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Salesloft Acquires Drift: The Race To AI Powered Revenue Orchestration
Salesloft Acquires Drift: The Race To AI Powered Revenue Orchestration
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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?

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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

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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

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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
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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
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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.


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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.


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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
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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).

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How The B2B SaaS Sales Funnel Has Changed
How The B2B SaaS Sales Funnel Has Changed
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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.


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(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.

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AI Email Marketing: How To Use It In 2025?

AI Email Marketing: How To Use It In 2025?

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Alan Zhao

As someone who’s been in the lead generation and outreach software space for quite some time, I’ve seen firsthand how AI can transform email campaigns - from smarter segmentation to hyper-personalized content that actually gets clicks. 

And let me tell you, the days of blasting generic emails and hoping for the best are long gone.

In this guide, I’ll walk you through how to use AI email marketing effectively, including the best practices to follow and real-world examples that prove AI is more than just a buzzword.

The best part?

Whether you want to automate workflows, boost engagement, or optimize send times down to the second, AI can do the heavy lifting for all these use cases and more.

Ready? Let’s dive in!

How Is AI Being Used In Email Marketing In 2025?

AI is being used in email marketing in various ways, making all kinds of email-related operations faster and smarter than ever before. 

It’s fair to say that AI has become the backbone of high-performing email campaigns, with more than 50% of marketers believing that AI-driven email marketing outperforms traditional tactics.

There are several reasons why AI has turned into a must-have for email marketing.

First, AI-driven personalization has levelled up. 

And I’m not just talking about adding a first name to the subject line. 

AI now analyzes customer behavior, predicts preferences, and delivers hyper-relevant content tailored to each recipient. Think of it as having a personal email assistant for every subscriber.

Then, there’s AI-powered segmentation. 

Forget about broad audience groups—AI clusters your email list into micro-segments based on browsing habits, past purchases, and even predicted intent. 

That means higher open rates, more engagement, and, ultimately, more revenue.

AI also takes the guesswork out of email copy - traditionally the most challenging part of crafting engaging email campaigns. 

Advanced natural language processing (NLP) tools generate compelling subject lines and email bodies, A/B test variations in real-time, and even tweak the tone of your message to match audience sentiment. 

The result? Emails that feel more human, convert better, and require way less manual effort.

Then, of course, when talking about AI, we cannot forget automation, as AI-powered workflows go beyond simple autoresponders. 

Now, your email campaigns can be triggered dynamically based on user interactions, ensuring that the right message hits the inbox at the perfect moment. Abandoned cart reminders, personalized upsell offers, re-engagement emails - AI makes it all seamless and ridiculously effective.

Finally, AI is optimizing send times like never before. 

Instead of relying on general best practices, AI predicts when each recipient is most likely to open and engage with an email. 

No more one-size-fits-all send times, as AI provides you with precision timing that drives actual results.

What are the benefits of using AI in email marketing?

Here are some of the most notable advantages of using AI in email marketing:

  • Hyper-personalization at scale - AI analyzes customer data to craft highly personalized email content, ensuring each recipient gets messages tailored to their interests, behaviors, and purchase history. This leads to stronger engagement and higher conversion rates.
  • Smarter audience segmentation - Instead of broad, manual segmentation, AI automatically groups subscribers into micro-segments based on real-time behaviors, demographics, and predicted intent. This means more relevant messaging and better campaign performance.
  • Optimized subject lines and content - AI-powered tools generate, test, and refine subject lines, email copy, and CTAs based on what resonates best with your audience. As a result, you’ll get a significant increase in open and click-through rates.
  • Enhancing automated email workflows - AI enables advanced automation, triggering emails at precisely the right moments based on user actions, such as product interest or inactivity, allowing you to keep leads warm and customers engaged without constant manual effort.
  • Predictive send time optimization - AI determines the best time to send emails for each subscriber, increasing the chances of your message landing at the top of their inbox when they’re most likely to engage. 
  • Improved deliverability and reduced spam rates - AI monitors email performance and adjusts sending patterns, content, and frequency to avoid spam filters and maintain high deliverability. This ensures your emails actually reach the inbox instead of getting lost in the void.
  • Advanced performance insights - AI continuously tracks and analyzes campaign performance, providing actionable insights on what’s working and what’s not. This allows you to refine your strategy in real-time and maximize ROI.
  • Less time spent on manual tasks - With AI handling segmentation, content optimization, and marketing automation, marketers can focus more on strategy and creativity rather than repetitive tasks. 

10 Use Cases of AI in Email Marketing

Although AI can be implemented in email marketing in various ways, some use cases yield better results than others.

Here, we’ll get a closer look at the most successful and impactful AI use cases in email marketing to give you inspiration for your own use.

1. Automated Personalized Email Sequences

There are two key reasons why cold email campaigns don’t really work:

  1. Most of them are not aimed toward the right audience - While including leads who fit your ICP in email cadences is a solid starting point, the fact is that many of those might simply not be interested in your product right now. This means that a good part of your email marketing efforts will be wasted on accounts that were never a match to begin with.
  2. Not enough personalization - Although many outreach tools included some personalization options even before the rise of AI, the fact is that most of these options were not that sophisticated, as they pretty much boiled down to including your lead’s first name and job role. This “generic” personalization can be pretty off-putting to both B2B and B2C leads.

AI-driven platforms like Warmly transformed the entire outreach process for the better, enabling you to create detailed workflows that engage hot, high-intent leads.

Here’s how Warmly does it:

Step #1: The platform identifies your website visitors, including both companies and individual stakeholders.

Step #2: It analyzes their on-site behavior and third-party intent signals (like their LinkedIn activity and topics they're researching).

Step #3: Based on those insights and your ICP criteria, Warmly identifies the leads most likely to convert right now.

Step #4: Its AI-driven Orchestrator feature takes it from there, adding those leads to automated email sequences you can customize (sending frequency, number of leads you want to include from a single company, etc.). Think of the Orchestrator as a 24/7 present SDR that does all the heavy lifting for you.

Step #5: The Orchestrator uses the granular insights Warmly revealed on each lead to craft hyper-personalized emails that cut through the noise, going far beyond just first names and job roles.

For example, you can mention the exact page the lead was on, the solutions they researched on the web, the form they didn’t fill out completely, etc. With AI, customization options are virtually endless.

Psst… You can give Warmly’s AI-powered auto-email feature a go here.

2. AI-Generated Subject Lines and Copywriting

The success of an email campaign often hinges on the subject line and message quality.

AI copywriting tools, powered by natural language processing (NLP), can analyze past email performance, audience sentiment, and engagement trends to craft compelling subject lines and body copy that are more likely to resonate. 

Some AI tools even generate multiple variations and A/B test them in real-time, automatically selecting the best-performing version. 

The result? Higher open rates, better click-through rates, and less time spent brainstorming copy.

3. Predictive Email Send Time Optimization

Not all subscribers check their inboxes at the same time, and sending emails at the wrong moment can mean getting lost in the noise. 

AI leverages machine learning to analyze past engagement data and predict the optimal time to send emails to each subscriber. 

Instead of sending at a standard "best practice" time (e.g., Tuesday at 10 AM), AI ensures your emails land in inboxes when each recipient is most likely to open and engage. 

This level of precision increases open rates and improves overall campaign performance.

4. Advanced Audience Segmentation

Traditional segmentation relies on marketers manually sorting email lists based on demographics, purchase history, or engagement levels. 

AI takes this a step further by continuously analyzing subscriber behavior, detecting patterns, and creating micro-segments that evolve over time. 

For example, instead of a broad category like "frequent buyers," AI might create segments like "customers who purchase every 45 days and respond well to discount codes" or "new subscribers who have browsed product pages but haven’t made a purchase yet." 

This allows for far more targeted messaging that drives results.

5. Hyper-Personalized Product Recommendations

AI enables hyper-personalized email marketing by tracking user interactions, browsing history, and purchase behavior to send highly relevant product recommendations.

Imagine a subscriber visits your website and views a product but doesn’t buy it. 

AI can trigger an email featuring that product, along with related recommendations, customer reviews, or even a limited-time discount. 

This strategy mirrors what platforms like Amazon have mastered—keeping potential buyers engaged and nudging them toward a purchase without feeling intrusive.

6. Abandoned Cart Recovery Campaigns

Cart abandonment is a major challenge for e-commerce and SaaS businesses alike. AI-driven abandoned cart emails go beyond simple reminders. 

They use behavioral data to personalize messages based on why the customer might have left. If price sensitivity is a factor, AI can include a discount. 

If the customer viewed similar products, AI can suggest alternatives. If urgency works better, the email might mention that the stock is running low. 

These dynamic, intelligent follow-ups significantly increase cart recovery rates.

7. Dynamic Content Adaptation

One-size-fits-all email content no longer works. 

AI-powered email marketing platforms can customize emails in real time based on individual user attributes. 

For example, a single email campaign can display different product recommendations, images, or call-to-action buttons depending on the recipient’s past behavior, location, or even time zone. 

A user in New York might receive an email featuring winter jackets, while someone in Miami sees swimwear - all from the same email. 

This level of personalization enhances engagement and drives conversions.

8. Re-Engagement and Win-Back Campaigns

Not all subscribers stay active, and customer churn is inevitable. 

AI helps re-engage dormant subscribers by analyzing inactivity patterns and delivering targeted win-back campaigns. 

Instead of sending a generic "We miss you" email, AI can determine whether a subscriber responds better to discounts, product recommendations, or exclusive content. 

If someone hasn't opened an email in months but previously engaged with educational content, AI might send a high-value blog post rather than a promotional email, increasing the likelihood of re-engagement.

9. AI-Powered Email Performance Analysis

AI doesn’t just optimize emails before they’re sent—it continuously monitors and analyzes campaign performance. 

AI can provide actionable insights in real-time by tracking metrics like open rates, click-through rates, and conversions. 

For example, if engagement starts dropping, AI can suggest changes to subject lines, email frequency, and content tone. 

Some platforms even offer automated recommendations, ensuring email strategies stay optimized without requiring constant manual analysis.

10. Spam Score Prediction and Deliverability Optimization

Email deliverability is a major challenge - if your emails land in spam, they’re as good as useless. 

AI helps predict whether an email is likely to trigger spam filters and suggests adjustments before sending. 

It can tweak subject lines, remove spammy words, and optimize email formatting to improve inbox placement. 

AI also monitors sender reputation and adjusts sending strategies to avoid blacklists, ensuring your emails actually reach your audience.

5 Successful Examples of Companies Using AI For Email Marketing

And now, let’s explore some businesses that have already implemented AI in their email marketing strategies and break down the results they got.

1. Automated Email Campaigns - StraightIn x Warmly

StraightIn is a LinkedIn marketing agency that was looking to enhance its demand generation but struggled with creating targeted campaigns because it had no visibility into potential high-value leads.

StraightIn then started using Warmly to gain a better understanding of who their prospective customers are.

Warmly helped them identify website visitors and detect the ones showing the highest levels of intent. 

At the same time, the Orchestrator feature allowed StraightIn’s team to reach out to lead segments that demonstrate the highest intent with hyper-personalized emails.

The result of this targeted campaign was $10,000 in revenue in just two weeks, as StraightIn’s team was able to reach its most engaged leads from the start instead of wasting time on cold leads.

$10K Revenue in 2 Weeks With Warmly’s AI Prospector - Tom Watson, Head of Demand Generation, StraightIn

2. Personalized Recommendations - Ulta Beauty x Movable Ink 

Ulta Beauty, one of the United States’ top beauty retailers, was looking for a way to provide its potential and existing customers with a more advanced level of personalization in its email campaigns than ever before.

However, doing that manually would be too massive of a task, given its customer and prospect base.

This is why Ulta Beauty teamed up with Movable Ink to create dynamic, automated email campaigns that deliver unique and engaging messaging.

Movable Ink leveraged various factors to create optimized email campaigns, such as previous purchases, recent behavior, time of day, and recently browsed items, to provide each email recipient with a fully personalized offer bound to resonate with them.

This approach resulted in a 34.1% increase in total conversion rates and a 317% increase in click-through rates.

3. Improved Deliverability - Vivino x Twilio

Vivino is an e-commerce brand specializing in selling and recommending wine.

As such, it relied primarily on email to grow its customer base, upsell products, and drive customer loyalty.

However, as Vivino’s email campaigns scaled, its team started facing various deliverability issues and turned to Twilio SendGrid for help.

Twilio combines the power of AI with human experts to deliver excellence, ensuring every email reaches its recipient and maintaining Vivino’s domain quality.

This helped the startup scale effortlessly, experiencing higher open and click-through rates.

4. Crafting Personalized Email Copy - Hypernova x Smartwriter

Hypernova is a cold email lead generation agency that provides its clients with top-to-bottom email campaign management and optimization.

As such, it needed help to create personalized and engaging email content on scale.

Its team opted for Smartwriter, an AI-powered email copy generation tool, which allowed them to generate perfectly tailored content for all their clients’ leads in seconds.

Using Smartwriter not only helped speed up the entire email writing process but also doubled Hypernova’s reply rates, resulting in higher client retention and revenue. 

5. Optimizing Email Send Time - HEMA x Selligent

HEMA, a Dutch variety retailer, was looking to optimize sending times for its promotional emails and newsletters, as it realized that sending them at random times wasn’t yielding any real results.

That's when HEMA implemented Send Time Optimization in Selligent, using A/B testing with a control group as a benchmark. 

Immediately, the combination of customer data from Universal Profiles and AI-driven timing began delivering noticeable results - a +2.44% open rate and a €1 million revenue boost.

Next Steps: Auto Email Prospects That Show Intent

AI-powered email marketing is only as effective as the quality of leads you engage with. 

That’s why Warmly goes beyond just auto-emailing prospects - it helps you identify and connect with high-intent leads before your competitors do.

With Warmly, you get real-time visibility into your website visitors, uncovering both company-level and individual stakeholder insights. 

It tracks third-party intent signals, LinkedIn activity, and research patterns to surface prospects who are actively looking for solutions like yours. 

Then, its AI-driven Orchestrator crafts hyper-personalized emails that land in inboxes exactly when prospects are most engaged.

But that’s not all. Warmly also enables:

  • AI Chat, an AI-driven chatbot with versatile use cases.
  • Live Video Chat that lets you hop on a call with leads while they’re still on your website.
  • Access to its massive B2B database, Coldly.
  • Real-time alerts and lead routing to let you pounce on high-value leads while they’re still hot.

Ready to stop guessing and start closing? 

Get started with Warmly today - try Warmly’s free plan or book a demo!

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AI Marketing Strategy: Top Use Cases and Tools

AI Marketing Strategy: Top Use Cases and Tools

Time to read

Alan Zhao

If you’re not using an AI marketing strategy yet, you’re in trouble. 

Let’s be honest - traditional marketing methods alone just don’t cut it anymore. 

The landscape has changed, and AI-powered marketing is the game-changer that’s making businesses more efficient, data-driven, and, most importantly, more profitable.

As someone who’s built a SaaS business from the ground up, I’ve seen firsthand how digital marketing transformation has shifted the playing field.

