Blog

Signal-Based GTM Tips & Insights

Read by 15,000+ GTM pros.
Popular
Salesloft Acquires Drift: The Race To AI Powered Revenue Orchestration
Salesloft Acquires Drift: The Race To AI Powered Revenue Orchestration
Time to read
Read More

Salesloft, one of the industry leading sales engagement platforms, has acquired Drift, the industry leader of conversational marketing (aka website chatbots). No financial terms were disclosed.

The merger combines Salesloft's AI revenue orchestration platform, including Salesloft Cadence, with Drift's premier AI chatbot. It's a move that - according to the official press release - will result in a powerful end-to-end AI revenue orchestration platform servicing the entire buying journey.

But what does this merger mean for the wider sales technology market? And what does it mean for B2B buyers?

What's our take on the Salesloft Drift acquisition?

Firstly, it's a sign from the market (and their investors) that individually they could not meet projected valuations and revenue outcomes, but when combined together, the synergies might stand a better chance. As Salesloft CEO David Obrand puts it, the acquisition "introduces to the market the first and only AI-powered Revenue Orchestration Platform."

Except they weren't the first. The category of AI-powered Revenue Orchestration Platform had already been claimed.

For years, other companies like 6sense and Demandbase had been building around the idea of combining the sales technology and the marketing tool stack into an all-in-one solution to automate workflows on top of. Similar to Drift, 6sense and Demandbase primarily focused on the enterprise.

Warmly was the first AI powered revenue orchestration platform purpose built for the SMB. And it does so by giving you the option to plug in your existing tech stack.

SMBs typically require more automation because they don't have the same access to marketing teams, sales people, and resources as enterprises do. So we adapted to that need.

We call it signal-based revenue orchestration.

Trends in Sales and Marketing Tech Stack Consolidation

The Salesloft Drift acquisition seemingly follows an ongoing trend of sales and marketing tech stack consolidation, where market leaders are trying to become the all-in-one unified go-to-market solution.

Here's what we mean.

SaaS Mergers: Improving Sales Development?

ZoomInfo acquired Chorus back in July 2021 for $575 million, allowing them to compete with Gong.io, the industry leader in call recording and intelligence. But it's part of their larger acquisition strategy to increase net retention revenue outcomes year over year by upselling existing customers on new offerings that keep them sticky to ZoomInfo's platform.

Apollo.io took a different approach of natively unifying the sales tech stack by building everything in-house. The company started as a B2B contact database, then combined that with email sequencing, and recently raised $100MM in funding led by Bain Capital Ventures in August 2023 to create the full-stack sales technology platform. 60% of the funds are invested into product development. They have a PLG sales motion which has saved them from having to invest as heavily into a large salesforce.

Hubspot, the SMB CRM of choice, went the reverse of Apollo and started as marketing automation software that then added CRM capabilities later. And in November 2023 Hubspot acquired Clearbit, one of the top B2B data providers. For the first time, CRM, B2B contact data, buyer intent signals, and workflow all came under one roof.

As Whitney Sorson, CTO of Hubspot, puts it, "Picture having complete data on over 20 million companies right inside HubSpot. All with over 100 rich data points about the companies and their decision-makers. Then imagine being able to easily find high-fit prospects natively within your CRM. Finally, imagine that once those companies and contacts are in HubSpot, being alerted when those companies are showing buying intent."

With the rise of AI and ChatGPT, you can start to see sales technology giants leaning into consolidating the tech stack not only to improve the entire customer experience, but also because it breaks down data siloes to seamlessly integrate data across systems.

Entering the Era of Revenue Orchestration

Data is the new oil. It's the lifeblood of the orchestration. But data alone is not enough to accelerate pipeline conversion rates.

It needs to be combined with action.

As we combine sales workflow, data, and AI and automation, we move into the new era of revenue orchestration. And that means an ongoing arms race to reach B2B buyers.

Drift and Salesloft: A Tale of Two Giants

Let's zoom into the Salesloft Drift acquisition for a second, because there's a deeper story here.

Back in in 2021, Vista Equity acquired a majority stake in Drift, which valued the buyer engagement platform at $1 billion. In 2022 Vista paid an estimated 23x multiple for Salesloft, which valued it at around $2.3 billion.

These were during the good times of SaaS. But SaaS has taken a turn for the worse as we headed into 2023.

Drift: The Hero of SaaS

There was a time when Drift was the darling of B2B sales technology. Initially, it was Intercom that started the real push of website chat, especially in B2B. But while intercom pushed more into support, Drift moved into marketing.

The eventually created the category and movement around conversational marketing and got chatbots to appear on all the websites. Their key pillar of its growth was B2B buyers from the SMB market.

Anybody could add a script tag to their site and you'd see the iconic Drift chatbot icon on the bottom right hand corner.

The Drift sales development team grew revenue quickly by doing one-call closes using their own product.

The sales team would chat directly to website visitors, post a Zoom Link in the chat, and close a $6,000 to $8,000 a year deal right on the website.

Drift grew from $6 million in revenue to $47 million in revenue in 2 years. It was insanity. It was around this period that that Vista Equity stepped in.

Enter Private Equity

After Vista Equity entered the proverbial chat, Drift was forced to move upmarket and stopped caring about SMB/the lower-middle market B2B buyers. SMB just isn't seen as a place to stay for an aggressive PE firm that wants predictable revenue outcomes. Small companies churned too quickly.

Plus, companies with high website traffic typically received the most value out of Drift, which by and large is a marketing tool designed to capture leads passively visiting the site. The more site visitors, the more leads.

Consequently, it was easier to prove ROI and justify a higher price tag. PE saw enterprise revenue as more stable, which meant a higher multiple could be attached to the conversational AI company.

Drift initially did have a vision to expand outside of its conversational marketing wedge and help service the entire customer experience from top of funnel marketing to bottom of funnel sales, as well engaging customer experiences post-sales .

But ever since Vista took over, Drift shut down all expansion and focused product development on enterprise features and sticking to the marketing use case.

Remember the days when you could add a Drift chatbot to your site for a couple hundred a month? Those are gone.

Today, Drift's lowest tier is $2,500/month ($30,000/year), which is ironically desc "For Small Businesses."


$2,500/month: Small Business?

image


For Drift's Advanced and Enterprise tiers, we've heard our customers being quoted hundreds of thousands of dollars to upwards of millions a year. For Drift, the economics of the lower end of the market didn't make sense.

This showed in the product and buyer experiences as well. Complicated workflows, long implementation sessions, high price tags. It became a best-in-class point solution instead of an end-to-end platform, which put a ceiling on its growth.

There was a point where Drift wasn't even integrated in the CRM, a gap that Qualified exploited by building natively on top of the CRM to streamline the sales use case.

But moving up-market proved to be more difficult for Drift. Growth started to slow. And at the bottom, new entrants started popping up everywhere.


Chatbot software listed on G2

image


At this time, sales technology company valuations dramatically decreased; many investors were told not to deploy capital and to hold; and B2B buyers stopped buying. And as a result, churn and downgrades increased across the board.

It's no surprise that Drift had layoffs, releasing 159 employees in 2023. Case in point: Drift's employee growth rate has regressed 20% in the last 2 years.


Drift's Employee Count For the Past Two Years

image


Drift and Salesloft: A Merger of Equals

It made sense for Vista to combine Drift with Salesloft, two complimentary market leaders in sales development and customer engagement that are struggling to keep their dominance and justify their valuation multiples individually.

Salesloft has similarly come up against stiff competition from entrants like Outreach.io, Instantly.ai, Gong.io, Hubspot, ZoomInfo, and Apollo, all of which have their own sales prospecting capabilities that rival Salesloft's.

Tack on the fact that 93% of outbound emails these days are automated, with response rates generally reaching less than 2%, and it's obvious: the category of email sequencing is reaching a point of diminishing returns for its buyers.

Salesloft's acquisition of Drift, which we see more as a merger, is an opportunity for both companies to decrease costs, improve revenue outcomes, and leverage new synergies, especially fulfilling both company's initial visions of expanding beyond their own stage of buyer journey.

Salesloft CEO David Obrand posted on LinkedIn “[The acquisition] introduces to the market the first and only AI-powered Revenue Orchestration Platform that serves the entire buying journey. By closing the gap between sales and marketing, which has long been a major pain point in the revenue motion, go-to-market teams can now orchestrate a hyper-personalized, omnichannel buyer journey at scale.”

Typically, marketing tools don't cross over into sales, outside of ABX platforms like 6sense and Demandbase, so this would be one of the first acquisitions of its kind.

Naturally, it will take time to fully integrate the two sales technology platforms to create the AI-powered revenue orchestration experience that David Obrand has promised. And it won't be cheap: the point of consolidation is also to upsell offerings, especially if you're aiming at improving the entire buying journey.

What would that look like?

Sales reps could do things like sequence prospects via Salesloft, then continue the conversation with the prospect when they visit the website using Drift.

Drift can cookie and track session activity for all website visitors, and once a target company is identified, teams can use Salesloft to multithread the conversation with all key stakeholders in that target account by adding them all to sequences.

All of this orchestrated by Conductor AI of course.

Salesloft and Drift: Legacy Software Under Fire

As Salesloft and Drift are sorting through the acquisition, there will be a window of opportunity for new entrants to claim the AI revenue orchestration category for themselves by adapting to the changing landscape of how companies successfully go-to-market. We predict that these companies will move quickly to establish themselves.

There will be companies like Apollo.io who will opt to build the unified go-to-market solution natively in-house. This is better than the acquisition approach because data can move seamlessly across all their sub products.

And there will be other companies that will keep themselves platform-agnostic and act as the unified API layer that stitches together the sales and marketing tech stack, resulting in the entire customer experience becoming more coherent. Call it go-to-market middleware.

It's difficult for a single platform to be #1 at every use case. There will always be niche use cases that are better served by specific tools.

In this scenario, you would be able to plug in your favorite tools that you're already using.

Maybe you like ZoomInfo data better than Apollo's, Outreach more than Salesloft, 6sense more than Demandbase. It would give you the opportunity to mix and mash the best-in-class point solutions for your specific market and revenue outcomes.

I think Zach Howland, a sales tech stack expert who has implemented multiple CRM and sales tools across various companies, said it best.

"Flexibility is enhanced utility. The market needs to be more nimble for the coming scramble to modernize sales technology as AI becomes more robust."

Warmly, the Signal-Based Revenue Orchestration Platform

Hi! We're Warmly, the signal-based revenue orchestration platform, purpose built for the SMB market that Salesloft and Drift are neglecting.

Instead of building everything natively or consolidating, we give you the flexibility to plug in your favorite sales and marketing tools.

We then infuse your tech stack with the best-in-class intent and enrichment data from 6sense, Clearbit, and Bombora to automatically orchestrate the right sales workflows at the right time.

We're AI powered. We're free to get started. And you can be fully setup in minutes.

And you can save yourself the $30,000/year because we built a Drift competitor chatbot natively into our platform as well.

Find out how D2DExperts closed $80,000 in revenue from Warmly in the first 12 days of use.

Warmly: The Signal-Based Revenue Orchestration Platform
Warmly: The Signal-Based Revenue Orchestration Platform
Time to read
Read More

This article is Part IV of the 4-part series on the shifting landscape of B2B buying and selling, how revenue teams have adapted, and where we think the market is headed.

Here, you can read Part III, which goes over what AI-powered revenue orchestration is and why it's important in the age of AI and automation.

As Part I of the B2B SaaS evolution explained, the world's digital transformation also transformed the importance of the website.

Some studies have noted that 70% of the buyer journey is completed by the time the prospect speaks with a salesperson.

Dark social, through the internet's scale and maturity, has created tons of word-of-mouth channels for recommending products that don't get tracked by attribution software and don't create intent data. 

These channels include social networks like LinkedIn, content platforms like podcasts, internal communications like Slack communities, DMs, and text messages. Word of mouth through dark funnel activities increasingly plays a more influential role in buying decisions.

The trickiest part is knowing when to reach out to the right person with the right question since buyers' attention always changes.

Sending out unsolicited emails and making random phone calls is like taking a shot in the dark, hoping to catch the buyers at the perfect moment. But people don't answer their phones these days, and their email inboxes are overflowing.

At some point in every B2B SaaS buyer's journey, they may not see our ad, they may not read our email, they may not see our G2 reviews, but they will go to check out our website. And for ~8 seconds when they hit our site, we know they're just thinking about us.

“The average digital attention span is 8 seconds, according to media analysts and data scientists,” says Aydin Senkut, Warmly Series A investor, Founder and Managing Partner at Felicis. “So the opportunity to catch a prospect while they are actively engaged with your content is fleeting. There is no time to chat to the visitor, upload a lead into a CRM, enrich the data, and add to a follow-up sequence. Warmly provides real-time orchestration of these tasks within that 8-second window.”

From: Press Release: Warmly Series A Announcement

How do you ensure the right follow-up actions happen at this exact moment in time, every time?

We call the solution signal-based revenue orchestration.

The Issue With Most GTM Teams 

How often have you heard one of your sales reps use the phrase, “I just don’t have time for that.”?

This is one of the biggest issues among sales teams.

We’ve got all of these fantastic tools and a ton of great data to dig into, but we don’t really seem to get value out of it all.

Between firmographic data, conversation intelligence, and buying signals, sales reps have so much information to look at that it could take as much as an hour to absorb enough data to respond to a prospect with a sufficient level of context.

And by that time, a competitor has already responded and won the deal.

There is always a tension between speed-to-lead and contextual, personalized responses.

In most cases, speed wins out, especially since reps have lofty sales targets and activity goals. So they make mistakes. They don‘t do research as much as they could (or should). They stop personalizing outreach.

And, of course, conversion rates suffer.

The Last Defensible Marketing Moat Is Brand

In the hyper-saturated environments in which most companies operate today, brand is the last defensible marketing moat.

Competitors can copy and implement new features in weeks, if not days. Messaging can be replicated and improved upon even faster. So can the majority of your sales and marketing tactics and channels.

Brand is what distinguishes you from competitors. It's what creates an emotional connection with prospects before they are ready to buy. It's what allows you to influence buying decisions and to tap into the world of dark social and word-of-mouth referrals.

In our deep dive on warm leads, we spoke about a three-step process for driving qualified, high-intent leads to your site:

  1. Build a media brand (investing in content creation and distribution to position your brand as a leader)
  2. Create brand partnerships (working with likeminded brands in a similar space to increase reach and borrow brand equity)
  3. Engage with prospective buyers (get out there and talk with customers, rather than talking at them with outbound marketing communications)

All of these efforts lead back to one place:

The website.

Website As The Choke Point To All GTM Investments

The opportunity lies in the fact that as the world becomes more digitized, the website serves as the digital store, while the landing page acts as the digital shopfront.

Imagine you are the marketing team for your store. You invest significant money to attract foot traffic, hoping that people will pass by your store (website) and take a closer look at your shopfront (landing page).

If we have done a good job designing our shopfront, some people may enter our store. Some who enter may be our target buyers.

Our target buyers walk through our store daily, showing interest in what we offer. But no one's there to greet them. 

Instead, they are instructed to write down their information on a post-it note and wait for a response in a few hours or days, only to get a call from a rep who asks many questions but answers none of theirs. This is the typical process of filling out forms.

Or they are directed to a kiosk where they can provide their information and receive automated answers. Most chatbots operate in this manner, but this is not how people make purchasing decisions.

It's not surprising that, on average, only 3% of website visitors fill out forms.

Step one of maximizing marketing spend is figuring out which qualified accounts are visiting our website, and from there, the accounts are actually in-market for our product but not raising their hand.

Otherwise, how do we know what marketing efforts are working and where to double down?


~3% of your site traffic converts (and not always the traffic you want)

Quality Data Delivers Qualified Leads

When it comes to B2B buyer intent data, first-party data is always the most reliable source, followed closely by best-in-class third-party intent data from the likes of Bombora.


With these warm buyer intent signals in hand from website visitor behavior, you’re going after the lowest-hanging fruit because these are the companies that are familiar with your brand.

That’s why we’re starting with website intent because only 3% of website visitors fill out a form, so you’re missing out on a huge chunk of what could be qualified prospects,

As the state of signal-based revenue orchestration develops, we’ll be adding additional data sources like job change alerts and job posts.


Introducing Warmly: AI-Supported Signal-Based Revenue Orchestration

Warmly is our signal-based revenue orchestration, born out of the need to respond to warm leads fast and to ensure that as much context and personalization as possible are present at every touchpoint.

Warmly is designed specifically for the SMB, with a flexible pricing structure to suit. Most ABM and revenue-focused solutions are out of range for this market segment; they’re targeting enterprise buyers.

As such, those platforms generally take a human-first approach since enterprise companies with enterprise budgets for enterprise tools also have the budget for a huge GTM team.

SMB buyers don’t have that luxury.

So, we built Warmly with an AI-first approach. This way, you get the best out of what modern machines can offer (speed, scale, and data-driven contextual communication) and only loop your reps in when the human touch is needed to close the deal. This allows humans to focus on what they do best which is building relationships and being strategic.

These tools are also largely forcing customers into a specific ecosystem. ‎Salesloft acquired Drift and is focused on building an all-in-one GTM solution. Same thing is happening with ZoomInfo, and with the HubSpot acquisition of Clearbit.

But SMB buyers need flexibility. 

So, our approach to revenue orchestration is about being the middleware that orchestrates the best-in-class tools that you choose so you can have flexibility. 

How Signal-Based Revenue Orchestration Works

You Run Demand Gen As Normal 

All of this begins with the various demand generation strategies you’re running.

Remember, only around 5% of your total addressable market is actually ready to buy. By the time they get to one of your lead generation devices, they’ve already done the majority of their research.

If you’re not present during that whole customer journey, educating the prospect and guiding their buying decisions at every turn, you’re unlikely to be in the final consideration set.

So, keep on doing what you’re doing. Build that content machine, publish and distribute, and drive traffic back to your website so prospects can learn about how you solve their common problems.

Warmly Deanonymizes Visitors To Your Website 

Once a potential buyer lands on your website, Warmly kicks into action.

This begins with website visitor deanonymization.

We can uncover 65% of the companies who visit your site and 15% of the actual people without you having to do anything.


In some cases, we can provide LinkedIn accounts and even email addresses for these buyers, all of which are then quickly synced back to your CRM and sales engagement tools.

Best-In-Class Data Integrations Help Identify Buying Committees 

We then pull in firmographic data from best-in-class sources such as Clearbit and 6sense, both at the company level and at the contact level.

This helps you to identify who might be on the buying committee and who else at that company might be responsible for the purchase decision.

For example, a marketing associate might have visited your website, but Warmly has identified (based on your ICP information) that the CMO would more likely be the decision-maker here.

This data is also routed to your sales tech stack, helping to build out the account and allowing you to understand more about who you need to talk to in order to influence a purchase.

This comes from a proprietary data waterfall strategy designed to ensure you have the best coverage and accuracy (better than anyone else). We layer together the best data for you so you don’t have to go through the headache.


Warmly Orchestrates Multi-Threaded Omnichannel Outreach 

Here’s where the power of AI really kicks into gear.

We’ve enriched your CRM and sales engagement tools with all of the account data related to the prospect in question. We’ve combined metadata and tech stack data with best-in-class buying intent data to translate buying signals into meaningful and actionable sales actions that can be automated.

We call this multi-threaded outreach.

By multi-threaded, we mean that our AI engine isn’t just communicating with one person.

It’s using powerful sales and marketing automation to push personalized email and LinkedIn messages to multiple stakeholders, all of which appear to be coming from a member of our sales team.

As all good revenue teams know, each stakeholder in the B2B buying team has different buying motivations. The CMO is going to want to see results or proof of concept that are different from what the marketing associate might see.

So, our AI outreach engine crafts contextual messaging based on those roles and the value your product can provide them.

All of this is orchestrated via a single platform connected to your existing sales engagement tech stack. It’s high-value work being done in the background that your reps don’t have to worry about.

Use Case Examples For Signal-Based Revenue Orchestration

Top of Funnel Orchestration

If a qualified ICP account visits the website for the first time without any associated CRM deal, we automatically create the account in the CRM. Then, we enrich new CRM fields to track the account's digital footprint and analyze trends. We automatically source the buying committee via Apollo, PeopleDataLabs, and ZoomInfo integrations.


The contacts are then synced to the CRM, assigned the appropriate account owner, and automatically added to an educational nurture sequence sent via email and LinkedIn (via our Salesflow integration).

As the buying committee members engage with the content, the signal on the account strengthens. Over time, we may see the account transition from the awareness stage to the consideration stage of the buying journey. And instead of just searching for your category in Google, they're searching for your brand.

Middle of Funnel Orchestration

The account's buying committee has started to show interest in your offering, as evidenced by repeat visits to your website from multiple IP addresses. They have shown interest in case studies and pricing pages and have recently engaged with marketing nurture emails. We bilaterally sync web activity associated with each buying committee member into the CRM, including the referral source, time spent on each page, and specific pages visited. This synchronization helps prioritize accounts, tailor experiences, and involve relevant parties.

As committee members are directed to your site via nurture sequences, we will send personalized messages through our AI chat. These AI chat messages are contextualized to the content consumed and the account's surrounding context. As the conversation progresses, your human seller will be notified through Slack and can engage with the prospect in real-time via video call on the website.


Bottom of Funnel Orchestration

When an account is in the decision phase and on your website, we alert the assigned Account Executive (AE) both audibly and via push notifications when these accounts visit our site. This enables the AE to meet the visitor where they're at, on the website via our live video chat. If the AE can't act immediately, the notification provides the phone numbers of the buying committee (when available) for a direct call.


Simultaneously, we draft personalized emails or LinkedIn messages using GPT and relevant data pulled from all integrated systems. The AE would approve these messages before they're sent, ensuring timely and relevant follow-ups with the prospect.

Lead Scoring & Revenue Orchestration

Signal-based revenue orchestration can (and should) be set up to run different playbooks based on the level of intent and warmth the prospect demonstrates.

Here’s how we score and route leads at Warmly, for instance:

As you can see, leads we judge as cold receive simple inbound chatbot workflows, whereas hot and medium prospects get a proactive AI chat playbook.

These distinctions are made using our proprietary warm lead scoring matrix.


A combination of ICP filters (for example, the size of the company) and intent signals (from third-party site activity and engagement on our own website) determines how hot the lead is, automatically filtering prospects into the relevant workflows.

PS. Our full-length article on Warmly implementation goes into detail on how to set this up.

Advantages of Signal-Based Revenue Orchestration

We only loop in sellers when an account is ready for a human conversation. Otherwise, we're continuing to deliver multi-threaded, omni-channel experiences across all your accounts automatically.

We think that human systems are inherently difficult to scale, especially as deals become more complex and involve more stakeholders, each with individual nuances.

The difficulty is in holding attention long enough to synthesize all the information collected on an account/individual to craft the right experience before their attention goes elsewhere. It takes time to research, time to draft, and time to send. When a rep reaches out, the window of opportunity might have closed, and the prospect is visiting a competitor's site. Or the rep never reaches out, and we would've missed an opportunity to build a relationship with the prospect earlier in their buying journey.

Orchestration's ability to reduce the relevant information from your systems into the right multi-threaded actions, combined with AI's ability to generate personalized messaging, has the following advantages over traditional Account Based Marketing:

  • Fit - To ensure that the best-fit companies (based on your ICP) get high-touch workflows, stopping low-intent leads from clogging up sales pipelines and speeding up sales cycles by acting as a filtering mechanism and stitching together various data inputs. 
  • Speed - To engage with the prospect through the right channel, with the right message in that ~8-second window when they're thinking about you
  • Scale - To engage with all accounts visiting your website across all stages of the buyer journey and across the entire buying committee, not just the person visiting the site at that moment
  • Consistency - To immediately mobilize and scale up an army of AI SDRs to deliver consistent messaging that would resonate with the right buyers so you can test and iterate what works best at scale
  • Personalization - To deliver the right messaging at the right time, via the right channel, AND being human while doing so
  • Reduction - To measure the value of each of the dozens of buying signals you have access to, and weight them based on how strongly they indicate intent, and reduce it to an overall intent score

Consolidate Tools to Create a Seamless Buyer Experience

To stitch together these event-driven systems, you would need ZoomInfo or Clearbit to enrich the data, 6sense to gather the website intent, and Drift to engage with them live on the website. Now you can do it all in one.

Layering data from disparate systems and reducing the complexity through orchestration leads to derived insights. You can skip analysis done by a human toggling between three screens and pinpoint critical moments in a buyer's journey. You don't need to ink deals with 6-7 vendors and spend time getting systems to talk to one another. You can focus on one core vendor and push them to innovate to create seamless buyer experiences.

That will allow you to save money on tech spend, repurpose reps' time on more strategic problem-solving for the customer, and have robust data to run models and AI against to automate processes further.

Setup Warmly in Minutes, Not Months

Larger platforms may require weeks to months to set up correctly, involving multiple teams, onboarding sessions, and alignment meetings. The hidden cost of setup starts to eat away at the ROI.

For Warmly, you can begin receiving hard ROI in 20 minutes by:

  • Adding a code snippet to the site
  • One-click authenticating into your systems (Hubspot, Outreach, Apollo, Slack, LinkedIn, etc.)

You can immediately start to improve conversion rates by de-anonymizing and enriching the traffic coming to your site, sync this data back into your CRM, and then routing hot accounts to the right rep.

Then we would set you up for an onboarding call with our CSM for 30 minutes to help you define your ICP accounts and buying committee personas in Warmly so that we can set website prospecting on auto-pilot by turning on AI chat and AI prospector. This would run all hours of the day to line up conversations for reps even as they sleep.

An example: within the first 8 minutes of turning on AI chat, Kandji was able to book two qualified meetings. You can read more about Kandji's case study here.

Read more about what our customers have to say about us:

The Rise of AI Powered Revenue Orchestration
The Rise of AI Powered Revenue Orchestration
Time to read
Read More

This article is Part III of a 4-part series on the shifting landscape of B2B buying and selling, how revenue teams have adapted, and where we think the market is headed.

You can read Part II, where we introduce account-based marketing and how it improves the buyer experience to get past the noise explained in Part I.

In the previous two parts, we talked about the problems facing revenue teams today and how we got there. Account-based marketing is a step in the right direction, as it adapts how companies engage with buyers depending on the stage of their buyer's journey. 

Right message, right person, right time, through the right channel.

However, having implemented ABM solutions ourselves and talked with many current or former users of ABM, we've seen that there are hard setup and maintenance costs, as well as difficulties in running such a complex operation effectively - particularly speed, coverage, and consistency.

People are influenced into deals rather than pushed into them like before. Demand creation and dark social are starting to become a key part of people’s strategies.

Understanding Demand: Creation vs. Selling

‎(Image Source: Freepik)

Demand creation focuses further up the funnel at the awareness and consideration stages of the buyer's journey. It's about finding ways to get our brand in front of the 97 to 99 percent of our total addressable market who may not be actively in the market but have the potential to become prospects in the future. This involves utilizing channels like LinkedIn, Reddit, ads, webinars, blog posts, and influencers to educate and engage with our target audience.

Demand capture is about capturing the buyer in the decision and purchase stage. Again, only 1 to 3 percent of people are currently in the market and showing purchase intent. This is where all of our sales team's efforts should go. There's typically a high cost for sales spending time on accounts that are not in-market.

The need to split between demand creation (mostly marketing, though there can be some assistance from sales) and demand capture (mostly sales but with some marketing influence) is to fulfill the buyer journey experience.

One common mistake companies make is the tendency to allocate most of their budget towards demand capture, even though 70% of the buying journey has already occurred by the time a seller is involved. By then, the buyer already has a top 5 list of vendors they are looking to evaluate.

By neglecting demand creation, we risk commoditizing ourselves among competitors and miss the opportunity to distinguish ourselves as a leader.

If we truly solve a problem, our buyer will be in the market for our solution one day. And if we did demand creation right, they'll be googling for our solution via branded search terms rather than typing our category name, where we may not even rank in the first four search results.

The Importance of ICP Creation

When we look at the difference between high-performing and low-performing SDR teams, there’s one thing that stands out across the board:

The best teams are getting fed with better pipeline.

That is, the leads coming through are of higher quality. They’re a better match for the company’s ICP, so they have an easier time closing deals and waste less time on leads that would never close.

For this, you need to have your ICP clearly nailed down and ensure your demand-generation activities are tailored to that specific audience.

It is not just about finding a fit on demographics, though.

You also want to know that the company is growing. Do they have NRR over 100%? Are they retaining customers? Is revenue increasing?

If these signals are all met, it means you’re less likely to have churn issues in the future because the buyers got laid off.


‎

Wasting Time on The Wrong Activities 

The other problem with many low-performing SDR teams is that they aren’t focusing on the right actions. Only 20% of their time goes to activities that create progress. The other 80% is just wasted time.

They aren’t working on the right deals at the right time, with the right people, through the right channels.

Revenue orchestration helps sales teams prioritize the best leads and deprioritize the worst ones so they can work on the activities that actually move the needle forward.

Advantages of AI-powered Revenue Orchestration

Fit 

AI-powered revenue orchestration helps ensure that the leads that do make it through to a conversation with sales reps are highly aligned with your ICP.

Instead of funneling all potential prospects through to a demo (like a standard chatbot or meeting booker would), a revenue orchestration solution:

  • De-anonymizes the site visitor.
  • Enriches your CRM data on that account with other firmographic info (such as identifying who else might be on the buying committee).
  • Extracts third-party buying intent signals from external providers to understand where the prospect is at in their buying journey.
  • Understands the current health of the company by pulling publicly available growth metrics.
  • Matches that collection of data against your ICP construct to determine what conversational path to put them down.
  • Orchestrates communications across email, social, and live chat.
  • Nurtures the prospect until they demonstrate a sufficient level of intent, triggering an alert for a salesperson to take over.

This means those website visitors you aren’t a fit for your ICP don’t clog up your sales teams’ meeting pipeline, which translates to faster sales cycles and stronger conversion rates.

Speed

When a target company exhibits buying intent, the window of opportunity that the buyer is thinking about you could be seconds.

If a buyer visits the site and has a question about the product but is unable to meet with a rep until a day later, that may be too late if the budget discussion is tomorrow. By the time a sales rep reaches out, the moment may have passed, and the buyer has gone to a competitor.

Here's an example of how orchestration could solve this.

The VP of Marketing tells a B2B marketing manager at SaaS Co. to research an intent solution to get more in-market leads. SaaS Co's marketing manager asks the Pavilion Go-to-market community for alternatives to 6sense because 6sense is so expensive. Someone mentions Warmly.

The marketing manager visits Warmly's homepage, the case studies page, and the pricing page. On the pricing page, the chatbot pings - it's an AE at Warmly asking if they have any questions.


‎

The marketing manager doesn't realize he's speaking to an AI. But by now, the actual AE has been notified and jumped in to take over the conversation, initiating a video call. They arrange to catch up again after SaaS Co's budget meeting (that's tomorrow). The marketing manager notes the solution in his deck and calls it a day.

But the orchestration doesn't end there.

  • Immediately after, the SaaS Co.'s CFO receives a LinkedIn connection request. It's the Warmly AE, enquiring about their precarious financial position. They detail exactly how Warmly integrates into SaaS Co's existing tech stack and maximizes the ROI of marketing spend. The CFO ignores the message but keeps Warmly in mind.
  • The rest of the buying committee (the VP of Marketing, CRO, VP of Sales, and Head of Sales Development) receive custom emails addressing all the risks Warmly would help eliminate.
  • The CRO finds a surprise in her message - an explanation of how Warmly eliminates revenue leaks, a topic they had recently read up on. The CRO clicks on a link in the email, arrives on the Warmly homepage, and reads case studies about how Warmly solved revenue leaks with SaaS Co's competitors.

The orchestration system automatically generated these experiences immediately after that initial call. AI carefully selected the message, buying committee members, and channels based on the surrounding context and historical data.

In the past, such an analysis and outreach would have taken hours. This took minutes. Plus, the call recording was synced to the CRM, transcribed, and processed alongside all other relevant data collected on the account.

So, onto that all-important buying committee meeting. What do you know? Warmly is top of mind.

The marketing manager reaches out to Warmly's AE to schedule another call with the VP of Marketing, CRO, and Sales. The AI, always doing more, includes the CFO on the call because they're deemed vital.

And in less than two days (there could be just 24 hours between the initial website visit and that buying committee meeting), you've got a prospect ready to buy.

Scale

A similar story plays out a hundred more times during the working day as companies visit the site, are qualified in or out, and the orchestration platform delivers the right experience. A single rep can only handle one account at a time, but an orchestration platform can simultaneously service every single account at every stage of the buyer journey.

