

• Create and Close Dashboard: Designed to provide sales reps and managers a high-level pipeline coverage summary and starting points to dive into specific activities required to close or create more pipeline.
• Create Pipeline Calculator: Allows sales reps and managers with weak pipeline coverage to gain insights into the number of prospects that would need to be sequenced to close their coverage gap.
• Buyer Topics and Reactions in Kaia: Uses AI to understand the contextual utterance of any 14 relevant sales topics (i.e., budget, legal, support), measuring buyer reactions and topics of interest that can be new indicators of deal management and progression.
• Success Plans Methodologies: Designed to set sellers up with a clear plan based on leading sales methodologies (i.e., MEDDIC, MEDDPICC, SPIN Selling) and guides them along so they know exactly what needs to be completed to ensure consistency with their sales methodology.
• Deal Grid: Sorts deals by health score and value so reps can prioritize their time on closing deals with the greatest needs and quota impact first.
• Deal Overview: Delivers a succinct overview of every deal exhibiting key information, including AI generated insights like Deal Health and buyer reactions.
• Pipeline Dashboard: Provides sales leaders with the most critical revenue data on a consistent basis to accurately forecast.

Who It’s For

The newest innovations to Outreach’s sales execution platform are made for the modern B2B sales organization – from reps to managers to top GTM leaders. It’s for any sales team that’s looking to build more pipeline and convert more deals. More than 6,000 companies, including Zoom, Siemens, Okta, DocuSign and McKesson, depend on Outreach to power their revenue organizations.

What It Solves

Outreach’s latest platform innovations aim to give sellers full visibility into the entire buyer journey — from creation to close — providing them with the insights and actions needed to perform more efficiently and effectively in today’s challenging sales environment.

What Makes It Special

According to the company, the industry has never had a single place to generate and manage pipeline, run sales cycles from creation to close, coach reps and forecast – until now.  

Contact

Outreach
333 Elliott Ave W #500
Seattle, WA 98119
Request a demo

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Additionally, customers can now access first-party behavioral analytics through a dashboard that allows sales teams to focus their resources on the best opportunities. Specific capabilities available through the integration include:

• Embedding a direct link to Folloze content in an Outreach email;
• Personalizing Folloze boards through an automated process;
• Viewing account and contact engagement activity within Outreach; and
• Providing behavioral data through identity matching.

“Folloze and Outreach provide teams with the ability to level-up sales and marketing activities in their own respective ways,” said David Brutman, Co-founder and Chief Product Officer at Folloze, in a statement. “The integration addresses a critical gap as budgets are shrinking and organizations strive to garner better results with current or reduced investments. By bringing these dynamic platforms together, joint customers that lean on their sales channels as a critical driver of engagement and pipeline acceleration will now have a more unified experience that amplifies value and drives greater performance and personalization.”

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• Outreach partnered with HubSpot to help mutual customers efficiently prospect, manage and close deals.
• Reported benefits of the integration include eliminating manual data entry and ensuring sales teams are leveraging up-to-date customer information.
• ICYMI: Outreach also recently announced the appointment of David Ruggiero as President of Go-To-Market.

Outreach, a sales execution platform, revealed a seamless data integration with the HubSpot CRM platform. Powered by HubSpot Operations Hub, the integration seeks to help mutual customers efficiently prospect, manage and close deals in Outreach as it syncs accounts, contacts, opportunities and activities between the two platforms. 

The new integration seeks to enable sales teams to easily customize the data that’s shared between platforms to quickly sync the specific information. This data transfer reportedly enables sales teams to curate accurate and up-to-date customer information, eliminating the need to manually enter, track and clean data. 

“This integration brings the power of the Outreach sales execution platform to customers using the HubSpot CRM platform,” said Prasad Raje, Chief Product Officer at Outreach, in a statement. “Sales teams are now empowered with seamless workflows to more effectively create pipeline and bring conversation intelligence to all their sales conversations.” 

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Quick Scoop:

• Outreach hired David Ruggiero as President of Go-To-Market.
• Ruggiero will lead the company’s global sales, marketing and customer success organizations.
• Previously, he was VP of digital sales for North America at Microsoft.

Sales execution platform provider Outreach appointed David Ruggiero as President of Go-To-Market. He will report to Co-founder and CEO Manny Medina to lead the company’s global sales, marketing and customer success organizations.

Ruggiero has more than 30 years experience leading winning sales teams across industries, including enterprise software, life sciences, biotech and telecom. Prior to joining Outreach, he was VP of Digital Sales for North America at Microsoft, where he was responsible for driving multi-cloud growth and new opportunities across the company’s software offerings.

“As a sales leader, I understand the pressures and challenges that CROs face today to accelerate deal velocity, deliver more revenue per seller and digitize their sales teams,” said Ruggiero in a statement. “That’s why I’m so energized to join Outreach — the transformational power of the Outreach Sales Execution Platform helps CROs, managers, sellers and sales operations teams to create more pipeline and close more deals faster and more efficiently.”

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Quick Scoop:

• Former Forrester analyst Mary Shea has been appointed co-CEO of Mediafly.
• Shea joins Mediafly after serving as Outreach’s Chief Evangelist for two years.
• Shea will work alongside CEO and Co-founder Carson Conant to advance the company’s growth.
  

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Mediafly, a provider of revenue enablement solutions, appointed Mary Shea as co-CEO. She will collaborate with current CEO and Mediafly Co-founder Carson Conant to help advance the company into the next phase of growth and innovation.

“I am thrilled to have Mary join us as co-CEO,” said Conant in a statement. “I’ve known Mary for over a decade and have benefited immensely from her extensive knowledge of the revenue enablement landscape, her prescience in identifying the next big trend and her vision for B2B buying and selling. Mary brings deep empathy for sellers’ day-to-day challenges and a forward-leaning sensibility for the brand experience B2B companies need to create for buyers. She will be a force multiplier for the Mediafly team and our customers.”

Shea has decades of experience in sales tech and has been credited with helping to shape the salestech landscape. Prior to joining Mediafly, she was Chief Evangelist at Outreach, a sales execution platform, for two years, after working as a Principal Analyst at Forrester for more than five years.

“I’ve watched Mediafly for many years and always considered the company a hidden gem,” said Shea in a statement. “Mediafly has grown organically and through acquisitions and has quietly compiled the most complete revenue enablement platform in the market — everything B2B teams need to successfully navigate today’s complex buying journey. With this push toward a unified revenue enablement platform, it’s time for Mediafly to step out of the background and help more B2B organizations create confident sellers who can deliver efficient predictable revenue. I’m hitting the ground running — if you want to improve seller effectiveness, buyer engagement or consolidate your tech stack, take a fresh look at Mediafly.”

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The new tool allows sales reps to edit and personalize the AI-generated content, saving them time from having to draft up emails from scratch. The company will reveal more features and capabilities at its Explore+ event on March 15, 2023.

“Outreach has a long history of leading the industry with innovation,” said Manny Medina, Co-founder and CEO of Outreach, in a statement. “Integrating generative NLP technologies within our Sales Execution Platform to unlock new levels of productivity for sales teams is just another important step. Today, we’re doubling down on that strategy with the announcement of Outreach Smart Email Assist. We’re removing the burden of starting every email with an empty text window and allowing sellers to be an editor instead of an author. When every AE has AI at their fingertips, sales leaders will see massive efficiencies across their teams, so they can create and close more pipeline. Our customers keep us accountable to bring the latest innovations that deliver ROI for them — and this is just another example of us honoring our commitments.”

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