Whether you’re looking to fine-tune your content strategy, optimize paid ads, or engage your audience in a more meaningful way, AI has the potential to supercharge your results. 

However, the true key to success is knowing which tools and tactics actually move the needle. 

So, let’s dive into the best AI use cases and tools that can take your marketing to the next level.

What is an AI Marketing Strategy?

An AI marketing strategy is all about using AI to make your marketing efforts smarter, faster, and more effective. 

AI helps businesses analyze massive amounts of data, automate repetitive tasks, and personalize customer experiences at scale, eliminating all the guesswork from your operations and reducing manual tasks to a minimum. 

The result? More personalized customer experiences, better decision-making, and marketing campaigns that practically run themselves.

Let’s explore some of the common questions and key notes regarding the growing role of AI in marketing.

How Is AI Marketing Different From Traditional Digital Marketing?

When it comes to the difference between AI marketing and traditional digital marketing, the most significant one is the way decisions are made. 

Traditional digital marketing relies heavily on predefined rules, human-led decision-making, and historical data. 

While effective, it often struggles with real-time adaptation and personalization at scale. 

AI marketing, on the other hand, continuously learns and evolves, analyzing vast amounts of data in seconds to detect patterns, predict trends, and optimize campaigns dynamically.

This means AI can optimize ad spend automatically, generate hyper-personalized content, and even predict which leads are most likely to convert without marketers having to micromanage every step.

For example, while traditional marketers A/B test email subject lines manually, AI-powered marketing tools can run hundreds of tests simultaneously, automatically selecting the version with the highest engagement. 

It’s marketing, but faster, smarter, and more efficient.

The Evolution of AI in Marketing

Over the past few years, AI has evolved from a niche technology to a fundamental part of digital marketing transformation.

Looking back to just a decade ago, automation was limited to basic email sequences and rule-based chatbots. 

Fast forward to today, and AI is at the core of digital marketing transformation, powering advanced tools like AI-driven content generators, predictive customer segmentation, and hyper-personalized ad campaigns.

Big tech companies like Google and Meta have already built AI into their advertising platforms, making automated bidding, real-time audience insights, and smart content recommendations the norm. 

Meanwhile, brands of all sizes have also started using AI for a wide range of use cases, such as enhancing customer journeys, predicting purchasing behavior, and fine-tuning their messaging for maximum impact.

Core Components of a Successful AI Marketing Strategy

A well-executed AI marketing strategy isn’t just about plugging in the latest tools and hoping for the best. 

It requires a structured approach built on top of several key pillars:

  • High-quality data - AI’s output depends almost entirely on the quality of data you feed it. The better the data you provide it with, the better it can predict customer behavior and optimize campaigns.
  • Marketing automation - From chatbots to email workflows, AI automates repetitive tasks, freeing up time for strategic decision-making.
  • Personalization at scale - AI enables brands to deliver hyper-relevant content, product recommendations, and messaging tailored to individual customers, dynamically adjusting content and messaging based on changes in relevant factors.
  • Predictive analytics – AI helps forecast trends, customer needs, and potential churn, allowing businesses to act proactively rather than reactively.
  • Content creation – From blog posts to ad copy, AI tools can help create high-quality, data-driven content in seconds.

Common Misconceptions About AI in Marketing

Despite all the hype, there are still plenty of misconceptions about AI marketing. 

Some people worry that AI will replace human creativity, but in reality, it only enhances it, acting as a powerful assistant rather than a replacement. 

Others think AI is only for massive companies with deep pockets, which is also wrong, as there are now plenty of affordable AI marketing tools for businesses of all sizes.

And one of the biggest myths is surely that AI is a "set-it-and-forget-it" solution. 

While AI can automate and optimize a lot, it still needs human oversight to guide strategy, fine-tune messaging, and ensure campaigns align with a brand’s goals.

At the end of the day, AI isn’t here to take over marketing - it’s here to make it better. 

The key is knowing how to leverage it effectively, which allows AI to become a powerful assistant that amplifies your marketing efforts across levels.

What Are the Benefits of Incorporating AI into Your Marketing Strategy?

Integrating AI into your marketing strategy isn’t just about keeping up with trends - it’s about gaining a competitive edge. 

Let’s look at some of the biggest advantages of using AI in marketing:

  • Efficiency - AI takes over time-consuming tasks like data analysis, customer segmentation, and campaign optimization, freeing your team to focus on creativity and strategy instead of getting bogged down in manual work.
  • Hyper-personalization - This is one of the most game-changing benefits of AI. While traditional marketing segments audiences based on broad demographics, AI digs deeper, analyzing real-time behavior, past interactions, and preferences to deliver highly targeted content on scale.
  • Next-level predictive analytics -  Instead of reacting to trends after they happen, AI analyzes patterns in customer behavior to predict which leads are likely to convert, when a customer might churn, or which products will gain traction in the coming months. This enables marketers to anticipate customer needs before they even arise and make proactive decisions.
  • Marketing automation - AI can automatically optimize campaigns in real-time, adjusting budgets, targeting, and messaging to maximize performance without constant human intervention. This improves ROI and ensures marketing efforts are always running at peak efficiency.
  • Optimized content generation - AI-powered tools can help brainstorm, write, and refine content at scale, whether it’s ad copy, blog posts, product descriptions, or video scripts. While AI-generated content still needs human oversight to maintain brand voice and authenticity, it significantly speeds up the creative process and provides valuable inspiration for marketers.
  • Eliminates a lot of trial and error - Instead of A/B testing campaigns manually over weeks or months, AI can run thousands of variations simultaneously, instantly identifying what works best. This means less wasted budget, higher engagement rates, and faster results.

Looking at all these benefits, one thing becomes clear - the businesses that embrace AI today are the ones that will dominate tomorrow. 

And now, it’s time to explore the best ways of incorporating AI into your own marketing efforts.

9 AI Use Cases in Marketing Strategy

When used strategically, AI can amplify nearly every aspect of a marketing strategy, from customer engagement to content creation and ad targeting. 

Let’s break down nine impactful AI use cases and how they fit into a broader marketing strategy.

1. Hyper-Personalized Marketing Campaigns

One of the best ways of using AI to enhance your marketing efforts is to create hyper-personalized automated workflows that:

  • Identify leads most likely to convert.
  • Include them in outreach sequences perfectly tailored to their intent levels, personal data, preferred communication channels, etc.

For example, solutions like Warmly enable you to put your whole outreach on autopilot, leveraging sophisticated AI and website traffic tracking capabilities.

Namely, Warmly identifies your website visitors, providing your marketing team with a complete view of potential leads.

The platform also recognizes which website visitors are most likely to convert right now based on on-site and off-site intent signals (visits to high-intent pages on your website, research intent, job change, etc.) and your ICP criteria.

And this is where Warmly’s AI-driven Orchestrator steps in.

Orchestrator is an AI-powered functionality that adds high-value leads to automated email or LinkedIn outreach workflows.

Here’s how it works:

Step #1: Define the trigger - This is the action that sets the Orchestrator’s sequence in motion. This could be any action that indicates high intent based on your specific criteria, such as:

  • Landing on your pricing page.
  • Engaging with the chatbot.
  • Lead matching your ICP profile landing on your website, etc.

Step #2: Filter the companies and individuals you want the Orchestrator to target - Have the Orchestrator focus only on leads who are a good fit for your product by setting filters matching your ICP criteria, such as industry and geographic location, job roles, seniority, and more.

Step #3: Decide on the number of leads you want to be added from each account and the campaign running frequency - You don’t want to come across as too aggressive, so it’s essential to limit the number of stakeholders you reach out to within a single company and space out your outreach over time.


Step #4: Specify the outreach sequence you want them added to - The Orchestrator engages leads through personalized emails or LinkedIn messages and connection requests. Its AI model adapts messaging based on buyer intent, preferences, and past interactions, increasing open rates, engagement, and conversions at every stage.

2. Chatbots and Virtual Assistants

AI chatbots provide instant, 24/7 customer support, answering inquiries, guiding users through the sales funnel, and even making personalized product recommendations. 

Unlike traditional chatbots that follow pre-set scripts, AI-powered bots learn from interactions and adapt responses to improve accuracy and relevance.

 They can handle multiple queries simultaneously, reducing wait times and enhancing customer satisfaction. 

More advanced virtual assistants integrate with CRM systems, pulling in customer data to deliver more context-aware and personalized conversations, ultimately leading to better engagement and higher conversion rates.

Warmly’s AI Chat is one such chatbot powered by sophisticated conversational AI that can be trained and customized from top to bottom thanks to its advanced ML algorithms.

Similar to the Orchestrator, AI Chat also automates lead engagement and qualification but in a different way.

Namely, it engages leads while they’re still on your website by:

  • Asking qualifying questions (“What brings you here?”, “What can I help you with?”).
  • Providing personalized, contextual answers to leads’ inquiries.
  • Offering relevant collateral.
  • Booking meetings, etc.

The Orchestrator/AI combo provides you with a sort of omnipresent SDR that streamlines every part of the outreach process, ensuring that each high-value lead is properly engaged and nurtured, boosting your chances of conversions.

3. Automated Content Creation

AI tools like ChatGPT and Jasper can generate blog posts, social media captions, ad copy, and email content in seconds. 

These tools leverage natural language processing (NLP) to create content that’s not only grammatically sound but also contextually relevant, engaging, and SEO-optimized. 

Moreover, AI can assist with content ideation by analyzing trends, audience preferences, and competitor activity to suggest high-performing topics. 

Don’t forget that human oversight is still needed to refine tone, brand voice, and originality, so you can’t use only AI to create compelling content.

Regardless of that, AI still drastically speeds up content production, ensuring a steady flow of high-quality, SEO-optimized material fit for various purposes, goals, and distribution channels.

4. Customer Segmentation

Effective marketing starts with understanding your audience. 

AI analyzes customer behavior, demographics, and engagement patterns in real-time, automatically segmenting your audience into highly specific groups. 

Unlike traditional segmentation, which relies on static data, AI-powered segmentation adapts dynamically as new insights emerge. 

This allows businesses to deliver hyper-targeted messaging based on users' real-time behavior, preferences, and purchasing intent. 

ABM marketing is one area where this particular AI use case can yield the best results.

Leveraging advanced AI models helps you pinpoint the exact accounts you should focus on - in addition to individual stakeholders that are the best fit for your business.

For example, Warmly allows you to segment your website traffic to auto-generate detailed lists of target accounts.

All you need to do is set up the criteria you want the platform to take into account in addition to the intent signals it already tracks, and it will start identifying accounts that fit the profile in no time.

Moreover, you can configure routing by territory mapping, account owner, website activity, surge score, chat engagement, and more, making sure that each valuable lead will be assigned to the most suitable rep.

5. Ad Targeting and Bidding

Paid advertising is expensive, but AI makes it smarter. 

AI-powered ad platforms analyze real-time user data to optimize targeting, ensuring your ads are shown to the right people at the right time. 

Machine learning algorithms evaluate browsing behavior, purchase history, and engagement levels to refine audience segments and improve ad performance. 

Additionally, AI dynamically adjusts bidding strategies to get the best possible cost-per-click (CPC) and return on investment (ROI). 

This eliminates the need for manual ad adjustments and significantly improves the efficiency of paid campaigns, allowing businesses to maximize every dollar spent.

6. Social Media Monitoring and Sentiment Analysis

AI scans social media conversations to gauge customer sentiment, helping brands understand how audiences feel about their products, competitors, and industry trends. 

AI can identify positive, neutral, or negative sentiment across platforms like Twitter, LinkedIn, and Facebook by analyzing language patterns, tone, and engagement levels.

This in-depth insight allows businesses to proactively manage their online reputation, address customer concerns in real-time, and adjust messaging based on audience feedback. 

AI-powered monitoring also helps brands spot emerging trends and capitalize on viral topics before competitors, giving them a strategic advantage in social media marketing.

7. AI-Generated Visuals and Video Content

From AI-powered design tools like Canva’s Magic Design to automated video editors like Synthesia, AI makes high-quality visual content creation more accessible. 

Businesses can now generate branded graphics, promotional videos, and even product demos with minimal effort, keeping marketing materials fresh and engaging at just a fraction of the cost it would have taken before. 

Moreover, AI tools analyze past performance data to suggest optimal design elements, layouts, and themes most likely to resonate with the target audience. 

Finally, advanced AI models can create fully personalized video messages from scratch at a massive scale, making it easier for brands to engage customers with customized, high-quality visual storytelling.

8. Optimized Email Marketing

AI optimizes email marketing by analyzing user behavior and sending highly personalized emails at the perfect time. 

Instead of generic mass emails, AI dynamically adjusts subject lines, email content, and call-to-action buttons based on individual preferences, previous interactions, and engagement history. 

AI can even predict the best time to send emails to each recipient, increasing open rates and improving deliverability. 

Most importantly, AI continuously learns from campaign performance, which allows it to refine email strategies over time, ensuring that future emails become even more effective. 

This leads to higher engagement, increased conversions, and better customer retention.

9. AI-Driven Website Personalization

AI can tailor website experiences in real-time, displaying dynamic content, personalized product recommendations, and customized landing pages based on user behavior. 

AI achieves this by analyzing browsing history, purchase intent, and engagement levels, ensuring every visitor sees the content that aligns with their interests the most.

For e-commerce businesses, this could mean showing relevant products based on past searches.

For B2B brands, it might involve dynamically adjusting case studies and blog recommendations to match industry-specific needs. 

The possibilities are limitless.

And why is this so important, you may ask?

Well, this kind of super-advanced personalization significantly enhances user experience, increases time spent on-site, and ultimately boosts conversion rates by making every visitor feel unique and relevant.

5 Examples of Companies That Power Their Marketing Strategy With AI

And now, let’s look at some businesses that have already implemented AI in their marketing strategies and their results.

1. Maximizing the Success of Ungated Content and Monetizing Website Traffic - HG Insights x Warmly

HG Insights is a revenue growth intelligence platform providing B2B businesses with in-depth, relevant data they need to stand out in the market.

The platform decided to switch from gated to ungated content in its lead generation strategy, as its marketing team realized that not all accounts interested in valuable content are necessarily ready to buy.

Instead, they were keen on tapping into a much wider prospect pool - the audience attracted by its overall content.

HG Insights turned to Warmly for help, as the platform allowed its team to:

  • Capture leads visiting their blog pages and monitor how they interact with content in real-time.
  • Identify the hottest leads based on their on-site and off-site behavior.
  • Accurately attribute leads to specific content pieces and campaigns.
  • Put the whole outbound engagement process on autopilot thanks to the Orchestrator that shoots personalized emails and LinkedIn messages to warm leads.

Unlocking Ungated Content Success - Matt Hogan, VP of Growth at HG Insights

This enables HG Insights’ marketing and sales teams to maximize their content lead generation potential, make the most of the website traffic it drives, and prioritize high-intent leads from the get-go.

2. Leveraging AI to Deliver Personalized Recommendations - Netflix

Netflix is one of the big players that quickly realized the potential of implementing AI in vital marketing processes.

Namely, one of the most-liked Netflix’s features is that it provides curated content to each user.