The previous example discussed a possible experience delivered to the account if they were in-market.

What about those that aren't in-market?

They receive demand-creation experiences, like display ads or personalized emails that route to educational blog pages or videos.

When the target accounts finally enter the "buying window," Warmly's content has already shaped their opinions. The account is primed, and we move to demand capture involving the sales team.

The target accounts arrive on Warmly's landing page, the AI qualifies them as in, notifies the rep when a human needs to be in the loop, and the cycle repeats.

Flexibility

‎The best AI-powered revenue orchestration solutions give GTM teams the flexibility they need to plug into their existing tech stack and coordinate sales and marketing activities.

That’s not the case across the board, though.

Right now, we’re seeing a consolidation of the GTM tech market.

Salesloft bought Drift. HubSpot bought Clearbit. Leedfeeder merged with Echobot to become Dealfront.

You’re also seeing tools like Apollo.io and ZoomInfo build out unified GTM suites in-house.

Others, like Warmly, are more platform-agnostic. They focus on integrating with a wide variety of tools so you can plug into the tech stack you’re already set up with and orchestrate effective GTM campaigns powered by AI.

Zach Howland, a sales tech stack expert with a ton of experience implementing CRM and sales tools, has a great point on this:

"Flexibility is enhanced utility. The market needs to be more nimble for the coming scramble to modernize sales technology as AI becomes more robust.”

Consistency

Take this example.

Based on data in the orchestration platform, the leadership team finds they're losing deals based on price to competitors, specifically to companies in B2B SaaS at the Series A stage.

So, the team tweaks the orchestration platform to show 20% discounts to in-market B2B SaaS accounts at the Series A stage. The AI also integrates this promotion into the company's messaging while keeping the price the same for all other prospects.

Normally, this type of change would take multiple training sessions with SDRs, as reps leave, are onboarded, or return from vacation. In the past, reps might have tested messaging and pricing on their own.

Now, everything is standardized. This change is implemented immediately and fed through the platform.

Personalization

The other problem with those stock standard sales conversations that lack context?

They’re exactly the opposite of what today’s buyers say they want.

86% say personalization plays a major role in their purchasing decision.

For many companies, especially SMBs, personalization is a great concept but can be difficult to achieve.

Most businesses add a dynamic name section to their email chains and call it a day. As if their name is what customers are talking about when they say they want personalized buying experiences.

A quality revenue orchestration platform provides companies access to the tools they need to deliver personalized experiences.

Again, it starts with quality data (you can’t personalize anything if you don’t know a thing about the person you’re speaking to), coordinated using a combination of AI and automation to identify opportunities to personalize aspects of the conversation.

It's not just about showing that you know their company's name or their role. Revenue orchestration can go as far as customizing the marketing messaging and even the sales assets that customers receive based entirely on the demographic and intent data you have on them.

Adaptive Systems and their Multiplier Effect

When the whole go-to-market functions of demand creation (marketing) and demand capture (sales) play together harmoniously and the experience is delivered correctly, buyers are happy because they feel like it's being done for them, not to them.

When data no longer lives in siloes and is combined to create derived insights that feed back into the platform, the system continuously delivers better experiences to each account.

Advancements in AI, like vector embeddings, can extend LLMs to have long-term memory for the surrounding historical context and experiences delivered to not just one account but every account being tracked in the CRM. This allows the system to create highly customized experiences that extend across the life cycle of the buyer's journey. Like Amazon and Netflix, millions of buyers don't receive templated emails; they receive carefully selected personalized experiences.

The Non-linear Nature of B2B Purchasing

B2B buying doesn’t play out in any kind of predictable, linear order. Instead, buyers engage in what one might call “looping” across a typical B2B purchase, revisiting (for example) six buying jobs at least once.

There's a multiplier effect when all the pieces work together and adapt in real time to the ever-evolving ecosystem of B2B buying.

‎(Image Source)

Redefining the Role of Human Interaction

Go-to-market teams have already been downsizing and learning to be just as effective with fewer headcounts.

It's gotten so difficult to get someone on the phone that when they finally pick up, after 100 dials, we end up word vomiting just to have them hang up again. It's a horrible experience for both the buyer and the seller.

In the very near future, sellers will move further away from these manual, repetitive tasks because of the increased sophistication, efficiency, and effectiveness of these new adaptive systems. SDRs and AEs can get back to focusing on solving complex customer problems and building long-term relationships. And marketers can spend more time building empathy for the people they are seeking to serve.

And because AI has become quite good at synthesizing data into something humans can understand, we can drill down into the system and reveal important answers to questions like: Who is our ICP? Where are the bottlenecks? Why did we deliver certain experiences? What's been working or not working? Why?

That's the magic of AI-supported revenue orchestration. It gives us the power to be more creative and strategic.

We do what we do best, and leave the rest to automation.

Read on for Part IV on Warmly: The Signal-Based Revenue Orchestration Platform.

Interested to see Warmly in action? Book a demo.

The Future of Account Based Marketing
The Future of Account Based Marketing
Time to read
Read More

This article is Part II of a 4-part series on the shifting landscape in B2B buying and selling, how revenue teams have adapted, and where we think the market is headed next.

You can read Part I, in which talks about the evolution of sales and marketing pre and post-pandemic.

TL;DR:

  • The reduction in force in 2023 has accelerated the need for agile organizations in B2B buying and selling.
  • Account Based Marketing (ABM) has shifted the focus from individual leads to the account level, improving efficiency and relevance.
  • Understanding the buyer's journey and using automation and AI can increase sales velocity and conversions.
  • However, there are limitations to ABM, including the challenge of data silos and the need for speed, coverage, and consistency.
  • The next phase in demand capture and demand creation is Account Based Orchestration (ABO)

Headcount Reduction Accelerating the Agile Organization

As of August 2023, almost 300,000 workers in US-based tech companies have been laid off.

Just as COVID was a massive accelerant to the digital buying process, the 2023 reduction in force, because of uncertainty around the economy, was a massive accelerant to the new age of agile organizations.

Dynata conducted a 2023 study across 500 business leaders in the US, Germany, the UK, and France across all industries. Participants included heads of sales, revops, and marketing. A few findings:

  • 75% of organizations expected flat or reduced revenue growth this year
  • 58% expect to have less personnel to drive sales

So, there is less staff, potentially the same pipeline coverage needed to hit your quota.

As a result, sales and marketing organizations learned how to operate smaller, more agile, and more efficiently. Revenue teams began partnering with the most innovative technologies that used automation and AI to help them execute operational downstream activities, which allowed them to focus on key insights and personalization.

Shift Towards Customer Centricity and Account-Based Marketing

In the past, most go-to-market tooling was focused on helping the seller and marketer get more leads. The experience of tooling wasn't necessarily tailored toward the buyer (e.g. carpet bomb email and relentless cold calls).

There are two options to increase revenue:

  • Increase leads
  • Improve pipeline conversions, cycle times, ASPs

It seemed easier to get more leads, so many organizations chose that. But it wasn't. It was the more expensive option that had diminishing returns. More leads to sift through and follow up on meant sellers weren't allocating their time as effectively.

The problem was that 3% of your TAM was in-market to buy (Sticky Branding).

Spending time on non-target accounts that were not in-market to buy was a huge waste of time and money for both the sales and marketing teams.

The Importance of Efficient Growth and Timing

Companies like 6sense keyed in on the importance of efficient growth, relevance, and timing. They introduced the idea of account-based marketing (ABM), which took the focus off the individual lead contact and brought it up to the account level.

Understanding the Buyer's Journey

The vision was to break your target ICP accounts into four key stages of the buyer journey:

  • Target: Not ready to buy
  • Awareness: Waking up to the problem
  • Consideration: Learning how to solve the problem
  • Decision: Engaging with vendors
  • Purchase: Ready to buy

Then, align the sales and marketing team to work together towards delivering the right experience at the right stage in the buyer's journey. Sellers needed the marketers to figure out which leads were in-market. The marketers needed sellers to engage those leads. ABM teams typically align on the same ICPs and metrics to build qualified pipeline together.

There are thousands of potential leads that a seller could follow up on, but they should just prioritize the ones with the highest ROI, and leave the rest to AI and automation.

Here's an example 6sense workflow:

  • Awareness: Marketing identifies the best accounts via the buyer's digital footprint on the web, finds the buying committee, and then adds them to social ad campaigns on Facebook and LinkedIn
  • Consideration: Marketing adds the buying committee members into nurture/education campaigns to provide value
  • Decision: Landing pages and chatbots are personalized to the buyer. Target accounts are routed to the right sales rep
  • Purchase: CRM, marketing automation systems and the website capture buying signals. This is when the account is in-market to buy, and sales should chase

Understanding where the buyer was in their journey made marketers and sellers more relevant and customer-centric in their outreach timing, targeting, and messaging.

Taking a multi-threaded approach where everyone on the buying committee was engaged increased sales velocity, conversions, and ASPs.

Sales and marketing were going to market together, which boosted overall ROI.

ABM started to work and cut through the noise:

  • The first person in the conversation is 70% more ready to buy (6sense)
  • 85% of marketers say ABM significantly benefited them in retaining and expanding their existing client relationships (Triblio)
  • An ABM strategy can increase B2B revenue by 208% (Warc)

According to Lars Nilson, VP of Business Development at Snowflake, who ran a 200+ sales development team, when account-based marketing and account-based sales orchestrate, script, and strategize together, they saw a 3x lift rate on their meetings booked.

Limitations of Today's Account-Based Marketing

In spite of the lift from running an ABM motion, companies are still finding difficulty capturing demand. Deals are becoming increasingly complex, with more steps involved and more people to convince. The status of deals is constantly changing and faster than humans can react.

There are also fewer humans to react, period, because of the headcount reduction. Sales reps are working double-time to engage quickly and effectively with more accounts on increasingly complex deals. People are fried.

Sometimes it could take weeks, months, quarters to fully implement an ABM solution. It could take a while before sales and marketing and in full alignment on their ICP and agreed upon processes. Takes time to find a dedicated owner of the ABM tool. People are constantly shifting, so the CMO that brought on the ABM solution may leave midway through implementation. And the sales team that was onboarded today may not be the sales team that uses it tomorrow.

A strong signal on an account that's in-market to buy is only useful if it's acted upon, and better yet, acted upon immediately. Speed kills sales. Drafting a personalized email to a hot account a day after may be too late.

Human systems do not scale well, especially as organizations and the number of leads to keep track of gets larger.

The Challenge of Data Silos and Integration

The market is starting to consolidate tooling; however, you still have 5 to 6 solutions that need to work in tandem to execute effective ABM. For example there's conversational intelligence, sequencing, email, LinkedIn, Slack, CRM, buyer intent, etc. Humans still need to toggle between three screens to conduct analysis and pinpoint key moments in a buyer's journey. Revops needs to manage multiple vendors, which oftentimes have duplicate features.

But the biggest issue is having multiple data siloes to manage. With systems needing to integrate back and forth, it can be difficult to have a single set of robust, accurate data to automate workflows or run AI models off of.

The problem compounds as the size of the organization and prospect base grows.

Pretty soon there are processes to maintain processes, and, depending on your time horizon, the upfront setup and maintenance cost may introduce more harm to the team rather than the ROI promised.

The Need for Speed, Coverage, and Consistency in ABM

For ABM to work well, you need speed, coverage, and consistency.

Most sales teams are not set up to react in real-time, which breaks them out of their workflow. It takes significant orchestration to complete the ABM motion successfully at every step.

If there is a big marketing campaign that drives traffic, there may not be enough rep coverage to engage all the buyers.

In both cases, there is a revenue leak in the funnel because speed, coverage, and consistency fall short.

It means you're not engaging or fast enough with your in-market target accounts (3% of your TAM) who are in the decision/purchase stage, which costs you deals today.

You're also missing out on the opportunity to build relationships with target accounts that are not in-market (97% of your TAM) in the awareness/consideration stage, which will potentially cost you even more deals tomorrow and beyond because those accounts may be building an early relationship with your competitors.

Up Next: The Era of Account-Based Orchestration

Read Part III, where we'll delve into the evolution from account-based marketing to account-based orchestration. We'll explore how this transition enhances the speed and precision of delivering a tailored buying experience to your Ideal Customer Profile (ICP).

Book Demo
How The B2B SaaS Sales Funnel Has Changed
How The B2B SaaS Sales Funnel Has Changed
Time to read
Read More

This article is Part I of a 4-part series on the shifting landscape of B2B buying and selling, how revenue teams have adapted, and where we think the market is headed.

TL;DR:

  • B2B SaaS experienced a golden era with an influx of capital and a focus on go-to-market strategies.
  • The traditional sales funnel and data-driven processes became the foundation of go-to-market understanding.
  • The market saw an explosion of SaaS solutions and an increase in email deluge, leading to declining conversion rates.
  • The pandemic brought about significant changes in buyer behavior, with a rise in digital communities and increased reliance on content consumption for decision-making.
  • The digital transformation paradox emerged as conventional funnel metrics struggled to capture evolving buying behavior, leading to the need for companies to adapt and evolve.

The Golden Era of B2B SaaS: 2018-2022

The years from 2018-2022 could be called the Golden era of pre-AI startups. B2B SaaS was living its best life. Startups were bathing in cash. They were getting their rounds pre-empted because deals were becoming that hot.

image

(Image Source)‎

I remember just two years back in 2021, there was a saying in the startup community that it was easier to raise money than it was to hire great talent.

The Capital Influx

Initially, we saw the influx of capital into SaaS businesses often channeled into go-to-market strategies. B2B SaaS companies hired like nobody’s business: sales reps, ad spend, sales reps, marketing tools, and more sales reps. Resource bloat accrued because of the mounting pressures to produce in order to meet valuation expectations.

This forced the hands of many B2B SaaS startups to hire too many employees to hit those targets. As the economy has continued to recede in 2023, shareholders, boards, and VC firms alike are asking nearly every startup to surrender to a RIF - aka layoffs - to reduce the bloated, unproductive staff.

GTM Strategies

The traditional construct of going to market was that of the sales funnel. Tools like ZoomInfo and Outreach would make one sales rep feel like the power of ten sales reps. But instead of cutting back, companies went all in, flooding the market with outbound — more dials and cold outbound calls, and more mass emails out the digital door.

With so many bodies, predictability and structure became the name of the game. I remember being curious about sales and asking Larson Stair, an expert sales founder in our Techstars batch.

"What makes a salesperson great?" — Alan

"Process." — Larson

Sales with a process is a science, which makes it more predictive. Without a process, it was emotion, which made it less predictive. VCs have historically pushed for predictability, which pushed for certainty in measurement. What is the best visualization of this predictability? The Marketing-to-Sales Funnels with conversion rates at every step.


image

(Image Source)‎

At the same time, with the explosion of data, whatever could be measured was measured. Everything became seemingly quantifiable when the funnel was the foundation of go-to-market understanding, turning GTM into a science, and sales and marketing as “the scientist” executing the experiments.

The SaaS Startup Explosion: the 2020s

As venture capital continued to flow into the 2020s, the SaaS market saw an influx of tools, thanks also to the commoditization of API software development. Competitor apps could be spun up overnight with just a handful of developers. The availability and affordability of cloud service helped ensure that the entrepreneurial developers sitting inside a B2B SaaS company could develop revenue-producing applications to their heart's content.

Carina, Zack, and I built one such competitor tool during our time at Techstars without knowing anything about the space.

Everyone started building and buying everything. Then, the capital and the revenue started coming in - and it was good. However, when everyone starts making money, good decisions start going out the window. Lots of shelfware was created and sold to consumers who were sold something that didn’t deliver value.

The Email Deluge and Declining Conversions

Inboxes exploded from the deluge of emails. Eventually, Google started throwing certain domains into spam. Whole cottage industries emerged just to warm emails to improve deliverability so companies could send more.

Conversion rates started declining.

But the pressure mounted. What did people do? More hands on deck. 5% closed won conversion last year, 1% conversion this year? No problem. Pump up the top of the funnel to sustain revenue growth.

If your job was on the line, why fix something that wasn't broken? Plus, who had the bandwidth to innovate when the existing system was barely afloat? Nobody ever got fired for buying IBM.

Lots of hungry reps to feed right now. Where are all the MQLs, form fills, white papers, and link clicks? Because of the short time horizon of CROs, the whole go-to-market team needed to operate on a similar timescale.

The Pandemic's Impact on Business

Then 2020 ...

The pandemic changes everything.

It completely disrupts B2B SaaS marketing, in ways that are still being felt today.

And it all started with B2B SaaS buyers.

The Buyer's Evolution

Let's talk about what happened to the buyer.

Forget B2B SaaS products for a second. For the first time, during the pandemic, buyers were building entire teams without ever meeting face-to-face with their new hires.

As a result, B2B SaaS providers had to learn how to connect with buyers that were increasingly connecting with peers, potential clients, and sales teams entirely online.

The Rise of Digital Communities

Demand for community skyrocketed. Reddit, Discord, and Zoom engagement shot up. And in the wake of all this, professional communities like Pavilion started sprouting up everywhere. LinkedIn evolved into a real professional social network.

Suddenly, buyers, who in the past, would meet each other maybe once or twice a year at conferences to exchange ideas about B2B SaaS solutions, can poll thousands at a time, globally, for advice on whether to use Outreach or SalesLoft, Hubspot or Marketo in a single post, and get curated answers back within minutes.

Content Consumption

With social media engagement at an all-time high, consumption of marketing content like e-books, blog posts, podcasts, influencer endorsements, and peer reviews soared.

In 2020 alone, media uploads increased by 80% YoY, driven by an influx of social media marketing in the SaaS space. How-to videos, explainers, pre-recorded sales pitches: B2B buyers were absorbing it all.

The increase in content consumption meant that demand generation became a key factor in the B2B SaaS business model.

B2B Decision-Making

As well as consuming more and more content during the buying process, the way organizations decided on when and why to purchase a SaaS product also changed.

In particular, partnership programs - for example, Hubspot and Salesforce's app ecosystem - started gaining traction as a go-to-market channel, with buyers increasingly making purchase decisions from trusted B2B software vendors.

The Digital Transformation Paradox

Consequently, B2B SaaS underwent a digital transformation overnight.

The change was swift. But, ironically, as the world digitized, conventional SaaS metrics struggled to capture the evolving buying behavior.

Private Slack chats, influencer endorsements, or old-school phone calls - the funnel couldn't track these. The same large quantity of SaaS vendors still existed. It's just now the buyers could see them all a bit more clearly.

The Dark Funnel and Its Impact on B2B Marketing

In the past, companies could track customer interactions through traditional marketing automation platforms. However, with the rise of third-party marketing channels like podcasts, events, influencer marketing, and organic social media, companies are unable to track these interactions effectively. This lack of tracking has led to a major shift in the distribution of content and communication between companies and their customers.


image

(Image Source)‎

The software vendor landscape was vast, but now, buyers had a clearer view. The competition between vendors became fierce, with countless "Top X tools for Y" lists and regular Gartner and G2 matrices to guide buyers.

Still, the traditional sales and marketing model that drove buyers down the funnel persisted, even as it was seeing diminishing returns. A decade of conditioning led ingrained these large processes of generating Leads to MQLS to SQLs, as well as the people who maintained them.

The Informed Buyer

But here's the twist: Buyers were leveling up. They were more informed and more savvy. At least that's what they thought:

  • 70% of the buyer’s journey is done digitally before talking to a salesperson (Sirius Decisions)
  • 80% of B2B purchasers said that they would not even speak to a salesperson until they had done their own research (The Corporate Executive Board)
  • 80% of business decision-makers prefer to get company information from a series of articles versus an advertisement. (B2B PRSense)
  • 84% of B2B decision-makers begin their buying process with a referral. (Sales Benchmark Index)
  • 86 percent of buyers use peer review sites when buying software (G2)

The number of people in the SaaS solution buying committee was also becoming much larger. Each member has their own needs that must be met before the purchase can go through, so that means different messaging and timing for different personas.

It was like wringing water from a rock and suddenly finding yourself in a desert. That's okay because the VC well always had more rocks to pull from.

Navigating the New Demand Landscape

Post-pandemic, B2B SaaS companies faced a fresh challenge: the funding bubble began to deflate. Buyers tightened their belts. Sales quotas were missed.

Traditional methods seemed outdated in this new reality.

While many clung to old strategies, successful B2B SaaS organizations recognized the need for efficiency and adaptability. They shifted focus from lead generation to efficient demand capture and demand creation, emphasizing trust and authenticity in an informed buyer's world.

"How can I sell you something," no longer works. The approach must be proactive: "What does my customer need from me." Companies like Aligned have built the digital sales room to create better buying experiences.

In this evolving landscape, it's not about who spends the most - on sales teams, marketing campaigns, or SaaS tools - but who adapts the best.

Now that you're keyed up on the changes in the B2B market pre- and post-pandemic, read on for Part II, the future of account based marketing.

Book Demo

Articles

Showing 0 of 0 items

Category

Resources
Resources
Resources
Resources
9 Best B2B Data Providers On the Market To Try This Year

9 Best B2B Data Providers On the Market To Try This Year

Time to read

Alan Zhao

The best B2B data providers on the market offer business access to datasets that have valuable information on companies, contacts, market trends, and customer behaviors. 

These insights can help you with lead generation, sales targeting, market research, and improving decision-making in some cases.

In this article, we discuss the top B2B data provider software on the market that we have tested. You will get a peak into each tool’s features, pricing, pros, and cons.

What to Look For in B2B Data Providers?

Here are the four major factors to consider when choosing a B2B data provider for your business:

1. Data Accuracy and Quality

More data isn't always better. B2B data can decay rapidly, so your data provider must have accurate, up-to-date buyer data. Make sure it has dedicated verification systems in place to verify and update databases periodically. 

2. Data Coverage

Look for B2B data providers that offer broad coverage of your ICP. This includes checking if all necessary fields, such as contact details, firmographics, and technographics, are filled out. 

In addition, check whether the data provider offers international coverage so that you can break into local and global markets, such as EMEA, NAM, and APAC.

3. Filtering and Segmentation Capabilities

Find B2B data providers that offer advanced filtering options. These options allow you to segment data based on job title, company size, industry, sales trigger event, and intent filters. 

Segmentation is another advanced feature that helps you bifurcate your audience into smaller, more specialized groups so you can hyper-personalize your outreach.

4. Integration with Your Existing Tech Stack

Look for a B2B data provider that integrates with your existing CRMs, ERPs, and CDPs, such as HubSpot, Salesforce, Outreach, and others. 

Additionally, make sure the software offers a robust API and facilitates bulk import and export of contact data between data warehouses while ensuring real-time data sync.

What are the Best B2B Data Providers Currently on the Market?

Along the road, we’ve tested multiple B2B data providers. Here’s a list of the best B2B data providers based on their key features, pricing, pros, and cons.

1. UpLead 


UpLead is a cost-effective B2B lead generation platform trusted by more than 4,000 businesses, including Google, Salesforce, Microsoft, Amazon, and more.

Features

  • Get Access to more than 160 million business contacts worldwide in over 200 countries.
  • Enrich your sluggish contact list with 50+ data fields, including verified emails, contact numbers, social links, and more data.
  • Use the Chrome extension to access verified contact and company data while you browse.
  • Prospect 16,000+ technology data points to find companies using competitive or complementary technologies and turn them into sales.
  • Use UpLead's Intent Data feature to find consumption patterns, identify hot leads, and optimize reachouts.

Pricing

UpLead offers a 7-day free trial plan. Other than that, it has three premium plans:

  • Essentials: $99 per month.
  • Plus: $199 per month.
  • Professional: Custom pricing.

Pros and Cons

✅ Real-time email finder and verification tool. 

✅ Integrates with Salesforce, HubSpot, Zoho, Pipedrive, and many more.

❌ New users may still experience a learning curve when navigating all features.

2. Datanyze

Datanyze helps you find and connect to B2B startups, SMBs, and enterprises and collect the highest-quality B2B contacts using a simple Chrome extension. 

Features

  • Access a vast database of 100+ million professionals, complete with phone numbers and email addresses.
  • Use Datanyze's Chrome extension to pull up contact info, such as direct phone numbers and email addresses, while browsing social media or a company website.
  • Manage leads via an intuitive dashboard that lets you tag contacts and companies to automatically create segmented lists that are all available to export. 
  • Leverage the icebreaker feature to learn your prospects using sources like their social media feeds and local news to initiate conversations.

Pricing

Datanyze offers a 90-day free plan limited to 10 credits per month (30 credits for 90 days). Post that, you can upgrade to one of its paid plans:

  • Nyze Pro 1: $29 per month.
  • Nyze Pro 2: $55 per month.

Pros and Cons

✅ Easy to use and accessible to users of varied technical skills. 

✅ Allows bulk data export to popular CRMs like Salesforce, HubSpot, and more.

❌ Incidents of inaccurate lead information, forcing users to verify details manually.

3. Demandbase

Demandbase is a robust Account Based Marketing (ABM) platform for advertising, marketing, and sales teams.

It’s flexible and customizable, efficiently handling dynamic go-to-market motions and integrations with various marketing and sales functionalities.

Features

  • Access AI-powered B2B company, contact, intent, and technographic data verified using web crawlers and creative validators.
  • Leverage Journey stage mapping and Engagement heatmaps to tailor your messaging and outreach to where prospects are in their buyer journey.
  • Create ideal buying groups to segment and engage group members throughout the buyer journey.
  • Use AI to automate data cleansing and enrichment and keep your data fresh, accurate, and up-to-date.
  • You can run intent-based, hyper-targeted B2B ads using Dem with AI-powered campaigns and smart bidding.

Pricing

Demandbase offers tailored pricing plans based on your data needs. Contact their sales team for a quote.

Pros and Cons

✅ A flexible solution, customizable according to business needs and dynamics.

✅ Integrated AI and automation capabilities assist with tasks, allowing teams to focus on strategic initiatives.

❌ As an enterprise-grade solution, Demandbase pricing may overwhelm SMBs.

4. LinkedIn Sales Navigator

LinkedIn Sales Navigator is a premium sales tool that combines AI with LinkedIn's vast user network to help you find, prioritize, and engage with the right B2B prospects.

Features

  • Use advanced search capabilities to mix and match 50+ search filters and find prospects quickly and efficiently.  
  • Gain insights like company hiring trends, headcount, and recent hires to help you build rapport and engage with your prospects.
  • Identify decade-old colleagues, followers, and friends-of-friends to uncover valuable connections that can facilitate introductions and advocacy. 
  • Receive real-time alerts about significant events, such as job changes and promotions, so you can engage with decision-makers with the right message. 
  • Integrate external data sources, such as a CRM system, spreadsheet, or website, to expand their reach and identify prospects.

Pricing

LinkedIn Sales Navigator offers three paid plans: Core, Advanced, and Advanced Plus. Contact customer support to request detailed pricing.

Pros and Cons

✅ An easy-to-understand platform, particularly for LinkedIn users. 

✅ Prompt and helpful support from LinkedIn. 

❌ Can be expensive for small businesses and individual sales professionals. 

5. Kaspr

Kaspr is a B2B prospecting software that helps you get contact info like phone numbers, email addresses, and company data while prospecting on LinkedIn.

Features

  • Open the Kaspr Extension on any LinkedIn profile, list, group, or event to access the contact data you need.
  • Enrich European buyers' data using 120+ million European B2B contacts and across 150 sources to get real-time verified information. 
  • Send data from the LinkedIn Chrome Extension straight to your tech stack, including HubSpot, Pipedrive, Zoho, Salesforce, and more.
  • Has an intuitive dashboard that lets you organize, manage, and monitor leads with lists, tags, notes, and follow-up tasks — all in one place. 

Pricing

Kaspr offers a free pan. Plus, it offers tiered-based subscription plans: 

  • Starter plan: $49 per month.
  • Business plan: $79 per month.
  • Organization plan: $99 per month.

Pros and Cons

✅ Intuitive and easy-to-navigate interface. 

✅ Ability to obtain contact information with a single click. 

❌ Advanced functionalities may require additional time to understand. 

6. Lusha

Lusha is an AI-integrated sales intelligence solution known for its user-centric design, global coverage, and advanced filtering capabilities, which make it easy to search and drill through prospects.

Features

  • Lusha's advanced search lets you use natural language queries to search for relevant leads.
  • Complement your search with advanced filters for the prospect's phone type, buyer intent, technographic, company headcount, funding, and other parameters.
  • Automatically enrich your database on any CRM or CDP solely by using contact email addresses or a LinkedIn URL.
  • Open Lusha Extension on LinkedIn, Sales Navigator, Recruiter, Salesforce, or any company site to access contact and company info in seconds.
  • Generate AI-powered email sequences for cold outreach, product demo requests, or career opportunities with dynamic fields that autofill based on lead details.

Pricing

Lusha offers a free forever plan limited to one user. Other than that, it has three premium plans:

  • Pro: $49 per user per month.
  • Premium: $79 per user per month.
  • Scale: Custom pricing.

Pros and Cons

✅ Lusha integrates with popular CRM platforms like Salesforce and HubSpot, facilitating smooth data import and management processes.

✅ Offers bulk APIs to retrieve up to 100 contacts at once with bulk API.

❌ The UI and dashboard aren't beginner-friendly and lack essential prospecting features.

7. RocketReach

RocketReach is a leading B2B data provider trusted by over 21 million users, including 95% of the S&P 500.

It provides a suite of AI tools designed to speed up the process of finding and verifying potential buyers through intent data. 

Features

  • Has an extensive catalog of 700+ million profiles, 60+ million companies, and millions of emails and phone numbers across industries verified in real-time as you search.
  • RocketReach uses intent data to provide insights on intent topics and accounts' digital behavior, such as website visits, keywords, and content engagement.
  • Ask AI to automatically create prospect lists based on similar ICPs with options to fill in social URLs or any other information for your prospects.
  • Use the Autopilot feature to create automated workflows for discovering and engaging prospects with just a few clicks. 
  • Integrates effortlessly with CRMs like Salesforce and HubSpot, as well as automation tools like Zapier.

Pricing

RocketReach offers three paid plans to choose from: 

  • Essentials plan: $99 per user per month.
  • Pro plan: $165 per user per month.
  • Ultimate plan: $300 per user per month.

Pros and Cons

✅ Dedicated Chrome extension to access information without switching screens.

✅ Readily available customer support. 

❌ Can be expensive for small businesses. 

8. Seamless.AI

Seamless.AI is an AI-powered B2B data provider with an extensive database of 1.3 million contacts and 120+ million companies.

It's known for providing accurate, verified contact data and integrates with your existing B2B sales workflows.

Features

  • Uses AI and machine learning to research and verify millions of B2B cell phones, email addresses, and direct dials of people and companies in real-time.
  • Seamless.AI Autopilot feature automatically curates a list of prospects based on your target ICP and selected criteria within minutes.
  • With 12,000+ topics to choose from, you can identify and engage with read-to-buy leads at the perfect time and channel.
  • Build and filter lists of prospects based on specific criteria for targeting the most relevant contacts. 
  • Use Writer by Seamless.AI to craft the perfect sales and marketing messages that excite prospects and cut through the noise.
  • The Job Changes feature lets you track key contacts' job transitions for timely outreach and relationship building.    

Pricing

Seamless.AI offers a free plan with 50 credits and three paid plans: Basic, Pro, and Enterprise. To learn more about their pricing, you can book a demo and ask their sales team.

Pros and Cons

✅ The search feature is fast and accurate.

✅ Cost-effective solution for small and medium-sized businesses. 

❌ Lack of customization options to narrow down specific leads. 

9. Cognism 

Cognism is a B2B sales intelligence platform for sales, marketing, and RevOps teams looking for quality data in EMEA, US, and APAC regions.

It's intuitive, easy to adopt, and designed to be integrated into your existing workflows.

Features

  • Use AI-powered sales prospecting to type or speak your search directly into the search bar and get a list of ICPs and great-fit accounts.
  • Get validated emails and phone-verified mobiles for key prospects.
  • Create custom workflows to enrich existing CRM data or new leads with updated information.
  • Get intent data for buyers actively searching for solutions like yours enriched with the most up-to-date and complete contact data.

Pricing

Cognism offers two premium plans, Platinum and Diamond, with custom pricing. Connect with their sales team to get a quote.

Pros and Cons

✅ Access to global data without geographical restrictions.

✅ The Cognism browser extension allows prospecting over any website or app.

❌ While it integrates with most CRMs, most app integrations are possible via Zapier and not native to Cognism. 

How to Close More Leads with Warmly?

