We cover some of the must-haves in a B2B sales toolkit and unpack Gong's competition in revenue intelligence. Yardstiq is powered by CB Insights.
What are the must-haves of your tech stack?
In this edition of The Transcript, we’re covering some of the must-haves in a B2B sales toolkit based on our interviews with software buyers.
For example, one customer of revenue intelligence platform Gong says:
“There’s no other way to sell in 2022, right? With virtual selling, you need some sort of tool like this to manage people.”
As of June 2021, Gong has seen its valuation nearly 10x in less than 2 years.
From making sales coaching more effective to forecasting revenue accurately, vendors in this space are finding customers eager to streamline their sales efforts.
But competition is intensifying as can be seen on Gong’s company profile on CB Insights.
Now sales engagement vendors like Outreach and Salesloft are building products to win a slice of the market. And of course, public company ZoomInfo is going for Gong via its acquisition of Chorus.
Where’s the market headed? We highlight insights from Yardstiq transcripts below.
New here? Each Monday, we dig into Yardstiq’s analyst-led interviews with software buyers, a new product from CB Insights. Send us the names of companies or markets you’d like to see featured.
Outreach drives 70% of this company’s pipeline
OUTREACH
I’m like a kid in a candy store. I couldn’t be happier. And I can show the results of my team, all 200+ SDRs using Outreach every single day. It’s literally impacting the pipeline we’re building for the company I work for. We’re driving 70% of our global demand gen, 70% of the company’s pipeline comes from the SDR team that is leveraging Outreach every day. So this changes the trajectory of companies if done correctly. — VP, Sales Development at $10B+ market cap software company
Read the full transcript here.
Renewal is a “yes,” but an all-in-one ZoomInfo platform is attractive
Salesloft
We’re definitely going to renew with Salesloft for now. I think from a future state perspective, I am seeing companies that are having more and more convergence in their sales operations and sales enablement tools. For example, ZoomInfo has recently introduced their RevOS featured tool. It’s an end-to-end platform that has similar capabilities that Salesloft has. It has similar capabilities that Gong or Chorus may have…It’s an all-inclusive platform, and I’m hearing more and more that that’s the direction that companies want to be moving towards. — VP, Growth Marketing at $1B+ market cap software company
Read the full transcript here.
Outreach is coming for Gong, as this buyer looks to consolidate tools
GONG
I’d say we probably have a 60%, 70% chance of renewing with Gong. The reason why I’m saying that is like the product is great and we set up a lot of our workflow around it, so it’s a pretty difficult software to rip off. However, there’s a choir of new players entering the market. For example, Outreach has a new tool called Kaia, which pretty much does what Gong does, but that will enable us to consolidate vendors so we can use Outreach for sales automation and conversation intelligence, whereas Gong only does conversation intelligence that means we have to have multiple vendors. — Revenue Operations Manager at $100M+ funded technology startup
Read the full transcript here.
But this buyer argues vendors should “stick to their knitting”
Clari
I’m a very satisfied user. I think in this whole space, a lot of our tech vendors are kind of encroaching on one another’s place. So I talked earlier about Gong, how Clari is reaching out into their space…I’m not personally convinced that there is a “one system to rule them all” sort of approach. And so I think my recommendation to Clari would be actually stick to your knitting and do what you do well, continue to do it really well and try not to reach out into all of those other places that are, in my mind, distinct from what you do, and you’re probably not going to do as well as a Gong does or a HubSpot does or something else. — Chief Revenue Officer at HR tech platform
Read the full transcript here.
Your move
Our Sales Enablement & Engagement Vendor Scorecard compares companies like Salesloft and Outreach as well as Highspot and Seismic on:
- Customer satisfaction
- Win reasons
- Pricing
Download the free 1-pager here.