Netflix’s ML algorithms track what a particular user picks out to watch, how long they watch it, and whether they watch it till the end.

Based on those insights, the AI models figure out what type of content you’re most interested in, e.g., true crime documentaries, horror movies, romantic comedies, etc., and deliver a custom list of recommended shows crafted just for you.

This drives higher user satisfaction and retention levels and increases user engagement across levels.

3. Enhancing Content Production - WalkMe x Jasper

WalkMe, a top digital adoption platform, faced a significant challenge in its growth journey - it was looking to quickly scale content creation while ensuring content quality, consistency, and personalization.

The platform chose Jasper to help its team produce top-notch content faster.

Jasper allowed WalkMe’s content team to create on-brand content, maintaining brand voice consistency across pieces and writers while ensuring that each content piece was optimized for its target audience.

Moreover, Jasper allows for easy repurposing of each blog into shorter pieces, such as LinkedIn posts, enabling WalkMe to make the most of every single article.

This saved 3,000+ hours in content creation time and delivered a 2X ROI.

4. Generating Optimized Video Content - EgenScan x Pictory

EgenScan provides at-home genetic tests that show gene expression influenced by environmental signals, often before symptoms appear.

However, the company didn’t have a dedicated marketing team, meaning that its founder, Henriette, had to do all the marketing tasks herself - including content production.

She primarily relied on video marketing, which proved to be the most efficient strategy for her business, but creating compelling videos was too time-consuming and challenging.

This is why she started using Pictory - an AI-powered video generation platform - that allowed her to create high-quality videos in just minutes.

This resulted in a 320% increase in engagement on social media, allowing EgenScan to maximize its social media impact while saving both time and money.

5. Social Listening for Increased Engagement and Marketing Success - Domino’s Pizza x Meltwater

Domino’s Pizza, an international fast-food company, has always been aware of the need to establish and maintain a strong online presence, especially on social media platforms.

However, outsourcing its social media marketing efforts didn’t deliver the results the company expected, as its posts were underperforming, failing to reach the right audience and drive engagement.

Domino’s Pizza then switched to Meltwater, a comprehensive social, media, and consumer intelligence platform that provided a centralized platform for monitoring brand sentiment, responding to followers, and tracking campaign performance.

Meltwater enabled Domino’s Pizza to:

  • Easily find the right influencers for their industry and collaborate with them to achieve virality.
  • Track customer sentiment in real-time.
  • Respond to comments faster and in a highly personalized way.
  • Monitor for traffic spikes, trending topics, and brand mentions, allowing its team to react timely.

This resulted in 5000% social media engagement growth and more than 50,000 likes from a single influencer marketing campaign, which was made possible thanks to Meltwater’s AI-driven social listening feature.

3 Best AI-Powered Tools To Improve Your Marketing

Finding the best AI-powered tool for your marketing needs is no easy task with all the options in today’s market.

To help give you a starting point, I’ll suggest the top AI-driven solutions for three essential marketing use cases:

  • Lead qualification and engagement.
  • Copy creation and optimization.
  • Social media monitoring.

1. Warmly - AI-Driven Lead Qualification, Engagement, and Conversion

I already mentioned Warmly a few times before, so here’s a quick breakdown of what it can do for you.

In addition to its Orchestrator (AI-driven SDR agent that streamlines high-impact outreach) and AI Chat (AI-powered chatbot that engages and routes high-intent leads), the revenue orchestration platform has a few other nifty features:

  • It deanonymizes website traffic and enriches each identified visitor with granular B2B and intent data, giving your reps everything they need to optimize their strategies for success.
  • It lets you monitor website visitors’ web sessions in real-time.
  • Live Video Chat lets you hop on a video call with warm leads while they’re still on your website, taking your chance to engage them precisely when they’re most likely to convert.
  • Massive B2B database, Coldly, to boost your prospecting efforts.
  • Seamless integrations with various CRMs, outreach platforms, and third-party intent data providers.

This makes Warmly the perfect AI-driven solution for marketing teams that want to:

  • Make lead scoring and qualification more precise.
  • Put various parts of the outreach process on autopilot.
  • Improve marketing attribution.
  • Enhance ABM efforts.
  • Engage with leads while their interest in your product is at its peak.

Pricing

Warmly offers a free forever plan that allows you to reveal up to 500 monthly visitors, set up ICP filters to quickly identify high-quality leads, and automate basic lead routing.

If you need more, there are three tiers to choose from:

  1. Data Only: Starts at $499/mo when billed monthly or $4,000 when billed annually, lets you identify up to 5,000 monthly visitors, first-party intent signals, alerts, and access to Warmly’s B2B prospecting database.
  2. Business: Starts at $19,000/year for up to 10,000 visitors or $45,000/year for up to 75,000 visitors, everything in Data Only, plus third and second-party signals, sales orchestration, AI Chat, and lead routing.
  3. Enterprise: Custom pricing, custom number of visitors, everything in Business, plus custom signals and warm calling.

2. Persado - AI-Powered Marketing Copy Optimization

Persado is an AI-driven platform that helps marketers craft high-performing messaging for ads, emails, and customer engagement campaigns. 

It uses advanced machine learning and emotion-based language optimization to analyze audience responses and create data-backed, high-converting copy. 

Key features include:

  • AI-generated ad headlines and email subject lines.
  • Emotion-based content optimization for higher engagement.
  • A/B testing automation to find high-performing messaging.
  • Real-time campaign performance analysis.

Pricing

Persado doesn’t publish prices for its products, so you’ll have to contact its team for more details.

3. Brandwatch - AI-Powered Social Media Monitoring & Sentiment Analysis

Brandwatch helps businesses track brand mentions, analyze sentiment, and monitor industry trends across multiple social media platforms. 

This makes it a powerful AI-driven tool for reputation management, competitor analysis, and audience insights.

Its key features include:

  • AI-powered sentiment analysis to gauge public perception in real-time
  • Social listening across platforms like Twitter, Instagram, Facebook, Reddit, and more
  • Trend identification to spot emerging topics and viral content
  • Competitor benchmarking to compare engagement and brand sentiment

Pricing

Brandwatch has three plans:

  1. Consumer Intelligence
  2. Social Media Management
  3. Influencer Marketing

However, no prices are disclosed for any of the tiers.

You can book a demo to see the platform in action and get more details about the price.

Next Steps: Fuel Your Marketing Strategy With Warmly

AI is no longer a luxury in marketing—it’s a necessity. 

If you’re serious about boosting engagement, automating lead qualification, and personalizing outreach, it’s time to put Warmly to work for your business.

With AI-driven lead identification, personalized outreach automation, and real-time visitor tracking, Warmly helps you engage high-intent leads at the perfect moment without overwhelming your team with manual tasks, ensuring no opportunity slips through the cracks.

Ready to give it a go?

Sign up for Warmly’s free plan and start identifying high-quality leads immediately. 

Or, book a demo and see firsthand how Warmly can streamline your marketing and sales efforts for maximum impact.

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8 Examples of AI Marketing Automation in 2025

8 Examples of AI Marketing Automation in 2025

Time to read

Alan Zhao

AI marketing automation is the next big thing in marketing in general.

Why?

Because AI is revolutionizing how businesses engage with customers, optimize campaigns, and drive revenue.

However, if you’re just starting your AI marketing automation journey, chances are you’re not quite sure where to begin and how.

So, in this article, I’ll walk you through some of the best real-world examples of AI-powered marketing tools in action - showcasing how brands leverage intelligent marketing systems to streamline operations and boost conversions. 

Whether it's predictive analytics, automated content creation, or hyper-personalized customer journeys, these marketing automation platforms are redefining what’s possible.

If you're looking to scale your marketing efforts efficiently, these AI-driven strategies will give you the insights and inspiration you need.

Let’s begin!

How Is AI Being Used In Marketing Automation In 2025?

AI is being used in marketing automation in various ways, including streamlining customer interactions, optimizing content creation, enhancing predictive analytics, and delivering hyper-personalized marketing experiences. 

Moreover, when discussing AI in marketing automation, it’s essential to understand that it’s no longer just a handy efficiency booster.

Instead, AI has become a competitive advantage.

So, in 2025 and beyond, as AI-powered marketing tools further evolve, businesses that integrate intelligent marketing systems will stay ahead in delivering data-driven, customer-centric experiences.

What Advanced Customer Journey Orchestration Is Possible With AI Marketing Automation?

Now that you understand why it’s critical to implement AI in your marketing operations if you want to get and keep that competitive edge, let’s look at how AI is currently shaping marketing automation:

1. Identifying, Engaging, and Converting High-Value Leads

Marketing automation platforms like Warmly leverage AI to pinpoint high-value leads based on their intent levels, allowing your sales and marketing teams to prioritize them from the get-go.

Namely, Warmly identifies your website visitors (both companies and individual accounts) and uses AI to analyze behavioral signals, engagement history, firmographic data, and more, providing you with a 360-degree view of:

  • Who your potential leads are.
  • Which of them are most likely to convert right now.

But that’s not all. 

In addition to identifying your hottest leads and unearthing all the information you need to contact them and optimize your engagement strategies for success, Warmly lets you put the entire outreach process on autopilot with its Orchestrator feature.

The Orchestrator is an AI-driven functionality that automatically adds high-intent website leads to hyper-personalized email and/or LinkedIn outreach sequences.

Here’s a quick breakdown of how to set up the Orchestrator to capture high-quality leads on your website:

Step #1: Define the trigger - This is the action that sets the Orchestrator’s sequence in motion. This could be any action that implies high intent based on your specific criteria, such as:

  • Landing on your pricing page.
  • Engaging with the chatbot.
  • Lead matching your ICP profile landing on your website, etc.

Step #2: Filter the companies and individuals you want the Orchestrator to target - Instead of relying on the spray and pray technique, make sure that the Orchestrator is only engaging the accounts most likely to be interested in your product. You can do this by setting up filters matching your ICP criteria, such as industry and geographic location, job roles, seniority, and more.

Step #3: Decide on the number of leads you want to be added from each account and the campaign running frequency - You don’t want to overdo it and seem too pushy, so it’s best you put a cap on the maximum number of stakeholders that can be contacted in a single company and spread out your sequences over a certain period.

Step #4: Specify the outreach sequence you want them added to - The Orchestrator can reach out to leads via personalized, contextual emails or send them LinkedIn messages and connection requests.

The Orchestrator’s AI model tailors messaging based on buyer intent, preferences, and past interactions, boosting opening and connection rates, engagement, and conversions across levels.

This way of leveraging AI to automate both lead scoring and engagement at the same time ensures that no high-value lead on the brink of conversion will fall through the cracks ever again.

2. AI-Powered Content Generation

Marketers no longer need to spend hours crafting high-quality blog posts, ad copy, or social media captions. 

Today, AI-powered content generation tools, like OpenAI’s ChatGPT, Jasper AI, or Copy.ai, create high-quality, optimized content at scale.

Creating high-quality content consistently is challenging for marketers, but AI-powered tools make the process faster and more efficient. 

These AI tools analyze existing content trends, keyword data, and audience preferences to generate highly relevant and engaging material. 

AI can also personalize content dynamically based on user intent. 

For instance, an AI-powered email automation tool can craft several blogs optimized for different audience segments in seconds, ensuring each is presented with the most relevant and compelling content based on their customer journey stage. 

This saves time and ensures that content is optimized for SEO and conversion goals.

3. Automated Chatbots and Conversational AI

AI-driven chatbots are transforming customer interactions, providing instant responses, and reducing the need for human intervention in repetitive tasks. 

Nowadays, these bots are more advanced, leveraging natural language processing (NLP) and machine learning to understand context, sentiment, and user intent.

Businesses use AI chatbots for lead qualification, customer support, and even sales. 

A chatbot on an e-commerce website can guide visitors through the buying process, suggest products based on browsing behavior, and answer frequently asked questions in real-time. 

Meanwhile, B2B companies use AI-powered chatbots to schedule meetings, provide automated lead nurturing, and qualify potential buyers before passing them to a sales rep.

For example, businesses across industries can use Warmly’s AI Chat thanks to its high trainability and customization options.

Since it’s powered by advanced conversational AI, the AI Chat can handle a wide range of processes, including:

  • Engaging high-intent website visitors.
  • Qualify leads by asking them relevant questions (“What brings you here?”, “How can I help?” etc.).
  • Answer queries.
  • Provide contextual and relevant collaterals.
  • Schedule meetings, and more.

The biggest advantage? AI chatbots operate 24/7, ensuring that businesses never miss an opportunity to engage with customers, even outside regular working hours.

4. Predictive Analytics for Smarter Targeting

AI marketing automation leverages predictive analytics to forecast customer behavior, segment audiences, and refine ad targeting. 

Instead of relying on guesswork, AI analyzes historical customer data, engagement patterns, and market trends to forecast future behaviors, helping you determine the best times, channels, and content for reaching potential customers.

For instance, AI can identify potential churn risks by detecting signs of disengagement, prompting automated retention campaigns before a customer leaves.

This reduces wasted marketing spend and increases the effectiveness of digital marketing campaigns.

5. Email Marketing Optimization

Email marketing remains one of the most effective marketing channels, and AI is making it even more powerful. 

AI-powered platforms like HubSpot, ActiveCampaign, and Mailchimp analyze past campaign performance and audience behavior to automate A/B testing. 

These tools can identify which email variations drive the highest open and click-through rates, automatically adjusting future campaigns accordingly.

Additionally, AI-driven dynamic email content adapts in real-time based on recipient data. 

For example, a travel agency’s promotional email can display different destination recommendations depending on the user’s past searches or location. 

This level of personalization boosts engagement and increases the chances of conversion.

6. Automated Social Media Management

AI-powered social media tools are taking the guesswork out of content scheduling, engagement tracking, and trend analysis. 

Platforms like Sprout Social, Hootsuite, and Lately use AI to analyze audience behavior and recommend the best times to post.

Even better - AI also helps with content generation, suggesting post ideas based on trending topics, past performance, and brand voice. 

Some tools can even auto-generate social media captions or transform blog posts into bite-sized social content optimized for different platforms.

Sentiment analysis is another game-changer. 

AI can monitor social media mentions and analyze the sentiment behind customer conversations. 

If a brand is receiving negative feedback, AI-powered alerts can notify marketers in real-time, allowing them to respond proactively and protect their brand reputation.

7. Programmatic Advertising and Dynamic Ad Creation

Programmatic advertising - where AI automatically buys and places ads in real-time - is becoming more precise in 2025.

AI-driven platforms analyze user data to determine the best ad placements and optimize bidding strategies for maximum ROI.

Dynamic ad creation takes this a step further. Instead of running static ads, AI-powered marketing platforms generate personalized ad variations on the fly. 

For example, a potential customer searching for running shoes might see a Facebook ad with a product recommendation tailored to their past searches. 

Meanwhile, another user interested in hiking boots would see a completely different ad - all automatically generated by AI.

This level of automation ensures that ads remain relevant to individual users, increasing engagement rates and reducing ad fatigue.

And now, let’s look at several examples of brands that have successfully used AI marketing automation to optimize various marketing operations.