The B2B data providers in the list are all great, but you might often fall into issues like:

  • Incorrect and outdated contact information.
  • Lacks AI and robust customization options, like filtering and mapping.
  • Unavailability or lack of buyer intent data.

All these drawbacks can be taken care of by a modern tool like Warmly.

Warmly is an AI-powered B2B data provider that provides insights into website visitors and helps you nurture and convert them into customers.

Because this data is sourced from your website, it is unlikely to be inaccurate or different from your targeted ICP. 

But Warmly doesn’t just reveal anonymous website visitors. 

Let’s have a quick look at what Warmly has for you:

  • Website Intent Signals: Identify individuals and companies that visit your website, learn about their interactions, and tie them back to your CRM data.
  • Advanced filtering: Not all website visitors are leads. Filter traffic by demographic, firmographic, technographic, website activity, 3rd party intent research topics, and many more fields to find the best fit for your ICP.
  • Coldly Contact Database: Access Coldly’s 250+ million contacts and company details to reach the right people with the right message. 
  • Inbound Chat: Engage website visitors in real-time with intelligent AI chat features designed to convert inbound traffic into meaningful leads.
  • Workflow Orchestrator: Create AI-driven automated workflows to engage with leads showing intent via email or Linkedin.
  • Intelligent Routing and Alerts: Send real-time notifications to the right sales reps when prospects are showing buying intent.
  • AI Prospector: Automate the search for high-potential prospects using AI-driven technology, ensuring your sales team focuses on the right opportunities.

What’s more, you get other features such as live video chat, access to Bombora’s buyer intent data, and integrations to connect all your favorite data and workflow tools. 

Want to take Warmly for a spin?

Sign up for Warmly’s free plan and discover firsthand how it can fill your pipeline with qualified leads, or book a live demo to see it in action first.

Become a Revenue Rebel
Subscribe to our newsletter for revenue leaders, by revenue leaders. Get updates on new show releases, practical advice, data-driven insights, and trending topics in GTM.
Thanks for subscribing to our newsletters.
Oops! Something went wrong while submitting the form.
ZoomInfo vs Salesgenie vs Warmly: Which One Is the Best? [2025]

ZoomInfo vs Salesgenie vs Warmly: Which One Is the Best? [2025]

Time to read

Alan Zhao

Are you evaluating which is the better tool between ZoomInfo vs Salesgenie for your sales team?

Read to find out as I’ll explore both tools’ features and key strengths, customer sentiments, and pricing structures, giving you all you need to make an informed decision.

However, since neither ZoomInfo nor Salesgenie is suitable for every user type, I’ll introduce a third option—Warmly—to ensure everyone finds their best fit.

Let’s dive straight in!

ZoomInfo vs Salesgenie vs Warmly

I’ll begin by outlining Warmly, as it’s more flexible than the other two platforms in terms of use cases and functionality.

Warmly Features

Warmly is a signal-based revenue orchestration platform, not a typical lead generation solution.

As such, it has several features that make it a strong alternative to both ZoomInfo and Salesgenie, including the following:

1. Captures the hottest leads on your website in real-time

One of Warmly’s core features is its website traffic deanonymization.

The platform reveals the companies and individual accounts visiting your website and proceeds to enrich each with:

  • B2B data, including essential contact data, firmographic, technographic, demographic, CRM, and other vital data.
  • First-party intent data, including pages they visited, time spent on each page, recurring visits, etc..
  • Third-party intent data, including keyword searches relevant to your product, visits to competitors’ websites, job change intent, etc.

As a result, your sales reps will be provided with a high-quality lead list from the get-go, as the combination of B2B and intent data delivers a clear and complete picture of:

  • Who your leads are and how you can contact them.
  • Which of these shows the highest buyer intent right now based on the intent data insights Warmly uncovered.

This way, reps can focus on the companies and stakeholders that are most likely to buy right now and leverage the data they have on them to tailor their strategies and optimize them for success.

2. Live lead engagement

The whole point of lead generation is to find quality leads qualified for conversion.

However, if too much time passes between capturing leads interested in your product and engaging with them, you can miss a lot of low-hanging fruit.

Warmly enables your reps to pounce on leads while they’re hot, that is, while they’re still on your website and their interest in your product is at its peak via its live chat or video call options.

In Warmly’s dashboard, reps can monitor leads’ web sessions in real-time.

Once they detect a high-intent lead, they can contact them through text or video chat, as nothing can replace good, old, face-to-face interaction when it comes to successfully closing deals.

Learn how Behavioral Signals sourced $7M in its pipeline by leveraging Warmly’s live engagement features.

3. Signal-based sales orchestration

In addition to helping reps identify the hottest leads, Warmly leverages intent signals to automate various sales workflows.

There are three options your GTM team can use to orchestrate sales operations:

Orchestrator puts outreach on autopilot. It automatically adds leads exhibiting high-intent behavior and/or matching your ICP to personalized email and LinkedIn sequences, ensuring that each warm lead will be contacted while still warm.

AI Chat automatically engages leads, answers their questions, qualifies them, books meetings, etc., leveraging AI to make each conversation contextual and personalized (your reps can also take over at any point).

Real-time alerts take care of lead routing. When a high-value lead matching your ICP lands on your website, your reps will immediately be notified via Slack, significantly reducing the time to lead and improving leads’ experience with your brand.

This way, reps will have more time to focus on closing deals, and you’ll ensure that all quality leads are adequately taken care of at the same time. 

4. Prospecting database

Warmly also has a static B2B database - Coldly - that further improves prospecting efforts and enables automatic CRM enrichment with accurate, daily-refreshed data.

Coldly holds data on 250M+ companies and contacts, which you can leverage to make targeted lead lists thanks to its advanced filtering options.

The database comes with a nifty browser extension as well, enabling you to run 1-click lead generation anywhere on the web.

ZoomInfo Features

ZoomInfo is an end-to-end sales platform with a wide range of features built for enterprises that need to manage all their sales and marketing operations from a single platform.

When it comes to running lead generation and prospecting, several of ZoomInfo’s features stand out the most, including:

1. Extensive B2B database

ZoomInfo is best known for its massive B2B prospecting database, which holds data on 260M+ individual profiles and 100M+ company profiles, as well as over 135M verified mobile phone numbers.

Its database comes with lead enrichment options, providing more than 300 attributes to help you build highly targeted and detailed lead lists.

2. Website visitor tracking

ZoomInfo helps you run website-based lead generation by revealing companies visiting your website.

However, unlike Warmly, ZoomInfo cannot identify individual visitors.

Of course, you can use ZoomInfo’s database to narrow down your search and single out actual key stakeholders and buying committees, but it will take more time and might not be as accurate as getting a clear view of individual website visitors from the get-go.

3. Predictive lead generation

ZoomInfo uses AI-powered predictive analytics to help you create more precise ICPs and pinpoint accounts that match it in its rich database.

This way, you can proactively contact accounts that are most likely to be interested in your product based on your historical and real-time data on won and lost deals, high-performing accounts, ICP attributes, etc.

Salesgenie Features

Salesgenie is a comprehensive lead-generation platform that combines software tools with various marketing services to help you achieve the best results.

It’s a good choice for building highly targeted lead lists and automating email outreach thanks to a few key features:

1. Vast database of leads across industries

Salesgenie has a large prospecting database with over 16.5 million verified businesses and 275 million individual consumers.

To ensure that the data is accurate and fresh, Salesgenie runs weekly updates on 300+ various attributes, including email and phone.

However, its key selling point is that the database can easily be segmented based on various verticals, helping users of all types find exactly the kind of leads they need.

There’s also a satisfaction guarantee—if any of the data you get is inaccurate or outdated, you’ll receive a refund.

2. Mobile app

Unlike most similar platforms, Salesgenie has a mobile app that enables users to run optimized lead generation campaigns, build lead lists, and manage them on the fly.

The app includes several nifty options, such as:

  • Search Near Me - Search your current location to find all the nearest businesses or consumers
  • Manage Leads - Maintain up-to-date contacts, set lead status or tags, and create follow-ups
  • Gain Insights - Research your prospect and identify the decision maker beforehand
  • Map Your Leads - The Salesgenie App uses your location to provide driving directions to your next meeting

Add Custom Contacts: The lead manager allows you to create and organize custom contacts

3. Email campaign builder

Salesgenie lets you build email campaigns from top to bottom and schedule their sending.

The platform offers various templates and professional help crafting email copy and design, as well as in-built mobile optimization.


However, you should note that its email automation capabilities cannot really compare to Warmly’s or ZoomInfo’s as they are much more basic and require more manual work.

ZoomInfo vs Salesgenie vs Warmly - Integrations

When buying a lead generation platform, it is essential to check how well it works with other relevant sales, GTM, CRM, and similar tools.

That’s why I’ll quickly go over the integrations you’ll get with each of these solutions.

Warmly Integrations

Currently, Warmly integrates with a wide range of platforms, including:

  • OpenAI.
  • Slack.
  • Apollo.
  • Outreach.
  • Demandbase.
  • 6Sense.
  • Clearbit.
  • People Data Labs.
  • And more.

However, in addition to deep integrations with several lead intelligence and sales tools, Warmly also provides a Warm Bundle—partner discounts for over 25 sales, marketing, and GTM tools.

This way, you can access many relevant lead intelligence and sales automation tools and combine them with Warmly’s capabilities at a fraction of the usual price.

ZoomInfo Integrations

ZoomInfo integrates with 70+ apps from different categories, such as CRMs, sales engagement platforms, automation tools, etc.

Its notable integrations include Pipedrive, Salesloft, Zapier, JazzHR, Greenhouse, and more.

Salesgenie Integrations

Unlike Warmly and ZoomInfo, Salesgenie doesn’t have any native integrations.

Instead, it has partnerships with just four sales and data management platforms:

  1. Blitz.
  2. Openprise.
  3. Call Logic.
  4. QuoteBurst.

ZoomInfo vs Salesgenie vs Warmly - Pricing

Everyone aims to get good value for their money, so let’s examine what each platform offers and how much it charges users.

Warmly Pricing 

Warmly has a free forever plan with which you can:

  • Identify up to 500 people and companies visiting your website per month.
  • Pinpoint leads that fit your ICP.
  • Set up automated lead routing via Slack notifications.

To access more detailed intent data and orchestration features, you can choose from three plans:

Startup: Starting from $700/mo, includes:

  • 3 seats.
  • Up to 10,000 identified website visitors.
  • Starts at 1,000 Orchestrator credits.
  • Live Chat, Video Calls & 5,000/mo AI Chat credits.
  • Warm Bundle Tech Partners discounts.

Business: From $1,440 to $1,740/mo, depending on the number of identified visitors (10,001-100,000), includes:

  • Everything in Startup.
  • 10 seats (+$25/month per additional seat).
  • 1 Free LinkedIn Sequencing Seat.
  • Dedicated Customer Success Manager.
  • Automated Bombora third-party intent signals (+$4,000 Add-On).

Enterprise: Custom pricing, includes:

  • Everything in Business.
  • 20 seats (+$25/month per additional seat).
  • 100,001+ identified visitors per month.
  • Starts at 50,000/mo Orchestrator credits.
  • Advanced Al personalization.
  • Custom RevOps buildouts.
  • Custom integrations.
  • Multiple domains.
  • Automated Bombora third-party intent signals are included in the price.

Note: All plans are billed annually.

ZoomInfo Pricing

Unfortunately, ZoomInfo doesn’t disclose actual prices.

According to its website, ZoomInfo has three plans - for Sales, Talent, and Marketing teams - all of which have custom pricing and lock you into 12-month contracts.

These packages differ primarily in the integrations and features they include, as each is geared toward a specific type of user.

You’ll have to contact ZoomInfo’s team for a quote.

What I can tell you from the get-go, however, is that the price will depend on several factors:

  • Features and functionality.
  • Number of licenses.
  • Credit usage.
  • The type of intelligence you need (more robust info such as technographic attributes and org charts will create additional costs).
  • Add-ons you want included (e.g., Streaming Intent for revealing buying intent in real-time).
  • The integrations you need.

Vendr’s data shows that ZoomInfo's average contract value is over $80,000, but it can quickly soar to six figures for larger companies with more complex needs.

Salesgenie pricing

Salesgenie has a 3-day free trial that gives you access to the platform’s lowest pricing tier features.

Once it expires, you can subscribe to one of three plans:

  1. Individual: Starting from $149/mo, includes 1 user, unlimited lead list building, free customer profile analysis, lead management, etc.
  2. Team: Starting from $299/mo, includes 5 users and everything in Individual, plus performance tracking.
  3. Custom: Custom price, everything in Team, plus engagement and data solutions.

Each package includes 500 monthly export credits. Once you spend them, you’ll have to buy more.

Therefore, the final price of Salesgenie will depend on several factors, including credits, the number of users, and the databases and tools you want access to.

Note: All plans are annual.

ZoomInfo vs Salesgenie vs Warmly - What are the users saying

Finally, to understand how each platform performs, let’s explore several user reviews for Warmly, ZoomInfo, and Salesgenie. 

Warmly Reviews

TL;DR: Warmly gets the job done for users across industries. It’s easy to use, has robust integrations, has a generous free plan, and, most importantly, delivers as promised - a steady pipeline of warm leads.

There are many options out there, but we chose Warmly for many different reasons.

1. They got me to take a meeting using their product. I visited their website from a cold email from Max, and he was positively relentless afterwards with his contact.

2. They sold me on the future of the product. They have kept up their promises and updated their product in impressive time. For instance, we now use their Warm AI Chat to take contextual info on and chat with anyone visiting our website. 

3. Plug and play. With many other solutions, there were professional services and 45-day onboarding plans. We were good to go on Day 1. 

4. A legit Hubspot integration! The data they send back to our CRM is clean and happens seamlessly. 

5. Amazing Customer Support. At this point, Warmly is an extension of Kandji, and I consider maximus greenwald and Ryan Beyer colleagues from another company. - Allan Ramsay, Revenue Programs VP at Kandji

Integration truly only took minutes to do, with minimal knowledge of website systems required.

A generous free tier means you can get started quickly to see if it works for your business. 

BIG PLUS: Warmly sales team was informative and did not pressure us at all; truly felt like they wanted to do what was right for our business, not just to get us to upgrade. - G2 Review

We can easily identify and find the people visiting the website and target the right accounts. - G2 Review

ZoomInfo Reviews

TL;DR: ZoomInfo is a powerful sales tool with a comprehensive database and a vast range of features. However, it is cost-prohibitive for smaller businesses, has limited data coverage regarding niche industries and smaller markets, and its data isn’t updated as often as it should.

It is expensive for larger small businesses looking to grow, especially in rural markets. It is a product that is "over our head" when it comes to need. I just don't think our market needed for it at this price point. But I believe it would be beneficial for others in larger markets. Take that into consideration when making your choice. The product itself is great. I just don't think it's the right fit for everyone. - G2 Review.

Some downsides to ZoomInfo Sales include its relatively high cost, which may be prohibitive for smaller businesses. Additionally, the interface can be complex for new users, requiring a learning curve to fully utilize all features. Finally, despite its rich data, there can be limitations in coverage for niche industries or smaller markets. - G2 Review

The only thing I can complain about is how often the data is updated. Sometimes I find prospects have left the company I am looking into multiple years ago. - G2 Review

Salesgenie Reviews

TL;DR: Most users are very pleased with Salesgenie’s customer support and training, as well as the overall quality of its data. Common complaints include its dated and clunky interface, lack of advanced filtering, and data issues regarding niche industries.

The appearance of the program might be a little dated. - G2 Review


Wish we could filter out leads easier than going into each profile, especially when lists are several pages long. - G2 Review

I've had multiple reps complain about the data provided by Salesgenie. From the very beginning, the contact information provided was leading to closed businesses and dead phone numbers. At this point, we understand why they locked you into a 12-month contract. There is also no clear way to cancel your account on the website. My reps are no longer trying to make the tool work and I am just eating the monthly subscription cost until it's over. - G2 Review

Next steps: Unlock your website’s full lead generation potential with Warmly

Your website lies at the core of every successful lead generation strategy, as it can help attract leads, push them down the funnel, and even convert them if you play your cards right.

With Warmly, you can easily identify your hottest leads and act while their interest is peaking.

Try Warmly for free and start generating warm leads on your website today.

You can also book a personalized demo with our team to get a glimpse of all of Warmly’s features.

Become a Revenue Rebel
Subscribe to our newsletter for revenue leaders, by revenue leaders. Get updates on new show releases, practical advice, data-driven insights, and trending topics in GTM.
Thanks for subscribing to our newsletters.
Oops! Something went wrong while submitting the form.
ZoomInfo vs UpLead vs Warmly: Which Is the Best? [2025]

ZoomInfo vs UpLead vs Warmly: Which Is the Best? [2025]

Time to read

Alan Zhao

If you’re intent on finding a solid B2B database, narrowing your search down to ZoomInfo vs UpLead is a good way to go.

Both platforms have extensive lead intelligence databases combined with a decent set of features, but they have different primary use cases, as you’ll see below.

I’ll help you make the best choice for your specific goals and needs by explaining ZoomInfo’s and UpLead’s core features, key integrations, and pricing so you can make a well-informed decision.

If neither is exactly what you’re looking for, I’ll throw in an extra solution in the formula—Warmly—to help you find your ideal platform.

ZoomInfo vs UpLead vs Warmly - Features

Since Warmly is a significantly different solution than UpLead and ZoomInfo, being much more than a static B2B database, I’ll begin by outlining its features and functionalities.

Warmly Features

Warmly is a signal-based orchestration platform that:

  • Identifies website visitors and enriches them with relevant intelligence.
  • Captures buying intent signals of those visitors.
  • Leverages these signals to streamline essential sales workflows, helping you put lead list building, qualification, routing, outreach, engagement, etc., on autopilot.

Let’s take a closer look at the features that give Warmly an edge over ZoomInfo and UpLead:

1. Identifies the hottest leads on your website

Your website is an essential part of the lead generation funnel, as a significant portion of your leads come precisely through this channel.

That’s why it’s so important to capture and identify website visitors, as many of them might be high-value leads.

Warmly does exactly that—the platform identifies both companies and individuals visiting your website, often allowing you to pinpoint the exact stakeholder going through your website right now.

Each identified visitor will also be enriched by detailed B2B data, including:

  • Contact information.
  • Firmographics.
  • Technographics.
  • CRM data, and more.

In addition to identifying website visitors, Warmly also detects the hottest leads among them by capturing buyer intent signals and translating them into actionable insights your sales reps can easily understand.

Warmly collects two types of intent data:

  1. First-party intent, which is essentially details of your leads’ website sessions that indicate a high purchasing likelihood, such as visits to high-intent pages, time spent on these pages, recurring visits, etc. 
  2. Third-party intent, i.e., buyer intent signals your leads left throughout the web, including things like visits to competitor’s websites, search history, job change intent, etc.

This combination of first- and third-party intent data paired with essential B2B attributes enables sales reps to:

  • Accurately identify high-intent leads who match your ICP.
  • Tailor their outreach strategies accordingly.
  • Pounce on leads when they’re most likely to buy.

2. Sales automation

Warmly uses intent signals to automate various sales workflows, leaving your reps with more time on their hands to focus on things beyond repetitive tasks.

It offers several automation features to cover a wide range of operations:

Orchestrator lets you automate email and LinkedIn outreach. It automatically adds high-intent website visitors who match specified criteria to outreach cadences, sending them a personalized email and/or LinkedIn DM or connection request to ensure they’re engaged while their interest is high.

Alerts enable you to put lead routing on autopilot. When a lead matching your ICP and/or showing high intent lands on your website, sales reps will be notified via Slack, allowing them to react while the lead is hot.

AI Chat is an AI-powered chatbot that you can use to engage leads, qualify them, book meetings, answer questions, and more. This way, you’ll ensure each lead will have an optimal experience with your brand and help push them further down the funnel.

3. Live video chat

When it comes to closing deals, nothing can replace face-to-face communication, especially when selling more complex products with specific selling points.

With Warmly, your reps can hop on a video call with warm leads straight from Warmly’s dashboard.

In the “Warm Calls” section, you can see who’s visiting your website and monitor their web sessions in real-time.

When you detect warm leads, you can easily initiate a video call and convert them on the spot.

Learn how Pump leveraged Warmly’s Live Vide Chat feature to close $20,000 in the first week of using Warmly.

4. Comprehensive lead intelligence database

Although Warmly is a revenue orchestration platform, it recently added another feature: Coldly, a B2B contact database.

Coldly has data on 250M+ companies and individual accounts that are updated daily, consistently providing users with fresh and accurate data.

The database has 20+ filters and the option to set up custom filters, enabling you to make highly targeted lead lists in seconds.

It can also be used for automatic CRM enrichment, whereas its Chrome extension lets you scrape contact data anywhere on the web.

ZoomInfo Features

ZoomInfo is a comprehensive sales operating system that aims to cover a wide range of sales and marketing use cases.

However, it is primarily popular for its B2B database, which focuses on US-based businesses.

Here are some of its most notable features:

1. Vast B2B database

ZoomInfo has a massive lead intelligence database that captures data on 260M+ individual profiles and 100M+ company profiles, including over 135M verified mobile phone numbers, which makes it one of the most complete databases in the market.

It includes more than 300 company attributes to enable detailed data enrichment and lets you track essential changes in key accounts (job changes, acquisitions, new technology, etc.).

2. Predictive analytics

ZoomInfo uses AI-powered predictive analytics to help you create more precise ICPs and pinpoint accounts that match it in its rich database.

AI-generated ICPs use your historical and real-time data, including demographics, pain points, purchasing behavior, etc., to continuously optimize and update your ICP.

This way, you can be confident that your ICP is always on point, which is especially important in the fast-paced digital landscape.

ZoomInfo’s predictive analytics can also detect accounts that are most likely to convert based on the patterns and attributes recognized in your won and lost deals and best-performing accounts.

As a result, you can proactively engage high-value leads and get to them before the competition.

3. Identifies companies visiting your website

ZoomInfo includes a website traffic tracking tool in its feature suite.

However, you should know that it can only identify companies visiting your website.

You can use ZoomInfo’s database to identify buying committees and individual stakeholders to better understand who is surfing your website and tailor your outreach accordingly.

UpLead Features

UpLead is a B2B database and business contact data provider that aims to provide the freshest and most accurate lead intelligence possible.

It primarily focuses on delivering verified email addresses, making it a valuable tool for email outreach strategies.

Its best features include:

1. Extensive B2B lead intelligence database with advanced filtering

UpLead tracks 160M+ individual contacts and 16M+ company profiles with coverage in over 200 countries.

Its data has high accuracy rates, especially regarding email addresses.

The database has over 50 filters, enabling you to run highly targeted and detailed prospecting.

2. Real-time email verification

UpLead’s real-time email verification is a trait that sets it apart from the competition.

Every time you click to reveal an email, the platform checks if there’s a valid, accurate email address in real-time. You won’t be charged for it if it can't find one.

This way, you can cleanse your email lists and ensure that your emails land in your prospects’ inboxes every time.

3. Data Enrichment

UpLead enriches your lead lists with more than 50 relevant data attributes, providing you with complete intelligence on each lead.

All it takes is uploading a list of names and companies, and the platform will append key contact data such as email address, phone number, social links, number of employees, industry, and more.

Also, if all you have is a prospect’s email address, you can upload it to UpLead, and it will unlock everything from name, title, phone number, social links, and more.

ZoomInfo vs UpLead vs Warmly - Integrations

Understanding how well a platform integrates with other relevant tools is crucial when software shopping.

Below, we’ll explore how Warmly, ZoomInfo, and UpLead play with other solutions.

Warmly

Currently, Warmly integrates with a wide range of platforms, enabling GTM teams to create a well-rounded tech stack geared for success.

Some of its integrations include:

  • OpenAI.
  • Slack.
  • Apollo.
  • Outreach.
  • Demandbase.
  • 6Sense.
  • Clearbit.
  • People Data Labs.
  • And more.

However, in addition to deep integrations with several lead intelligence and sales tools, Warmly also provides a Warm Bundle—partner discounts for over 25 sales, marketing, and GTM tools.

This way, you can access many relevant tools and combine them with Warmly’s capabilities at a fraction of the usual price.

ZoomInfo

ZoomInfo integrates with 70+ apps from different categories, such as CRMs, sales engagement platforms, automation tools, etc.

Its most notable integrations include Pipedrive, Salesloft, Zapier, JazzHR, and Greenhouse.

UpLead

UpLead integrates with a solid range of CRMs and sales automation platforms, including:

  • Salesforce.
  • HubSpot.
  • Insightly.
  • Zoho.
  • Pipedrive.
  • Microsoft Dynamics 365.
  • Outreach.
  • SalesLoft.

If you want to connect with any other app, you can use Zapier to create a custom integration.

ZoomInfo vs UpLead vs Warmly - Pricing

Another critical factor to consider when deciding on your platform of choice is whether you're getting good value for money.

To help you understand what you’ll get with each, I’ll break down every platform’s pricing plans in detail.

Warmly Pricing

Warmly has a free forever plan that lets you:

  • Identify up to 500 people and companies visiting your website per month.
  • Pinpoint leads that fit your ICP.
  • Set up automated lead routing via Slack notifications.

To access more detailed intent data and orchestration features, you can choose from three plans:

Startup: Starting from $700/mo, includes:

  • 3 seats.
  • Up to 10,000 identified website visitors.
  • Starts at 1,000 Orchestrator credits.
  • Live Chat, Video Calls & 5,000/mo AI Chat credits.
  • Warm Bundle Tech Partners discounts.

Business: From $1,440 to $1,740/mo, depending on the number of identified visitors (10,001-100,000), includes:

  • Everything in Startup.
  • 10 seats (+$25/month per additional seat).
  • 1 Free LinkedIn Sequencing Seat.
  • Dedicated Customer Success Manager.
  • Automated Bombora third-party intent signals (+$4,000 Add-On).

Enterprise: Custom pricing, includes:

  • Everything in Business.
  • 20 seats (+$25/month per additional seat).
  • 100,001+ identified visitors per month.
  • Starts at 50,000/mo Orchestrator credits.
  • Advanced Al personalization.
  • Custom RevOps buildouts.
  • Custom integrations.
  • Multiple domains.
  • Automated Bombora third-party intent signals are included in the price.

Note: All plans are billed annually.

ZoomInfo Pricing

Unfortunately, ZoomInfo doesn’t disclose actual prices.

According to its website, ZoomInfo has three plans - for Sales, Talent, and Marketing teams - all of which have custom pricing and lock you into 12-month contracts.

These packages differ primarily in the integrations and features they include, as each is geared toward a specific type of user.

You’ll have to contact ZoomInfo’s team for a quote.

What I can tell you from the get-go, however, is that the price will depend on several factors:

  • Features and functionality.
  • Number of licenses.
  • Credit usage.
  • The type of intelligence you need (more robust info such as technographic attributes and org charts will create additional costs).
  • Add-ons you want included (e.g., Streaming Intent for revealing buying intent in real-time).
  • The integrations you need.

Vendr’s data shows that ZoomInfo's average contract value is around $85,781, but it can quickly soar to six figures for larger companies with more complex needs.

UpLead Pricing

UpLead has a 7-day free trial with 5 credits for revealing a contact or exporting it.

After the trial expires, there are 3 plans to choose from:

  1. Essentials: $99 per user per month with 170 monthly credits.
  2. Plus: $199 per user per month with 400 monthly credits.
  3. Professional: Custom pricing.

Since the paid plans offer limited reveal/export credits, you’ll probably have to buy more. 

Customer reviews - What are the users saying?

And now, it’s time to hear it from the customers, as they’re always the best judge of any software’s quality.

Warmly Reviews

TL;DR: Warmly’s users agree that Warmly excels at identifying website visitors and capturing granular intent data, helping them pinpoint the hottest leads without mistake. 

As a result, users were able to consistently close more deals - sometimes in less than a day of using Warmly.

Source

I've been using Warmly for website visitor identification. First of all, the free trial gives you plenty of "leads," so you can see it firsthand. Second, it seems to capture more of the organizations that visit our site (which means more warm leads). Third, the data is much more comprehensive. It's easier to see the page flow that users take, and it's able to see what forms they submit (at least for me—I use Elementor forms).

The tool is significantly better than other web visitor tools. I've tried ~3 that are in the more traditional price range. This one identifies around double the leads with higher-quality data. The team knows what they're doing over there. - G2 Review

Warmly.ai's ability to provide detailed analytics on company visits to our site is unparalleled. It offers a granular view that extends to identifying specific individuals behind these interactions. This depth of insight is invaluable for tailoring engagement strategies and personalizing follow-ups, thereby enhancing the potential for converting interest into tangible business opportunities. - G2 Review.

Warmly has become the best tool for our SDRs, helping us pull top contacts, sort by session intensity, and identify warm visitors. With its firmographic filtering and HubSpot integration, our SDR team quickly qualifies leads and even closed a deal within 24 hours of website engagement! - Riley Timmins, Director of Marketing at Cacheflow

ZoomInfo Reviews

TL;DR: ZoomInfo users are mostly pleased with its data accuracy and integrations. However, its high cost, limited data on niche industries, complicated interface, and outdated data can be off-putting to some users.

Some downsides to ZoomInfo Sales include its relatively high cost, which may be prohibitive for smaller businesses. Additionally, the interface can be complex for new users, requiring a learning curve to fully utilize all features. Finally, despite its rich data, there can be limitations in coverage for niche industries or smaller markets. - G2 Review

It is expensive for larger small businesses looking to grow, especially in rural markets. It is a product that is "over our head" when it comes to need. I just don't think our market had a need for it at this price point. But I believe it would be beneficial for others in larger markets. Take that into consideration when making your choice. The product itself is great. I just don't think it's the right fit for everyone. - G2 Review.

The only thing I can complain about is how often the data is updated. Sometimes I find prospects have left the company I am looking into multiple years ago. - G2 Review

UpLead Reviews

TL;DR: While UpLead has solid data accuracy rates - especially when it comes to email addresses - and an intuitive interface, users report issues with outdated data, inconsistency, and a limited number of integrations.

The saved searches mostly come out with inconsistent results and midway amendments to queries are hard. I end up having to recreate them. The response rate is 30% and correctness is approximately 70% and also the search and filter abilities can be more potent. - G2 Review

Info isn't always perfect: The email check is awesome, but sometimes the contact details themselves are a bit old. I have to double-check those occasionally. Needs more connections: If it worked with a few more of my other sales tools, life would be even easier. Not a biggie, though. - G2 Review

Not all the leads are accurate. Some emails just don't work. - G2 Review

Next Steps: Capture High-Intent Leads With Warmly

While both ZoomInfo and UpLead can get the job done if all you need is lead intelligence, they do have a few shortcomings to keep in mind.

ZoomInfo is very expensive and geared toward enterprise users only, whereas UpLead is best suited for users who need accurate email addresses and solid data enrichment features.

On the other hand, Warmly is a more versatile and cost-efficient solution that can be used with equal success by GTM teams of all shapes, sizes, and industries.

Try Warmly for free and start filling your pipeline with high-value leads today.

Or, book a personalized demo to get a closer look at all of its functionality.

Become a Revenue Rebel
Subscribe to our newsletter for revenue leaders, by revenue leaders. Get updates on new show releases, practical advice, data-driven insights, and trending topics in GTM.
Thanks for subscribing to our newsletters.
Oops! Something went wrong while submitting the form.
10 Best AI Lead Generation Tools for B2B Teams [2025]

10 Best AI Lead Generation Tools for B2B Teams [2025]

Time to read

Alan Zhao

Lead generation—an inevitable part of every sales strategy—is often one of the most complicated processes for sales and marketing teams.

The overcrowded market, high customer expectations, and tougher competition than ever before make efficient lead generation quite challenging.

The possible solution? You guessed it – it’s AI.

AI lead generation can be a game-changer for businesses operating in the ever-changing digital landscape, giving them a significant advantage over companies sticking to more traditional methods.

To help you get started, I compiled a list of the ten best AI lead generation tools for B2B teams.

The list covers a wide range of unique use cases to ensure you can find at least one solution that’s a match for your needs.

What are the key benefits of using AI-powered lead generation tools?

To decide whether it’s worth investing in yet another software solution, you need to fully grasp how AI lead generation tools can improve the entire lead generation process.