8 Examples of Successful AI Marketing Automation

1. Lead Prioritization and Engagement - Premikati x Warmly

Premikati is a procurement consulting company that was getting high website traffic volume but could not efficiently capture and nurture the leads its website generated.

Moreover, the company struggled with accurate marketing attribution, meaning its marketing team couldn’t figure out which of their efforts and strategies yielded the best results and which needed fixing.

Premikati then deployed Warmly, which helped them tackle several issues at once:

  • It identified its website visitors, providing its marketing team with a rich pool of potential leads.
  • It automatically recognized the visitors most likely to convert based on on-site signals, like pages visited, and off-site signals, like research intent.
  • It let them orchestrate the entire outreach process using the Orchestrator, which automatically added leads with the highest scores in adequate sequences based on the criteria Premikati’s team set up.

As a result, Premikati was able to maximize its marketing ROI by building a steady pipeline of warm leads with Warmly’s AI-driven functionality.

Check out the full interview:

"If Warmly goes away, we quit." - Michael Buczynski, VP of Marketing at Premikati

2. Generating Visually Stunning Ads - ID Creation x DeepBrain AI

Before AI, creating visuals for ads that were engaging, fun, and visually engaging was a gruelling job.

However, as AI advanced, things like generating complete ads from scratch became easier than ever. 

In most cases, all it takes is giving AI natural language prompts, and the model will do the rest.

Moreover, things like super-realistic AI avatars and “face swaps” allow digital ad creators to create content that looks more realistic and genuine than ever.

Recently, DeepBrain AI and ID Creation made an advertisement using AI video synthesis technology to superimpose Ronaldo's face onto an actor's face.

The realism of Ronaldo’s facial expressions made viewers believe they were actually watching Ronaldo, which made the entire experiment that much more impressive.

This way of using AI creates a wide range of possibilities for creating compelling ads with plenty of special effects or featuring celebrities who have passed away at just a fraction of the cost that regular ad-making requires.

3. Programmatic Advertising - Crabtree & Evelyn x Albert

Crabtree & Evelyn is a decades-old retail company based in London.

Despite being an established brand, Crabtree & Evelyn faced challenges in attracting new customers and driving revenue across channels.

Namely, the company’s paid social ads campaigns yielded little to no results, especially when it came to expanding to new markets and tapping into new audiences.

Albert, an AI-driven digital advertising agency, stepped in to help, taking on the company’s Facebook paid social program.

Albert leveraged AI to extract relevant customer insights, using behavioral patterns to optimize audiences, ad copy, and lookalikes.

Moreover, the platform was very careful with the ad budget, using AI to determine the best ad placements and audience segments to avoid spending on underperforming tactics.

As a result, Crabtree & Evelyn experienced a +30% improvement in ROAS in less than 2 months.

4. Social Media Management - Plaid x Sprout Social

Social media management is another area where AI can significantly enhance your efforts, helping you tackle everything from generating engaging posts to pinpoint the best publishing time and more.

Plaid, a fintech company that provides various payment and compliance solutions designed to make it easy for people to safely connect their financial accounts to the apps and services they use, found out the hard way just how difficult it can be to establish its brand presence on social media.

This is why Plaid tuned to SproutSocial - a platform that leverages AI to efficiently automate social media management from top to bottom - to boost its LinkedIn growth.

Plaid leveraged various AI-driven functionality, including:

  • Scheduling posts to be published at times optimal for engagement.
  • Automated responding to comments in a contextual and personalized way.
  • Social listening to gauge its audience’s sentiment and uncover trends.
  • Granular analytics to figure out which posts are performing the best.

As a result of leveraging AI to grow on LinkedIn, Plaid experienced an amazing 62,000 YoY increase in followers, with a 73% YoY rise in engagement rate per impression.

5. Content Strategy Optimization - Kasasa x MarketMuse

Every serious brand looking to grow, attract new customers, and retain existing ones knows content is essential to every efficient marketing strategy.

However, designing content tactics primed for success is far from easy, especially in today’s oversaturated market.

Kasasa, a financial services company, found itself struggling with content workflow efficiency, as its marketing team faced challenges with creating a high-performing content strategy.

The company started using MarketMuse as its go-to solution - a platform that leverages AI to run in-depth competitor content analysis and SERP results to create content plans and strategies uniquely tailored to your brand and business objectives.

MarketMuse’s AI engine helped drown out the noise, allowing Kasasa’s content team to focus only on the topics that were sure to perform well with its audience.

As a result, Kasasa’s blog experienced 92% YoY organic growth in entrances and an 83% increase in keywords ranking in positions 1-3, efficiently boosting its brand authority and driving more quality traffic.

6. Generating Content Optimized for Conversions - Jungleworks x Scalenut

Content creation is one of the most widespread use cases of AI in marketing, with a reported 55% of businesses using AI to generate and optimize content.

As I explained above, many creators turn to AI because it helps generate engaging, quality content much faster than when they do everything manually.

Jungleworks, a SaaS company specializing in helping brands build and scale online marketplaces efficiently, faced numerous challenges when it came to creating winning content, including:

  • Maintaining quality and a consistent tone of voice in their content, as its creation was spread across several freelance writers.
  • High customer acquisition costs, as the content attracted and converted very few readers.
  • Issues with scaling and streamlining content production.
  • Poor SERP rankings.

Jungleworks started using Scalenut, an AI-powered content marketing stop-shop, to tackle these challenges head-on.

Scalenut helped by:

  • Effortlessly scaling content production by using advanced AI models to generate multiple content forms optimized for various marketing channels every week.
  • Automating off-page and on-page SEO to improve rankings.
  • Running AI-powered quality checks to ensure readership and sentiment adherence.  
  • Diversifying content by producing not only blogs but also e-books, email copy, social media posts, and more.

This approach improved Jungleworks' SERP rankings by over 50%, increasing its organic traffic by 113% and lowering the cost per lead by 80%.

7. Personalizing Emails on Scale - EcomHype x SmartWriter

EcomHype, an e-commerce growth agency that helps e-commerce businesses grow their brands, struggled with creating personalized and engaging emails that would resonate with prospective leads.

Namely, EcomHype relied primarily on email to raise brand awareness and attract new leads, but its emails had chronically low open and click-through rates.

The company started using SmartWriter to create hyper-personalized emails on scale, leveraging the tool’s AI engine to research each prospect and craft compelling messaging based on those insights.

This increased EcomHype’s open rates by more than 40%, landing it more meetings and closed deals.

8. AI-Powered Chatbot - Kandji x Warmly

Chatbots are a great way to ensure that high-value website leads will be engaged whenever they land on your website.

Kandji, a leading Apple device management platform, was well aware of the need for a 24/7 available SDR, as its website regularly generated a lot of traffic.

The company implemented Warmly, with a particular focus on its AI Chat functionality, training the AI model to maintain its brand tone of voice while answering questions, booking meetings, and engaging potential leads.

Thanks to the combination of AI Chat and Warmly’s Alerts that immediately notified Kandji’s team whenever a high-intent lead engaged with the chatbot, the team booked two qualified meetings in just 8 minutes.

Next Steps: Set Up Powerful AI Marketing Workflows Inside of Warmly

AI marketing automation isn’t just the future—it’s the present. 

The brands shown here have already proven that AI-driven strategies lead to higher engagement, better lead conversions, and a significant competitive edge. 

Now, it’s your turn to put these insights into action.

With Warmly, you can automate lead identification, engagement, and outreach, ensuring no high-value prospect falls through the cracks. 

From intent-based lead scoring that helps prioritize the most promising accounts to automated personalized outreach and AI-powered chatbots that engage visitors in real-time, Warmly equips your marketing team with cutting-edge AI tools to streamline operations and maximize ROI.

Why wait? 

Sign up for Warmly’s free plan or book a demo today and see how Warmly can transform your marketing workflows with AI.

AI for Sales: Best Tools & Tips [2025]

AI for Sales: Best Tools & Tips [2025]

Time to read

Alan Zhao

More and more people have been asking us about how they can leverage AI for sales to improve their operational efficiency.

It’s true – the sales teams that are using AI are saving time, booking more meetings, and identifying opportunities that they did not know existed before.

In this article, I’ll show you how you can use AI to level up your sales motion. I’ll also go over different AI-powered sales tools that you can use for each use case.

Lastly, I’ll show you successful examples of companies using AI in their sales workflows and how they did it.

Before we begin, let’s start with the basics: 👇

How is AI used for sales?

Artificial intelligence is being used by sales teams to save time and boost productivity by automating tasks (such as outreach or research), predicting lead behaviour, and identifying opportunities.

By automating tasks that usually require manual work, such as researching prospects to craft personalized messages, your human sales reps can work on closing deals and building relationships with high-intent leads.

➡️ The way we have structured our sales workflow is that we use AI for cold and lukewarm leads so our human sales reps can focus on the ‘’hot’’ leads.

What are the benefits of using AI for sales in 2025?

The main benefits of using AI for sales include:

  • Saving time from manual work your sales team would have done themselves either way, such as researching prospects or preparing for sales calls.
  • Working 24/7 for you, instead of 9-5, such as AI chatbots, which we will discuss later. This will allow you to capture the right timing as well.

  • Analyzing data, such as internal information from your CRM to predict lead behavior.
  • The scalability of being able to reach out to more prospects.
  • Saving you money from having to hire more junior sales reps to reach out to more prospects or do more manual work.

The 8 types of AI tools for sales

There are 8 core types of AI software for sales teams, including:

  • Chatbots: These are AI tools that converse with your prospects on your website. Their goal is to pre-qualify and answer questions before trying to book a meeting with your site visitors. 
  • Copilots: These are AI sales tools that your internal sales team can use to ask different questions about data or prospects in the pipeline. They can also generate text for cold outreach or LinkedIn messaging.
  • Sales agents: These are complex AI tools that can perform multiple tasks to automate some of your sales tasks, such as researching prospects and then reaching out to them automatically.
  • Predictive analytics tools: These are tools that analyze your historical data to try to forecast sales performance or to identify potential hot leads that your sales team should prioritize.
  • Sales prospecting tools: These are AI for sales tools that can automate and optimize the process of finding, qualifying, and engaging with potential clients.
  • Sales enablement tools: Lastly, these are sales tools that use AI to help your sales team be better prepared with insights, such as analyzing sales conversations or simulating sales scenarios.
  • Data enrichment tools: These are sales tools that use AI to enrich and update CRM data.
  • Video generation tools: These are AI sales tools that leverage artificial intelligence to generate sales videos with avatars.

10 ways you can use AI to level up your sales motion

Here are 10 use cases of AI for sales that you can use based on what I’ve seen work best in the industry: 👇

#1: Set up an AI chat

You can set up an autonomous sales chatbot that can engage with high intent and target accounts visiting your website on your sales reps’ behalf.

The beauty of these AI-powered chatbots is that you can customize how you want them to interact and in what scenarios they should interact.

For example, Warmly’s AI chatbot for sales teams can be customized to run:

  • For specific target audiences (e.g., company size <1,000).
  • With a condition, such as prospects being on the Pricing page.
  • The specific message you want it to start with and then the routing rules.

The goal of the chatbot is to answer commonly asked questions and to either try to book meetings or route to a human sales agent.

But our AI sales chat is not just another chatbot.

It can automatically scrape the website information of your accounts and combine that with metadata across your systems to construct personalized chat messages to your prospects.

#2: Automatically reach out to prospects

Your sales team can leverage AI to automatically reach out to your warm prospects.

Here’s a workflow that we have been working on with 11x’s sales agents to create:

Instead of your sales team manually reaching out to prospects after identifying them with visitor identification software like Warmly, 11x’s AI SDR uses Warmly’s warm lead data to prioritise contacts based on intent signals, such as:

  • Website activity (e.g., visited your pricing page).
  • Chatbot interactions.
  • Research intent.
  • Email engagement.
  • Recorded sales activity in your sales CRM.

And then automatically reach out to them for you.

Here’s how the process looks like with our partnership with 11x:

  • Warmly de-anonymizes your site visitors (both companies and contacts so the outreach can be more targeted).
  • Our platform filters prospects based on intent signals and any existing segmentation rules that you’ve set up in your account.
  • The leads are then funnelled to the best-fit outreach path based on their intent.

We prefer using this workflow for the warm leads, not cold or hot leads.

Warm leads are showing some intent signals, but they are not ready to buy yet, which is why we prefer using 11x’s sales agents to do automatic LinkedIn and email outreach in high volumes.

This workflow can also be customized. You can use segments to narrow down your leads to people who’ve fulfilled specific intent signals.

For example, you can create an AI SDR campaign for leads who have researched your competitors or prospects who have already interacted with your website’s AI chat.

Our partnership with 11x did not aim to create a spammy AI sales agent that would just bombard your prospects with emails.

➡️ Our AI sales agent has built-in quality checks to ensure that every message you send out is effective, compliant, and aligned with your brand voice.

Your sales team will be able to focus on nurturing high-priority leads by leaving the legwork to 11x’s AI SDRs.

Book a demo to find out more about this sales workflow that can book you meetings with qualified leads on autopilot using intent data.

#3: Lead scoring and prioritization

Another way to use AI for sales is to score leads and prioritize them based on their potential to become paying customers.

The technology takes into consideration:

  • The buying intent of the prospects (e.g., are they in the market for a solution like yours?).
  • The topics they are actively researching.
  • The pages on your website they’re looking at.
  • How they fit within your ICP.

For example, Warmly offers sales teams information on different client accounts, including their ICP-fit score, their trend, intent signals, and research intent.

#4: Sales forecasting

AI sales forecasting uses machine learning algorithms to analyze large quantities of data to identify patterns and trends that can help your sales team predict future sales performance. 

There are sales tools like Gong AI that leverage signals to help your sales team predict which customers are likely to convert.

The way it works is that the platform uses 300+ unique signals within your CRM data and customer interactions to help you create accurate deal and sales forecasts.

These platforms can also alert your sales reps when a deal is close to being lost and highlight potential causes to help your human sales team address them on time.

#5: Researching

One of my favourite AI for sales use cases has to be AI’s ability to scale account research for your sales team so they can send personalized messages.

For example, tools like UnifyGTM have an AI sales agent that can scrape your prospects’ websites, browse the Internet, and pull CRM data to help you learn more about your prospects.

The way it works is that the AI-powered sales tool automatically triggers research when a buyer or company meets specific criteria that your sales team has set.

The researching sales agent then goes on to scrape their website, search the web, and analyze data to learn more about the prospect.

It then combines contact, LinkedIn, and CRM data to help your team to personalize the messaging to each prospect.

Alternatively, there are AI tools like Clay that research each prospect in-depth and then allow you to ask the tool questions about the prospects, such as whether they are hiring at the moment.

#6: Personalizing outreach

Another AI use case for sales is the ability to personalize your outreach, whether it’s on email or LinkedIn.

For example, 6sense combines its 6sense Signalverse data, 6AI, and your organization’s content library to automate and personalize email workflows at scale.

The platform lets your sales team personalize cold or warm emails being sent out with elements such as:

  • The prospects’ company, industry, or job.
  • Information from the prospect’s LinkedIn account.
  • Specific keywords that the engine has figured out that the prospect is interested in (e.g., project management software).

6sense’s AI sales agent lets you generate and then automatically send emails that are personalized to your prospects using the tool's out-of-the-box agent playbooks.

➡️ The platform also tries to improve your email deliverability by utilizing custom sending domains and contact validation rules.

#7: Build prospect list

Your sales team can leverage AI to build targeted prospect lists that are based on your ICP.

Tools like Happysales help you build intelligent and highly-targeted lead lists using proprietary data sources with its machine learning algorithm.

The platform is sure that the prospect at hand is ICP-fit by running in-depth, real-time research into each prospect to find out if they are worth your sales team’s time.

Happysales will then provide your sales team with everything that they need to know about the prospect, including historical conversations with the AI chatbots on your website. 

It can then craft personalized emails and messages.

#8: Personalized video messaging

Your sales team can scale your personalized video outreach to boost both productivity and reply rates by prospects – with AI.

For example, Vidyard lets your sales reps create and send AI-generated video messages to prospects even when they're not available to record in person.

The way it works is that your human sales rep creates a custom AI Avatar by recording a 90-second training video or selecting from a library of stock Avatars.

The system then generates a script, which can be written manually or created using Vidyard's AI-powered script generator.

The AI Avatar records the video, which can be personalized with your prospect data.

Videos can then be created and shared with your prospects directly from browser extensions or integrated sales tools, such as Apollo, Salesloft, and Outreach.

#9: Recommendations on next steps

An underrated way of using AI for sales is to leverage its ability to judge the best next steps for your sales reps on certain leads.

I found this functionality to be especially helpful for junior SDRs who are still learning how to deal with complex deals.

For example, tools like ZoomInfo have a Copilot capability that can provide your sales reps with recommendations and suggestions.

Based on the screenshot from above, you can see that it suggested to the SDR that it’s a good time to reach out to the prospect at hand since they showed buying intent for SCO software.

It can detect relevant deal opportunities and suggest the actions that your sales team should take to close the deal.

For bonus context, such as when switching between reps, the Copilot provides detailed profile and deal summaries so everyone can catch up on the account.

#10: Analyzing sales conversations

Last but not least, your sales team can leverage AI-powered productivity tools like Fireflies to help them analyze sales conversations.

You’ve probably heard of Fireflies before and other similar AI note-taking apps (e.g., Otter AI, Jamie), but they are underrated when it comes to how useful they can be for sales teams.

Your sales team can use an AI-powered note-taking app to:

  • Transcribe and summarize sales meetings across Zoom, Google Meet, and Teams.
  • Automatically create notes that highlight key moments (e.g., pain points).
  • Generate meeting summaries with analysis on next steps, tasks, and questions asked by the prospects.
  • Detect buyer sentiment, identify talk-to-listen ratio, recognize critical topics, and measure your sales team’s performance during sales calls.

Fireflies AI, the tool in question, also comes with an analytics platform where you can see questions asked and get access to topic insights.

5 examples of companies that are (successfully) using AI for sales

I walked you through different ways that sales teams can use AI, but are there companies that’ve seen actual results from them?

Here are 5 examples of companies that successfully utilized AI for sales: 👇

#1: Kandji booked 2 qualified meetings in 8 minutes with Warmly’s AI Chat

Kandji is a device management platform for Apple devices that decided to give Warmly’s AI chat a chance.

The company started booking qualified sales meetings within a few minutes of utilizing our AI-powered sales chat from their website visitors.

The AI Chat accurately identified prospects' companies and generated personalized messages and then initiated conversations that led to meeting bookings.

Our system then notified their sales team on Slack when the prospects engaged with the AI chatbot so they could take over the conversation in real-time.

Here’s how the chat transcript looked like:

#2: Apricorn saves about 5 hours a week with ZoomInfo’s Copilot

Apricorn, a manufacturer of hardware-encrypted external data storage, has reduced email outreach time for their sales reps from 2 hours down to 20 minutes, which saves their team about 5 hours per week.

The manufacturer uses ZoomInfo’s Copilot to help them target good-fit prospects and highlight high-value deal signals.

This has also resulted in one of the sales reps seeing an immediate 10% increase in response rates.

Fast forward some time, the Copilot has successfully predicted nearly half of users’ existing pipeline, with 45% of opportunities in their CRMs matching Copilot’s recommendations to engage.

In terms of results in the end, the company’s sales team feels about 60% more productive with the sales copilot since they can optimize their sales flows and improve prospecting.

#3: ReviewThatPlace

ReviewThatPlace.com, a digital solutions company, decided to give Vidyard's AI Avatars a chance to create personalized video cover letters for each proposal.

The company was struggling to stand out in their crowded market and wanted to experiment with something new.

They were able to increase its daily personalized video output to 50 videos a day, which was previously impossible for them with manual recording.

In terms of results, the brand saw a 760% increase in proposal view rates – from below 5% to 43%.

The use of Vidyard’s personalized AI Avatar videos also led to a 400% increase in the rate of converting proposal views into meetings.

#4: Upwork

Upwork used Gong’s Forecasting to achieve 95% sales forecasting accuracy, even during organizational changes and economic uncertainty.

The company’s RevOps team was able to reduce forecasting time by 50% while increasing sales rep participation to 100% – streamlining their process from multiple tools to only using Gong’s platform.

Gong’s AI further helped Upwork with its real-time insights and AI-powered risk detection that helped it assess the health of its pipeline to uncover potential issues.

#5: Connectteam

Connectteam was facing challenges in scaling their personalized outreach without having to hire additional sales reps.

The platform was also struggling with a staggering 75% no-show rate on the meetings they were booking.

This is when they implemented 11x’s ‘’Mike’’, an AI-powered SDR, to handle personalized calls, schedule meetings, and follow-up to confirm attendance.

The AI sales agent handled 120,000 calls every month and was able to schedule 20 meetings per week with a conversion rate of about 40%.

Mike helped them reduce their no-shows by 73% and added a $30,000 increase in monthly recurring revenue without them having to expand their team.

Connectteam was able to save over $450,000 annually in SDR salaries while avoiding the need to hire additional staff.

Next Steps: Automatically engage ICP-fit prospects with AI Chat and 11x’s AI Sales Agent integration

I believe that the best sales reps will be the ones who can best utilize AI to save time and better engage their prospects with more personalized and targeted outreach.

To help sales teams prosper in the new ABM 2.0 era, Warmly offers:

  • A strategic partnership with 11x that combines their AI sales agent technology with Warmly’s data-led warm lead strategy to revolutionize your entire sales motion.
  • AI Chat that can converse with your website’s visitors based on pre-determined criteria and either book meetings for you or route to your human sales team.
  • Automate the search for high-potential prospects using AI technology, ensuring your sales team focuses on the right opportunities.

By signing up to Warmly, your sales team will also get access to:

  • The ability to identify potential buyers by tracking their interactions with your website and get insights into their interest level.
  • A wide range of accurate prospect contact details directly from the Coldly database, helping you reach out to the right people.
  • Simplify your meeting process with automatic meeting scheduling that removes the back-and-forth, ensuring a frictionless booking experience.
  • A Bombora integration that helps you proactively reach out to your warm leads, track who’s researching terms relevant to your product and brand, and get in front of them before your competitors do.

You can sign up for Warmly’s free plan and find out how it can fill your pipeline with qualified leads (the setup takes a few minutes), or book a live demo to see it in action first.

Best 10 AI Sales Agents In 2025 [Reviewed]

Best 10 AI Sales Agents In 2025 [Reviewed]

Time to read

Alan Zhao

Are you searching for the best AI sales agents to level up your sales motion in 2025?

I believe that the best sales leaders will have teams of AI-powered agents handling the grind so they can focus on high-impact work.

For those of you who want to be an early bird in ABM 2.0, I’ve prepared a list of the 10 best AI sales agents in 2025 that can help you research and reach out to prospects at scale.

What Factors To Consider When Evaluating AI Sales Agents?

#1: How can this AI Sales Agent help you improve your efficiency?

AI sales agents come in many different forms and with different use cases, which is why it’s important to see how the AI sales agent can fit into your existing sales process.

Here are the different types of AI sales agents, including (but not limited to):

  • Automatic outreach agents that will automatically reach out to your prospects on LinkedIn or via email based on pre-defined criteria (e.g., visited your pricing page).
  • Lead scoring AI sales agents that will automatically score and qualify prospective leads based on specific criteria. These agents try to predict the prospects’ likelihood to convert.
  • Chatbots that engage with your prospects in real-time.
  • Sales forecasting agents that use historical sales data to help your sales team prioritize leads.
  • Researching agents that scrape your prospects’ websites, search the web, and analyze data to package it for you.

#2: Does the AI sales agent integrate with your sales tech stack?

I’d recommend you to look for AI sales agents that can seamlessly integrate with your existing sales stack, including your CRM and other sales tools that you’re already using (e.g., sales prospecting tools).

➡️ Customization and ease of set-up are also factors to consider. You wouldn’t want to have developers building your workflows for you or not being able to customize them.

#3: Pricing structure (ROI is king)

Last but not least, you should consider the pricing structure of the AI sales agents.

For the longest time, it was thought that AI sales agents were only for enterprises with a big budget, but not anymore – in 2025, there are AI sales tools that are affordable for SMEs and can provide them with a measurable ROI.

What Are The Best AI Sales Agents In 2025?

Here are the 10 best AI sales agents on the market in 2025 that I shortlisted after reviewing 30+ agents:

#1: Warmly’s AI SDR Agent: Identify your warmest leads with Warmly and then automatically book meetings with 11x’s AI SDRs.

#2: HubSpot’s Breeze Agents: Save time from doing manual research on prospects.

#3: Common Room’s Roomie AI: Automate the capture of buying intent signals.

#4: Salesforce’s Einstein SDR Agent: Set up a smarter AI chatbot on your website to book meetings for your sales team.

#5: Vidyard’s AI Avatars: Scale personalized video outreach.

#6: Clay’s Claygent: Automate prospect research and qualification processes.

#7: 6sense’s AI Email Agents: Automate and personalize their email outreach campaigns at scale.

#8: Artisan’s Ava: Scale outbound while still sending out personalized messages to prospects.

#9: UnifyGTM: Research prospects in-depth and generate human-like emails that stand out in your prospect’s inboxes.

#10: Bluebirds: Scale prospecting efforts and prioritize accounts that are more likely to convert.

#1: Warmly’s AI SDR Agent

We at Warmly have recently partnered with 11x to combine our best-in-class research intent data with 11x’s next-level AI SDRs.

Our partnership makes up what we believe to be the best AI sales agent for sales teams in 2025 to book more meetings on autopilot with ICP-fit prospects.

You can identify your warmest leads with Warmly and then automatically book meetings with 11x’s AI SDRs.

How Does Warmly’s AI SDR Agent Work?

Following Warmly’s new 11x partnership, sales teams can automatically push de-anonymized, enriched contacts to 11x via webhooks.

Instead of manually reaching out to your prospects after identifying them with Warmly, 11x’s AI SDR will use Warmly’s warm lead data to prioritise contacts to reach out to based on intent signals, such as:

  • Website activity (e.g., visited your pricing page).
  • Chatbot interactions.
  • Research intent.
  • Email engagement.
  • Recorded sales activity in your sales CRM.

➡️ You can find your 11x webhook URL in the corresponding Integrations tab in your Warmly account.

Here’s how the process looks like:

  • Warmly de-anonymizes your website visitors (both companies and contacts so your outreach can be more targeted).
  • Our platform filters leads based on intent signals and any existing segmentation rules that you’ve set up in your account.
  • The prospects are then funnelled to the best-fit outreach path based on their intent.

➡️ Cold leads → Chatbot, email.

➡️ Lukewarm leads → AI Chat, email.

➡️ Warm leads (showing some intent signals, but they're not quite there yet) → High-volume, autonomous calling, LinkedIn and email outreach with 11x’s AI SDRs.

➡️ Hot leads (they're showing the highest levels of intent but need strategic messaging to get them over the line) → Warm calling, LinkedIn and email outreach with your human sales reps.

💡 While 11x’s AI SDRs are great for high-volume, low-touch outreach with your cold, lukewarm, and warm leads, it should be your human sales development reps being looped in for the high-intent accounts.

This workflow can also be customized. You can use segments to narrow down your leads to people who’ve fulfilled specific intent signals.

For example, you can create an AI SDR campaign for prospects who have researched your competitors or leads who have already interacted with your website’s chatbot.

Warmly and 11x’s partnership did not aim to create a spammy AI sales agent that would just bombard your prospects with call-to-actions.

➡️ Our AI sales agent has built-in quality checks to ensure that every message you send out is effective, compliant, and aligned with your brand voice.

Your sales team will be able to focus on nurturing high-priority leads by leaving the legwork to 11x’s AI SDRs.

Book a demo to find out more about this sales workflow that can book you meetings with qualified leads on autopilot using intent data.

What if I don’t use 11x already?

If your sales team does not already use 11x, we offer Warmly users a huge discount on adding 11x to their revenue orchestration.

So, in addition to Warmly’s website visitor de-anonymization, intelligent warm lead scoring, and live website video chat, you can automate personalized omnichannel outreach with 11x’s AI SDRs. 

Pricing

Warmly offers a free forever plan that allows you to identify up to 500 companies and individuals visiting your website per month.

In addition to that, you can set up ICP filters to quickly identify high-quality leads and automate basic lead routing.

However, you wouldn’t get access to the AI sales agent capability with 11x on the free tier.

There are three paid tiers to choose from to access the AI sales agent:

  1. Data Only: Starts at $333/mo when billed annually or $499/month when billed monthly, and includes unlimited seats, 5,000 monthly visitors revealed, first-party intent signals, alerts, and access to Warmly’s prospecting database.
  2. Business: Starts at $19,000/year for up to 10,000 visitors or $45,000/year for up to 75,000 visitors, which adds plus second-party signals, sales orchestration, and lead routing.
  3. Enterprise: Custom pricing, which lets you identify a custom number of visitors, includes everything in Business plus custom signals and warm calling.

Pros & Cons

✅ Integration with 11x’s industry-leading sales agents to build and customize your AI SDR.

✅ Identifies companies and individuals visiting your website.

✅ Enriches each identified lead with detailed B2B intelligence and reveals intent data.

✅ Live sales engagement capabilities.

✅ Reveals who your hottest leads are right now.

❌ You’d have to be on the paid plans to access Warmly’s AI SDR capabilities.

#2: HubSpot’s Breeze Agents

Best for: Saving time from doing manual research on prospects.

Similar to: Common Room’s Roomie AI.

HubSpot’s AI SDR, Breeze Prospecting Agent, helps your sales teams focus their outreach efforts on quality leads.

How Does HubSpot’s Prospecting Agent Work?

HubSpot’s Breeze Prospecting Agent identifies and prioritizes top prospects within your (HubSpot) CRM based on your ideal customer persona (ICP).

The AI sales agent then researches each target company to learn more about their business and the prospect in question.

After it has collected the necessary information, the AI agent then crafts a personalized email and automatically sends it to your prospects at an optimal time.