Some of the advantages you can expect include the following:

  • Increased lead generation efficiency - AI-powered tools enable you to run better-targeted lead generation campaigns. They can identify warm leads and personalize outreach to each individual and segment with greater precision and speed than human reps, driving better results across levels.
  • Better scalability - Run highly targeted and personalized campaigns on a large scale without having to exponentially grow your team as your business expands.
  • Hyper personalization - AI platforms are perfect for analyzing vast amounts of data in seconds and pulling relevant insights, which enables them to personalize each step of your lead generation campaigns to specific lead segments and individual leads.
  • Greater agility - Your business will be able to adjust to relevant changes (e.g., market trends, leads’ preferences, ICP attributes, etc.) on the go, as AI tools can quickly detect anomalies and recognize patterns. That allows them to predict shifts and optimize your campaigns accordingly.

And now, without further ado, time for the hand-picked list of the ten best AI lead generation tools in 2025.

What are the best AI lead generation tools for B2B marketing teams in 2025?

  1. Warmly - Identifies and converts the hottest leads on your website.
  2. ZoomInfo - Leverages predictive analytics and its proprietary B2B database to create targeted lead lists.
  3. Forwrd - AI-driven lead scoring.
  4. Anyword - Crafts data-driven marketing copy optimized for generating and converting leads.
  5. Scalenut - Generates content that attracts and converts leads.
  6. ADYOUNEED - AI-powered ad generation and management.
  7. Creatify - Video lead generation.
  8. LeadGenius - Industry-specific lead generation.
  9. SmartWriter - Generates highly personalized emails.
  10. Botsonic - AI-driven chatbot for engaging leads and pushing them further down the funnel.

1. Warmly

Best for: Detecting high-intent leads and helping you convert them.

Who is it for: Teams of all sizes looking to maximize their website’s lead generation and conversion potential.

Disclaimer: Although Warmly is our tool, we aim to provide an objective and unbiased review of its capabilities and use cases.

Warmly is a signal-based revenue orchestration platform built to help businesses unlock their websites’ full lead generation power by:

  • Identifying website leads.
  • Detecting the ones most likely to convert right now.
  • Engaging them while they’re still hot via highly personalized outreach campaigns.

Here are some of the features that enable Warmly to do its magic:

Feature #1: Reveals high-intent leads on your website in real-time

Your website plays a pivotal role in lead generation, as it is often prospective leads’ first touchpoint with your brand.

However, unless you can actually identify website visitors, all the effort you’ve put into your website will go to waste.

Warmly helps you tackle this by identifying both companies and individuals visiting your website. This way, your sales team will get a complete list of leads straight from your web pages.

However, Warmly does more than just provide a simple lead list with basic contact info.

It also reveals each lead’s:

  1. In-depth B2B data (firmographic, demographic, technographic, CRM data, and more).
  2. First-party intent data (pages they visited on your website, time spent on each page, downloaded content, etc.).
  3. Third-party intent data (visits to competitors’ websites, job change intent, web searches including keywords related to your offering, etc.).

By detecting intent signals on your website and across the web and translating them into actionable insights, Warmly enables your sales reps to identify the leads most likely to convert right now.

This way, reps can focus on high-value leads from the start and leverage Warmly’s insights to tailor their outreach to each relevant lead.

Feature #2: AI Chat

AI Chat is Warmly’s AI-powered chatbot, which can be trained to fit your specific use case and brand voice perfectly.

You can use the AI Chat to:

  • Engage high-intent leads.
  • Qualify leads by asking them relevant questions. 
  • Schedule meetings.
  • Offer contextual collateral to leads.
  • Answer leads’ questions and more.

Using AI Chat can help with lead generation in more ways than one, including the following:

  1. It provides every lead with a personalized experience with your brand, as it will always deliver tailored, contextual, meaningful answers and questions to each individual.
  2. It books meetings with high-intent leads, ensuring they don’t fall through the cracks just because you didn’t have a human rep at hand.
  3. It can qualify leads and even offer to connect them with a human rep if it detects leads that are likely to convert soon.

Feature #3: Signal-based outreach workflows

Warmly leverages the intent signals it picked up and combines them with sophisticated AI-driven tools to automate personalized outreach campaigns.

You can use two key tools to put outreach on autopilot and ensure that every valuable lead will be engaged in the best possible way.

Firstly, there’s Warmly’s Orchestrator, which adds high-intent leads to personalized LinkedIn and/or email campaigns.

This feature is highly customizable, meaning you can set up all the important parameters to tailor each workflow to your specific goals, including:

  • The workflow trigger, i.e., the signal that sets the Orchestrator in motion (for example, a visitor matching your ICP lands on your website, or a lead visits a high-intent page like pricing).
  • The companies and individuals you want targeted based on various criteria, such as industry, size, job role, etc.
  • The number of persons included in sequences from a single company and the frequency at which the Orchestrator runs its workflows.
  • The specific cadence you want them added to (sending a personalized email or a contextual LinkedIn DM or connection request).

However, in some cases, you might want your reps to take over, especially when it comes to high-value leads that demand some extra attention.

Warmly’s automated lead routing ensures that your reps are notified via Slack alerts as soon as a relevant lead lands on your website.

This way, reps can easily tune in when and where their expertise is required and do what they do best - engage and convert leads.

Pricing

Warmly has a free forever plan that lets you:

  • Identify up to 500 people and companies visiting your website per month.
  • Pinpoint leads that fit your ICP.
  • Set up automated lead routing via Slack notifications.

To access more detailed intent data and orchestration features, you can choose from three plans:

Startup: Starting from $700/mo, includes:

  • 3 seats.
  • Up to 10,000 identified website visitors.
  • Starts at 1,000 Orchestrator credits.
  • Live Chat, Video Calls & 5,000/mo AI Chat credits.
  • Warm Bundle Tech Partners discounts.

Business: From $1,440 to $1,740/mo, depending on the number of identified visitors (10,001-100,000), includes:

  • Everything in Startup.
  • 10 seats (+$25/month per additional seat).
  • 1 Free LinkedIn Sequencing Seat.
  • Dedicated Customer Success Manager.
  • Automated Bombora third-party intent signals (+$4,000 Add-On).

Enterprise: Custom pricing, includes:

  • Everything in Business.
  • 20 seats (+$25/month per additional seat).
  • 100,001+ identified visitors per month.
  • Starts at 50,000/mo Orchestrator credits.
  • Advanced Al personalization.
  • Custom RevOps buildouts.
  • Custom integrations.
  • Multiple domains.
  • Automated Bombora third-party intent signals are included in the price.

Note: All plans are billed annually.

Integrations

Currently, Warmly integrates with a wide range of platforms, including:

  • OpenAI.
  • Slack.
  • Apollo.
  • Outreach.
  • Demandbase.
  • 6Sense.
  • Clearbit.
  • People Data Labs.
  • And more.

In addition to deep integrations with several lead intelligence and sales tools, Warmly provides a Warm Bundle—partner discounts for over 25 sales, marketing, and GTM tools.

This way, you can access many relevant tools and combine them with Warmly at a fraction of the usual price.

Pros & Cons

✅ Accurate website visitor identification at both company and individual levels.

✅ Reveals who your hottest leads are right now.

✅ Personalized lead generation and outreach workflows.

✅ Real-time monitoring of visitors’ web sessions with options to engage them via chat or video call.

✅ Transparent pricing model.

✅ Robust integrations.

❌ Annual plans only.

2. ZoomInfo 

Best for: Dynamic building of targeted lead lists.

Who is it for: Enterprise companies looking to scale up their B2B lead generation efforts.

Although ZoomInfo is most famous for its trademark B2B database, it also has a few very handy AI-powered features.

These AI tools, combined with its proprietary database, make it a powerful solution for large companies looking to run better-targeted lead generation campaigns on a scale.

Features

  • Dynamic ICP generation based on predictive analytics that analyzes your historical and real-time data to make sure your ICP is fresh, relevant, and accurate.
  • Leverages AI to detect accounts that best fit your ICP and target audience in its large database.
  • ZoomInfo Copilot is an AI-driven sales assistant that helps every sales rep perform the best by providing tailored suggestions, recommendations, account summaries, etc.

Pricing

ZoomInfo has three separate pricing packages for Sales, Marketing, and Talent teams.

However, it chose not to disclose prices for any of its packages, meaning you’ll have to contact its sales team for more details.

Pros & Cons

✅ Highly accurate predictive analytics.

✅ All its AI features are intuitive and easy to use.

❌ Very expensive.

❌ Its data can be outdated and limited, which can affect the efficiency of its AI-powered predictive modelling.

3. Forwrd

Best for: Highly accurate lead scoring based on AI-powered predictive analytics.

Who is it for: GTM teams looking to create more precise and better-targeted lead scoring and qualification systems.

Forwrd is an AI-powered predictive analytics platform that analyzes all relevant data to deliver accurate, comprehensive, and explainable predictions.

Its advanced AI model can be used for much more than just automating lead scoring, including sales forecasting, churn prediction, upsell predictions, etc.

Features

  • No-code predictive AI scoring means you can create custom scoring systems without any technical expertise, using only natural language.
  • Dynamic lead scoring automatically adjusts the scoring system based on relevant changes (e.g., product features, marketing assets, market conditions).
  • AI models suggest the optimal value of each factor you put in as relevant to the overall score, enabling you to get more precise and accurate lead scoring than when done manually.

Pricing

Forwrd has three pricing plans:

  • Growth, which gives you access to unlimited seats, unlimited correlation analysis, and up to 40,000 monthly predictions.
  • Pro, which adds 2 standard integrations, up to 100,000 monthly predictions, and onboarding.
  • Enterprise, which adds bi-directional sync, SSO, and dedicated CSM.

However, the platform doesn’t reveal prices for any of the tiers.

You’ll have to contact Forwrd’s sales for more details.

Pros & Cons

✅ Intuitive interface.

✅ Versatile use cases.

❌ Pricing is not transparent.

❌ Requires clean, high-quality data to provide adequate outputs, which can be an issue for smaller businesses.

4. Anyword 

Best for: Crafting data-driven marketing copy geared toward attracting, nurturing, and converting more leads.

Who is it for: Marketing teams that want to make sure that their marketing copy is optimized for success across channels.

Anyword leverages AI to pinpoint what kind of content will perform the best with your target audience.

It helps you create, edit, and optimize all kinds of marketing copy, from blogs and ads to website copy.

Features

  • Predictive performance scoring shows how likely a certain piece of content will resonate with the target audience, helping you optimize copy for engagement, clicks, and conversions.
  • Real-time website copy personalization.
  • Chrome extension for optimizing and generating relevant and personalized copy anywhere on the web.

Pricing

Anyword has 4 pricing plans:

  • Starter: $49/month, for individual users, includes 1 seat, 1 brand voice.
  • Data-Driven: $99/mo, for smaller teams, includes 3 seats.
  • Business: $499/mo, for teams looking for more customization and personalization options, also includes 3 seats.
  • Enterprise: Custom pricing is available for teams that need custom-built AI tailored to their specific needs with superior security options.

➡️ Each plan - except for Enterprise - offers a 7-day free trial.

Pros & Cons

✅ Multichannel copy intelligence dashboard aggregates KPIs of your copy performance across channels, helping you understand what works well and what should be optimized.

✅ Leverages predictive analytics to help you craft the best possible content for your use case.

❌ Has a learning curve, according to some users.

❌ Expensive when compared to other content generation alternatives.

5. Scalenut 

Best for: Creating long-form content optimized for SERPs and conversions.

Who is it for: Marketing teams that rely on content marketing as a critical part of lead generation.

Scalenut is an all-in-one AI-powered SEO copilot that helps you enhance content quality and visibility in search engines.

This way, you’ll increase the chances that your content will reach your leads and resonate with their needs and expectations.

  • SEO content planning analyzes relevant factors such as search trends and high-performing competitors to uncover optimal keyword clusters, helping you create content that will rank well on SERPs.
  • Content Optimizer automatically optimizes published content and improves on-page SEO elements.
  • Cruise Mode creates an SEO-optimized blog in minutes by leveraging the main keyword you input, location, and any additional instructions you provide (e.g., reference articles, article type, images, brand voice, etc.).

Pricing

Scalenut has three pricing tiers:

  • Essential: $39/mo, includes 100,000 AI words, 5 humanized articles, and credits for detecting and humanizing AI content.
  • Growth:$79/mo, includes unlimited AI words, 30 humanized articles, 30 pages of existing articles optimization, keyword clusters building, etc. 
  • Pro: $149/mo, includes all Growth features with more credits, in addition to interlinking, cannibalization, advanced keyword planner, and more.

Some of its features, however, are only available as add-ons that are charged extra, including:

  1. Link Manager: $19/mo.
  2. AI Detector & Humanizer: $9.99/mo.
  3. OnPage Pro: $19/mo.

Pros & Cons

✅ Strong keyword clustering features.

✅ Lets you handle content creation and SEO optimization from a single point of control.

❌ Steep learning curve, according to some platform users.

❌ The content can get repetitive.

6. ADYOUNEED 

Best for: End-to-end ad management.

Who is it for: Marketing teams that want to optimize their advertising from top to bottom.

ADYOUNEED is an AI-powered platform that lets you handle the entire advertising process from a single point of control.

It has options for generating ads, optimizing them, and managing them throughout their lifecycle, allowing you to easily target valuable leads and push them further down the lead generation funnel.

Features

  • One-click ad generation lets you create an entire ad campaign by providing your website URL and letting the AI engine do the rest (generating visuals, copy, and pinpointing appropriate audience segments).
  • Daily ad optimization and real-time budgeting to prevent overspending.
  • A comprehensive analytics dashboard lets you track your ads’ performance at all times.

Pricing

ADYOUNEED has three pricing tiers:

  • Starter: $29/mo.
  • Premium: $59/mo.
  • Ultimate: $99/mo.

Using a promo code can give you a 25% discount on the initial prices.

There’s also a free trial to get a taste of ADYOUNEED’s capabilities.

Pros & Cons

✅ Lets you create and manage ads across various channels and platforms, helping you reach your audience everywhere they reside.

✅ User-friendly interface.

❌ Its analytics dashboard is difficult to navigate.

❌ Limited customization features.

7. Creatify

Best for: Video lead generation.

Who is it for: Marketing teams looking to leverage video content for personalized lead generation.

Creatify offers a wide range of AI-powered features that enable you to generate hyper-personalized videos for various purposes.

It can be used to create video ads, personalized outreach video messages, special promotions, tell your brand story and more.

Features

  • Ultra-realistic AI avatars that you can prompt to do or say anything you need, allowing you to put a face to your brand and make it more personal (there’s a library of pre-built avatars + you can build your own based on yourself).
  • Lets you generate videos by using natural language prompts or sharing a website URL or a link to your product page.
  • AI Script Writer helps you generate scripts for all kinds of sales and marketing videos in seconds.

Pricing

Creatify has a free forever plan with 10 credits per month, which is enough to generate about two videos.

If you need more credits and access to its more advanced features, there are three paid plans to choose from:

  • Starter: $39/mo, includes 100 credits/mo (about 20 videos), 1 seat, and access to more features than the free plan.
  • Pro: Starts at $99/mo for 200 credits/mo (about 40 videos) and can go up to $499/mo for 1,000 credits/mo (about 200 videos), 2 seats, and it’s the first plan to let you create up to 4 custom avatars
  • Enterprise: Custom price, all features, unlimited usage, and volume discounts.

Pros & Cons

✅ Lets you create professional-looking videos without spending a fortune.

✅ NLP-powered video editing interface.

❌ Not enough editing and customization options after the video has been generated.

❌ It’s easy to hit the limits on the lower pricing tiers.

8. LeadGenius

Best for: Vertical-specific B2B lead generation.

Who is it for: Businesses with niche target markets that struggle with finding leads.

LeadGenius is a lead generation platform that combines the power of AI with human expertise to deliver highly targeted lead lists and precision data on each lead.

As a result, you can find your ideal customers more easily and get all the important information you need to tailor outreach strategies accordingly.

Features

  • Leverages AI and LLMs to analyze data it collects and create highly accurate lookalike audiences based on your high-performing accounts and deals.
  • Artificial Intelligence-powered web scraper that collects custom-tailored actionable insights from anywhere on the web.
  • Provides on-demand data and detailed insights based on users’ ICP, target market, and other unique business requirements.

Pricing 

LeadGenius doesn’t disclose its pricing or provide information regarding the factors that affect the price.

This means you’ll have to contact its sales and ask for a custom quote.

Pros and cons

✅ Delivers bespoke data tailored to your needs.

✅ Provides 100+ deep insights on individuals and companies, allowing you to easily pinpoint the leads that best match your ICP.

❌ Non-transparent pricing.

❌ Limited functionality.

9. SmartWriter

Best for: Generating personalized email copy.

Who is it for: Businesses of all sizes that need help creating personalized emails on scale.

SmartWriter uses AI to craft tailored emails based on relevant insights such as your leads’ online activity, social media, etc.

As a result, your sales and marketing teams will save lots of time on research and writing while ensuring that each lead receives a perfectly personalized email that resonates with their pain points, needs, and preferences.

  • Creates various types of email copy, ranging from initial icebreakers to relationship-building emails and contextual sales pitches.
  • Scrapes the internet to find as many deep insights into each lead as possible, including case studies, awards, news articles, or blogs, to craft personalized emails.
  • Leverages AI to find social profiles of leads that match your ICP and automatically connects with them via personalized messages.

Pricing

SmartWriter has a 7-day free trial that lets you explore its capabilities.

If you want to continue using it, you can subscribe to one of 3 paid plans:

  1. Basic: $59 per user per month, includes 400 monthly credits and up to 15 personalized lines per lead.
  2. Popular: $149 per user per month, includes 1200 monthly credits and up to 15 personalized lines per lead.
  3. Pro: $359 per user per month, includes 3000 monthly credits and up to 15 personalized lines per lead.

If you choose annual billing, you’ll get a discount.

Pros & Cons

✅ Intuitive interface.

✅ Runs research and generates copy in seconds.

❌ Requires manual editing and oversight as it can make mistakes.

❌ Can be expensive when compared to other alternatives.

10. Botsonic 

Best for: Building and deploying customized AI-powered chatbots.

Who is it for: Businesses that want to enhance leads’ and customers’ experience with their website.

Botsonic lets you create custom AI chatbots and optimize them for your specific use case in minutes.

Its AI engine scans your website and other relevant sources you provide it with to ensure that the chatbot's responses are relevant, contextual, personalized, and accurate.

Features

  • Intuitive chatbot builder lets you easily create and customize chatbots for various use cases.
  • A robust analytics dashboard enables you to monitor your chatbot’s performance.
  • Integrates with a wide range of sales, marketing, social media, and CRM tools, allowing you to create an omnichannel experience.

Pricing

Botsonic has four pricing tiers:

  • Starter: $19/mo, 1 user, 1,000 messages/mo.
  • Professional: $49/mo, 2 users, 3,000 messages/mo.
  • Advanced: $299/mo, 5 users, 12,000 messages/mo.
  • Enterprise: Custom pricing, custom number of users and messages.

There’s also a 7-day free trial to test its features before committing.

Pros & Cons

✅ Entirely no-code chatbot builder.

✅ Very easy to set up.

❌ Message limits are set pretty low.

❌ Struggles with providing contextual answers in niche or highly creative areas.

Maximize your website lead generation with Warmly

Each tool on this list is here for a reason, as each can significantly improve your lead generation efforts.

However, with Warmly, you get the most bang for your buck, as the platform helps you create a fully optimized lead generation funnel right on your website by:

  • Revealing website visitors.
  • Identifying the hottest leads among them.
  • Engaging them via tailored outreach campaigns.

Ready to build a steady lead pipeline on your website?

Sign up for Warmly’s free plan and start generating quality leads today.

Or, book a personalized demo with our team to see all of Warmly’s features in action.

Become a Revenue Rebel
Subscribe to our newsletter for revenue leaders, by revenue leaders. Get updates on new show releases, practical advice, data-driven insights, and trending topics in GTM.
Thanks for subscribing to our newsletters.
Oops! Something went wrong while submitting the form.
11 Best AI Tools for Agencies [2025]

11 Best AI Tools for Agencies [2025]

Time to read

Alan Zhao

Leveraging AI can be a game changer for agencies, giving them that much-needed competitive edge and helping them delight clients at scale.

But a question bothers many agencies, preventing them from wider AI adoption: 

How do we begin implementing AI?

In this article, I’ll help you answer that question by offering a detailed list of the 11 best AI tools for agencies in 2025 and beyond.

I’m going to cover a wide range of use cases and include tools for different budgets to help you find your perfect match.

Why should agencies use AI tools in their operations?

Using AI tools for agencies results in several benefits that are not to be disregarded so easily.

Namely, AI tools can help agencies:

1. Take on more clients without exponentially growing their team (and costs) 

AI tools can help the professionals you already have on your team do more in less time. 

With AI, you can automate certain processes, such as lead scoring or email drip campaigns, as you’ll see in more detail once I start breaking down the best AI tools for agencies.

As a result, you’ll be able to scale your business while keeping the costs in check.

2. Be more successful in their operations 

AI dramatically improves the precision and accuracy of various marketing processes, such as lead qualification, email sequencing, and more.

Namely, AI’s ability to recognize patterns and detect anomalies makes it perfect for:

  • Predictive analytics, enabling it to predict relevant factors like custom churn, market trends shifts, etc., which allows you to adjust your strategies accordingly.
  • Qualifying leads within seconds based on relevant criteria such as your ICP attributes, buyer intent signals, and more.
  • Personalizing marketing campaigns in real-time for every individual lead, providing each with personalized product recommendations, customized website copy and images, or emails.
  • Detecting the right time for sending initial and follow-up emails to boost your open and click-through rates.

All this combined will allow you to deliver much better results to your clients, delighting them every step of the way.

3. Expand their offering 

You’d like to produce video ads or prospecting videos but don’t have a video editor on your team? 

Or want to take on ad management as well? 

AI tools built for these purposes let you easily master them without hiring new team members or taking on learning them from scratch yourself.

4. Get more ROI 

The final benefit of implementing AI marketing tools for agencies is higher ROI. 

For example, if you invest in an AI-powered platform like Warmly that identifies website visitors, detects the hottest leads among them, and automates outreach, you can increase your clients’ ROI several times by:

  1. Being able to pinpoint which of their website leads are most likely to buy right now.
  2. Tailor outreach to each hot lead based on the in-depth data Warmly reveals.
  3. Contact them while they’re still hot.
  4. Automate email and LinkedIn outreach to make sure no high-value lead falls through the cracks.

Being able to provide clients with this kind of results - without having to buy tons of different software solutions or grow your team endlessly - will result in higher ROI for you as well, since you’ll be able to:

  • Retain existing clients and even get opportunities to upsell or cross-sell additional services.
  • Attract new ones easily by showcasing your portfolio of success.

Therefore, regardless of the initial costs of buying AI software, the end result is definitely worth it. You’ll be able to cut costs and drive better outcomes for your clients, resulting in more revenue.

Find out how Arc got 200% ROI within just 6 months of using Warmly.

What are the best AI tools for agencies?

  1. Warmly - Reveals high-intent leads on your website and helps you engage and convert them while they’re hot.
  2. AgencyAnalytics - Granular breakdown of all essential metrics and KPIs to help agencies understand which strategies work and which need improvement.
  3. SEOmonitor - End-to-end SEO platform with an AI-powered content writer.
  4. Copymatic - Automated content creation for digital marketing agencies.
  5. Synthesia - AI-powered video marketing platform.
  6. MarketMuse - Generates winning content marketing strategies.
  7. Lately - Social media marketing automation.
  8. Team-GPT - Lets you tailor ChatGPT and other popular AI engines to your agency’s needs.
  9. Albert - Ad management solution. 
  10. Brevo - Automates email and SMS drip campaigns.
  11. SeventhSense - Optimizes email send times based on individual engagement patterns.

1. Warmly

Best for: Signal-based lead generation and conversion.

Disclaimer: Although Warmly is our tool, we aim to provide an objective and unbiased review of its capabilities and use cases.

Warmly is a signal-based revenue orchestration platform that detects, qualifies, and converts high-intent leads on your website.

It’s a perfect choice for agencies that want to improve their clients’ website lead generation and conversion rates and provide more precise marketing attribution.

Here are some of Warmly’s features that agency owners love the most: 👇

Feature #1: Reveals website intent

Warmly identifies both the companies and individuals visiting your clients’ websites, immediately providing you with a comprehensive lead list you can use to optimize your outreach strategies.

In addition to identifying visitors, Warmly enriches each with:

  1. Granular B2B data (firmographic, demographic, technographic, CRM data, and more).
  2. First-party intent data (pages they visited on your website, time spent on each page, downloaded content, etc.).
  3. Third-party intent data (visits to competitors’ websites, job change intent, web searches including keywords related to your offering, etc.).

This way, you’ll know more than just who’s visiting your clients’ websites, as this combination of critical B2B and in-depth intent data allows you to:

  • Immediately recognize the hottest leads among website visitors.

  • Tailor your outreach to each based on the insights Warmly provided.
  • Pinpoint the best time to reach out based on their intent levels.

Bonus tip: With Warmly, you can track more than website visitors.

Adding its code snippet to emails, event pages, product demos, etc., lets you track visitors who come through those sources and capture leads who didn’t fill out forms.

This enhances marketing attribution and helps you generate more leads for your clients.

Feature #2: Orchestrates sales outreach

Warmly leverages buyer intent signals it picks up to automate essential sales workflows, such as LinkedIn and email outreach.

Namely, its Orchestrator feature automatically adds visitors who match certain criteria (e.g., fit your ICP, show high intent, etc.) to LinkedIn and/or email sequences.

Within it, you can set up all the relevant parameters to make sure that it will run personalized outreach campaigns tailored to each client’s needs, goals, and preferences, including:

  • The triggering action, i.e., the signal that sets the Orchestrator in motion (for example, a visitor matching your ICP lands on your website, or a lead visits a high-intent page like pricing).
  • The accounts you want to add to sequences based on various criteria, such as industry, size, job role, etc.
  • The frequency at which the Orchestrator runs its workflows.
  • The specific cadence you want leads added to (e.g., sending a personalized email, contextual LinkedIn DM, or connection request).

In addition to automating outreach, you can also put lead routing on autopilot.

When a lead matching your ICP or showing high intent lands on your website, Warmly detects it and sends Slack alerts to sales reps, enabling them to react promptly.

This capability significantly reduces the time to lead, allowing reps to engage leads when their interest is at its peak. 

Feature #3: AI Chat

Warmly’s AI Chat is a highly customizable AI-powered chatbot that ensures all high-value website visitors are provided with the optimal brand experience and engaged in a way bound to resonate with them.

The Chat is fully configurable, meaning you can set up everything, including:

  • The tone of voice.
  • Type of website visitors it should engage.
  • The trigger action that sets it off.

This makes it the perfect feature for agencies with numerous clients, as the Chat can be tailored to each client in record time.

The AI Chat can be used for a number of purposes, such as:

  1. Engaging leads that match your clients’ ICP.
  2. Chatting with visitors showing high intent (visiting pages like pricing, for example) and pushing them further down the funnel.
  3. Qualifying leads by asking them relevant questions (“What brings you here?”, “How can I help?” etc.).
  4. Answering leads’ questions.
  5. Scheduling meetings.
  6. Offering contextual collaterals.

Since sophisticated AI algorithms power the AI Chat, all its conversations will be personalized, contextual, and relevant.

Pricing

Warmly has a free forever plan that lets you:

  • Identify up to 500 people and companies visiting your website per month.
  • Pinpoint leads that fit your ICP.
  • Set up automated lead routing via Slack notifications.

To access more detailed intent data and orchestration features, you can choose from three plans:

Startup: Starting from $700/mo, includes:

  • 3 seats.
  • Up to 10,000 identified website visitors.
  • Starts at 1,000 Orchestrator credits.
  • Live Chat, Video Calls & 5,000/mo AI Chat credits.
  • Warm Bundle Tech Partners discounts.

Business: From $1,440 to $1,740/mo, depending on the number of identified visitors (10,001-100,000), includes:

  • Everything in Startup.
  • 10 seats (+$25/month per additional seat).
  • 1 Free LinkedIn Sequencing Seat.
  • Dedicated Customer Success Manager.
  • Automated Bombora third-party intent signals (+$4,000 Add-On).

Enterprise: Custom pricing, includes:

  • Everything in Business.
  • 20 seats (+$25/month per additional seat).
  • 100,001+ identified visitors per month.
  • Starts at 50,000/mo Orchestrator credits.
  • Advanced Al personalization.
  • Custom RevOps buildouts.
  • Custom integrations.
  • Multiple domains.
  • Automated Bombora third-party intent signals are included in the price.

Note: All plans are billed annually.

Integrations

Currently, Warmly integrates with a wide range of platforms, including:

  • OpenAI.
  • Slack.
  • Apollo.
  • Outreach.
  • Demandbase.
  • 6Sense.
  • Clearbit.
  • People Data Labs.
  • And more.

In addition to deep integrations with several lead intelligence and sales tools, Warmly provides a Warm Bundle—partner discounts for over 25 sales, marketing, and GTM tools.

This way, you can access many relevant tools and combine them with Warmly at a fraction of the usual price.

Pros & Cons

✅ Accurate website visitor identification at both company and individual levels.

✅ Reveals who your hottest leads are right now.

✅ Personalized lead generation and outreach workflows.

✅ Real-time monitoring of visitors’ web sessions with options to engage them via chat or video call.

✅ Comprehensive B2B database to help you run prospecting on scale.

✅ Transparent pricing model.

✅ Robust integrations.

❌ Annual plans only.

2. AgencyAnalytics

Best for: Automated client reporting.

AgencyAnalytics is a platform designed to help agencies deliver robust, detailed, and highly accurate marketing reports to their clients.

It’s a valuable addition to any agency’s tool stack, enabling them to demonstrate the full value and ROI they deliver.

Features

  • Ask AI and AI Summary to pull relevant, actionable insights from metrics and reports in seconds, detect opportunities, and provide recommendations based on the data.
  • Automated marketing reports integrate data from all your clients' platforms and compile them into detailed reports.
  • Custom dashboards let you create any kind of marketing dashboard you need for every individual client, tailoring it to show only the metrics relevant to them, in a way most appealing to them.

Pricing 

AgencyAnalytics has three pricing plans:

  1. Launch: $79/mo, includes 5 client campaigns, $12/mo per additional campaign.
  2. Grow: $239/mo, 10 client campaigns, $18/mo per additional campaign.
  3. Perform: $479/mo, 15 campaigns, $24/mo per additional campaign.

There’s also a 14-day free trial for each plan.

Pros & Cons

✅ Integrates with 80+ sales, marketing, and CRM platforms.

✅ Lots of customization options.

❌ The costs can easily add up.

❌ Learning curve.

3. SEOmonitor

Best for: Helping you generate SEO-optimized content at scale.

SEOmonitor is a kind of SEO stop-shop, as it includes everything an agency needs to generate SEO-optimized content or optimize their clients’ existing content.

With it, you can handle clients' SEO campaigns from top to bottom from a single point of control.

Features

  • SEO Forecast estimates with high accuracy how likely your SEO efforts are to achieve your ranking goals by analyzing historical data, seasonality trends, and competitor insights, enabling you to craft winning content every time.
  • AI-powered Content Writer automates content production by collecting high-impact keywords, analyzing competitors, and applying your personal style and tone of voice to create content that ranks well.
  • Automatic content audits automatically scan your site to identify key issues and opportunities for optimization, providing insights into underperforming content, on-page SEO elements, and more.

Pricing

SEOmonitor’s pricing can be a bit difficult to understand at first, as the total cost depends on several factors.

Its pricing starts at $252/mo and includes on-demand keyword data, SEO forecasting, content audits, and 3,000 keywords tracked daily.

However, if you need:

  1. Extra daily tracked keywords, that will cost you an additional $51 per 1000 keywords.
  2. Daily mapping of analytics conversions and sessions to keywords, will cost you $10 per website.
  3. Access to its Content Writer, you’ll have to pay $51/campaign, which includes 10 articles for one website, with extras at $5 each.

There’s also a free trial, but since SEOmonitor doesn’t disclose its actual duration, it’s best to contact its team for details.

Pros & Cons

✅ Robust and diverse SEO-oriented features.

✅ Very accurate forecasting.

❌ Expensive, with some key features available only as add-ons.

❌ Unintuitive dashboard.

4. Copymatic

Best for: Putting content production on autopilot.

Copymatic is an AI-powered content generation tool that helps agencies quickly and efficiently create high-quality, SEO-optimized content for their clients.

Its focus on automation and scalability makes it an excellent option for agencies, as they can produce content in bulk without compromising quality or SERP performance.