Features

  • The workflow is fully customizable: You can build multi-step email workflows.
  • The AI sales agent looks for signals of intent and activity and then crafts personalized emails.
  • The AI SDR is trained to do its own research and find context from your CRM to personalize the emails at scale.

Pricing

Apart from paying for HubSpot’s paid plans, which is a conversation for another day, you will be able to use Breeze Prospecting Agent with a credit-based system.

➡️ The pricing of the credits will depend on your HubSpot subscription tier.

For example, if you are on the Starter plan of HubSpot, you’ll have to pay around $50/month for 100 Breeze Intelligence credits.

As for customers on the most expensive plans, they’ll be charged $30/month for 100 credits.

Pros & Cons

✅ Fully customizable AI workflow that can save your sales team a lot of time in manual research.

✅ You can build multi-step email campaigns.

✅ Personalization via research at scale.

❌ You’ll have to use HubSpot as your CRM.

❌ Running this automation at scale will probably get expensive due to the credit-based system.

#3: Common Room’s Roomie AI

Best for: Automating the capture of buying intent signals.

Similar to: HubSpot’s Prospecting Agent.

Common Room is an AI-powered platform designed to help sales teams identify and act on buying signals efficiently. 

The platform offers RoomieAI sales agents that automate pipeline generation, personalize outreach, and provide actionable insights based on advanced data analysis.

How Does Roomie AI Work?

Roomie AI starts off by capturing buying intent signals. The AI sales agent identifies buying signals, such as job changes, website visits, and product interest, to prioritize prospects.

The sales agent then automatically scores the prospects and prioritizes them. 

It then suggests to your sales team which outbound play (Common Room’s automations) would be an ideal fit for them.

➡️ If you want to take it a step further, the AI sales agent can also craft outbound messages using intent signals and customer data.

Features

  • The AI sales agent can automate almost every step of pipeline generation, from signal detection to suggested outreach messages.
  • Person360™ Waterfall Enrichment: Doubles enrichment match rates by integrating data from dozens of partners for precise lead profiles.
  • Signal-based prospecting: The sales agent identifies buying intent signals and helps your human sales team act on them.

Pricing

Common Room has three pricing tiers:

  1. Starter: Starting at $999/mo, includes 2 seats, up to 35k contacts, unlimited alerts, workflows, and segments.
  2. Team: Starting at $1,999/mo, includes 3 seats, up to 100k contacts, and everything in Starter.
  3. Enterprise: Custom price, up to 10 seats, 200k contacts included, all integrations, and everything in Team.

Pros & Cons

✅ The sales agent tracks intent signals across the web.

✅ Automatic scoring and prioritization of prospects.

✅ The AI SDR can craft outbound messages using intent signals and customer data.

❌ Annual billing only.

❌ Limited customization options, according to G2 reviews.

#4: Salesforce’s Einstein SDR Agent

Best for: Setting up a smarter AI chatbot on your website to book meetings for your sales team.

Similar to: N/A.

Salesforce's Einstein SDR Agent is an autonomous agent that has been designed to automate initial customer interactions and pipeline nurturing.

The platform helps you free up some of your sales development representatives' time so they can focus on higher-value activities. 

How Does The AI Sales Agent Work?

According to Salesforce, the Einstein AI sales agent autonomously engages with inbound prospects to nurture your pipeline 24/7.

Unlike other chatbots on the market that can only answer specific programmed questions, Einstein SDR Agent makes decisions and prioritizes actions that align with the desired outcomes and analyzes a prospect’s question to autonomously determine what to do next.

‘’What to do next’’ in this context can mean answering product questions, handling objections, or scheduling a meeting with your prospects. 

Each response is accurate and personalized to the prospect because it is grounded in your (Salesforce) CRM.

The goal of the Einstein SDR Agent is to seamlessly transition leads to your sellers and to handle multiple leads at once, across channels, and in various languages.

Features

  • Fully customizable: You can choose the AI sales agent’s tonality and topics to discuss and customize the lead assignment (e.g., <$10k leads).
  • Multichannel and multilingual: The AI sales agent can engage with your prospects on their preferred channels, including SMS and WhatsApp, in different languages.
  • Seamless hand-off from the AI agents to your human sales team: The agent will notify and brief your sales team with curated meeting preparation and a summary of critical lead information after it schedules a meeting.

Pricing

Salesforce does not disclose the specific pricing of its AI sales agent, so you’ll need to contact them to learn more about the pricing structure.

Pros & Cons

✅ Nurture your pipeline in any region and at any time of the day.

✅ Fully customizable.

✅ The AI sales agent is multilingual and multichannel.

❌ You’d have to use Salesforce as your CRM to use their AI SDR.

❌ Pricing is not disclosed.

#5: Vidyard’s AI Avatars

Best for: Sales teams looking to scale personalized video outreach.

Similar to: N/A.

Vidyard's AI Avatars is a video sales agent designed to enhance your sales teams' efficiency and engagement through personalized video messaging.

This interesting platform lets your sales representatives create and send AI-generated video messages to prospects even when they're not available to record in person.

How Do AI Avatars Work?

The way Vidyard’s AI Avatars work is that a user (your human SDR) creates a custom AI Avatar by recording a 90-second training video or selecting from a library of stock Avatars.

The system then generates a script, which can be written manually or created using Vidyard's AI-powered script generator.

The AI Avatar then records the video, which can be personalized with your customer data.

Videos can then be created and shared with your prospects directly from browser extensions or integrated sales tools, such as Apollo, Salesloft, and Outreach.

Features

  • Multi-language video generation in over 25 languages for large enterprises that sell internationally.
  • Integration with popular sales tools like Salesloft, Apollo, and Outreach.
  • An AI-powered script generator for crafting personalized messages.

Pricing

Vidyard offers a free plan that lets you create a limited number of videos every month and access to the platform’s stock AI Avatars.

To get access to the platform’s advanced features, you’d need to be on one of its 3 paid tiers:

  • Starter: $59/month/seat, which adds full video analytics, a branded sharing page for your videos, and template CTAs to improve engagement.
  • Teams: Custom pricing, which adds CRM/MAP integrations, folder management, and fully customizable CTAs.
  • Enterprise: Custom pricing, which adds custom AI Avatars, unlimited integrations, and custom permissions.

Pros & Cons

✅ A generous free plan that lets you access its video editing tools and video sharing options.

✅ Video analytics to track performance.

✅ Integrations with Salesloft, Apollo, and Outreach.

❌ Custom AI Avatars are available only on the Enterprise plan.

❌ Some users complain on G2 that some of their videos were not saved correctly.

#6: Clay’s Claygent

Best for: Sales teams looking to automate prospect research and qualification processes.

Similar to: UnifyGTM.

Clay's AI Research Agent lets you automate the process of gathering information about companies and prospects. 

This agent helps you eliminate manual research so your sales teams can focus on more critical tasks.

How Does The Claygent Work?

The way Claygent works is that it reviews the list of provided domains autonomously and then extracts relevant information about these prospects from the Internet.

The purpose of the AI sales agent is to help your sales team find out more about your prospects before reaching out to them or before having a conversation with them.

The information includes information such as job positions, stakeholders in the company, and office locations.

Your sales team can then ask the sales agent questions, such as whether the prospect’s company is hiring right now or about the competitors of the target company.

Features

  • Answer detailed questions about your prospects, such as if they are hiring or if they have a podcast.
  • The sales agent can enrich both company and people data from various sources from the Internet.
  • The platform uses Clay's existing data enrichment and outbound campaign tools to combine data enrichment capabilities with automated outreach.

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: $134/month when billed annually for 24,000 credits/year, which adds up to 5,000 searches per month of people and companies, access to phone number enrichments and the ability to use your own API keys.
  • Explorer: $314/month when billed annually for 120,000 credits/year, which adds up to 10,000 company searches per month, webhooks and email sequencing integrations.
  • Pro: $720/month when billed annually for 600,000 credits/year, which adds up to 25,000 company searches per month and access to CRM integrations.
  • Enterprise: Custom pricing for a custom amount of credits for up to 50,000 company searches per month and AI prompting support.

➡️ Find more about the platform’s pricing structure in our in-depth Clay pricing guide.

Pros & Cons

✅ Research ICP-fit prospects before reaching out to them.

✅ Ask the AI sales agent any question about the prospect in question.

✅ Generous free plan that includes Claygent so you can test the AI sales agent at no cost.

❌ The platform’s credit system is reportedly overpriced.

❌ There’s a steep learning curve for the tool.

#7: 6sense’s AI Email Agents

Best for: Companies looking to automate and personalize their email outreach campaigns at scale.

Similar to: N/A.

6sense's AI Email Agents offer a powerful solution for businesses looking to scale up their pipeline without increasing headcount.

The platform combines its 6sense Signalverse data, 6AI, and your organization’s content library to automate and personalize email workflows.

How Does The AI Email Agent Work?

The way the AI sales agent works is that it leverages 6sense’s Signalverse data and 6AI to create personalized email workflows.

The AI sales agent lets you quickly generate and automatically send emails that are personalized to your prospects using the tool's out-of-the-box agent playbooks.

It can:

  • Automatically craft and send responses to incoming emails.
  • Book meetings for your sales team based on prospect interactions.
  • Use machine learning to classify incoming emails and understand context.
  • Utilize custom sending domains and contact validation rules to improve deliverability and ensure that the email lands in the inbox and not in spam.

Features

  • AI Email Writer: AI-crafted content for personalized 1:1 email sequences.
  • Reply Automation: Automatic delivery of relevant, context-aware follow-ups that help you book more meetings.
  • Email Deliverability: Built-in inbox warming and custom sending domains to ensure emails land in inboxes.

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 6sense’s three paid 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 provides some helpful insights into 6sense’s pricing policy, noting that the average 6sense contract value is a staggering $123,711.

Pros & Cons

✅ Identify the right people at high intent accounts and engage them with personalized emails.

✅ Features to improve email deliverability.

✅ Intuitive interface.

❌ Costly when compared to other platforms on the market.

❌ Doesn’t identify individual stakeholders visiting your website, which is why some people have been looking for 6sense alternatives.

#8: Artisan’s Ava

Best for: Scaling outbound while still sending out personalized messages to prospects.

Similar to: N/A.

Artisan offers an AI SDR named Ava that helps you automate the entire outbound demand generation process.

The sales agent works alongside your sales team inside Artisan’s all-in-one sales platform. 

How Does Ava Work?

Ava is a multifunctional AI sales agent that can perform a variety of tasks, including (but not limited to):

  • Setting up outreach campaigns targeting your ideal customer personas (ICP) across email and LinkedIn.
  • Mining data on prospects by browsing the internet, including technographics, firmographics, and demographic information.
  • Preparing and sending out multi-channel sequences using email and LinkedIn.

  • Crafting personalized messages for your prospects using a ‘’personalization waterfall’’ approach where Ava identifies the optimal personalization approach for each prospect (e.g., referencing LinkedIn posts or job changes).
  • Automatically detecting positive responses from prospects to deliver them to your sales team.

Ava also tries to learn on the go, as the AI sales agent improves its writing style based on feedback and performance.

Features

  • Email deliverability management: Ava warms up mailboxes, monitors health, and adjusts sending limits.
  • Data mining: The AI sales agent accesses various data sources for up-to-date prospect insights.
  • AI-powered personalization: Ava can identify optimal personalization approaches for each prospect.

Pricing

Artisan does not disclose Ava’s pricing, so you’d have to contact their team to get a product demo and a quote.

Pros & Cons

✅ Ava can detect positive responses from prospects and deliver them to your sales team.

✅ The sales agent warms up mailboxes, monitors health, and adjusts sending limits.

✅ Advanced personalization capabilities for higher engagement rates.

❌ Requires initial setup and training to align with your company’s messaging.

❌ Pricing is not disclosed.

#9: UnifyGTM

Best for: Researching prospects in-depth.

Similar to: Clay’s Claygent.

Your sales and marketing team can leverage UnifyGTM’s AI Agent to scale account research and personalized messaging on your website.

The platform uses AI to scrape websites, Google, pull CRM data, and more – to help you learn more about your prospects.

How Does The AI Sales Agent Work?

The way it works is that the AI sales agent automatically triggers research when a buyer or company meets specific criteria that you’ve set.

The AI sales agent then goes on to scrape their website, search the web, and analyze data to learn more about the prospect.

It then combines contact, LinkedIn, and CRM data to help you personalize your messaging to the prospect.

➡️ The sales agent can also help you generate human-like emails that stand out in your prospect’s inboxes.

Features

  • Real-time activation based on buyer or company triggers.
  • Full visibility into the AI research and decision-making process so your sales team can double-check the prospect information.
  • The in-depth research is done by can scraping your prospects’ website, browsing the web, and analyzing data at scale.

Pricing

UnifyGTM has a tiered subscription pricing as well as a credit-based system for using the platform’s features to reveal companies, phone numbers, and email addresses:

  • Growth: $700/month when billed annually, which gives you access to 30,000 credits, 2 Active Plays, 3 platform users, 1 email-sending user, and 5 Unify managed inboxes.
  • Pro: Custom pricing, which gives you access to 100,000 credits, unlimited Plays, 5 platform users, 2 email-sending users, and a white glove onboarding experience.
  • Enterprise: Custom pricing, which gives you access to 200,000 credits, 10 platform users, 5 email-sending users, and SSO.

You can purchase credits separately if you run out of credits in your existing paid plan.

UnifyGTM’s credit-based system charges you:

  • 0.1 credit for each revealed company per month.
  • 2 credits for each B2B email you reveal per month.
  • 4 credits for each mobile phone number you reveal per month.
  • 1 credit per B2B champion tracked per month.
  • 5 credits per new hire per month.

➡️ You can check out our in-depth UnifyGTM pricing guide to figure out if the tool is the right option for you.

Pros & Cons

✅ Get access to intent signals from 10+ sources, covering first-party and third-party data.

✅ Automated Plays and Sequences.

✅ AI Agents that engage with your prospects in real-time.

❌ Limited visitor identification features, which is why some companies have been looking for UnifyGTM alternatives.

❌ The pricing model does not fit the budgets of smaller companies and start-ups.

#10: Bluebirds

Best for: Outbound sales teams looking to scale prospecting efforts.

Similar to: UnifyGTM, Claygent.

Bluebirds’ AI sales agent is an AI-powered sales prospecting tool that helps sales teams scale their outbound efforts.

The AI agent is capable of researching, prioritizing, and engaging with the best leads, allowing your sales representatives to focus on meaningful conversations with prospects and not manual outreach.

How Does The AI Sales Agent Work?

The way Bluebirds’ AI sales agent works is that it analyzes a vast database of 7+ million accounts to look at their firmographics and technographics.

It then ranks the accounts based on custom (you set them) buying signals and events that could have triggered them to look for a solution like yours.

The sales agent then enriches the contact using data from 15+ vendors and generates a shortlist of prospects that you can reach out to with personalized messaging.

➡️ What stood out to me about Bluebirds’ AI sales agent is that it’s capable of learning and adapting on the fly to improve its prospecting skills like a human sales rep would.

Features

  • The AI sales agent can rank the prospects using custom buying signals based on ‘’compelling’’ events. 
  • You can prioritize accounts that are more likely to convert by combining signals from trusted public data sources, your CRM, and third-party intent.
  • Automated buyer circle enrichment with contact data from 15+ data vendors that Bluebirds has partnered with.

Pricing

Bluebirds does not publicly disclose its pricing, so you’d have to contact their team to get a product demo and pricing information.

Pros & Cons

✅ Saves your sales team some time by automating research and prioritization of leads.

✅ Improved targeting accuracy with the tool’s multi-source data enrichment.

✅ Can set up custom buying signals based on ‘’compelling’’ events. 

❌ Pricing is not disclosed.

❌ The product is relatively new, so it has not been as battle-tested as other alternatives on the market.

Next Steps: Automatically engage ICP-fit prospects with Warmly’s AI Sales Agent integration 

We believe that AI sales agents are the future of account-based marketing. 

Our partnership with 11x combines cutting-edge AI sales agent technology with Warmly’s data-led warm lead strategy to revolutionize your entire sales motion. 

By signing up to Warmly, your sales team will also get access to:

  • The ability identify potential buyers by tracking their interactions with your website and get insights into their interest level.
  • A wide range of accurate prospect contact details directly from the Coldly database, helping you reach out to the right people.
  • Simplify your meeting process with automatic meeting scheduling that removes the back-and-forth, ensuring a frictionless booking experience.
  • Engage website visitors in real-time with intelligent chat features designed to convert inbound traffic into meaningful leads.
  • Send leads to the right salesperson automatically and notify them via Slack if a high-intent lead is active on your website.
  • A Bombora integration that helps you proactively reach out to your warm leads and track who’s researching terms relevant to your product and brand and get in front of them before your competitors do.
  • Automate the search for high-potential prospects using AI technology, ensuring your sales team focuses on the right opportunities.

You can sign up for Warmly’s free plan and find out how it can fill your pipeline with qualified leads (the setup takes a few minutes), or book a live demo to see it in action first.

RB2B vs ZoomInfo vs Warmly: Which One Is the Best? [2025]

RB2B vs ZoomInfo vs Warmly: Which One Is the Best? [2025]

Time to read

Alan Zhao

RB2B vs ZoomInfo - which platform is a better option for businesses looking to improve their lead generation efforts?

Read on and find out as I reviewed both tools in detail, covering everything you need to make an informed decision, including their:

  • Core functionality.
  • Pricing plans.
  • Overall user experience.
  • Key advantages and drawbacks.

There’s a bonus for everyone who finds neither platform does the trick for them - an alternative solution that checks some boxes that RB2B and ZoomInfo don’t.

Let’s begin!

RB2B vs ZoomInfo: Features

Whenever I review software, I like to begin with the basics - core features.

This is one of the key factors that helps you determine whether a solution is a good fit for your use case and goals, so there’s no better starting point.

RB2B Features

RB2B is a website visitor identification platform popular for its ability to identify the actual individuals surfing your website - not just companies.

It has several notable features, including:

1. Identifies individual stakeholders visiting your website

Unlike most website traffic tracking tools, RB2B can identify individual website visitors, allowing your SDRs to pinpoint the exact decision-maker looking around your website.

However, there’s a catch. Because of GDPR, RB2B works only on US-based website visitors.

This means that unless your website traffic comes primarily from the US, RB2B won’t be of much use to you.

2. Pushes website visitors’ LinkedIn profiles to your Slack

The moment RB2B identifies a website visitor, it proceeds to send their LinkedIn profile to a designated Slack channel.

As a result, your sales reps will be immediately notified when a warm lead lands on your website and can check out their LinkedIn profiles for relevant information.

This enables them to quickly detect leads that match your ICP and tailor their outreach based on the data on their LinkedIn profiles.

3. Hot Pages

Hot Pages is a feature that provides insight into your visitors’ website sessions, i.e., uncovers their first-party buyer intent.

It tracks how users interact with your website, highlighting the pages they visit, the time they spend on each page, the content they consume, and more.

This helps sales reps identify high-intent leads and prioritize them in their outreach strategies.

ZoomInfo Features

ZoomInfo is a sales platform that combines a vast B2B database with versatile functionality. It aims to provide a comprehensive sales solution for large businesses.

Several features stand out the most in comparison to RB2B, including the following:

1. Extensive B2B database

ZoomInfo is best known for its massive B2B database, which captures data on 260 million+ individual and 100 million+ company profiles and covers over 135 million verified mobile phone numbers.

It provides more than 300 company attributes to enable building highly-targeted lead lists and lets you track relevant changes in key accounts, such as job changes, acquisitions, new technology, etc.

2. Predictive analytics

ZoomInfo offers an advanced AI-powered predictive analytics model that helps you:

  • Keep your ICP fresh, relevant, and accurate at all times.
  • Detect accounts in ZoomInfo’s vast database that could match your product or services well.

Namely, the platform leverages your historical and real-time data, including demographics, pain points, purchasing behavior, etc., to continuously optimize and update your ICP.

At the same time, it analyzes your CRM data to recognize patterns in won and lost deals and best-performing accounts, enabling you to pinpoint leads that are most likely to convert.

3. Copilot AI assistant

Copilot is ZoomInfo’s AI assistant, which can be used to tackle a wide range of sales processes, including: 

  • Detecting opportunities.
  • Suggesting further actions (e.g., sending an email, connecting on LinkedIn, etc.).
  • Providing detailed profile and deal summaries to provide SDRs with a 360-degree view of each.
  • Personalizing emails.
  • Picking up relevant changes in important profiles and immediately notifying you about them.

With Copilot, you’ll give each sales rep a major productivity boost, as this feature helps them focus their attention and efforts on what matters most from the get-go.

RB2B vs ZoomInfo: Pricing

A software tool’s price - or, better to say, its value for money - is the next significant factor that can tip the scale in its favor or against it.

So, let’s see what the numbers are saying.

RB2B Pricing

RB2B has a free forever plan that provides 150 monthly credits for revealing website visitors.

On it, you also get access to the platform’s Slack integration, meaning that you’ll get visitors’ LinkedIn profiles pushed to a designated Slack channel.

All other features are omitted from the free plan.

So, if you’re a more advanced user that needs to go beyond basic website visitor identification, you can subscribe to one of three paid plans:

  1. Pro: $149/mo for 300 credits or $249/mo for 600, includes Hot Pages, Hot Leads, all integrations, excluding certain pages, etc.
  2. Pro+: $349/mo for 1000 credits or $499/mo for 2000, includes everything in Pro, plus traffic insights (but only if you opt for the annual plan) and deep CRM integrations.
  3. Custom: Custom pricing for users that need more than 2000 visitors identified per month.

Each plan lets you onboard unlimited users.

There’s also a 7-day free trial for the Pro and Pro+ plans.

ZoomInfo Pricing

ZoomInfo opted against publishing the exact prices for its packages.

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

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

You'll have to contact ZoomInfo's team if you want more detailed information, including a custom 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.

Moreover, according to Vendr, the average price of ZoomInfo Sales for mid-sized and large companies ranges from $50,200 to $161,900, meaning that this platform is most definitely one of the more expensive solutions on the market.

RB2B vs ZoomInfo: What Are the Users Saying?

Time to check what some long-term users have to say about RB2B and ZoomInfo’s overall performance.

RB2B Reviews 

TL;DR: RB2B users frequently experience issues with the accuracy of website visitor identification. Many users also find it disappointing that the platform can only be used for US visitors. Finally, numerous users are unsatisfied with the platform’s pricing policy and integrations.

“The main downside is the limited coverage, as it often identifies only a small percentage of visitors, primarily from the US. This limits its usefulness for businesses with a global audience. Additionally, the pricing jump from the free plan to the paid version is quite significant, which might be a hurdle for smaller businesses. Lastly, while they have many integrations, some key ones are still in development, limiting its functionality in more complex tech stacks.” - G2 Review

“Very low coverage and accuracy compared to Clearbit, Leadfeeder, and Apollo.

RB2B identifies mostly very irrelevant contacts at accounts that are not picked up by any of the other three - so in this case, the "net new" is not a good thing!” - G2 Review

“The credit-based pricing model is a drawback. After the free trial of 700 credits, costs jump from about $100/month for 200 credits to nearly $400/month for 700 credits, which can run out quickly depending on traffic.

Additionally, we’ve noticed discrepancies in some profile data—occasionally, the profiles RB2B identifies don’t match when those same visitors fill out forms on our website, making it challenging to trust the accuracy fully.” - G2 Review

ZoomInfo Reviews

TL;DR: ZoomInfo users most often complain about the tool’s pricing, data accuracy, and learning curve. However, most agree it is a powerful sales solution for large businesses in particular.

“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 tool itself can be a bit difficult to manage with multiple features from Workflows, Websights, formcomplete etc. Nice to have everything in one place, but things can often seem crowded. Aldo Advanced searches can be a nightmare at times. I always struggle to filter out Org Exported Contacts/ Accounts. The SFDC Icon is always glitchy on searches and duplicates always exist no matter what I do.” - G2 Review

“When it comes to the data itself, ZoomInfo says its data is 90% accurate. I would venture a guess that it is closer to 75%. Which is still pretty great considering the hundreds of millions of records they have. If they could fix three key issues: swapping someone’s current job with their last job, merging different people with the same name into one contact, and giving people the same “local” address as the company’s corporate headquarters, their accuracy score would come much closer to that 90%.” - G2 Review

RB2B vs ZoomInfo - Pros & Cons

RB2B

✅ Unlimited users on all plans.

✅ Reveals first-party buyer intent.

✅ Solid free plan for micro businesses and individuals with low website traffic.

❌ Credit-based pricing can lead to costs adding up before you know it.

❌ Limited integrations.

❌ Can identify only US-based website visitors.

ZoomInfo

✅ One of the most comprehensive B2B databases on the market.

✅ Chrome extension for accessing leads’ data on the go.

✅ A wide range of sales and marketing features let you handle various processes from a single point of control.

❌ Very expensive.

❌ Learning curve.

❌ Issues with data accuracy.

Want a More Comprehensive Alternative?

So, what happens if you decide neither platform is what you need?

No worries because Warmly might just do the trick in that case.

Warmly is a signal-based revenue orchestration platform that:

  • Identifies website visitors.
  • Reveals which of them are most likely to convert right now.
  • Lets you automate essential sales processes on top of buying intent signals.

Let’s look at some features that make Warmly so popular among GTM teams worldwide.

Warmly Features

Although the platform boasts a wide range of functionality, I’ll cover the most relevant ones to adequately compare it to ZoomInfo and RB2B.

Feature #1: Identifies website visitors and reveals their buyer intent

Similar to RB2B, Warmly identifies both companies and individuals visiting your website.

Every identified lead is enriched with granular B2B data that helps your reps determine which of them fit your ICP profile and tailor their approach accordingly, including:

  • Contact details (company and personal names, email addresses, LinkedIn profiles, phone numbers, etc.).
  • Firmographics (location, industry, size, etc.).
  • Technographics (the technology and software a company primarily uses).
  • Demographics (individual job roles, seniority, etc.).
  • CRM data (past interactions with your reps, won and lost deals, former champions, etc.).

However, that’s not all. Warmly also tracks intent data, translating it into actionable insights your reps can leverage to detect leads most likely to convert right now.

Warmly detects several types of intent data, such as:

  1. First-party intent: This includes intent signals leads left in your channels (website, app, etc.), such as website visits, the specific pages they visited, time spent on high-intent pages, recurring visits, etc.
  2. Second-party signals: These come from monitoring LinkedIn for things like job change intent, new funding rounds, etc.
  3. Third-party intent: This includes the intent signals your leads left across the web, such as web searches that include keywords relevant to your product, visits to competitors’ websites or interactions with their ads, etc.

Why is this so important?

With this data at their fingertips, your SDRs can identify and prioritize your hottest leads from the start instead of wasting their efforts on cold or low-value leads.

As a result, you’ll experience more conversions and ROI before you know it.

Check out our product walkthrough to learn more about Warmly’s features in use:


‎

Feature #2: Comprehensive prospecting database

Warmly recently included a static B2B database, Coldly, to help you further improve your prospecting efforts and build targeted lead lists.

Coldly holds data on 200M+ accounts and contacts worldwide and has over 25 built-in filters (with the option for creating custom ones to fit specific business needs and industries) to help you find and reach your ideal customers more easily.

The data is refreshed daily, ensuring that all your B2B data is accurate, relevant, and up-to-date.

Feature #3: Sales automation 

Warmly has several automation features to help you put essential sales operations on autopilot and ensure that no high-value lead is missed again.

Firstly, the Orchestrator lets you streamline LinkedIn and email outreach by automatically adding high-intent leads to specific sequences.

It allows you to set up all the essential parameters, enabling you to completely customize it to fit your needs, goals, and target market, including letting you:

  • Specify the trigger that sets the sequence in motion (e.g., a visitor goes to a high-intent page, such as pricing).
  • Define the criteria the visitor needs to meet to be targeted (e.g., company size, industry, job role).
  • Set up the frequency at which you want the workflows to run and the maximum number of people targeted in a single account.
  • Decide what action you want the Orchestrator to take (e.g., sending a contextual email, personalized LinkedIn DM, or connection request).

Try it yourself 👇or watch it in action. 



Then there’s the AI Chat that leverages the power of AI to engage high-intent leads on your website by:

  1. Asking them qualifying questions.
  2. Answering their queries.
  3. Booking meetings.
  4. Offering relevant collaterals, etc.

The AI that powers AI Chat is fully trainable, meaning you can tailor it to your specific brand tone of voice and other requirements.

Finally, Warmly’s automated alerts notify sales reps via Slack whenever a high-intent lead lands on your website or takes a high-intent action. This significantly shortens the time to lead, increasing your chances of getting more conversions.

Note: On Warmly’s Business plan and above, you can also automate lead routing using the round-robin method or set up any other criteria by which you want leads to be distributed.

Feature #4: Live lead engagement

Warmly has another trick up its sleeve for users who want to make the most of the traction gained by the intent insights the platform uncovers.

Namely, Warmly lets you engage your leads in a live video call while they’re still on your website.

When you go to the “Warm Calls” section of Warmly’s dashboard, you can see who’s visiting your website and monitor their sessions in real-time.

Once your reps assess the time is right, they can hop on a video call straight from Warmly’s dashboard.

As any sales rep knows, nothing can help you close more deals than one-on-one meetings, so make sure to make the most of it.

Note: The Live Video Chat feature is available only on Warmly’s Enterprise plan.

Try it out here:



Warmly Pricing

Warmly offers a free forever plan that allows you to identify up to 500 companies and individuals visiting your website per month.

In addition to that, you can set up ICP filters to quickly identify high-quality leads and automate basic lead routing.

If you need more, there are four tiers to choose from:

  1. Micro: Starts at $499/mo when billed monthly or $4,000 when billed annually, includes unlimited seats, 5,000 monthly visitors revealed, first-party intent signals, alerts, and access to Warmly’s prospecting database.
  2. Starter: Starts at $15,000/year, everything in Micro, plus 10,000 monthly visitors, third-party signals, AI Chat, and CRM syncs.
  3. Business: Starts at $19,000/year for up to 10,000 visitors or $45,000/year for up to 75,000 visitors, everything in Starter, plus second-party signals, sales orchestration, and lead routing.
  4. Enterprise: Custom pricing, lets you identify a custom number of visitors, includes everything in Business, plus custom signals and warm calling.