Features

  • Chrome extension with 80+ AI-powered tools lets you write any content type (email copy, blogs, product descriptions, etc.) whenever and wherever you need it most.
  • Content scheduling and automatic publishing let you put whole content campaigns on autopilot.
  • AI-powered SEO recommendations guide you in the right direction when creating content, ensuring it will rank high.

Pricing

Copymatic has three pricing plans:

  1. Pro: $29/mo.
  2. Team: $49/mo.
  3. Enterprise: $99/mo.

All plans provide access to all Copymatic features, with the key difference being the number of autopilot projects you get.

Pros & Cons

✅ Helpful Chrome extension for quick content creation.

✅ All plans provide access to all features.

❌ Limited creativity; its content can get repetitive.

❌ Not enough customization options for tailoring it to your brand voice.

5. Synthesia

Best for: AI-powered video generation and editing.

Synthesia is a multi-purpose AI video platform for creating any kind of video, from marketing to sales enablement and beyond.

It’s an excellent choice for agencies that want to produce high-quality branded marketing videos quickly, easily, and at a fraction of the usual cost.

Features

  • AI Screen Recorder records your screen and automatically transcribes your voiceover, allowing you to easily edit and customize it later using natural language prompts.
  • AI Video Editor lets you create and edit videos from scratch using text prompts, files, websites, and more.
  • 230+ realistic AI avatars.

Pricing 

Synthesia has a free plan suitable for individuals that include just 1 user and 3 minutes of video.

Agencies will need more, so you can choose from three paid plans:

  1. Starter: $29/mo, 1 editor and 3 guests, 120 minutes per year.
  2. Creator: $89/mo, 1 editor and 5 guests, 360 minutes per year.
  3. Enterprise: Custom pricing, unlimited videos.

Pros & Cons

✅ High-quality custom avatars.

✅ Easy to use.

❌ Occasional issues with text and video synchronization.

❌ Very limited video minutes on all but the most expensive plan.

6. MarketMuse

Best for: Content strategy planning and optimization

MarketMuse is an AI-powered platform that helps you manage all content operations, from planning the type and volume of content to optimizing it.

It can be a valuable addition to your agency if you want to enhance your clients’ content strategies across levels.

Features

  • Competitor data analysis identifies gaps and weaknesses that you can use to improve and structure your own content to stand out easily.
  • Helps with search engine optimization by generating SEO-optimized article briefs and outlines, giving writers all the guidance they need to deliver killer content.
  • Automates SERP research and analyzes your website and relevant topics to deliver valuable insights and recommendations, enabling you to create winning content.

Pricing

MarketMuse offers a free plan that allows you to run ten queries per month and provides limited access to its functionality.

For users needing more, there are three plans to choose from.

However, only one plan is designed for agencies: Strategy, which costs $499/mo and is MarketMuse’s most expensive plan.

Pros & Cons

✅ Wide range of efficient features.

✅ Excellent customer support.

❌ Expensive.

❌ The interface is difficult to navigate.

7. Lately

Best for: Auto-generating optimized social media posts.

Lately is an AI-powered platform designed to help marketing agencies create social media content most likely to resonate with their clients’ target audiences.

The platform leverages your existing content as a foundation for creating high-performing social media posts.

Features

  • Lately’s AI engine analyzes your long-form content (e.g., blogs, newsletters, whitepapers, web pages, video or audio files, etc.), identifies key points, and compares them with the general social media marketing best practices to craft posts optimized for success.
  • It learns your brand tone of voice and mimics it to perfection when creating social media posts, ensuring your content is aligned across platforms.
  • Lets you automate and schedule posting, suggesting the best times to post.

Pricing 

Lately has three pricing tiers:

  1. Starter: $59/mo, 1 user, 1 voice model, 5 social channels.
  2. Growth: $239/mo, 3 users (additional seat +$8), 1 voice model, 15 social channels.
  3. Enterprise: Custom pricing, everything unlimited.

Pros & Cons

✅ User-friendly interface.

✅ Lets you repurpose existing content so you can make the most of it.

❌ Steep learning curve.

❌ The posts it generates can get repetitive and lack originality.

8. Team-GPT

Best for: Customizing ChatGPT to fit your agency’s goals and needs.

Team-GPT is an AI platform built for teams of all sizes and from various industries that want to harness the full power of AI across their organization.

It can be a good choice for agencies that want to stick to popular AI engines like ChatGPT or Claude but have more space to tailor them to their requirements.

Features

  • AI Pages lets your team brainstorm, generate, edit, and optimize content.
  • Integration with DALL-E lets you generate stunning visuals.
  • Real-time collaboration enables your agency to use the platform as a project management tool, among other use cases.

Pricing 

Team-GPT has two pricing plans:

  1. Business: $20 per user per month for a minimum of 10 users, built for small to mid-sized companies, starting at ten users.
  2. Enterprise: Custom pricing, starting at 150 users, built for enterprise companies.

There’s no free trial, but you can book a demo.

Pros & Cons

✅ Integrates with several AI models, letting your team switch between them within a single platform.

✅ Intuitive interface.

❌ 10 users subscription minimum.

❌ Limited integrations with external tools, which can be an issue for agencies.

9. Albert

Best for: End-to-end ad management that adapts on the go.

Albert is an AI-powered platform that enables agencies to manage the entire digital advertising process from A to Z for each client.

Its advanced AI algorithms enable it to adapt to changes in relevant factors and parameters on the fly, meaning your advertising strategy will always be fresh and optimized.

Features

  • Optimizes ads in real-time based on factors like your budget, audience and market shifts, bids, keyword ranking, and more.
  • Handles planning your advertising strategy by considering and analyzing all relevant data (your product, target market, ICP) and comes up with optimal ad variations, keywords, overall ad structure, etc.
  • Robust analytics reports to help you understand your advertising efficiency better.

Pricing

Albert doesn’t disclose its pricing on its website.

It’s best to contact its sales department for a custom quote.

Pros & Cons

✅ Leverages machine learning algorithms to learn and adjust to relevant changes in real-time.

✅ Can handle multichannel campaigns.

❌ Steep learning curve.

❌ Non-transparent pricing.

10. Brevo

Best for: Automating email and SMS campaigns.

Brevo is an all-in-one marketing automation platform that combines email and SMS marketing to enable you to reach your clients’ customers across channels.

In addition to email and SMS automation, it provides several other handy features, such as a form creator, WhatsApp automation, and more.

Features

  • Intuitive drag-and-drop email builder that lets you create visually compelling emails in minutes.
  • Library of ready-made workflows you can use for most common use cases (thank you emails, birthday emails, abandoned cart emails, etc.).
  • Allows you to easily create audience segments based on shared characteristics like demographics or purchase history or create dynamic lists that automatically update according to subscriber activity.

Pricing

Brevo has a free plan that lets you send up to 300 emails per day and includes SMS and WhatsApp campaigns, customizable templates, and an email editor.

If you need more than that, you can upgrade to one of three paid tiers:

  1. Starter: $9 per user per month, starts at 5000 emails per month, no daily sending limits, and basic reporting.
  2. Business: $18 per user per month, starting at 5000 emails per month. It’s the first plan to include marketing automation, and it also has predictive sending time, landing pages, A/B testing, and more.
  3. Enterprise: Custom price, includes enterprise-only premium features, like push notifications, pop-ups, etc.

If you send more than 5000 emails per month, the price will go up based on the number of emails you need.

Pros & Cons

✅ Lets you create automated cross-channel marketing campaigns.

✅ Leverages AI to recommend optimal sending times.

✅ Affordable plans.

❌ Its analytics isn’t granular enough.

❌ Automation features are available only on the Business plan and above.

11. SeventhSense

Best for: Optimizing email sending time.

Seventh Sense helps you cut through the noise of the average inbox by enabling you to pinpoint the best time for sending your emails.

This way, you’ll make sure that your email outreach efforts will reach their intended target, increasing open, reply, and click-through rates.

However, you should note that it only integrates with HubSpot and Marketo.

Features

  • Leverages AI to optimize and personalize email delivery times for each lead in your list.
  • Optimizes email frequency based on individual engagement levels and preferences detected by the AI engine.
  • A/B testing will help you pinpoint which approach works the best.

Pricing

Seventh Sense has two separate pricing packages for each of the platforms it integrates with:

HubSpot:

  • Business Plan: Starts at $80/mo for up to 5,000 leads, billed annually.
  • Enterprise Plan: Custom price, includes all features as Business with the addition of enterprise-grade security capabilities.

Marketo:

  • Business: Starts at $450/mo for up to 50,000 leads, billed annually.
  • Enterprise: Custom price, includes all features as Business with the addition of enterprise-grade security capabilities.

Pros & Cons

✅ Increases deliverability both through time optimization and throttling.

✅ Detailed engagement analytics.

❌ Steep learning curve.

❌ Integrates with only two email marketing platforms.

Next Steps For Agencies: Identify & Convert The Leads Of Your Clients’ Website

Although all of these AI tools for agencies can get the job done, depending on your unique needs and use cases, one thing is certain:

Your clients’ websites inevitably play a pivotal role in every marketing and sales strategy, as websites are always a rich source of warm leads. 

Therefore, finding a way to capture, identify, and convert all those leads is sure to help you retain clients and win over new ones with your results.

Warmly can help you optimize any website lead generation tactic, as the platform does precisely that - detects the hottest leads among website visitors and gives you all the data you need to convert them right now.

Sign up for Warmly’s free plan and take its lead tracking capabilities for a test drive.

Or, book a personalized demo to get a better grasp of Warmly’s full range of capabilities.

Become a Revenue Rebel
Subscribe to our newsletter for revenue leaders, by revenue leaders. Get updates on new show releases, practical advice, data-driven insights, and trending topics in GTM.
Thanks for subscribing to our newsletters.
Oops! Something went wrong while submitting the form.
10 Best Website Visitor Tracking Software in 2025

10 Best Website Visitor Tracking Software in 2025

Time to read

Alan Zhao

In the digital era, most leads will come through various online channels, including your website, which often plays a central role in lead generation strategies. 

However, unless you can identify your website visitors and understand which of them are most likely to convert right now, you won’t be able to maximize your website’s conversion potential.

That’s precisely where website visitor tracking software steps in.

It reveals the companies - and sometimes individuals - visiting your website in real-time and provides insights into their online behavior.

However, with so many website visitor tracking tools out there, finding the right one for your specific use case can take time and effort.

To help you narrow down your search and pick the solution that will set your business up for success in the upcoming year, I’ve prepared a hand-picked list of the ten best website visitor tracking software in 2025.

Let’s dive in!

Factors To Consider When Evaluating Website Visitor Tracking Software 

Before we get to the list, here are a few tips on what to look out for when deciding what website tracking software to choose.

This way, you’ll be able to evaluate each platform better and find the one that best aligns with your goals.

1. Accuracy

The main purpose of a website traffic tracking tool is to accurately and timely identify website visitors.

If a tool continuously provides inaccurate, outdated, or too-limited data, it’s not worth the trouble.

2. Data granularity

Another question to consider when looking for a website visitor tracking tool is what type of data it uncovers.

➡️ Different tools have different approaches and capabilities, meaning that some provide granular, actionable data, including everything from in-depth B2B information to capturing intent signals. 

In contrast, others will leave you with basic contact info only.

Choose wisely when it comes to this point, as it’s in your best interest to get the most bang for your buck.

3. Lead qualification

Some website visitor tracking software tools allow you to score and qualify leads, enabling you to easily identify the ones most likely to convert now.

➡️ Such features can significantly boost your sales and marketing teams’ efficiency and productivity, as they’ll know who to focus on from the get-go.

So, try to find tools that can both identify website visitors and help you detect the leads that best match your ICP or show the highest intent to buy.

4. Integrations

Being able to identify website visitors and track their behavior is an integral part of digital sales and marketing strategies.

💡 However, for the entire machinery to work properly, it’s important to get a tool that complements the rest of your tech stack, with a special emphasis on CRM, lead intelligence, and sales automation tools.

5. Pricing

Gaining deep insights into who your website visitors are and how they interact with your website doesn’t necessarily have to cost a fortune.

Look for tools with transparent, flexible, and scalable pricing to avoid unpleasant surprises.

➡️ Also, always favor tools with free trials or freemium tiers because their willingness to let you test the platform for free is usually a good signal of their quality.

What Is The Best Website Visitor Tracking Software In 2025?

1. Warmly - Reveals website visitors and detects the hottest leads among them.

2. Dealfront - European-based website traffic de-anonymization tool with a B2B database.

3. Koala - Identifies website visitors and tracks product usage data.

4. 6Sense - Reveals website visitors and enriches them with intent data.

5. ZoomInfo - All-in-one sales platform that identifies companies visiting your website.

6. Opensend - Website visitor tracking software geared toward US-based e-commerce businesses.

7. Salespanel - Identifies, segments, and scores website leads on autopilot.

8. Outfunnel - Uncovers website visitors and syncs their data with your CRM.

9. Visitor Queue - Website traffic tracking and personalization tool.

10. Albacross - Website visitor identification and first-party intent data provider for European businesses.

1. Warmly

Disclaimer: Although Warmly is our tool, we aim to provide an objective and unbiased review of its capabilities and use cases.

Warmly is more than a website traffic tracking tool.

Instead, it’s a signal-based revenue orchestration platform that:

  • Identifies companies and individuals visiting your website.
  • Uncovers granular B2B and intent data to enable you to detect the hottest leads in real-time.
  • Lets you orchestrate essential sales workflows so that no quality lead falls through the cracks.

Let’s begin by reviewing its functionalities.

Feature #1: Identifies website visitors

One of Warmly’s core features is, of course, website visitor identification.

However, unlike most other website visitor tracking platforms, Warmly identifies more than just companies visiting your website.

It also uncovers individual website visitors. 

This means you can often pinpoint the exact stakeholder surfing your website right now, enabling you to create a unique outreach strategy tailored to that specific person.

All it takes to start identifying website visitors with Warmly is adding a snippet of its code to its website, and the platform will begin revealing the people and businesses visiting it within minutes.

You can also add the snippet to your email campaigns, event pages, or even your app, which enables you to:

  • Improve marketing attribution.
  • Capture leads who didn’t register for the event.
  • Create upselling and cross-selling opportunities.

Feature #2: Detects high-intent leads 

When Warmly identifies website visitors, it doesn’t stop at providing just basic B2B contact data.

Instead, it proceeds to enrich each with:

  • In-depth B2B data, including demographic, firmographic, technographic, etc.
  • First-party intent data, including detailed insights into visitors’ interactions with your website, such as the pages they visited, time spent on each page, recurring visits, etc.
  • Third-party intent data, including buyer intent, signals they left throughout the web, such as keyword searches relevant to your product, job change intent, visits to competitors’ websites, etc.

This combination of B2B and intent data is essential for scoring and qualifying leads and enabling reps to tailor their outreach to each.

Namely, first- and third-party intent data provides you with a 360-degree view of which leads are most likely to buy right now. 

At the same time, all the insights Warmly has on them help reps design an outreach tactic bound to resonate with them on a much deeper level than a generic campaign.

This way, your sales team can capture demand and engage high-value leads long before your competition.

Feature #3: Sales automation

Regardless of how good your sales reps are, they can’t be available around the clock.

That means that some high-value conversion opportunities will be missed whether you like it or not.

➡️ Warmly’s sales orchestration capabilities prevent this from happening ever again.

The platform leverages the intent signals it captures to ensure that all high-intent leads are engaged while they’re hot.

Several features let you automate sales workflows:

Orchestrator adds high-intent leads that match your ICP and other relevant criteria you define to automatic LinkedIn and/or email sequences.

When a visitor takes a high-intent action or a visitor fitting your ICP lands on your website, the Orchestrator will send a personalized email or a LinkedIn request or DM.


Auto lead routing means an appropriate sales rep will be notified via Slack as soon as a lead matching your ICP or visitor showing high intent lands on your website.

This significantly reduces the time to lead and ensures that each lead is taken care of.


AI Chat automatically engages leads, qualifies them, answers their questions, shares contextual collateral, and books meetings 24/7.

Feature #4: Live video calls

The whole point of detecting the hottest leads right now is to engage them while they’re still hot.

Warmly enables your reps to do exactly that - pounce on leads while they’re still on your website and their interest in your product is at its peak via live chat or video call.

In Warmly’s dashboard, reps can monitor leads’ web sessions in real-time.

Once they detect a high-intent lead, they can contact them through text or video chat, as nothing can replace face-to-face interaction when it comes to successfully closing deals.

Pricing

Warmly has a free forever plan that lets you:

  • Identify up to 500 people and companies visiting your website per month.
  • Pinpoint leads that fit your ICP.
  • Set up automated lead routing via Slack notifications.

To access more detailed intent data and orchestration features, you can choose from three plans:

Startup: Starting from $700/mo, includes:

  • 3 seats.
  • Up to 10,000 identified website visitors.
  • Starts at 1,000 Orchestrator credits.
  • Live Chat, Video Calls & 5,000/mo AI Chat credits.
  • Warm Bundle Tech Partners discounts.

Business: From $1,440 to $1,740/mo, depending on the number of identified visitors (10,001-100,000), includes:

  • Everything in Startup.
  • 10 seats (+$25/month per additional seat).
  • 1 Free LinkedIn Sequencing Seat.
  • Dedicated Customer Success Manager.
  • Automated Bombora third-party intent signals (+$4,000 Add-On).

Enterprise: Custom pricing, includes:

  • Everything in Business.
  • 20 seats (+$25/month per additional seat).
  • 100,001+ identified visitors per month.
  • Starts at 50,000/mo Orchestrator credits.
  • Advanced Al personalization.
  • Custom RevOps buildouts.
  • Custom integrations.
  • Multiple domains.
  • Automated Bombora third-party intent signals are included in the price.

Note: All plans are billed annually.

Integrations

Currently, Warmly integrates with a wide range of platforms, including:

  • OpenAI.
  • Slack.
  • Apollo.
  • Outreach.
  • Demandbase.
  • 6Sense.
  • Clearbit.
  • People Data Labs.
  • And more.

In addition to deep integrations with several lead intelligence and sales tools, Warmly provides a Warm Bundle—partner discounts for over 25 sales, marketing, and GTM tools.

This way, you can access many relevant tools and combine them with Warmly at a fraction of the usual price.

Pros & Cons

✅ Accurate website visitor identification at both company and individual levels.

✅ Real-time monitoring of visitors’ web sessions with options to engage them via chat or video call.

✅ Enriches each identified visitor with in-depth intent data.

✅ Transparent pricing model.

✅ Robust integrations.

✅ Advanced sales automation. 

❌ Annual plans only.

2. Dealfront

Best for: Revealing EU-based website visitors.

Who is it for: Businesses whose target market is primarily EU-located.

Dealfront is a B2B sales intelligence tool built for GTM teams focused on the European market.

The platform was created by merging Echobot (sales intelligence software) and Leadfeeder (website visitor identification software), combining their key features into a single sales tool.

Features

  • Provides data on 40M+ companies and 180M+ contacts, with 30M+ companies and 83M+ contacts in Europe alone.
  • In-depth data from specific European regions, such as DACH, Benelux, Nordics, etc.
  • Tracks companies engaging with your ads in addition to tracking website visitors.

Pricing

Dealfront has separate pricing for its sales intelligence and website traffic deanonymization.

Dealfront's sales intelligence plan does not have flat fees, so you’ll need to contact its team for precise pricing details.

Regarding website visitor identification, there’s a limited free plan that only allows you to identify up to 100 monthly website visitors, omitting all other Dealfront features.

This means you won’t get any other data on the companies visiting your website, not even essential contact details.

The paid plan starts at €99 per month, with the final price depending on the number of identified companies.

You also get 25 free credits for revealing contact details like email addresses and phone numbers. If you exceed the limit, you’ll pay extra.

Note: The website visitor identification plan has a 14-day free trial.

Pros & Cons

✅ GDPR-compliant data.

✅ 30+ trigger events you can set up to alert you when a relevant change in a prospect’s profile occurs (e.g., job changes, bankruptcy notices, etc.).

❌ Limited website traffic deanonymization, as it can identify only companies and even those with a low accuracy level.

❌ Focused on the European market, with a particular emphasis on the DACH region, with other regions being underrepresented. 

3. Koala

Best for: Uncovering website visitors and their intent signals in addition to gaining deep insight into product usage.

Who is it for: PLG teams looking to find new customers and improve product adoption at the same time.

Koala is a relatively new website visitor identification tool with several nifty features, including uncovering product usage data.

This might make it more interesting to businesses looking to drive upselling and cross-selling opportunities rather than those focused on lead generation alone.

Features

  • Reveals website visitors and enriches them with first-party intent data.
  • Automated ICP scoring enables you to identify and prioritize heating accounts that best fit your ICP. 
  • Tracks product usage data, allowing you to monitor your customers’ product journeys and detect important milestones in real-time, creating room for improving customer retention and attracting new customers.

Pricing

Koala recently readjusted its pricing structure.

Instead of a freemium plan and two paid tiers, Koala now offers a 14-day free trial and just one paid plan: Business.

It doesn’t disclose the price for its Business plan, meaning you’ll have to contact sales for more information on the factors affecting the total costs.

Pros and cons

✅ Tracks product usage and translates it into actionable insights.

✅ Automated lead scoring.

❌ No third-party intent data.

❌ No live engagement features.

❌ Opaque pricing.

4. 6Sense

Best for: Identifying surging accounts on your website.

Who is it for: ABM teams.

6Sense is an AI-powered ABM platform that combines B2B data with intent signals to automate ABM workflows.

This means that in addition to identifying the accounts visiting your website and tracking user behavior, 6Sense helps you detect those that are most likely to buy, helping reps react in time.

Features

  • Tracks 65M+ companies, 600M+ buyer profiles, and 35K+ technologies.
  • Detects website intent and connects it with the rest of the visitor’s customer journey online, enabling you to recognize leads most likely to convert based on their level of intent.
  • AI-driven predictive analytics helps you predict customers’ future behavior, enabling you to prioritize high-intent leads in advance.

Pricing

6Sense has a free plan that provides:

  • 50 credits/month.
  • Buyer Discovery.
  • Contact & Company Data.
  • Alerts.
  • List Management.
  • Chrome Extension.

If you need more, you can upgrade to one of three plans:

Team: Includes everything in Free plus:

  • Technographics.
  • Psychographics.
  • Web, CRM, and SEP Apps.
  • Add to CRM/SEP.
  • Dashboards.

Growth: Everything in Team plus:

  • 6sense Intent (Keywords).
  • 3rd Party Intent.
  • Corporate Hierarchy.
  • Prioritization Dashboards.

Enterprise: Everything in Growth plus:

  • Predictive AI Model.
  • AI Recommended Actions.
  • CRM & MAP Activity.

6Sense doesn’t disclose prices on its website, so you’ll have to contact its sales for more details.

However, Vendr also provides some helpful insights into 6Sense’s pricing policy, noting that the average 6Sense contract value is $123,711.

Pros & Cons

✅ Has advertising capabilities, letting you build targeting and retargeting campaigns based on its intent data.

✅ Insightful and actionable data.

❌ Steep learning curve.

❌ Expensive.

❌ Doesn’t identify individual accounts.

5. ZoomInfo

Best for: End-to-end sales management.

Who is it for: Enterprise-grade businesses.

ZoomInfo is a comprehensive sales platform built for enterprises that want to manage the entire scope of their sales and marketing operations from a single platform.

In addition to identifying companies visiting your website, it has several other handy features.

Features

  • Vast B2B database that captures data on 260M+ individual profiles and 100M+ company profiles and covers over 135M verified mobile phone numbers.
  • Advanced data enrichment options, including automatic data cleansing, auto-discovery of related companies and contacts, etc.
  • Lead-capturing form optimization allows you to shorten forms to a single or a few fields, and the platform will auto-populate the rest.

Pricing

Unfortunately, ZoomInfo doesn’t disclose actual prices.

According to its website, ZoomInfo has three plans - for Sales, Talent, and Marketing teams - all of which have custom pricing and lock you into 12-month contracts.

These packages differ primarily in the integrations and features they include, as each is geared toward a specific type of user.

You’ll have to contact ZoomInfo’s team for a quote.

What I can tell you from the get-go, however, is that the price will depend on several factors:

  • Features and functionality.
  • Number of licenses.
  • Credit usage.
  • The type of intelligence you need (more robust info such as technographic attributes and org charts will create additional costs).
  • Add-ons you want included (e.g., Streaming Intent for revealing buying intent in real-time).
  • The integrations you need.

Vendr’s data shows that ZoomInfo's average contract value is around $85,781, but it can quickly soar to six figures for larger companies with more complex needs.

Pros & Cons

✅ High data accuracy.

✅ Versatile, can be used by marketing, sales, and HR teams.

✅ Wide array of functionality.

❌ Very expensive.

❌ Limited intent data.

❌ Primarily NAM coverage, other regions are underrepresented.

6. Opensend

Best for: Identifying and re-engaging customers who dropped off during the buying process.

Who is it for: E-commerce businesses looking to capture potential customers who didn’t complete their purchase or fill out forms.

Opensend is a website visitor tracking software that helps you identify and convert your website's visitors.

Features

  • Uncovers email, physical address, and device data for D2C businesses.
  • Delivers name, email, title, company, LinkedIn URL, and location of corporate customers.
  • Can be connected with various email outreach tools to automate email campaigns.

Pricing

Opensend has four pricing tiers:

  1. Tier 1: $500/mo, 10-50k monthly visitors
  2. Tier 2: $1000/ month, 50-150k monthly visitors
  3. Tier 3: $2000/ month, 100-300k monthly visitors
  4. Enterprise: Custom pricing

Note: The emails you send using the addresses Opensend uncovered are charged extra.

Pros & Cons

✅ Uncovers both individual and company visitors.

✅ Easy to use.

❌ Identifies US-based visitors only.

❌ Expensive.

7. Salespanel

Best for: Lead scoring and tracking leads captured on your website.

Who is it for: Sales and marketing teams looking to put lead scoring on autopilot.

Salespanel is a website visitor intelligence platform that identifies, tracks, and scores your leads.

As a result, sales and marketing teams can run data-driven marketing strategies, account-based campaigns, and more.

Features

  • Deep Tracking lets you track website visitors by assigning each a unique ID independent of cookies, providing enhanced customer journey tracking, cross-domain tracking, etc.
  • Real-time lead scoring and qualification leverages first-party intent data and your ICP attributes to accurately score every lead identified on your website.
  • Detailed analytics dashboards let you visualize key metrics to easily detect bottlenecks, improve attribution, and understand what yields the best results.

Pricing

Salespanel has an interesting pricing structure.

Namely, it has three plans, two of which have the same starting price:

  1. Salespanel Customer Data Platform: Starting at $99/mo, includes up to 10,000 monthly visitors with up to 10% deanonymized traffic. You’ll be charged $10/mo for every additional 1,000 visitors.
  2. Salespanel Account Reveal: Starting at $99/mo, includes up to 2,000 monthly visitors with up to 60% deanonymized traffic. You’ll be charged $40/mo for every additional 1,000 visitors.
  3. Custom Pricing: Custom traffic volume with up to 60% deanonymized traffic. Includes everything in Account Reveal plus advanced customization options.

The key difference between the first two tiers lies in the number of website visitors you can identify and in essential features like Deep Tracking and real-time lead scoring, which are available only on the Account Reveal plan.

There’s also a 14-day free trial for the first two packages.

Note: All plans are annual.

Pros & Cons

✅ Comprehensive analytics tools.

✅ Easy setup and user-friendly interface.

❌ Limited integrations.

❌ The costs can easily add up, given the caps and limitations in the essential packages.

❌ Annual plans only.

8. Outfunnel

Best for: Syncing sales and marketing data between various platforms and leveraging that data for automated lead scoring of website visitors.

Who is it for: Sales and marketing teams looking for a bespoke data connection platform with website visitor tracking capabilities.

Outfunnel is not a typical website visitor tracking software.

Instead, it’s an app similar to Zapier that allows you to create sales and marketing workflows between the apps your teams use to keep your data in sync.

On top of that, it also tracks website visitors and uses the data it collects to provide lead scoring.

Features

  • Website visitor tracking provides insights into which pages they visited, the forms they filled out, the pages they spent the most time on, and the source they came from, and syncs that data to your CRM.
  • Lead scoring leverages email events, web visits, and CRM data to automatically score leads, helping you identify the ones most likely to convert now.
  • Automatic data syncing between your sales and marketing automation tools and CRMs.

Pricing

Outfunnel has three plans:

  1. Basic: $29-$99/mo, depending on the number of active contacts you have (100-3000), includes data sync only.
  2. Professional: $99-$249/mo for 1000-15000 active contacts, includes everything in Basic plus website visitor tracking and lead scoring.
  3. Scale: Custom price for a custom number of active contacts.

💡 Basic and Professional have 14-day free trials.

Pros & Cons

✅ Seamless data syncing.

✅ Intuitive interface.

❌ Can only track visitors who fill out a form or come through an email campaign.

❌ Includes website visitor tracking and lead scoring only on its higher-tier plans.

9. Visitor Queue

Best for: Identifying website visitors and providing real-time website personalization. 

Who is it for: Teams looking to optimize their website for conversions based on visitor data.

Visitor Queue is a UK-based website visitor identification tool with a twist: it lets you customize and personalize your website for specific leads and segments.

This makes it a very nifty tool if you solely rely on your website design for conversions.

Features

  • Wide range of customizable filters you can use to create lead segments or exclude website visitors who don’t match your Ideal Customer Profile from showing up in your dashboard.
  • Auto-Assignment, allowing for leads who fall into a specific category to be automatically assigned to the sales rep in charge of managing them.
  • You can send emails to warm leads directly from the platform.

Pricing

Visitor Queue has as many as 11 pricing plans based on the number of unique companies captured per month:

▶️ 100 companies - $31/mo (only available as an annual contract).

▶️ 300 companies - $89/mo.

▶️ 500 companies - $109/mo.

▶️ 1,000 companies - $189/mo.

▶️ 2,000 companies - $299/mfo.

▶️ 5,000 companies - $469/mo.

▶️ 10,000 companies - $749/mo.

▶️ 15,000 companies - $989/mo.

▶️ 20,000 companies - $1,249/mo.

▶️ 30,000 companies - $1,799/mo.

▶️ 40,000 companies - $2,299/mo.

There’s also a 14-day free trial available.

Pros & Cons

✅ Unlimited users and websites on each plan.

✅ Lets you deliver personalized content for leads on your website.

❌ Limited visitor data, only basic contact details.

❌ Integration issues.

10. Albacross

Best for: Uncovers EU companies visiting your website and enriches them with first-party intent data.

Who is it for: Small to mid-sized companies whose prospecting efforts are focused on the EU market.

Albacross is a data enrichment platform that reveals companies visiting your website and enriches them with B2B and first-party intent data.

It’s an affordable and user-friendly solution for businesses that want to tap into first-party intent insights.

Features

  • Identifies company-level website visitors and enriches them with first-party intent data.
  • Intent-data-driven ad retargeting ensures that each audience segment will be shown the best-fitting ads.
  • You can receive real-time alerts on Slack, Microsoft Teams, CRM, or email when customers who fit your ICP land on your website.

Pricing 

Albacross has two paid plans:

  1. Self-Service: €79 per month, includes up to 100 identified companies.
  2. Growth: Custom price, unlimited companies.

There’s a 14-day free trial for its Self-Service plan.

Pros and cons

✅ GDPR-compliant.

✅ User-friendly.

❌ Reveals only company visitors.

❌ Poor CRM integrations.

Next Steps: Start Revealing The Hottest Leads On Your Website Today

Each of these website visitor tracking platforms made it to this list for a reason, as every one of them helps you gain a deeper understanding of who’s visiting your website.

Some go more in-depth with the data they reveal, while others compensate for limited data by including additional features some users will find especially useful.

However, if you’re primarily interested in efficiently identifying the hottest leads on your website and engaging them when they’re most likely to convert, Warmly is the solution you need.

The actionable insights it provides, paired with its orchestration capabilities, make it an ideal choice for GTM teams looking to unlock their website’s full lead generation and conversion potential.

Sign up for Warmly’s free plan and start revealing website visitors today.

Or, book a demo with our team to get a glimpse of all of Warmly’s features.

Become a Revenue Rebel
Subscribe to our newsletter for revenue leaders, by revenue leaders. Get updates on new show releases, practical advice, data-driven insights, and trending topics in GTM.
Thanks for subscribing to our newsletters.
Oops! Something went wrong while submitting the form.
Auto Prospect Contacts with Warmly’s New Person-Level Orchestration

Auto Prospect Contacts with Warmly’s New Person-Level Orchestration

Time to read

Alan Zhao

So, you know who’s visiting your website, and now you want to sell to them. But your reps are overworked—they certainly don’t have time to reach out individually to everyone you think is an ideal customer.

For many teams, the solution to this is an account-based selling approach enhanced with automation. You reach out to the key stakeholders (there could be as many as 11) at a particular account that you know fits your ICP 

But, increasingly, B2B buyers want to see that personal touch. They want to buy from real humans, which inevitably means your reps are needed in a million sales calls at the same time. It’s a good problem to have, but a problem nonetheless. 

With Warmly’s new Buyer Personas, you can enhance your account-based prospecting with person-level orchestration. 

You identify the job titles of people who buy from you, and we’ll match those titles to real visitors on your website. Then, you can create ultra-personalized sequences, resulting in more follow-ups and prospecting. 

Here’s how it works. 

Creating Personalized Sequences with Buyer Personas

Our new Buyer Persona feature is an extension of our Segments tool

With Segments, you can filter particular types of accounts within your ICP and auto-add them to prospecting sequences on Warmly’s Orchestrator. 

So, you might set up a segment for your ideal accounts based on industry, size, location, or annual revenue. Then, when Warmly sees that someone from that account has triggered a high-intent signal, we’ll add them to a multi-channel outreach campaign. (Learn more about this in our playbook.) 

Now, with Buyer Personas, you can drill down deeper into who buys from you and set up targeted sequences for individuals in addition to company-level accounts.

Each Buyer Persona is linked to the actual job title of people who typically buy from you. 

How to Set Up Buyer Personas

We have an in-depth breakdown of how to set up Buyer Personas in our Help Center—here are the key points. 

Essentially, you’ll set up Buyer Personas just like Segments, but instead of choosing the specific characteristics of an account you want to target, you’ll select the job titles of contacts.


‎

The job titles listed in Warmly are all based on real contacts that have visited your website before, so you can be confident that you’re targeting real people.


‎Even better, you can get super granular with how you tailor your personas. Maybe you want to exclude anyone with a specific job title because you find that these people at your target accounts regularly exit the sales funnel early. Or, you could add all visitors who don’t have a job title to a broader TOFU sequence.

‎

The next step in our person-level orchestration is creating those outreach sequences in Orchestrator. Here, you can add Personas to auto-outreach sequences across email and LinkedIn.

The result? Our contact-level outreach sequences get a 9%- 18% reply rate on email and LinkedIn touchpoints—and that’s without adding calling to the mix.


Contact-Based Selling + Account-Based Selling

Thanks to our new Buyer Personas, you can seamlessly contact high-value prospects coming to your website in addition to your existing account-level orchestrations. 

These two processes—contact-based and account-based selling—work together to produce a powerful sales orchestration. When you’re reaching out to that Closed Lost opp, you can simultaneously add other decision makers at that account to a separate sequence, targeting every stakeholder at once.

With our signal-based solution, you can filter out contacts who are simply not showing high-intent actions on your site and automatically add all those who are showing research intent or are looking at competitor pages to a dedicated sequence.


Want to see all your high-intent website visitors in one place? Use Buyer Personas as a filter in the Warm Visitors section of Warmly.

Drop in the Persona you want to target, and we'll show you all the individuals who've visited your website from that Persona. It's an easy win for sales reps, as they know exactly who to reach out to first.

There's no end to how you can set up Buyer Personas and Segments to complement your sales outreach strategy. Here are a few examples of how we personally use Buyer Personas at Warmly:

  • Chatbot engagers: Add contacts who engage with the chatbot or talk live with a rep via live video chat but don’t convert to a high-touch sequence. Email within one minute of the conversation, and follow up with a LinkedIn connection request from the rep they spoke with.
  • Target specific buyers: Target users with senior marketing job titles and auto-add them to our “How Marketers Use Warmly” email sequence. (We use the same playbook for sales roles.)
  • Closed Lost Opps: Auto-email and LinkedIn message any Closed Lost contact if they reappear on the website within three months. 

All this juicy contact data we collect gets synced back into your CRM, giving your reps valuable insights into the contacts landing on your website, where they’re going, and who they are. 

Want to do more with Warmly?

Warmly is our signal-based revenue orchestration platform. We de-anonymize your website visitors and track high-intent signals so your sales reps can sell faster and more efficiently. 

Our ethos is warmer selling. So, we created tools that enable you to automate hyper-personalized outreach (reaching more prospects faster) and reach out to your website visitors in real-time (catching them when they’re ready to buy). 

Try Warmly for free right now and start converting high-value leads that land on your website. Or, book a demo to see what else Warmly can do for your sales and marketing teams.

Become a Revenue Rebel
Subscribe to our newsletter for revenue leaders, by revenue leaders. Get updates on new show releases, practical advice, data-driven insights, and trending topics in GTM.
Thanks for subscribing to our newsletters.
Oops! Something went wrong while submitting the form.
ZoomInfo vs LeadIQ vs Warmly: Which Is the Best? [2025]

ZoomInfo vs LeadIQ vs Warmly: Which Is the Best? [2025]

Time to read

Alan Zhao

Wondering which is the better tool for efficient B2B prospecting between ZoomInfo vs LeadIQ?

This article is here to help you decide which of the two sales and prospecting platforms is the right fit for your needs, goals, and budget.

It provides an aggregated view of each tool’s core features, integrations, pricing policies, and user sentiments, combined with all the insights you need to make an informed decision.

And what if it turns out that neither is what you’ve expected it to be?

Don’t worry - I’ll introduce another solution, Warmly, that might be the missing link in your prospecting and lead generation strategies.

ZoomInfo vs LeadIQ vs Warmly - Features

Let’s start by looking into these solutions’ essential functionalities.

First up is Warmly.

Warmly Features

Warmly is a revenue orchestration platform GTM teams use to create a steady and consistent pipeline of warm leads on their website.

Several features, in particular, make Warmly a strong ZoomInfo and LeadIQ competitor.

1. Captures warm leads on your website

Your website is a potential goldmine of high-quality prospects, provided you can identify them.

And that’s where Warmly steps in.

All it takes is adding a snippet of Warmly’s code to your website, and the platform will start identifying your website visitors.

What’s more, Warmly identifies both companies and individual people on your website, meaning you’ll be able to pinpoint the exact stakeholders showing interest in your products and services right now.

As a result, sales reps can target the exact accounts in their outreach strategies, personalizing outreach to the tiniest of details.

Additionally, you can input your ICP and target accounts’ attributes into Warmly so that the tool can notify your reps via Slack whenever a warm lead matching the set criteria lands on your website.

Note: Warmly can be integrated in more places than your website. You can also add Warmly’s code snippet to:

  • Cold emails to track which leads are coming through which campaign for better marketing attribution and personalization.
  • Inside your app and marketing collateral to create upselling and cross-selling opportunities.
  • Event pages so you can capture even the prospects who don’t register for your events.

2. Enriches leads with B2B and intent data

Warmly is more than a website traffic deanonymization platform, as it provides much more information on the leads it reveals than just basic contact data.

The solution enriches each revealed lead with:

Detailed B2B data, including:

  • Firmographic (company name, size, industry, geographic location, etc.).
  • Technographic (the technology the company uses in its operations).
  • CRM data (past interactions with sales reps, previous deals, etc.).
  • Demographic data (individual names, job positions, social media accounts, etc.).

First-party intent data, i.e., interactions with your website that indicate a high likelihood to buy, such as:

  • Pages visited.
  • Time spent on each page.
  • Recurring visits.
  • Downloaded collaterals.
  • Chatbot interactions, etc.

Third-party intent data, i.e., buyer intent signals your prospects dropped throughout the web, including:

  • Searches that include keywords relevant to your product.
  • Visits to competitors’ websites.
  • Job change intent, etc.

The intent data Warmly reveals is essential for getting a complete picture of who your hottest leads are right now, as the platform captures buyer intent signals and translates them into actionable insights your reps can use to:

  1. Score and qualify leads more accurately.
  2. Capture interest when it’s at its peak and react while the leads are hot.
  3. Create hyper-personalized outreach strategies.

3. Leverages intent signals to automate prospecting workflows

In addition to revealing buyer intent and helping you detect the hottest leads, Warmly lets you orchestrate essential sales operations on top of intent signals.

Firstly, there’s the Orchestrator, which enables you to set up automated email and LinkedIn outreach sequences by:

  • Specifying the trigger that sets the sequence in motion (e.g., a visitor matching your ICP lands on your website).
  • Defining the criteria the visitor needs to meet to be targeted (company size, industry, individual’s job role, etc.).
  • Specifying the frequency at which you want the workflows to run and the maximum number of people targeted in a single account.
  • Deciding on the action you want the Orchestrator to take (send contextual email, and/or personalized LinkedIn DM or connection request).

Secondly, AI Chat, Warmly’s AI-powered chatbot, automatically engages and qualifies leads, offers collaterals, answers questions, and books meetings—all the while ensuring that every interaction it has with every lead is contextual and tailored to their prior interactions.

Finally, Warmly lets you put lead routing on autopilot, as your reps will be notified in Slack the second a high-intent lead or visitor matching your ICP lands on your website.

These features combined ensure that no opportunity for conversion will pass you by ever again.

Learn how D2D Experts used Warmly’s orchestration features to secure $80,000 in revenue in just 12 days.

4. B2B prospecting database

Recently, Warmly introduced a B2B prospecting database into its offering to further improve users’ prospecting and lead generation efficiency.

The Coldly database holds data on 250M+ accounts worldwide, which is updated and validated daily, ensuring that the information is always fresh, relevant, and accurate.

It has advanced filtering options that let users build highly targeted prospect lists from any industry in just seconds, in addition to its auto-CRM enrichment capabilities. 

ZoomInfo Features

ZoomInfo is a comprehensive sales platform built for enterprises that want to manage the entire scope of their sales and marketing operations from a single platform.

Several features make ZoomInfo especially useful for B2B prospecting, including:

1. Vast B2B prospecting database 

When you mention ZoomInfo, the first thing that comes to mind is precisely its B2B database, which is probably the most extensive in the market.

The database captures data on 260M+ individual profiles and 100M+ company profiles and covers over 135M verified mobile phone numbers.

2. Lead enrichment

ZoomInfo’s automatic CRM data enrichment pulls data from over 60 verified sources and translates it to 300+ attributes to ensure your CRM records are fresh, clean, relevant, and accurate.

It standardizes, deduplicates, cleans data, and more, depending on the lead enrichment package you opt for since there are a few.

3. Automatic ICP search

ZoomInfo uses AI-powered predictive analytics to help you create more precise ICPs and pinpoint accounts that match it in its rich database.

AI-generated ICPs use your historical and real-time data, including demographics, pain points, purchasing behavior, etc., to continuously optimize and update your ICP.

This way, you can be confident that your ICP is always on point, which is especially important in the fast-paced digital landscape.

ZoomInfo’s predictive analytics can also detect accounts most likely to convert based on the patterns and attributes recognized in your won and lost deals and best-performing accounts.

LeadIQ Features

LeadIQ is a B2B prospecting platform that tracks important changes in your key accounts, keeping your B2B data agile and actionable at all times.

Here are its most notable features:

1. Contact tracking

LeadIQ tracks and notifies you when your champions, buyers, and key decision-makers change jobs, in addition to automatically creating new records in Salesforce.

The platform also detects other intent signals, such as G2 Crowd research, funding announcements, tech stack changes, etc., enabling reps to swiftly detect high-intent leads.

Moreover, the Salesforce integration lets you create automated workflows for reaching out to and connecting with former and prospective champions when they’re most likely to convert.

2. Chrome extension for 1-click prospecting

LeadIQ’s Chrome extension lets you scrape essential prospect data on LinkedIn and automatically push it to your CRM.

This way, you won’t have to constantly switch between apps when running prospecting searches, and you’ll get much richer insights into every prospect.

3. AI email generator

LeadIQ helps reps craft personalized email copy in seconds by combining AI and the data points it tracks and collects.

This feature leverages your persona information, value propositions, and the insights LeadIQ revealed to create contextual, personalized emails in five languages, significantly speeding up your outreach operations.

ZoomInfo vs LeadIQ vs Warmly - Integrations

Before you decide on your B2B prospecting solution, it’s always a good idea to determine how well it integrates with other relevant sales platforms, CRM tools, etc.

So, let’s get a closer look at how well Warmly, ZoomInfo, and LeadIQ play with other software.

Warmly Integrations

Currently, Warmly integrates with a wide range of platforms, including:

  • OpenAI.
  • Slack.
  • Apollo.
  • Outreach.
  • Demandbase.
  • 6Sense.
  • Clearbit.
  • People Data Labs.
  • And more.

However, in addition to deep integrations with several lead intelligence and sales tools, Warmly also provides a Warm Bundle—partner discounts for over 25 sales, marketing, and GTM tools.

This way, you can access many relevant tools and combine them with Warmly at a fraction of the usual price.

ZoomInfo Integrations

ZoomInfo integrates with 70+ apps from different categories, such as CRMs, sales engagement platforms, automation tools, etc.

Its notable integrations include Pipedrive, Salesloft, Zapier, JazzHR, Greenhouse, and more.

LeadIQ Integrations

While LeadIQ doesn’t have as many integrations as ZoomInfo and Warmly, the ones it does have are solid and cover all the essential needs of sales and marketing teams.

When it comes to CRM platforms, it has deep integrations with Salesforce and HubSpot, whereas its sales engagement integrations include Gong, Salesloft, Outreach, Groove, and Gmail.

ZoomInfo vs LeadIQ vs Warmly - Pricing

Price is another critical factor to consider when buying software, so let’s look at what each platform’s pricing structure looks like.

Warmly Pricing 

Warmly has a free forever plan that lets you:

  • Identify up to 500 people and companies visiting your website per month.
  • Pinpoint leads that fit your ICP.
  • Set up automated lead routing via Slack notifications.

To access more detailed intent data and orchestration features, you can choose from three plans:

Startup: Starting from $700/mo, includes:

  • 3 seats.
  • Up to 10,000 identified website visitors.
  • Starts at 1,000 Orchestrator credits.
  • Live Chat, Video Calls & 5,000/mo AI Chat credits.
  • Warm Bundle Tech Partners discounts.

Business: From $1,440 to $1,740/mo, depending on the number of identified visitors (10,001-100,000), includes:

  • Everything in Startup.
  • 10 seats (+$25/month per additional seat).
  • 1 Free LinkedIn Sequencing Seat.
  • Dedicated Customer Success Manager.
  • Automated Bombora third-party intent signals (+$4,000 Add-On).

Enterprise: Custom pricing, includes:

  • Everything in Business.
  • 20 seats (+$25/month per additional seat).
  • 100,001+ identified visitors per month.
  • Starts at 50,000/mo Orchestrator credits.
  • Advanced Al personalization.
  • Custom RevOps buildouts.
  • Custom integrations.
  • Multiple domains.
  • Automated Bombora third-party intent signals are included in the price.

Note: All plans are billed annually.

ZoomInfo Pricing

Unfortunately, ZoomInfo doesn’t disclose actual prices.

According to its website, ZoomInfo has three plans - for Sales, Talent, and Marketing teams - all of which have custom pricing and lock you into 12-month contracts.

These packages differ primarily in the integrations and features they include, as each is geared toward a specific type of user.

You’ll have to contact ZoomInfo’s team for a quote.

What I can tell you from the get-go, however, is that the price will depend on several factors:

  • Features and functionality.
  • Number of licenses.
  • Credit usage.
  • The type of intelligence you need (more robust info such as technographic attributes and org charts will create additional costs).
  • Add-ons you want included (e.g., Streaming Intent for revealing buying intent in real-time).
  • The integrations you need.

Vendr’s data shows that ZoomInfo's average contract value is around $85,781, but it can quickly soar to six figures for larger companies with more complex needs.

LeadIQ Pricing

Lead IQ has a free forever plan that provides:

  • 50 verified work emails per month. 
  • 5 mobile phone numbers per month. 
  • 40/month email generations.
  • 10 tracked accounts.
  • 0 tracked contacts. 

There are three paid plans for users who need more:

  1. Essential: $45 per user per month.
  2. Pro: $89 per user per month.
  3. Enterprise: Custom pricing, annual subscription only.

Note that the first plan to include contact tracking is Pro.

ZoomInfo vs LeadIQ vs Warmly - What are the users saying?

And now, it's time to hear from long-term users of each platform to help you get a clearer idea of what to expect with each.

Warmly Reviews

TL;DR: Warmly’s users agree that the tool has become indispensable in revealing hot new leads and converting high-intent ones.

"Warmly has helped us identify key accounts, streamline outbound cadences, and build a $230K pipeline from just two meetings. Warmly is now an integral part of our enterprise sales strategy." - Kyle Eligio, Sales Development Manager, Bigeye.

Warmly.ai's ability to provide detailed analytics on company visits to our site is unparalleled, offering a granular view that extends to identifying specific individuals behind these interactions. This depth of insight is invaluable for tailoring engagement strategies and personalizing follow-ups, thereby enhancing the potential for converting interest into tangible business opportunities. - G2 Review.

“I think in today’s market, the most important thing is that you’re able to capture every single lead possible. 

So, although people are coming to our website, I think the most important thing is that if they’re looking, interested, doing high-intent things, or even just thinking about Namecoach, we want to capture every single person and not just rely on them to click that request a demo button. 

And Warmly allows us to do just that… successfully get in front of and engage with every relevant visitor that comes to our website.” - Laura Miller, Director of Sales Development at Namecoach. 

I get to know who's on our website even if they don't fill out a form. - G2 Review

ZoomInfo Reviews

TL;DR: ZoomInfo excels at providing powerful sales and lead intelligence. However, its high cost, limited coverage of niche industries, and relatively steep learning curve can be off-putting for some users, such as smaller businesses.

It is expensive for larger small businesses looking to grow, especially in rural markets. It is a product that is "over our head" when it comes to need. I just don't think our market needed it at this price point. But I believe it would be beneficial for others in larger markets. Take that into consideration when making your choice. The product itself is great. I just don't think it's the right fit for everyone. - G2 Review.

So, if your target audience is under 50+ employees or a small business in general, then this isn't the platform for you, despite what the sales professional will tell you. Despite us making our ICP abundantly clear, it wasn't until AFTER we asked to cancel our subscription that we were told "This isn't good for you."

What do they do? Offer us a bunch of add-ons that were so ineffective that the platform became even LESS useful...

Sorry, ZoomInfo, but you're lacking in either ethics or transparency at the sales level, and for you to ask small (or any) businesses to invest $25k into a platform that's not meant for them is unsatisfactory and should be criminal… - G2 Review.

Some downsides to ZoomInfo Sales include its relatively high cost, which may be prohibitive for smaller businesses. Additionally, the interface can be complex for new users, requiring a learning curve to fully utilize all features. Finally, despite its rich data, there can be limitations in coverage for niche industries or smaller markets. - G2 Review

LeadIQ Reviews

When it comes to LeadIQ, most users are very pleased with how intuitive and easy to use it is, as well as its robust integrations. However, common complaints include limited credits, frequent data inaccuracies, and the fact that it seems to be far too dependent on LinkedIn compared to similar platforms.

There are not many monthly mobile credits for an individual user at $48.99. Also, I wish there was an option to purchase mobile credits a la carte (only pay for the features I need the most). Also, there is a lack of reliable prospect work numbers (including with extensions) that aren't corporate HQ dials. Finally, I often have to confirm a non-bounce email domain by cross-referencing with Hunter to verify credits with LeadIQ work emails. The green verified checkbox is helpful, but there are limitations. - G2 Review

With any lead tool like this, there are going to be inaccuracies. Sometimes cell phone numbers are not available or inaccurate. It can also take a few tries to load when I use the extension. - G2 Review

The downside is that LeadIQ seems to be more of a LinkedIn plugin. Compared to other prospecting methods, I felt as if I was stuck with prospects on LinkedIn. I also feel as if the data could be better. Some, if not all, numbers would be dead, a spouse, or a wrong number. It is the most important aspect for me as I am called heavy. - G2 Review

Next steps: Start generating more leads with Warmly

All that’s left to do now is to make a decision.

While all three platforms can get the job done in their way, Warmly is by far the best choice if you’re looking to:

  • Maximize your website’s conversion potential.
  • Capture buyer intent before the competition.
  • Orchestrate personalized outreach workflows that will delight prospects every time.

Try Warmly for free and find out how easy it is to build a steady warm pipeline on your website.

Or, book a personalized demo with our team to explore all of Warmly’s capabilities.

Become a Revenue Rebel
Subscribe to our newsletter for revenue leaders, by revenue leaders. Get updates on new show releases, practical advice, data-driven insights, and trending topics in GTM.
Thanks for subscribing to our newsletters.
Oops! Something went wrong while submitting the form.
10 Best AI Marketing Tools for B2B Teams [2025]

10 Best AI Marketing Tools for B2B Teams [2025]

Time to read

Alan Zhao

Thanks to its diverse capabilities, AI has become indispensable in many industries, including B2B marketing. 

But with so many AI marketing tools on the market, it can be challenging to shortlist the ones that best suit your needs and goals.

To help you narrow your search, I handpicked the best AI marketing tools available today that will boost your marketing strategies in 2025 and beyond.

For easier navigation, I’ve separated them into ten distinct categories based on their primary use case so you can easily find the one—or even several tools—that best fits your criteria.

These categories include:

  • Signal-based lead generation and conversion.
  • Copywriting.
  • AI email marketing tools.
  • Marketing automation.
  • Video marketing.
  • Infographics creation.
  • Ad management.
  • Lead scoring and segmentation.
  • Social media marketing.
  • Content strategy generation.

But first, a few tips to help you make the best possible choice.

What factors should you consider when evaluating AI marketing tools for B2B marketing?

Several things should be kept in mind when making your pick to ensure that you’ll invest in the tool that’s most optimized to help you reach your goals.

These include the following:

1. Business objectives and use cases

The first question to ask yourself is: What are you looking to achieve with your AI marketing tool?

❓ Is it marketing automation, lead enrichment, video marketing, or are you looking for a more versatile platform that can cover more use cases at once?

Once you solve that riddle, you can focus your search only on the tools that match your needs.

2. Core features

Always explore every tool’s features and capabilities to the smallest of details to avoid unpleasant surprises.

Make sure that the one you buy can deliver what you need the way you need it.

3. Customization and flexibility

One of the perks of using AI is its ability to be tailored to your needs, as you can customize and train it along the way.

💡 However, not all tools offer equally good and customizable AI algorithms, so try to find the ones that truly let you model your platform to your specific goals.

4. Value for money

You don’t necessarily have to break the bank to find good AI-powered marketing solutions.

Look for tools with transparent pricing without hidden costs that include a solid number of features in each package, enabling you to get the most bang for your buck. 💸

5. Integration number and quality

Finally, no marketing platform is an island, meaning that most B2B marketing teams use a wide range of digital marketing tools in their day-to-day tasks.

This is why you need to make sure that the tool you pick will complement the rest of your technology stack to avoid any additional trouble.

And now, let’s get to the part you’ve all been waiting for - the list of the top ten AI-powered B2B marketing platforms in 2025.

What are the best AI marketing tools for B2B teams in 2025?

1. Warmly: Signal-based lead generation and conversion.

2. ContentBot: Copywriting.

3. Emarsys: Email personalization.

4. Copy.ai: Marketing automation.

5. DeepBrain: Video marketing.

6. Venngage: Infographics creation.

7. Albert: Ad management.

8. Salespanel: Lead scoring and segmentation.

9. Sprout Social: Social media marketing.

10. MarketMuse: Content strategy generation.

1. Warmly 

Best for: Identifying website leads, detecting the hottest ones, and helping you convert them.

Who is it for: B2B marketing teams of all sizes looking to improve website conversion rates, marketing attribution, and lead qualification.

Disclaimer: Although Warmly is our tool, we aim to provide an objective and unbiased review of its capabilities and use cases.

Warmly is a signal-based revenue orchestration platform built to help B2B marketing teams optimize their lead generation efforts and drive more conversions.

Some of GTM and marketing teams’ most favorite Warmly features include the following:

Feature #1: Identifies and enriches website visitors

Your website is an integral part of every marketing strategy, as it can attract leads and help push them further down the funnel.

However, to do so, you first need to know who your website visitors are. And that’s where Warmly steps in.

Warmly identifies both companies and individuals visiting your website right now, giving your marketing team a clear idea of:

  • Who might be interested in your products and services?
  • Whether your website is attracting your target audience.

In addition to identifying website visitors, Warmly helps you detect the hottest ones and gives you insight into each lead, enabling you to tailor your outreach strategy accordingly.

The platform does this by enriching every identified lead with:

  • Detailed B2B data, including firmographic, demographic, technographic, CRM, and other relevant data.
  • First-party intent data, including details of visitors’ website sessions, such as the pages they visit, time spent on each page, downloads, etc.
  • Third-party intent data, including actionable insights into visitors’ entire digital buyer journey, such as relevant keyword searches, visits to competitors’ pages, job change intent, and more.

This combination of data is critical for marketing success, as it:

  • Allows you to immediately recognize the leads with the highest level of buyer intent, meaning they’re most likely to buy right now.
  • Enables reps to pounce on leads while they’re still hot.
  • Lets you tailor your outreach strategy to every individual lead.

Note: You can use Warmly to track leads who come through specific email marketing campaigns or capture leads who visited your event pages but didn’t register.

This way, you can optimize marketing attribution and reengage warm leads who dropped off before signing up. 

Feature #2: AI Chat

Warmly’s AI Chat is a highly customizable AI-powered chatbot that ensures all high-value leads are appropriately engaged and provided with the optimal customer experience. 

The Chat is fully configurable, meaning you can set up everything from its tone of voice to defining the type of website visitors it should engage or the triggering action that sets it off.

For instance, you can use AI Chat to:

  1. Engage leads that match your ICP.
  2. Chat up visitors showing high intent (visiting pages like pricing, for example).
  3. Qualify leads by asking them relevant questions (“What brings you here?”, “How can I help?” etc.).
  4. Answer leads’ questions.
  5. Schedule meetings.
  6. Offer contextual collaterals.

Most importantly, because advanced AI algorithms power it, AI Chat will always engage in highly personalized, contextual conversations with your leads, making them feel like they’re talking to an actual human.

Feature #3: AI-powered marketing orchestration

Warmly lets you set up automated marketing outreach and engagement workflows to ensure that no high-value lead goes unnoticed.

Two key features let you do that:

Orchestrator - Orchestrator is an AI-powered functionality that automatically engages high-intent website visitors by adding them to LinkedIn and/or email campaigns. Within it, you can set up all the relevant parameters, including:

  • The trigger that sets it off (e.g., lead matching your ICP lands on your website, identified prospect visits a high-intent page, etc.).
  • The companies and individuals it should target are based on a wide range of filters (industry, size, techstack, job role, etc.).
  • The number of leads added from each account and the frequency at which it runs campaigns.
  • The cadence you want them added to (send a contextual email or a personalized LinkedIn DM or connection request).

Lead routing - This capability significantly reduces the time to lead, allowing reps to engage leads when their interest is at its peak. 

When a lead matching your ICP or showing high intent lands on your website, Warmly will detect it and shoot off Slack alerts to your reps, enabling them to react in real-time.

Pricing

Warmly has a free forever plan that lets you:

  • Identify up to 500 people and companies visiting your website per month.
  • Pinpoint leads that fit your ICP.
  • Set up automated lead routing via Slack notifications.

To access more detailed intent data and orchestration features, you can choose from three plans:

Startup: Starting from $700/mo, includes:

  • 3 seats.
  • Up to 10,000 identified website visitors.
  • Starts at 1,000 Orchestrator credits.
  • Live Chat, Video Calls & 5,000/mo AI Chat credits.
  • Warm Bundle Tech Partners discounts.

Business: From $1,440 to $1,740/mo, depending on the number of identified visitors (10,001-100,000), includes:

  • Everything in Startup.
  • 10 seats (+$25/month per additional seat).
  • 1 Free LinkedIn Sequencing Seat.
  • Dedicated Customer Success Manager.
  • Automated Bombora third-party intent signals (+$4,000 Add-On).

Enterprise: Custom pricing, includes:

  • Everything in Business.
  • 20 seats (+$25/month per additional seat).
  • 100,001+ identified visitors per month.
  • Starts at 50,000/mo Orchestrator credits.
  • Advanced Al personalization.
  • Custom RevOps buildouts.
  • Custom integrations.
  • Multiple domains.
  • Automated Bombora third-party intent signals are included in the price.

Note: All plans are billed annually.

Integrations

Currently, Warmly integrates with a wide range of platforms, including:

  • OpenAI.
  • Slack.
  • Apollo.
  • Outreach.
  • Demandbase.
  • 6Sense.
  • Clearbit.
  • People Data Labs.
  • And more.

In addition to deep integrations with several lead intelligence and sales tools, Warmly provides a Warm Bundle—partner discounts for over 25 sales, marketing, and GTM tools.

This way, you can access many relevant tools and combine them with Warmly at a fraction of the usual price.

Pros & Cons

✅ Accurate website visitor identification at both company and individual levels.

✅ Real-time monitoring of visitors’ web sessions with options to engage them via chat or video call.

✅ Enriches each identified visitor with in-depth intent data.

✅ Transparent pricing model.

✅ Robust integrations.

✅ Advanced marketing orchestration. 

❌ Annual plans only.

2. ContentBot

Best for: AI-powered content and copywriting for various purposes.

Who is it for: Teams looking to harness the power of AI to boost their content marketing productivity and efficiency.

ContentBot is an AI-powered content automation platform that can handle everything from writing to publishing content for you.

This makes it a good AI marketing tool for streamlining content production workflows for blog posts, social media posts, and newsletters.

Features

  • AI-powered blog writer lets you write long-form content in seconds.
  • Paraphrasing AI tool lets you edit and modify all kinds of content, allowing you to repurpose various content types.
  • Visual workflow builder for creating fully automated content writing and publishing workflows.

Pricing

Content Bot has four pricing plans:

  1. Prepaid: One-off payment, $0.25 per 1000 words, includes 15k to 5m words, unlimited seats, and access to basic features like AI writing and Paraphrasing Tool).
  2. Starter: $9/month, includes 50,000 words/mo and all Prepaid features.
  3. Premium: $29/month, includes 150,000 words/mo and full access to all Content Bot’s features, including Flows.
  4. Premium+: $49/mo, includes 400,000 words/mo and all Premium features.

Pros & Cons

✅ Lets you streamline the entire content production flow.

✅ Solid long-form content generation capabilities.

❌ Issues with languages other than English.

❌ Its paraphrasing tool is prone to making mistakes and non-sensical content.

3. Emarsys

Best for: Personalizing emails on scale

Who is it for: Enterprise-grade businesses looking to efficiently personalize email campaigns.

Emarsys is an omnichannel customer engagement platform with robust email marketing features, including AI-driven personalization.

It leverages AI to enable real-time personalization, ensuring customers get fresh, relevant, and contextual email content.

Features

  • Uses AI and real-time data to personalize all touchpoints across the customer journey, including email campaigns.
  • Lets you deploy smart product recommendations across channels - email, website, and more - driving valuable opportunities for cross-selling and upselling.
  • Tracks and measures the impact personalization has had on your revenue, making attribution and strategy refinement easy.

Pricing

Emarsys opted against publishing their prices.

Contact its sales team to get a better idea of its potential cost.

Pros & Cons

✅ Enables real-time cross-channel personalization to ensure that every campaign step will be tailored to each lead.

✅ Robust integrations with numerous ecommerce solutions.

❌ Steep learning curve.

❌ Non-transparent pricing.

4. Copy.ai

Best for: Marketing automation. 

Who is it for: GTM teams looking to automate essential marketing workflows, such as creating content, prospecting, etc.

Copy.ai is an AI-powered GTM platform with a solid range of features designed to help B2B marketing teams optimize their strategies.

It is highly customizable, allowing you to make all kinds of workflows of varying complexity.

Features

  • Automated sales and marketing workflows let you put various marketing and sales processes, including quality content creation, on autopilot, as the platform gathers relevant lead data and generates personalized content based on them.
  • Brand Voice ensures that all content you create aligns with your company’s brand voice across platforms. 
  • Infobase lets you store relevant information about your brand (e.g., audience, goals, tone of voice, unique selling points, etc.) to help Copy.ai create more tailored content.

Pricing

Copy.ai offers a free forever plan that includes one user, 2,000 words in chat, Brand Voice, and Infobase.

If you need more, including access to AI models other than ChatGPT 3.5 and Claude 3, you can choose between two paid plans:

  1. Starter: $49/mo, 1 user, unlimited words in chat, and access to all integrated AI models.
  2. Advanced: $249/mo, up to 5 users, 2,000 workflow credits per month, 15+ marketing and 15+ sales workflows, and access to custom workflow builder.

If you’re a larger organization looking for a white glove approach and better security options, subscribe to its Enterprise plan, which has custom pricing.

Pros & Cons

✅ User-friendly interface.

✅ Versatile templates make creating different kinds of marketing copy easier, ranging from emails to product descriptions and more.

❌ The content it creates requires extensive additional editing and fact-checking.

❌ Workflows are available only on Advanced and Enterprise plans.

5. DeepBrain

Best for: Using AI to generate versatile marketing videos.

Who is it for: Teams that primarily rely on video marketing. 

DeepBrain is an AI video generator that lets you use a wide range of AI tools to quickly and easily create stunning videos with minimal resources.

The best part is that you can use it for all kinds of marketing videos, from feature and product explanations to company presentations and beyond.

Features

  • Text to Video tool lets you create videos simply by describing what you want in natural language.
  • Highly customizable realistic AI avatars that can be scripted to do or say anything you need.
  • Rich library of video templates for various purposes to help you get started.

Pricing

DeepBrain has three pricing tiers:

  1. Personal: $29-$119, depending on the number of minutes you get per month (15-60 mins), including one seat.
  2. Team: $89-$269, including three seats. 
  3. Enterprise: Custom pricing, unlimited seats and minutes.

Pros & Cons

✅ A wide range of AI-generating and editing features lets you create even more complex videos in minutes.

✅ Intuitive interface.

❌ Fairly limited number of minutes on all plans.

❌ Poor customer support.

6. Venngage

Best for: AI-powered infographics generation.

Who is it for: Teams often use visuals in their marketing.

Venngage is a professional infographic software that lets you easily create all kinds of infographics by using natural text descriptions and prompts.

This makes it a convenient addition to your marketing team’s tool belt if your marketing strategy calls for a lot of infographics.

Features

  • 10,000 templates for all kinds of infographics ranging from typical infographics, such as pie charts, to mind maps, diagrams, and more.
  • AI engine for generating infographics that use natural language processing algorithms to craft stunning visuals based on simple prompts.
  • Real-time collaboration and content editing tools let the team work on infographics for optimal results.

Pricing

Venngage has a free plan that lets you create up to 5 designs, which you can share publicly.

For more, you can upgrade to one of three plans:

  1. Premium: $19/user/mo, unlimited designs, and more features.
  2. Business: $49/user/mo, everything in Premium, plus team collaboration, brand kits, advanced organization, etc.
  3. Enterprise: Custom price, better security, and more customization options.

Pros & Cons

✅ Rich template library.

✅ Easy to use.

❌ Limited customization options.

❌ Best features for B2B marketing teams available only on Business and above.

7. Albert

Best for: AI-powered ad optimization and management.

Who is it for: Marketing teams looking to improve ad spend and efficiency through the power of AI.

Albert is an AI-driven platform that handles digital advertising from top to bottom.

It covers paid search and social programmatic accounts, which means that it covers around 90% of the biddable universe.

Features

  • Handles planning your advertising strategy by considering and analyzing all relevant data (your product, target market, ICP) and comes up with optimal ad variations, keywords, overall ad structure, etc.
  • Optimizes ads in real-time based on factors like your budget, audience and market shifts, bids, keyword ranking, and more.
  • Comprehensive data analytics reports to help you understand your advertising efficiency better.

Pricing

Unfortunately, Albert doesn’t disclose its pricing structure.

This means you’ll have to contact its sales team to get a custom quote based on your advertising budget and goals.

Pros & Cons

✅ Leverages machine learning algorithms to learn and adjust to relevant changes in real-time.

✅ Manages cross-channel advertising easily.

❌ Steep learning curve.

❌ Opaque pricing structure.

8. Salespanel

Best for: AI-powered lead scoring and segmentation

Who is it for: Marketing teams looking to put lead scoring on autopilot.

Salespanel is an AI-driven website visitor intelligence platform that identifies, tracks, and scores your leads.

It leverages AI to score, qualify, and segment leads it picks up on your website, enabling your marketing team to create data-driven marketing strategies, account-based campaigns, and more.

Features

  • AI-powered lead segmentation automatically creates relevant lead segments and assigns them to appropriate reps.
  • Real-time lead scoring and qualification leverages first-party intent data and your ICP attributes to accurately score every lead identified on your website.
  • Detailed analytics dashboards let you visualize key metrics to easily detect bottlenecks, improve attribution, and understand what yields the best results.

Pricing

Salespanel has an interesting pricing structure.

Namely, it has three plans, two of which have the same starting price:

  1. Salespanel Customer Data Platform: Starting at $99/mo, includes up to 10,000 monthly visitors with up to 10% deanonymized traffic. You’ll be charged $10/mo for every additional 1,000 visitors.
  2. Salespanel Account Reveal: Starting at $99/mo, includes up to 2,000 monthly visitors with up to 60% deanonymized traffic. You’ll be charged $40/mo for every additional 1,000 visitors.
  3. Custom Pricing: Custom traffic volume with up to 60% deanonymized traffic. Includes everything in Account Reveal plus advanced customization options.

The key difference between the first two tiers lies in the number of website visitors you can identify and in essential features like Deep Tracking and real-time lead scoring, which are available only on the Account Reveal plan.

There’s also a 14-day free trial for the first two packages.

Note: All plans are annual.

Pros & Cons

✅ Robust analytics.

✅ High lead scoring accuracy.

❌ Limited integrations.

❌ The costs can easily add up, given the caps and limitations in the essential packages.

9. Sprout Social

Best for: Social media management.

Who is it for: B2B teams who leverage social media as an integral part of their marketing campaigns.

Sprout Social is a comprehensive social media marketing platform that lets you manage all social media marketing campaigns and processes from a single point of control.

It recently introduced AI into its platform, enhancing its features and enabling it to tackle the challenges of the modern digital landscape more efficiently.

Features

  • AI-powered content recommendations and suggestions help you create content optimized to strike a chord with your target audience.
  • AI engines analyze 16 weeks of your marketing data to help you pinpoint the optimal time for posting.
  • AI-driven customer and sentiment analysis and research enable you to proactively figure out what your audience and prospects need and are interested in so you can deliver before the competition.

Pricing

Sprout Social has a 30-day free trial that lets you explore its functionality firsthand.

Once it expires, you can subscribe to one of four plans:

  1. Standard: $249/user/mo
  2. Professional: $399/user/mo
  3. Advanced:$499/user/mo
  4. Enterprise: Custom price for large-scale companies

Pros & Cons

✅ User-friendly interface.

✅ Comprehensive analytics.

❌ Prone to glitches and occasional lagging.

❌ Expensive.

10. MarketMuse

Best for: Content strategy planning and optimization

Who is it for: Teams looking to enhance their content strategy across levels.

MarketMuse is an AI-powered platform that helps digital marketers manage all content operations, from planning the type and volume of content to optimizing it.

However, it’s important to note that MarketMuse is not a content generator in itself. Instead, it helps you understand what to write and how much to build your authority and improve your search engine rankings.

Features

  • Competitor analysis identifies gaps and weaknesses that you can use to improve and structure your own content to stand out easily.
  • Automates SERP research and analyzes your website and relevant topics to deliver valuable insights and recommendations, enabling you to create winning content.
  • Helps with search engine optimization by generating SEO-optimized article briefs and outlines, giving writers all the guidance they need to deliver killer content.

Pricing

MarketMuse offers a free plan that allows you to run ten queries per month and provides limited access to its functionality.

For more, upgrade to one of three plans:

  1. Optimize: $99/mo, best for individuals.
  2. Research: $249/mo, built for small to medium-sized teams.
  3. Strategy: $499/mo, best for larger teams and agencies.

Pros & Cons

✅ Wide range of effective features.

✅ Excellent customer support.

❌ On the pricier end of the scale.

❌ The interface is difficult to navigate.

Next steps: Boost your marketing efforts with Warmly

Ultimately, all these tools can get the job done in their way. 

It all comes down to what area of marketing you want to improve with Artificial Intelligence and how.

One thing is certain - if you’re looking to improve website lead generation and conversion and ensure you never miss on high-intent leads again, then Warmly is the best choice.

With it, you can unlock your website’s full potential by leveraging the power of AI combined with in-depth intent data.

Sign up for Warmly’s free plan and build a steady pipeline of warm leads today.

Or book a personalized demo with our team to get a taste of Warmly’s full scope of features.

Become a Revenue Rebel
Subscribe to our newsletter for revenue leaders, by revenue leaders. Get updates on new show releases, practical advice, data-driven insights, and trending topics in GTM.
Thanks for subscribing to our newsletters.
Oops! Something went wrong while submitting the form.
10 Best AI Sales Tools for B2B Teams [2025]

10 Best AI Sales Tools for B2B Teams [2025]

Time to read

Alan Zhao

Looking for the best AI sales tools to boost your conversion rates, close more deals, and increase your revenue?

In this article, you’ll find the list of the ten best AI sales tools for B2B teams in 2025 and beyond.

I’ll review each tool’s core features, pricing, and key strengths and shortcomings to give you all the information you need to make your choice.

To simplify things, I classified these platforms based on their primary use case, including all the ones a B2B sales team needs to tackle sales from top to bottom.

But first, let’s answer one critical question:

Why should you invest in AI sales software anyway?

Key benefits of using AI sales tools

Using AI sales tools can enhance the efficiency of your sales funnel from top to bottom. 

Here are some of the essential benefits and improvements you can expect:

1. Enhanced lead scoring and qualification

One of AI’s core capabilities is analyzing data and identifying patterns.

This makes it your sales reps’ best friend when qualifying and scoring leads, as AI engines can easily recognize leads who match your ICP the best or show the highest buyer intent.

As a result, your sales reps can prioritize high-value leads from the get-go. 🚀

2. Fine-tuned personalization

AI’s data analysis capabilities combined with Machine Learning result in better personalization of all customer-facing interactions than ever before.

AI engines can quickly learn and adapt to your customer’s needs while maintaining a consistent brand voice across channels, providing each lead and customer with a unique, highly positive experience.

3. More accurate sales forecasting

AI is often used for predictive analytics because it can recognize patterns and draw conclusions based on them.

📈 As such, it can accurately predict various factors, such as market trends, and anticipate customer needs, allowing you to proactively adjust your strategy before the competition even figures out what’s up.

4. Increased productivity and efficiency across levels

AI can also automate various manual tasks, leaving your reps with more time to focus on the stuff that matters.

💡 Moreover, you can leverage some AI-powered tools as genuine sales assistants that will help improve reps’ decision-making and overall productivity.

5. Higher revenue

Finally, all these benefits combined amount to one significant advantage of implementing AI sales tools in your strategy - revenue increase.

Better sales funnel and rep efficiency, increased sales forecasting accuracy, and optimized lead qualification can only lead to more conversions and, therefore, higher revenue. 💰

And now, let’s get to our list.

What are the best AI sales tools for B2B sales teams?

1. Warmly: Signal-based sales.

2. Clay: Sales automation.

3. Klaviyo: Email outreach.

4. Happysales: Prospecting.

5. HeyGen: Personalized video outreach.

6. Gong: Sales forecasting.

7. ZoomInfo Copilot: AI sales assistant.

8. Fireflies: Conversation intelligence.

9. Sales Closer AI: Sales presentations.

10. ChatBot: Customer service.

1. Warmly

Best for: Signal-based sales.

Who is it for: B2B teams of all sizes looking to unlock their website’s full lead generation and conversion potential.

Disclaimer: Although Warmly is our tool, we aim to provide an objective and unbiased review of its capabilities and use cases.

Warmly is a signal-based revenue orchestration platform that helps B2B teams detect the hottest leads right now and engage and convert them while their interest is at its peak.

It combines the power of AI with sophisticated lead intelligence to deliver optimal results.

Feature #1: Reveals website intent

To help sales reps focus on high-value leads precisely when they’re most likely to convert Warmly identifies website visitors and proceeds to qualify them based on the data it collects.

Namely, the platform identifies both companies and individuals visiting your website, giving you a clear picture of the exact stakeholders surfing your website.

Once it identifies visitors, Warmly proceeds to enrich them with:

  • B2B data, including contact info, firmographic, demographic, technographic, CRM data, etc.
  • First-party intent data that includes the pages they visited on your website, time spent on each page, recurring visits, downloads, etc.
  • Third-party intent data, which includes details of their entire digital buyer journey, such as visits to competitors’ websites, job change intent, relevant web searches, etc.

This way, reps get a 360-degree view of:

  • Who your leads are and how to contact them.
  • Which of them are most likely to convert right now?
  • All the relevant information is necessary to tailor their outreach strategy to each identified lead.

Feature #2: Signal-based sales orchestration

Regardless of how alert your sales reps are, chances are that some high-value leads will fall through the cracks simply because no one can monitor your website all the time.

That is, no human rep can.

Warmly’s Orchestrator takes care of that by adding high-intent leads to automated outreach sequences, ensuring no opportunity is missed.

You can tailor this feature to your needs, goals, and preferences to a T by configuring all the essential settings yourself, including:

  • The workflow trigger, i.e., the signal that sets the Orchestrator in motion (for example, a visitor matching your ICP lands on your website, or a lead visits a high-intent page like pricing).
  • The companies and individuals you want targeted based on various criteria, such as industry, size, job role, etc.
  • The number of persons included in sequences from a single company and the frequency at which the Orchestrator runs its workflows.
  • The specific cadence you want them added to (sending a personalized email or a contextual LinkedIn DM or connection request).

In addition to automating outreach, Warmly has options for orchestrating lead routing.

Whenever a lead matching specific criteria (e.g., fits your ICP or shows high intent) lands on your website, your reps will be notified via Slack, allowing them to get to the lead while they’re still hot.

Moreover, you can decide which rep will be notified based on factors like prior interactions with the lead, industry, location, etc., or you can simply set up a round-robin. 

Feature #3: AI Chat

AI Chat is Warmly’s AI-powered chatbot that can be trained to fit your needs and goals like a glove.

You decide on everything from its tone of voice to the kind of actions it will take, including:

  • Engaging website visitors by shooting contextual messages (e.g., “I see you’re eyeing our pricing. Is there any package you’d like to learn more about?”).
  • Answering their questions.
  • Booking meetings.
  • Offering collaterals.
  • Qualifying them by asking relevant questions.

Although AI Chat can handle most leads independently, your reps might want to take over when it comes to leads that show a high likelihood of buying.

Warmly lets you do that easily: your reps can continue the text chat or even hop on a live video call while your lead is still on your website.

Pricing

Warmly has a free forever plan that lets you:

  • Identify up to 500 people and companies visiting your website per month.
  • Pinpoint leads that fit your ICP.
  • Set up automated lead routing via Slack notifications.

To access more detailed intent data and orchestration features, you can choose from three plans:

Startup: Starting from $700/mo, includes:

  • 3 seats.
  • Up to 10,000 identified website visitors.
  • Starts at 1,000 Orchestrator credits.
  • Live Chat, Video Calls & 5,000/mo AI Chat credits.
  • Warm Bundle Tech Partners discounts.

Business: From $1,440 to $1,740/mo, depending on the number of identified visitors (10,001-100,000), includes:

  • Everything in Startup.
  • 10 seats (+$25/month per additional seat).
  • 1 Free LinkedIn Sequencing Seat.
  • Dedicated Customer Success Manager.
  • Automated Bombora third-party intent signals (+$4,000 Add-On).

Enterprise: Custom pricing, includes:

  • Everything in Business.
  • 20 seats (+$25/month per additional seat).
  • 100,001+ identified visitors per month.
  • Starts at 50,000/mo Orchestrator credits.
  • Advanced Al personalization.
  • Custom RevOps buildouts.
  • Custom integrations.
  • Multiple domains.
  • Automated Bombora third-party intent signals are included in the price.

Note: All plans are billed annually.

Integrations

Currently, Warmly integrates with a wide range of platforms, including:

  • OpenAI.
  • Slack.
  • Apollo.
  • Outreach.
  • Demandbase.
  • 6Sense.
  • Clearbit.
  • People Data Labs.
  • And more.

In addition to deep integrations with several lead intelligence and sales tools, Warmly provides a Warm Bundle—partner discounts for over 25 sales, marketing, and GTM tools.

This way, you can access many relevant tools and combine them with Warmly at a fraction of the usual price.

Pros & Cons

✅ Accurate website visitor identification at both company and individual levels.

✅ Real-time monitoring of visitors’ web sessions with options to engage them via chat or video call.

✅ Enriches each identified visitor with in-depth intent data.

✅ Transparent pricing model.

✅ Robust integrations.

✅ Advanced sales automation. 

❌ Annual plans only.

2. Clay

Best for: Building automated sales workflows on top of relevant data.

Who is it for: GTM and RevOps teams looking to improve the efficiency of their operations.

Clay is a data enrichment and sales automation platform powered by AI.

It leverages the data it collects to create data-driven outreach workflows, with AI making the entire process easier and more intuitive.

Features

  • AI-powered workflow builder lets you create various automations simply by describing what you need in plain English.
  • Claygent, an AI-powered research agent, scrapes the web for any information you need based on natural language queries you make.
  • Rich template library to help you get started with automations.

Pricing 

Clay has a free forever plan that provides 100 monthly search credits and limited access to its features.

If you need more credits and features, you can choose from 4 pricing tiers:

  • Starter: $149/mo.
  • Explorer: $349/mo.
  • Pro: $800/mo.
  • Enterprise: Custom pricing

You can try Clay with a 14-day free trial of its Pro plan.

However, if you’re interested in using it to automate sales workflows, you’ll have to choose between the Pro and Enterprise plans, as they’re the only ones that let you automate outreach at scale.

Pros and cons

✅ Helps create personalized outreach sequences based on the data points it collects.

✅ Can be used for data and CRM enrichment as well.

❌ Its Excel-like interface makes it complicated for salespeople.

❌ Automation features are available only on its highest tiers.

3. Klaviyo

Best for: Personalized email outreach on scale.

Who is it for: Teams looking for an end-to-end email marketing platform.

Klaviyo is a comprehensive marketing platform with a wide range of features that enable you to run automated email campaigns and integrate email and SMS marketing.

It has a solid number of AI-powered tools that further enhance its email marketing capabilities.

Features

  • Leverages AI to build smart customer segments by applying predictive analytics on historical and real-time data such as churn risk, CLV, next order, and more, ensuring your emails are always delivered to the right audience.
  • Lets you generate personalized, contextual email copy by using its NLP engines.
  • Smart send time uses AI to pinpoint the optimal time for sending emails to a specific audience, increasing your open and click-through rates.

Pricing

Klaviyo has a free forever plan that starts at 500 monthly email sends and 150 free SMS/MMS credits. On it, you have access to support only during the first 60 days.

To access more credits, subscribe to one of two paid plans:

  • Email: Starting at $20/mo, starting at 251 active profiles, 5,000 monthly email sends, and 150 free SMS/MMS credits.
  • Email and SMS: Starting at $35/mo, starting at 251 active profiles, 5,000 monthly email sends, and 1,250 free SMS/MMS credits.

The final price for both paid plans depends on the number of active profiles you need and the number of SMS and MMS credits you need.

Pros & Cons

✅ Feature-rich, can be used as an all-in-one email (and SMS) marketing platform.

✅ Multiple AI tools for enhanced email deliverability and efficiency.

❌ The costs quickly add up.

❌ Their SMS service is available only in a limited number of countries.

4. Happysales

Best for: AI-powered automatic sales prospecting.

Who is it for: Mid- to enterprise-grade businesses looking to run highly targeted prospecting on scale.

Happysales is a new platform built to enable sales teams to improve their prospecting efforts by employing AI.

In addition to running prospecting on autopilot, it can also be used for sales coaching through AI-powered roleplay scenarios based on your data and relevant market trends and challenges.

Features

  • Builds intelligent, highly targeted prospect lists based on your ICP using proprietary data sources and ML algorithms.
  • Crafts highly personalized emails and messages for tailored prospect engagement bound to resonate with them.
  • Runs in-depth, real-time research into each prospect you need, delivering AI-powered insights you need to create personalized strategies and providing automated recommendations for email copy and replies.

Pricing 

Happysales doesn’t publish its pricing policy, meaning you’ll have to contact its team directly for a quote.

However, you can try it for free simply by signing up on its website.

Pros & Cons

✅ Intuitive interface.

✅ Versatile use cases.

❌ New platform, so there’s not enough data on how it performs and how satisfied long-term users are.

❌ Non-transparent pricing.

5. HeyGen

Best for: Running personalized video outreach on the scale.

Who is it for: Businesses that rely on videos for prospecting and selling.

Personalized outreach videos are a nice way to cut through the noise of generic sales techniques, which is exactly what HeyGen leverages as its unique selling point.

It lets users create compelling sales videos on a scale without extensive video editing skills simply by using AI engines.

Features

  • Personalize a single video you take for every contact in your prospect list in seconds.
  • Has digital avatars that can be scripted to say and do whatever you need for users who don’t want to record themselves. 
  • Has interactive avatars that can answer your prospects’ questions, mimicking genuine human interaction.

Pricing 

HeyGen has a free plan that lets you generate up to 3 personalized videos of up to 3 minutes.

For more videos, increased video length, and additional features, subscribe to one of three plans:

  1. Creator: $29/mo, unlimited videos of up to 5 mins.
  2. Team: $89/mo/seat, unlimited video of up to 30 mins, and more features for teams, such as brand kits.
  3. Enterprise: Custom pricing, unlimited videos, unlimited video duration.

Pros & Cons

✅ Easy to use.

✅ Video translation capabilities.

❌ Video duration is significantly limited on the two lower tiers.

❌ Issues with avatars, such as poor lip sync, glitches, etc.

6. Gong

Best for: Sales and revenue forecasting.

Who is it for: Large sales teams looking to create a more predictable revenue stream.

Gong is an AI-powered revenue intelligence platform that helps businesses drive predictable revenue growth by capturing and analyzing all customer-centric communication combined with other relevant CRM data.

As a result, sales teams can quickly detect opportunities and potential bottlenecks, enabling them to adjust their strategies accordingly.

Features

  • Gong AI leverages more than 300 unique signals it detects in your CRM data and customer interactions to create more accurate deal and sales forecasts.
  • Configurable, centralized analytics lets you track all relevant metrics and detect potential issues and opportunities for growth more easily.
  • Deal risk alerts notify reps in real-time when a deal is close to being lost and highlight potential causes to help reps address them timely.

Pricing

Gong doesn’t have fixed subscription fees.

Instead, it urges potential users to complete a simple questionnaire and specify their team size and requirements to get a custom quote. 

The pricing depends on the number and type of licenses you need.

Pros & Cons

✅ Highly accurate forecasting.

✅ Can be used for coaching new reps and boosting sales efficiency.

❌ Non-transparent pricing.

❌ Lack of data export options.

7. ZoomInfo Copilot

Best for: Helping sales reps improve success rates and performance by providing recommendations and suggestions.

Who is it for: Large companies that want to empower all their sales reps to close the most deals possible.

Copilot is ZoomInfo’s AI-driven product that’s built to transform the way sales reps do their jobs.

In a way, it’s like a personal sales assistant that helps sales reps unlock their full selling potential.

Features

  • Detects relevant deal opportunities and suggests the actions that your reps should take to close the deal.
  • Provides detailed profile and deal summaries to help reps gain a complete understanding of each at a glance.
  • Picks up changes in important deals and profiles and immediately notifies reps.

Pricing 

ZoomInfo doesn’t disclose prices for any of its packages or stand-alone products.

This means you’ll have to contact its sales team for more details.

Pros & Cons

✅ Intuitive design.

✅ Helps increase reps’ productivity by delivering all the relevant insights they need in seconds.

❌ It cannot be used as an independent solution, meaning you must be a ZoomInfo user to access it.

❌ It’s expensive.

8. Fireflies

Best for: Capturing, transcribing, and analyzing sales conversations and other customer-centric interactions.

Who is it for: Sales teams that primarily use calls and meetings for prospecting and closing deals.

Fireflies is an AI-powered platform that records, transcribes, summarizes, and analyzes meetings with leads.

This way, sales reps and managers get ready-made insights into key moments, topics, and action items relevant to refining their strategies.

Features

  • Transcribes and summarizes meetings across Zoom, Google Meet, Teams, and other video call platforms and makes AI-powered notes that highlight key moments.
  • 1-click AI-powered meeting summaries and analyses provide instant insight into action items, tasks, questions, and other key metrics.
  • Allows you to detect buyer sentiment, identify talk-to-listen ratio, recognize critical topics, measure reps' sales performance, etc.

Pricing

Fireflies has a free forever plan with unlimited transcriptions, limited AI summaries, 800 minutes of storage per seat, and access to some of its basic features.

More advanced users can choose from three paid plans:

  • Pro: $18 per user per month
  • Business: $29 per user per month
  • Enterprise: $39 per user per month

Pros & Cons

✅ Has a mobile app providing on-the-go access.

✅ Affordable plans.

❌ Has a learning curve.

❌ Issues with accurately identifying buyer sentiment.

9. Sales Closer AI

Best for: Creating and performing automated sales presentations, demos, and even sales calls.

Who is it for: Scaling businesses that want to automate some parts of their sales process.

Sales Closer AI is another new piece of software that is completely AI-oriented, meaning that all its features are driven by advanced AI algorithms.

Its AI agents can be used for everything from giving personalized product tours to making discovery calls—all that without coding.

Features

  • Wide range of potential use cases, as its AI agents are highly customizable and can be trained to perform various tasks.
  • Uses NLP engines to create AI agents, meaning all it takes is for you to describe the kind of persona you need and what tasks you want it to do.
  • Captures relevant data when interacting with leads, prospects, or your reps as a coach and analyzes it to provide actionable insights.

Pricing 

Sales Closer AI doesn’t disclose pricing on its website.

You can book a meeting with its sales team to learn more about its capabilities and the price.

Pros & Cons

✅ Its agents operate 24/7 and cost less than hiring actual people.

✅ Lots of personalization options, as its LLM models are highly capable of learning and adapting. 

❌ Non-transparent pricing.

❌ New platform, just like Happysales, meaning it’s difficult to say how well it performs in the long run.

10. ChatBot

Best for: 24/7 AI-powered customer service.

Who is it for: Global-scale businesses operating in various time zones that need an always-there customer service representative.

ChatBot is AI chatbot software that integrates with your website and other apps, such as Instagram, Slack, etc., to provide customers with an optimal brand experience across channels.

Because AI powers it, you can count on it to provide relevant, contextual, and personalized answers.

Features

  • Highly trainable, you can use your website, e-store, CRM, and other relevant data sources to make your chatbot an expert in your field.
  • Delivers real-time personalized product recommendations to website visitors.
  • Intuitive visual chatbot builder lets you create and train the exact chatbot you need without coding.

Pricing 

ChatBot has a 14-day free trial that lets you take its features for a test ride.

If you like what it does, you can subscribe to one of four plans:

  1. Starter: $65/mo
  2. Team: $169/mo
  3. Business: $499/mo
  4. Enterprise: Custom price

Pros & Cons

✅ Intuitive interface.

✅ Easy to train.

❌ Expensive, especially for smaller businesses.

❌ Not enough customization and configuration options.

Next steps: Optimize your sales funnel with Warmly

AI has set out to transform sales, giving a significant advantage to businesses that implement it in time.

All of the tools I reviewed here harness the power of AI in one way or another to help reps do what they do best more efficiently - close deals and drive more revenue.

Now, all that’s left to do is pick the platform that best fits your vision and goals.

If your website is a big part of your sales strategy and you’re struggling with finding and capturing warm leads streaming through it, Warmly is the optimal choice.

With it, you can automatically qualify, score, and engage leads while they’re most likely to buy, creating a consistent sales pipeline straight on your website.

Try Warmly for free and start identifying quality leads on your website in minutes.

Or book a personalized demo with our team to check out all its features in action.

Become a Revenue Rebel
Subscribe to our newsletter for revenue leaders, by revenue leaders. Get updates on new show releases, practical advice, data-driven insights, and trending topics in GTM.
Thanks for subscribing to our newsletters.
Oops! Something went wrong while submitting the form.
10 Best Warmly Alternatives & Competitors in 2025

10 Best Warmly Alternatives & Competitors in 2025

Time to read

Alan Zhao

Wondering if Warmly is the right fit for your sales and marketing efforts or if you should look for an alternative solution?

There’s no better place to find out than here, as we know best who our ideal customers are, as well as all the strengths and shortcomings of our platform.

We’ll provide an honest and unbiased review of Warmly and the ten best Warmly alternatives and competitors to help you decide on your ideal match.

Let’s begin by exploring Warmly’s features - and the possible reasons for needing an alternative - a bit more closely.

Warmly’s Features

Warmly is a signal-based revenue orchestration platform that combines several capabilities into one powerful lead-capturing and converting mechanism.

Some of its most notable features, especially valued by GTM teams of all sizes and industries, include the following:

1. Identifies and enriches website visitors

You can create a website optimized for attracting and converting your ideal customers, but unless you have a way of actually detecting and identifying them in real-time, all your effort will be in vain.

Warmly handles that by revealing both the companies and actual individuals visiting your website, meaning you can often pinpoint the exact stakeholder going through your website right now.

Each identified visitor is enriched with vital B2B data, such as contact details, technographic, firmographic, etc., giving you the essential information you need for successful outreach.

To start identifying visitors, add a piece of Warmly’s code to any webpage, and the platform will start tracking and deanonymizing traffic in minutes.

Pro tip: Define your ICP and target accounts from CRM, and Warmly will immediately notify you when a visitor matching them lands on your website.

You should also note that you can use Warmly’s tracking capabilities on more than just your website. 

Add the code tag to your app, marketing collateral (like interactive demos), emails, sales quotes, and even event pages to start collecting valuable leads across sources.

However, this isn’t even the best part.

Warmly also detects the buying intent of your visitors, enabling you to easily identify the hottest leads ready to buy now.

The platform achieves this by picking up:

  1. First-party intent signals, i.e., details of your visitors’ web sessions that indicate their likelihood to buy (the visited pages, time spent on each page, number of times they returned to high-intent pages, etc.).
  2. Third-party intent signals, i.e., insights into your visitors’ entire digital journey, including web search history, job change intent, visits to competitors’ websites, etc.

This way, your sales reps can focus their efforts on the leads exhibiting the highest buying intent and leverage the data Warmly revealed to tailor their outreach strategy to each lead.

The result?

A rapid boost in revenue, as in the case of Behavioral Signals that secured $7M in the pipeline in just a month of using Warmly.

2. Orchestrates outbound and inbound sales

Warmly leverages the intent signals it detects to automate your inbound and outbound sales workflows.

Its Orchestrator feature handles your outbound efforts, letting you streamline LinkedIn and email outreach.

The way it works is simple:

  1. You set up the action that triggers the workflow (e.g., lead fitting your ICP lands on your website or a visitor shows high-intent behavior like visiting your pricing page).
  2. You define company- and person-level filters so that the Orchestrator knows who to focus on (this pretty much includes the criteria that define your ICP, like company size, industry, tech stack, job role, etc.).
  3. You choose the action you want the Orchestrator to take (e.g., sending a LinkedIn message, connection request, or email, with each email and message personalized for its recipient).

You can check out our interactive demo here.

On the other hand, AI Chat can be used for inbound, as it ensures high-intent website visitors are engaged while they’re still hot.

AI Chat can be fully trained, meaning you can configure its tone of voice, the questions it asks, the answers, and the collateral it provides. 

As a result, you’ll be able to qualify leads and engage the warmest ones simultaneously.

3. Live engagement 

Finally, one of the features that SDRs especially love is Warmly’s live engagement options.

With it, you can chat or hop on a video call with leads while they’re still on your website and their interest in your product is at its peak.

And since nothing can replace actual face-to-face communication, this feature allows your sales reps to shine their brightest and use all of their skill, expertise, and insights Warmly delivered to wow potential customers.

There are a few ways you can integrate this feature into your sales workflow:

  1. Have the platform notify your reps when an ICP-matching visitor lands on your website, asks a high-intent question in the AI Chat, or takes any other relevant action, enabling them to pounce while the leads are still hot.
  2. Monitor the “Warm Calls” section of Warmly’s dashboard to see who’s visiting your website and how they interact with it to determine when it is right to contact them.

Why you might need a Warmly alternative

Now that we’ve looked at some of Warmly’s most powerful features, it is time to answer the question we began with - why would you want to switch from Warmly in the first place?

Truth be told, most of Warmly’s users are unanimous in their verdict: Warmly does the job it’s been built for with excellent results.

However, if there’s one thing that can be an issue, it’s the pricing.

Namely, Warmly only has annual pricing plans, whose pricing is based on your website traffic volume.

Also, third-party intent signals are included in the price only on the Enterprise plan, whereas they are available as an add-on on the Business plan.

On the other hand, leveraging Warmly to improve your sales funnel can quickly pay off the initial investment, as was the case with Arc, which experienced a 200% ROI within 6 months of deployment.

The best way to find out if Warmly’s worth the money is to see it in action.

Book a personalized demo with our team to see if we match.

If you still think you’d be better off with an alternative, let’s examine some of the best Warmly competitors and alternatives on the market.

What Are the Best Warmly Alternatives and Competitors in 2025? 

1. Zoominfo - All-in-one sales platform.

2. Albacross - Europe-oriented website visitor identification tool.

3. Koala - Reveals first-party intent and product usage data.

4. Demandbase - Comprehensive account-based marketing platform.

5. LeadGenius - Industry-specific lead generation.

6. Chili Piper - Automated lead routing tool.

7. Dreamdata - Tracks the entire buyer journey and enables marketing attribution.

8. Clay - Data-driven sales automation.

9. Clearbit - Lead intelligence platform.

10. Ocean.io - AI-powered prospecting platform.

1. Zoominfo

Best for: End-to-end sales management.

Who is it for: Enterprise sales and marketing teams whose target audience is primarily US-based.

Zoominfo is an all-in-one sales platform well-known for its massive B2B database paired with a wide range of sales and marketing-oriented features.

As such, it’s a solid Warmly alternative for businesses looking for a static B2B database first and foremost.

Features

  • Massive B2B database with over 260M professional and 100M company profiles and 135M verified phone numbers.
  • Automated multichannel sales workflows (such as cold email or cold calling campaigns) triggered by specific buying signals.
  • Predictive Modeling lets you define and update your ICP, keeping it fresh and relevant based on past won and lost deals and other critical data.

Pricing 

Zoominfo has separate plans for Sales, Marketing, and Talent teams.

No prices are disclosed, so you’ll have to contact its sales team for a custom quote.

The exact price will depend on:

  • Features and functionality you need.
  • Number of licenses.
  • Credit usage.
  • Other factors.

Pros and cons

✅ Excellent B2B data coverage, especially regarding US-based phone numbers.

✅ Wide range of features for handling various sales operations.

❌ Expensive.

❌ Limited website visitor identification functionality.

2. Albacross

Best for: Lead enrichment for European businesses.

Who is it for: Small to mid-sized companies whose prospecting efforts are focused on the EU market.

Albacross is a data enrichment platform that reveals companies visiting your website and enriches them with B2B and first-party intent data.

It can be a solid Warmly alternative if you’re looking for a more affordable (yet not as powerful) lead enrichment solution geared toward EU-based prospecting.

Features

  • Identifies company-level website visitors and enriches them with first-party intent data.
  • Intent-data-driven ad retargeting ensures that the right ads will be displayed to the right audience. 
  • You can receive real-time alerts on Slack, Microsoft Teams, CRM, or email when customers who fit your ICP land on your website.

Pricing 

Albacross has two paid plans:

  1. Self Service: €79 per month, includes up to 100 identified companies.
  2. Growth: Custom price, unlimited companies.

There’s a 14-day free trial for its Self Service plan.

Pros and cons

✅ GDPR-compliant.

✅ User-friendly.

❌ Reveals only company visitors.

❌ Poor CRM integrations.

3. Koala

Best for: Gaining deep insight into product usage paired with intent signals.

Who is it for: PLG teams looking to improve product adoption, cross-selling, and up-selling, as well as attract new customers.

Koala is a relatively new website visitor identification tool with several nifty features that make it more suitable for boosting product engagement and driving cross- and up-selling opportunities than traditional lead generation.

Consequently, it’s a good Warmly alternative if you’re more interested in those use cases.

Features

  • Reveals website visitors and enriches them with first-party intent data.
  • Automated ICP scoring enables you to identify and prioritize heating accounts that best fit your ICP. 
  • Tracks product usage data and translates it to actionable insights, allowing you to monitor your customers’ product journeys and detect important milestones in real-time.

Pricing 

Koala recently revamped its pricing.

Instead of a freemium plan and two paid tiers, Koala now offers a 14-day free trial and just one paid plan: Business.

It doesn’t disclose the price for its Business plan, meaning you’ll have to contact sales for more information on the factors affecting the total costs.

Pros and cons

✅ Tracks product usage and translates it into actionable insights.

✅ Automated lead scoring.

❌ No third-party intent data.

❌ No live engagement features.

❌ Opaque pricing.

4. Demandbase 

Best for: Account-based marketing.

Who is it for: Large businesses that want to create better-targeted campaigns focused only on high-value accounts.

Demandbase is one of the most popular ABM solutions, boasting a wide range of features designed for sales, marketing, and advertising departments.

It’s a viable Warmly alternative if you’re an enterprise-level company looking for a comprehensive ABM solution (and have a big enough budget to afford it).

Features

  • Account-based marketing orchestration enables you to create customizable workflows aimed at specific accounts/audience segments.
  • Ad targeting options enable you to display personalized ads to high-value accounts.

  • Real-time website personalization leverages intent and B2B data to provide each target account with a tailored web experience, including everything from messaging and images to offers and CTAs.

Pricing 

Demandbase opted against disclosing prices.

The only thing revealed on its website is that its pricing model includes a platform fee that covers all the essential services and a flat user fee that scales according to your needs.

For more details and a quote, contact its sales.

Pros and cons

✅ Targeted B2B advertising and retargeting.

✅ Full suite of ABM tools, including account insights, intent data, and personalized campaign orchestration.

❌ Steep learning curve.

❌ On the higher end in terms of pricing.

5. LeadGenius

Best for: Delivering bespoke B2B data for niche industries.

Who is it for: Businesses with highly specific target markets that need detailed lead data.

LeadGenius is a lead enrichment and generation platform designed for companies that need highly specific B2B data beyond contact information.

It is a good Warmly alternative if you’re targeting leads from niche industries whose information is challenging to find.

Features

  • Provides on-demand data and detailed insights based on users’ ICP, target market, and other unique business requirements.
  • Combines AI and human expertise to ensure the data it delivers is industry-relevant and verified.
  • Artificial Intelligence-powered web scraper that collects custom-tailored actionable insights from anywhere on the web.

Pricing 

LeadGenius doesn’t disclose its pricing or provide information regarding the factors that affect the price.

This means you’ll have to contact its sales and ask for a custom quote.

Pros and cons

✅ Delivers bespoke data tailored to your needs.

✅ Provides 100+ deep insights on individuals and companies, allowing you to easily pinpoint the leads that best match your ICP.

❌ Non-transparent pricing.

❌ Limited functionality.

6. Chili Piper 

Best for: Setting lead routing on autopilot.

Who is it for: Teams that primarily rely on inbound lead generation and sales.

Chili Piper is a demand conversion platform that qualifies and routes inbound leads.

It relies heavily on website forms to detect warm leads, so it’s a good Warmly alternative if lead-capturing forms are a vital part of your lead generation strategy.

Features

  • Customizable lead qualification rules, which enable you to put lead qualification on autopilot.
  • Advanced lead routing options that include letting you set up customized routing triggers, auto-removing out-of-office sales professionals from round-robin distribution, etc.
  • Chatbot that can automatically engage leads, book meetings, and handle some parts of lead routing.

Pricing 

Chili Piper has a specific pricing structure.

If you’re just starting, you can choose between:

  1. Chili Cal Free: Base plan that includes just a few essential features
  2. Chili Cal Teams: $22.5 per user per month, which includes more advanced features, such as instant booking, round-robin, etc.

If you want additional features, you can upgrade to one of four product packages (provided you’re a Salesforce user):

  1. Concierge: $45 per user per month + platform fee $225-$1,500/m based on the number of inbound leads submitted each month
  2. Chat:  $45 per user per month + platform fee of $1,500/month
  3. Distro:  $45 per user per month + platform fee of $225/month
  4. Handoff:  $45 per user per month + platform fee of $225/month

If you want access to all its products, you can opt for the bundled plan dubbed Demand Conversion Platform, which costs $108 per user per month + $1,000/mo platform fee.

If you’re a HubSpot user, on the other hand, you can choose between two upgraded plans:

  1. Concierge: $45/user/mo + platform fee: $225-$1,500/m
  2. Handoff: $45/user/mo + platform fee: $225/month

Users of other CRMs or those without any CRM can only stick to one of two basic plans.

Pros and cons

✅ Significantly reduces time to lead. 

✅ Customizable lead qualification rules that can be fine-tuned to your business.

❌ Complex pricing policy, the costs can quickly add up.

❌ Optimized for Salesforce, users of other CRMs can’t access its full potential.

7. Dreamdata

Best for: Marketing revenue attribution.

Who is it for: Larger teams looking to track the entire multichannel customer journey from a single point of control.

Dreamdata is marketed as a B2B marketing attribution platform that provides detailed insights into the ROI and success of each GTM activity you take.

This makes it a good Warmly alternative if you want to enhance multichannel marketing attribution. 

Features

  • An intuitive dashboard lets you track each touchpoint and milestone of every customer’s journey, helping you identify bottlenecks and better understand what poises you for success.
  • Detailed breakdown of each channel’s, campaign’s, and content’s performance.
  • Detects intent signals across several sources, including your website, LinkedIn ads, and G2.

Pricing 

Dreamdata has a pretty generous free plan that provides access to a decent number of the platform’s features, including prospect reveals, web analytics, ad spend reports, etc.

However, to make the most of its customer journey tracking features, you’ll need to subscribe to one of three plans:

  1. Team: From $999/month, up to 10 seats, customer journey breakdowns, revenue and multi-touch attribution, and more.
  2. Business: From $2,499/month, unlimited seats, better security, and higher data usage limits.
  3. Enterprise: Custom pricing, for large enterprises that need custom limits and tailored features.

Pros and cons

✅ In-depth customer journey insights let you optimize your strategies.

✅ Integrated view of all your lead generation channels and content performance, allowing you to improve attribution precision.

❌ Very expensive.

❌ Learning curve.

8. Clay 

Best for: Data-driven sales automation.

Who is it for: GTM leaders looking to automate and scale their outreach by leveraging quality data.

Clay is a waterfall data enrichment and sales automation tool that builds sales workflows on top of relevant lead data.

It’s a solid Warmly alternative if all you want is to automate lead generation and outreach.

Features

  • Analyzes and cross-references 50+ data sources to find accurate matches, optimizing data coverage while saving time.
  • Automated lead scoring based on your set criteria and the data Clay uncovers.
  • AI-powered assistant that does automatic lead research, drafts personalized emails, and adds them to email sequences.

Pricing 

Clay has a free forever plan that provides 100 monthly search credits and limited access to its features.

If you need more credits and features, you can choose from 4 pricing tiers:

  1. Starter: $149/mo
  2. Explorer: $349/mo
  3. Pro: $800/mo
  4. Enterprise: Custom pricing


You can try Clay with a 14-day free trial of its Pro plan.

However, if you’re interested in using it to automate sales workflows, you’ll have to choose between the Pro and Enterprise plans, as they’re the only ones that let you automate outreach at scale.

Pros and cons

✅ Helps create personalized outreach sequences based on the data points it collects.

✅ Can be used for data and CRM enrichment as well.

✅ AI-powered agent for pulling data from anywhere on the web and crafting tailored messages based on it.

❌ Learning curve.

❌ Automation features available only on its highest tiers.

9. Clearbit

Best for: Native HubSpot data enrichment.

Who is it for: HubSpot users looking for quick, seamless, and accurate CRM.

Clearbit is a real-time data enrichment tool that collects data from 250+ proprietary and external sources and transforms it into over 90 B2B attributes for individual and company profiles.

However, HubSpot acquired it late last year, which resulted in some of its features being discontinued and Clearbit becoming primarily oriented toward HubSpot record enrichment.

This is why it’s a good Warmly alternative for HubSpot users who want automated enrichment of their HubSpot records.

Features

  • Enriches data in real-time and automatically refreshes it when it detects a change.
  • Automatic lead scoring.
  • Form optimization.

Pricing 

Clearbit doesn’t reveal its pricing structure, meaning you’ll have to contact sales for more details.

Note: With Warmly, you’ll get a special discount to access Clearbit’s contact database.

Pros and cons

✅ Accurate data.

✅ Pulls data from a variety of sources.

❌ Opaque pricing.

❌ Geared toward HubSpot record enrichment.

10. Ocean.io

Best for: AI-powered prospecting.

Who is it for: Businesses of various sizes that want to improve B2B prospecting by finding lookalikes of their best-performing accounts.

Ocean.io is an AI-powered prospecting platform that leverages ML algorithms to help you find businesses most similar to your ICP and best-performing customers.

As such, it can be a good Warmly alternative for teams that need an advanced prospecting solution.

Features

  • Lookalike Search enables you to find potential customers through the URL of a best-fit customer.
  • Advanced filtering lets you run granular searches for prospects that best fit your ICP.
  • In addition to running company searches, it can also look for data on individuals, allowing you to find key stakeholders.

Pricing 

Ocean.io has a free plan that provides limited credits for running prospecting searches.

If you need more, you can upgrade to one of three plans:

  1. Premium: $79-$395/mo/user, depending on the number of users and credits you need, includes advanced filtering, HubSpot & Pipedrive integration, and CRM exports.
  2. Professional: $129-$1290/mo/user, all in Premium plus bi-directional CRM sync, team management, dedicated CSM, etc.
  3. Custom: Custom pricing, everything in Professional, plus Salesforce and enhanced CRM integration.

Pros and cons

✅ Easy to use.

✅ Granular filtering lets you drill down on companies and individuals alike.

❌ The costs can quickly add up.

❌ Sometimes lacks vital company data or has outdated data.

Wrapping Up

There you have it - a detailed review of the ten best Warmly competitors and alternatives.

Ultimately, your decision depends on your primary use case, expectations, and budget size.

However, if you’re looking for a versatile, feature-rich platform that can help you identify high-quality leads and convert them on the spot, then Warmly has no viable alternative.

Warmly excels at what it’s been designed to do and offers good value for money combined with high ROI potential.

But why take our word for it?

Try Warmly for free and start seeing leads in your pipeline immediately.

Or, book a personalized demo with our team today and learn how Warmly can unlock your website’s full potential.

Become a Revenue Rebel
Subscribe to our newsletter for revenue leaders, by revenue leaders. Get updates on new show releases, practical advice, data-driven insights, and trending topics in GTM.
Thanks for subscribing to our newsletters.
Oops! Something went wrong while submitting the form.
6Sense vs ZoomInfo vs Warmly: Which One Is the Best? [2025]

6Sense vs ZoomInfo vs Warmly: Which One Is the Best? [2025]

Time to read

Alan Zhao

Are you trying to decide between 6Sense vs. ZoomInfo and wondering which sales platform is the right choice for you?

Both platforms have unique strengths and use cases, which I’ll explain in detail in this article to help you find the right fit.

However, if you decide that neither ticks all the boxes you need, I’ll introduce an additional, more versatile solution to both - Warmly.

Let’s start by diving into each platform’s features.

6Sense vs. ZoomInfo vs. Warmly - Features

While 6Sense and ZoomInfo have pretty fixed use cases—6Sense is an ABM platform, and ZoomInfo’s unique selling point is its B2B database.

Warmly is a more flexible solution that can be used just as efficiently to achieve a wide range of sales and marketing goals.

This is why I’ll first break down Warmly’s core functionality before getting to the other two.

Warmly Features

Warmly is a signal-based revenue orchestration platform that enables sales, marketing, and GTM teams to:

  • Capture buyer interest in real-time.
  • Gain quality insights into prospective customers, allowing reps to tailor their strategies accordingly.
  • Engage them while they’re still hot and successfully convert them.

There are several features that are most appreciated by 6Sense and ZoomInfo users who switch to Warmly, including the following:

1. Reveals high-intent accounts

This feature lets you use Warmly for account-based strategies and to make your prospecting game laser-precise.

Namely, one of the crucial aspects of any ABM or targeted prospecting strategy is finding the accounts that are:

  • The best fit for your ICP.
  • Surging, i.e., showing the most interest in your or similar product or services, indicating they’re ready to buy.

With Warmly, you can easily identify those accounts by capturing them on your website.


Warmly identifies individual and company accounts visiting your web pages and proceeds to enrich them with:

  • B2B data, including contact data, firmographic, technographic, CRM data, etc., helps you figure out whether they’re a match for your ICP and high-performing accounts.
  • First-party intent data that helps you understand how likely they are to buy based on their interactions with your website (visited pages, time spent on each page, recurring visits, downloaded collaterals, etc.).
  • Third-party intent data that paints a more complete picture of their readiness to buy by providing actionable insights into their entire digital buyer’s journey, including search history, visits to competitors’ websites, job change intent, etc.


As a result, your sales and marketing teams will be able to recognize high-intent accounts from the start—both at the company and stakeholder levels—allowing reps to focus their efforts on them while they’re still surging.

2. Orchestrates sales and marketing workflows

Warmly lets you put various parts of your sales and marketing operations on autopilot, enabling reps to focus on what matters most—making strategic decisions and converting high-value leads.

For instance, Warmly’s Orchestrator enables you to automate LinkedIn and email outreach, as well as CRM enrichment.


Setting up automation within the Orchestrator is easy:

  1. Define the trigger that’s going to set off the workflow (e.g. a lead that matches your ICP lands on your website or takes a specific high-intent action like visiting the pricing page more than once).
  2. Define your ICP and high-value leads so that the Orchestrator knows who to target (filters you can use include company size, industry, location, tech stack, an individual’s job position, and many more).
  3. Specify an action it should take, which can include:
  • Sending a LinkedIn request and/or personalized DM.
  • Sending a contextual email.
  • Syncing relevant data to your CRM to keep your records fresh and relevant.

You can also automate routing to ensure that each company and individual account is handled by the appropriate rep while their interest is at its peak.

Set up Slack notifications to alert the right rep when:

  1. An ICP-matching account lands on your website.
  2. Asks a high-intent question in the chatbot.
  3. Takes other relevant action.


As a result, no quality lead will fall through the cracks ever again.

Finally, you can also leverage Warmly’s AI Chat to automatically engage and qualify leads, as the chatbot will make sure to:

  • Ask contextual, relevant questions.
  • Give correct answers and offer collateral based on the account’s interests and preferences.
  • Book meetings, and more.


3. Lets you engage high-value accounts live

Being able to detect surging accounts in real-time is nifty, but it won't do you much good unless you can pounce on them at the right time.

Warmly solves this conundrum by including a feature that lets you engage leads live - while they’re still surfing your website.

Reps can choose between two options:

  1. Text chat, meaning they’ll replace the chatbot and talk to prospects themselves.
  2. Video chat that lets you hop on a video call straight from Warmly.

This way, instead of booking meetings for who knows when and risking missing the golden opportunity to convert high-intent leads, you can chat them up while they’re still hot and close more deals effortlessly.

4. Has a daily-updated B2B prospect database

Recently, Warmly introduced Coldly, a database with 200M+ accounts and contacts that gives your sales team an excellent starting point for prospecting.

Coldly includes all the B2B data your reps need to make initial contact, including:

  • Validated emails.
  • Phone numbers.
  • LinkedIn profiles.

The database also provides 25+ B2B filters and customizable data filters that you can set up, enabling you to build highly targeted prospect lists in a few seconds.

Finally, Coldly also has a browser extension that lets you scrape essential B2B contact data from any source on the web, including LinkedIn profiles, company websites, etc.

This way, your sales team will have both accurate contact data at their fingertips and the right tools to pick up buyer intent signals and set up workflows on top of them.

6Sense Features

6Sense is an AI-powered ABM platform that combines B2B data with intent signals to automate ABM workflows.

It has several features that account-based teams can find handy, such as:

1. Provides in-depth B2B intent data

6Sense collects intent signals from multiple sources (it claims it analyzes 500B+ intent signals monthly), such as website visits, keyword searches, and engagement patterns. 

This data helps you better understand what your target accounts are researching, allowing you to pinpoint the ones most likely to convert and create relevant and highly personalized campaigns accordingly.

2. Prioritization dashboards

These provide sales reps with a personalized, 360-degree view of all their deals, accounts, leads, etc.

As a result, reps can identify opportunities in real-time and gain a deep understanding of which accounts to focus on and how.

Moreover, all the essential information is constantly updated, meaning that you’ll always have the most relevant and accurate data.

3. Dynamic audience building

6Sense provides 80+ segmentation filters that let you quickly define your ICP and identify accounts that best fit it.

It combines proprietary data with your CRM data and the intent signals it picked up to create detailed account lists that enable you to prioritize high-value accounts.

The platform dynamically adjusts account lists by moving accounts to different audience segments based on relevant real-time factors such as changes in their buying stage, annual revenue, keywords they are researching, etc.

ZoomInfo Features

ZoomInfo is an end-to-end sales and marketing platform with a solid range of features.

While its extensive contact database - with 100M+ companies, 260M+ contact records, and 135M+ verified mobile phone numbers - is ZoomInfo’s main selling point, there are also a few other traits worth mentioning:

1. Advanced predictive analytics

ZoomInfo leverages AI to help you create more precise ICPs and automatically finds accounts that match it in its rich database.

AI-generated ICPs use your historical and real-time prospecting data, including demographics, pain points, purchasing behavior, etc., to automatically generate fresh and accurate ICPs whenever relevant factors shift (e.g., market conditions, your scoring system, and more).

In addition, its predictive capabilities use your CRM data to recognize patterns in won and lost deals, enabling you to pinpoint accounts that are most likely to convert.

2. Ad targeting

This feature lets you create automated ad campaigns using more than 300 intent signals and company attributes, including ideal accounts in your targeted market, buying intent signals, and more.


As a result, you’ll ensure that your ads are displayed to all the right accounts across all relevant channels.

3. Conversation Intelligence

ZoomInfo’s conversation intelligence, Chorus, is another nifty feature for sales reps.

It captures and analyzes customer calls, emails, and meetings and provides:

  • Accurate transcriptions.
  • Detailed insights into key topics, action points, missed opportunities, bottlenecks, etc.

This can be used to improve your sales strategies and train new sales reps on your best-performing scripts and tactics.

Integrations - Demandbase vs. 6Sense vs. Warmly

Understanding how well a platform integrates with other relevant software is crucial for making the right decision.

Namely, if you have to change your entire tech stack to use a single solution because it doesn’t fit into it as it should, it’s more cost-efficient to simply choose another solution.

So, let’s explore how each of these platforms plays with other software tools.

Warmly

Currently, Warmly integrates with a wide range of platforms, enabling GTM teams to create a well-rounded tech stack geared for success.

Some of its integrations include:

  • OpenAI.
  • Slack.
  • Apollo.
  • Outreach.
  • Demandbase.
  • Clearbit.
  • People Data Labs.
  • And more.

Interestingly, Warmly also has a deep integration with 6Sense and offers its users a partner discount for accessing ZoomInfo’s database.

This means that with Warmly, you’ll get:

  1. Deep integrations with a number of lead intelligence and sales automation tools are included in the platform.
  2. Warm Bundle, i.e., partner discounts for over 25 sales, marketing, and GTM tools.

6Sense

6Sense offers a decent number of integrations with various tools, including:

  • G2.
  • Marketo.
  • SalesLoft.
  • Gong, etc.

ZoomInfo

ZoomInfo integrates with 70+ apps from different categories, such as CRMs, sales engagement platforms, automation tools, etc.

Its most notable integrations include Pipedrive, Salesloft, Zapier, JazzHR, Greenhouse, and more.

Integrations in a nutshell

ZoomInfo has the most pre-built integrations compared to Warmly and 6Sense.

However, neither ZoomInfo nor 6Sense provides information regarding the price of each partner integration, meaning that the costs could prove too high to be worth it.

Warmly, on the other hand, is the only platform with a transparent partner integration policy. It clearly outlines the discounts you can expect with each tool, which range from 10% to up to 80% in some cases.

Additionally, Warmly has a solid number of native integrations, including platforms like Slack, OpenAI, LinkedIn, 6Sense, etc.

Pricing - 6Sense vs. ZoomInfo vs. Warmly

Price is another critical factor in deciding on your ideal tool, so here I’ll provide an in-depth view of each platform’s pricing policy.

Warmly

Warmly has a freemium plan that lets you:

  • Identify up to 500 people and companies visiting your website.
  • Pinpoint leads that fit your ICP.
  • Set up automated lead routing via Slack notifications.

To access more detailed intent data and orchestration features, you can choose from three plans:

Startup: Starting from $700/mo, includes:

  • 3 seats.
  • Up to 10,000 identified website visitors.
  • Starts at 1,000 Orchestrator credits.
  • Live Chat, Video Calls & 5,000/mo AI Chat credits.
  • Warm Bundle Tech Partners discounts.

Business: From $1,440 to $1,740/mo, depending on the number of identified visitors (10,001-100,000), includes:

  • Everything in Startup.
  • 10 seats (+$25/month per additional seat).
  • 1 Free LinkedIn Sequencing Seat.
  • Dedicated Customer Success Manager.
  • Automated Bombora third-party intent signals (+$4,000 Add-On).

Enterprise: Custom pricing, includes:

  • Everything in Business.
  • 20 seats (+$25/month per additional seat).
  • 100,001+ identified visitors per month.
  • Starts at 50,000/mo Orchestrator credits.
  • Advanced Al personalization.
  • Custom RevOps buildouts.
  • Custom integrations.
  • Multiple domains.
  • Automated Bombora third-party intent signals are included in the price.

Note: All plans are billed annually.

6Sense

6Sense has a free plan that provides:

  • 50 credits/month.
  • Buyer Discovery.
  • Contact & Company Data.
  • Alerts.
  • List Management.
  • Chrome Extension.

If you need more, you can upgrade to one of three plans:

Team: Includes everything in Free plus:

  • Technographics
  • Psychographics
  • Web, CRM, and SEP Apps
  • Add to CRM/SEP
  • Dashboards

Growth: Everything in Team plus:

  • 6sense Intent (Keywords)
  • 3rd Party Intent
  • Corporate Hierarchy
  • Prioritization Dashboards

Enterprise: Everything in Growth plus:

  • Predictive AI Model
  • AI Recommended Actions
  • CRM & MAP Activity

6Sense doesn’t disclose prices on its website, so you’ll have to contact its sales for more details.

However, Vendr also provides some helpful insights into 6Sense’s pricing policy. 

Its website states, "Customers are required to enter into a 2-year agreement with 6sense, a commitment that yields high retention. In addition, it's important to highlight that potential costs may arise due to usage/overages, upgrades, or downgrades. Also, billing terms and conditions may affect the pricing.”

Finally, according to Vendr’s data, the average 6Sense contract value is $123,711, meaning that this platform is definitely on the higher end of the pricing range.

ZoomInfo

Similarly to 6Sense, ZoomInfo doesn't reveal its exact pricing.

It has three plans for Sales, Talent, and Marketing teams, all of which have custom pricing and lock you into 12-month contracts.

These custom packages differ primarily in the app integrations and features they include, as each is geared toward distinct user types.

You’ll have to contact ZoomInfo’s team for a quote, but we know that the price will depend on several factors:

  • Features and functionality.
  • Number of licenses.
  • Credit usage.
  • The type of intelligence you need (more robust info such as technographic attributes and org charts will create additional costs).
  • Add-ons you want included (e.g., Streaming Intent for revealing buying intent in real-time).
  • The integrations you need.

According to Vendr, ZoomInfo's average contract value is around $85,781, but it can easily soar to six figures for larger companies with more complex needs.

Reviews - What are the users saying?

And now, let’s take a peek at the general user sentiment for all three platforms.

Warmly Reviews

TL;DR: Warmly sets itself apart from the competition by providing what it promises without mistake, including contextual insights and individual and company-level website visitor identification. 

Moreover, its generous free plan makes it easy to get started even if you’re tight on budget.

Integration truly only took minutes to do, with minimal knowledge of website systems required.

Generous free tier means you can get started quickly to see if it works for your business. 

BIG PLUS: Warmly sales team was informative and did not pressure us at all; truly felt like they wanted to do what was right for our business, not just to get us to upgrade. - G2 Review.

Warmly.ai's ability to provide detailed analytics on company visits to our site is unparalleled, offering a granular view that extends to identifying specific individuals behind these interactions. This depth of insight is invaluable for tailoring engagement strategies and personalizing follow-ups, thereby enhancing the potential for converting interest into tangible business opportunities. - G2 Review.

Warmly's a fantastic waterfall provider with a clean UI and easy setup process. Much easier to use (and more modern) than a traditional intent provider like 6sense.Their entry-level package is also quite generous when compared to most SaaS companies. - G2 Review.

6Sense Reviews

TL;DR: Users report issues with 6Sense’s data granularity as well as problems with data exports. 

Moreover, its persona targeting is highly limited compared to similar platforms. 

However, other than that, 6Sense boasts a highly responsive support team, good segmenting accuracy, and a configurable interface.

There were some restrictions in ways you could filter or parse out data for particular programs, which made it at times difficult to pull and analyze data. Though it was nice having an optimization team to help, it would've likely been more convenient if there were tools in the platform to help with optimization ideas so you didn't need to join a call when looking for optimization help. - G2 Review.

The export of segments to platforms such as Google Ads and LinkedIn Ads is limited, and getting lots of them for exporting more segments is really expensive. - G2 Review.

Considering the high degree of configurability for account and intent attributes, persona targeting is shockingly limiting, with no true role or title-based matching. Targeting enterprise companies based solely on persona makes for a lot of waste. Other tools are doing exact title matching, and have been for a few years. We've had to purchase additional tools to help with this layer, which means we can't launch ads through 6Sense either. - G2 Review.

ZoomInfo Reviews

TL;DR: While ZoomInfo is a powerful product with a rich database, there are some things to consider.

Its data, especially the phone numbers, can be outdated, so you might need an extra tool to double-check that.

More importantly, ZoomInfo is not a good fit for small businesses and companies whose ICP is a smaller business, as its products are simply not geared toward that market.


The main issue I run into is that the phone numbers and contact info are often outdated. I know ZoomInfo is pulling data from a multitude of sources on a regular basis to try and keep their info up to date, but even with these efforts, too often, the info is incorrect. I don't believe any of ZoomInfo's competitors do this any better, however, so it may be just something to be expected and accepted when using a business intel tool like ZoomInfo. - G2 Review.

So, if your target audience is under 50+ employees or a small business in general, then this isn't the platform for you, despite what the sales professional will tell you. Despite us making our ICP abundantly clear, it wasn't until AFTER we asked to cancel our subscription that we were told "This isn't really good for you."

What do they do? Offer us a bunch of add-ons that were so ineffective that the platform became even LESS useful...

Sorry, ZoomInfo, but you're lacking in either ethics or transparency at the sales level and for you to ask small (or any) businesses to invest $25k into a platform that's not meant for them is unsatisfactory and should be criminal… - G2 Review.

It is expensive for larger small businesses looking to grow, especially in rural markets. It is a product that is "over our head" when it comes to need. I just don't think our market had a need for it at this price point. But I believe it would be beneficial for others in larger markets. Take that into consideration when making your choice. The product itself is great. I just don't think it's the right fit for everyone. - G2 Review.

Next steps

So, now that you’ve gotten a good look at all three platforms, all that’s left is to decide.

Do you stick to 6Sense vs ZoomInfo, or do you switch to a completely different solution?

It all depends on what you need. If you’re looking for a purely ABM platform with solid intent data, 6Sense might be the way to go.

ZoomInfo, on the other hand, could be the best choice for enterprises looking for a US-oriented B2B database combined with functionality that enables automating basic sales workflows or analyzing customer-centric communication.

Finally, if you’d like a platform that goes above and beyond 6Sense and ZoomInfo and includes more versatile functionality at a fraction of the price, Warmly is the optimal choice.

Try Warmly for free and start maximizing your website’s conversion potential today.

Or, book a personalized demo to get a sneak peek of Warmly’s entire product suite.

Become a Revenue Rebel
Subscribe to our newsletter for revenue leaders, by revenue leaders. Get updates on new show releases, practical advice, data-driven insights, and trending topics in GTM.
Thanks for subscribing to our newsletters.
Oops! Something went wrong while submitting the form.

Featured Writers

Alan Zhao
Head of Marketing
Product - Walkthrough
Warmly 101

Warmly 101

Case Studies

Case Studies

Testimonials

Testimonials

The Changelog

The Changelog

Watch More