Warmly Reviews

TL;DR: Warmly users agree on several points - the platform is very easy to install and integrate into existing tech systems, uncovers hot leads even on its free plan, and provides many efficient options for engaging leads while their interest is at its peak.

“Warmly has been great for our business. We've been able to identify interested customers using the trial version- and so far have been really happy. Warmly was really easy to implement and I'm very satisfied with the customer support. I think it's a fantastic tool and I'm really happy we found it through a recommendation from a friend!” - G2 Review

“The ability to proactively engage with anonymous website visitors has been a game changer for our team. Warmly's AI-driven autonomous chat seamlessly initiates personalized conversations with prospects while they’re still exploring our site, qualifying leads faster than before. Its capability to de-anonymize visitors, and enrich their profiles ensures that our outreach is always timely and relevant. Integration with Slack is great too. All of this for free.” - G2 Review

- 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 Pros & Cons

✅ Identifies companies and individuals visiting your website.

✅ Enriches each identified lead with detailed B2B intelligence and reveals intent data.

✅ Versatile sales orchestration options.

✅ Live sales engagement capabilities.

✅ Reveals who your hottest leads are right now.

❌ Warm calling feature is available only on the Enterprise plan.

Reveal Your Hottest Leads with Warmly

There you have it - a detailed review of RB2B vs ZoomInfo, with Warmly as an additional option for users who need more than the first two platforms have to offer.

So, if you’re looking for a solution that provides versatile functionality, lets you identify and engage hot leads, and offers transparent pricing, Warmly is your best bet.

Sign up for its free plan and start identifying your hottest leads right now.

You can also book a demo with our team to learn how Warmly can enhance your lead generation and conversion strategies at all levels.

Read More

  • ZoomInfo Review: Learn more about one of Warmly’s top competitors, ZoomInfo, and what functionality it offers.
  • Cognism Review: Check out my review of Cognism, which is a direct competitor of platforms like Clay and Apollo.
  • Leadfeeder Review: Learn more about Leadfeeder’s pricing structure, features, customer support, and data quality.
  • 6sense Review: Check out my review of 6sense, going over its features, data quality, and integrations.
  • Best B2B Data Providers: Find the optimal B2B data platform for your use case.
  • Best Lead Intelligence Software: Find the best platform for gaining critical insight into your leads.
  • Best GTM Tools: Optimize your GTM strategy with some of the best GTM software on the market today.

Best Sales Intelligence Tools: Look beyond popular options like Apollo and Zoominfo to find the optimal solution for your use case.

Best 10 Leadinfo Alternatives & Competitors in 2025

Best 10 Leadinfo Alternatives & Competitors in 2025

Time to read

Alan Zhao

Looking for a Leadinfo alternative?

If so, you’ve come to the right spot because I did all the heavy lifting for you - I tested and explored dozens of website visitor identification tools.

The result? This handpicked list of the top ten Leadinfo alternatives.

The factors I considered when deciding which software will make it on the list include:

  1. Key features.
  2. Pricing structure.
  3. User experiences.
  4. Use cases.

Before we begin, let’s first explain why you’d want a Leadinfo alternative in the first place.

Why Switch to a Leadinfo Alternative?

Leadinfo is a website visitor identification software tool with a few nifty features that enable you to pinpoint and reach out to high-value leads, such as:

  1. It uncovers first-party intent data: Leadinfo provides insights into visitors’ web sessions, including revealing which pages they visited, how much time they spent on each, recurring visits, etc. This enables you to qualify leads with greater precision, as those showing high intent are more likely to convert soon.
  2. Leadbot Business for engaging leads: This is a customizable chatbot that can answer visitors’ questions, schedule meetings, take callback and quote requests, and more. 

However, there are also quite a few downsides to Leadinfo that must be considered when reviewing the platform. 

These include the following:

1. No free plan

Unlike many similar platforms, Leadinfo doesn’t provide a free plan that would allow smaller businesses or startups to access at least its basic functionality.

There is a 14-day free trial, but after that period expires, you will be downgraded to the lowest tier, which omits most of its features.

Source

Moreover, as you'll see below, even its pricing packages don’t include its most advanced features.

This makes Leadinfo cost-prohibitive to smaller businesses and other users who want to get the best value for money.

Source

2. Its best features are available only as add-ons

This is probably the biggest issue with Leadinfo.

While the platform has some very handy features, such as automated LinkedIn and email outreach and Leadbot Business, none of these are included in its pricing tiers.

You need to pay extra to get them, as both these functionalities are available as add-ons only.

This means that the overall Leadinfo costs can very easily add up.

3. Identifies only company-level visitors

Leadinfo cannot identify individual stakeholders visiting your website.

Source

It only reveals companies using IP address matching, which isn’t always accurate.

This means that you’ll struggle with pinpointing the right decision-maker to reach out to within a company - especially when it comes to bigger enterprises.

Source

Moreover, you may encounter issues even with company identification, as Leadinfo is prone to misidentifying company leads.

Source

What Are the Best Leadinfo Alternatives and Competitors in 2025?

1. Warmly: Identifies your hottest leads at both company and individual levels and lets you create sophisticated outreach workflows to engage them.

2. ZoomInfo: All-in-one sales platform.

3. 6sense: Identifies website visitors and enriches them with granular intent data.

4. Visitor Queue: Tracks website traffic and personalizes your website in real-time.

5. Koala: Reveals individual and company website visitors and tracks product usage data.

6. Albacross: European-based website visitor identification tool and intent data provider.

7. Salespanel: Identifies and automatically scores website leads.

8. Dealfront: GDPR-compliant B2B sales intelligence platform and website visitor identification.

9. Factors.ai: Marketing analytics and attribution platform that identifies website visitors and tracks their engagement with your marketing campaigns.

10. Common Room: Customer intelligence platform that tracks buyer signals across multiple sources.

1. Warmly

Warmly (that’s us) offers the best Leadinfo alternative with our signal-based revenue orchestration platform that helps you identify your hottest leads right now.

Our platform achieves this by combining powerful website visitor tracking capabilities with granular intent data, enabling your reps to easily pinpoint leads most likely to convert right now.

Let’s look at some of the features that make Warmly a popular Leadinfo alternative for GTM teams of all sizes.

Feature #1: Identifies website visitors at both company and individual levels

As mentioned above, Leadinfo is capable of identifying only company-level leads.

Warmly takes website visitor tracking further by identifying companies and individual decision-makers visiting your website.

This means that you’ll be able to narrow down on the exact stakeholder surfing your website in real-time, allowing you to hyper-personalize your outreach strategy accordingly.

In addition to identifying website visitors, Warmly enriches each with in-depth B2B data, including:

  1. Contact details (names, email addresses, phone numbers, social media profiles, etc.).
  2. Firmographics (company size, location, industry, funding rounds, etc.).
  3. Technographics (tools and technology a company primarily utilizes in its line of work).
  4. Demographics (individuals’ job roles, seniority, contact information, etc.).
  5. CRM data (past interactions with your sales and marketing team, won and lost deals, former champions, etc.).

This way, your reps get a clear overview of:

  • Who your potential leads are.
  • How well they fit into your ICP.
  • The information and details necessary to tailor their outreach for optimal results.

Check out our product walkthrough to learn more about Warmly’s features in use:


‎

Feature #2: Reveals comprehensive intent data

Whereas Leadinfo reveals only first-party intent, Warmly delivers a 360-degree view of your leads’ intent levels.

The platform tracks first-, second-, and third-party intent signals and translates them into actionable insights.

Here are the intent data types Warmly tracks, collects, and aggregates in its dashboard:

  1. First-party intent: This includes intent signals leads left in your channels (website, app, etc.), such as website visits, the specific pages they visited, time spent on high-intent pages, recurring visits, etc.
  2. Second-party signals: These come from monitoring LinkedIn for things like job change intent, new funding rounds, etc.
  3. Third-party intent: This includes the intent signals your leads left across the web, such as web searches that include keywords relevant to your product, visits to competitors’ websites or interactions with their ads, etc.

Why is this so important?

Well, having all intent data for every identified lead provides your reps with a complete understanding of how likely a particular lead is to convert right now.

As a result, they will be able to identify the hottest ones immediately and prioritize them in their efforts and strategies.

This way, you’ll never have to worry about missing a high-value opportunity again.

Speaking of which, Warmly’s sales workflows also help with this, so let’s give them a closer look next.

Feature #3: Versatile sales automation

No matter how diligent and attentive your reps are, chances are that some quality leads will fall through the cracks.

Warmly’s advanced automation features prevent that from happening, ensuring that each high-intent lead will be properly engaged and pushed further down the funnel.

There are several features you can use to set up various sales workflows.

Firstly, there’s the Orchestrator, which enables you to set up automated email and LinkedIn outreach sequences. 

It’s highly configurable, allowing you to set up everything in alignment with your goals and requirements, including letting you:

  • Specify the trigger that sets the whole automated sequence in motion (e.g., a visitor matching your ICP lands on your website).
  • Define the criteria the visitor needs to meet to be targeted (e.g., company size, industry, job role).
  • Set the frequency at which you want the workflows to run and the maximum number of people targeted in a single account.
  • Decide what action you want the Orchestrator to take (e.g., sending a contextual email, personalized LinkedIn DM, or connection request).

Try it yourself 👇or watch it in action. 


Secondly, there’s the AI Chat, Warmly’s AI-powered chatbot.

AI Chat can handle a wide range of actions, including:

  • Automatically engaging and qualifying leads.
  • Offering relevant collaterals.
  • Answering questions.
  • Booking meetings, etc.

The best part is that the chatbot is powered by advanced AI, which is highly trainable and customizable. Thus, you can perfectly tailor it to your brand style.

At the same time, every interaction Warmly’s Chatbot has with your leads is guaranteed to be contextual, relevant, and human-like. 

Finally, Warmly lets you automate lead routing, as your reps will be notified in Slack the second a high-intent lead or visitor matching your ICP lands on your website.

This significantly reduces the time to lead, boosting your chances of getting more successful conversions in no time.

Feature #4: Live lead engagement

Warmly’s Live Video Chat feature lets you hop on a call with leads while they’re still on your website without ever leaving the platform.

To access this feature, go to the “Warm Calls” section of Warmly’s dashboard. There, you can see all the identified visitors surfing your website right now and monitor their web sessions in real-time.

Once your SDRs detect high-intent leads based on their interactions and/or good fit into your ICP profile, they can simply initiate a video call from Warmly and do what they do best - close deals.

Note: The Live Video Chat feature is available only on Warmly’s Enterprise plan.

Try it out here:


Pricing

Warmly offers a free forever plan that allows you to identify up to 500 companies and individuals visiting your website per month.

In addition to that, you can set up ICP filters to quickly identify high-quality leads and automate basic lead routing.

If you need more, there are four tiers to choose from:

  1. Micro: Starts at $499/mo when billed monthly or $4,000 when billed annually, includes unlimited seats, 5,000 monthly visitors revealed, first-party intent signals, alerts, and access to Warmly’s prospecting database.
  2. Starter: Starts at $15,000/year, everything in Micro, plus 10,000 monthly visitors, third-party signals, AI Chat, and CRM syncs.
  3. Business: Starts at $19,000/year for up to 10,000 visitors or $45,000/year for up to 75,000 visitors, everything in Starter, plus second-party signals, sales orchestration, and lead routing.
  4. Enterprise: Custom pricing, lets you identify a custom number of visitors, includes everything in Business, plus custom signals and warm calling.

Pros & Cons

✅ Identifies companies and individuals visiting your website.

✅ Enriches each identified lead with detailed B2B intelligence and reveals intent data.

✅ Versatile sales orchestration options.

✅ Live sales engagement capabilities.

✅ Reveals who your hottest leads are right now.

❌ Warm calling feature is available only on the Enterprise plan.

2. ZoomInfo

Best for: Comprehensive sales management and automation.

ZoomInfo is a popular sales platform that combines a massive B2B database with a wide range of sales management features.

This makes it a powerful Leadinfo alternative for large companies looking to handle all sales processes from a single point of control.

Who is it for?

Enterprises that need access to an extensive B2B prospecting database paired with comprehensive sales automation and management functionalities.

Top features 

  • Identifies companies visiting your website and reveals essential B2B information on them.
  • Massive B2B database with over 260M professional and 100M company profiles and 135M verified phone numbers.
  • AI-powered ICP search and optimization helps you create more precise ICP profiles and find the accounts that match them in ZoomInfo’s extensive database.

Pricing 

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

However, ZoomInfo doesn’t disclose prices for either, so you’ll have to contact its sales team for a custom quote.

The price will be primarily based on:

  • Features and functionality.
  • Number of licenses.
  • Credit usage.

Pros & Cons

✅ Features that enable more precise ad targeting and retargeting.

✅ Wide range of sales engagement options, from web chats and forms to automated outreach sequences.

✅ Strong coverage of B2B data for North American businesses.

❌ One of the most expensive solutions on the market.

❌ Limited intent data.

3. 6sense

Best for: Detecting heating accounts on your website.

6sense is an intent-driven ABM platform. This means it leverages intent signals to help you identify and prioritize surging accounts from the get-go.

The granular intent data it collects makes it a solid Leadinfo alternative for teams looking to better target and optimize their lead generation and outreach tactics.

Who is it for?

6sense is best suited for ABM teams of all sizes.

Top features 

  • It collects intent signals from multiple sources (the platform claims it analyzes 500B+ intent signals monthly), such as website visits, keyword searches, and engagement patterns, helping you identify leads most likely to convert now.
  • Has over 80 segmentation filters, enabling you to create dynamic audience segments based on firmographics, engagement data, and intent signals.
  • AI email agents put personalized email creation on autopilot.

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 provides some helpful insights into 6sense’s pricing policy, noting that the average 6Sense contract value is a staggering $123,711.

Pros & Cons

✅ Has advertising capabilities, letting you build targeting and retargeting campaigns based on its intent data.

✅ Insightful and actionable data.

✅ Intuitive interface.

❌ Costly.

❌ Doesn’t identify individual stakeholders visiting your website.

4. Visitor Queue

Best for: Real-time website personalization.

Visitor Queue is a UK-based website traffic tracking tool with website personalization capabilities.

It’s a solid Leadinfo alternative if you want to kill two birds with one stone at a pretty reasonable price.

Who is it for?

Businesses that primarily rely on their website content for conversions.

Top features 

  • Identifies companies visiting your website and reveals essential contact and B2B data.
  • Customizable filters let you easily segment and categorize leads and hide those that don’t match your ICP.
  • Lets you personalize your website in real-time for individual leads and segments based on the criteria you define.

Pricing

Visitor Queue has as many as 11 pricing plans based on the number of unique companies captured per month:

▶️ 100 companies - $39/mo.

▶️ 300 companies - $89/mo.

▶️ 500 companies - $109/mo.

▶️ 1,000 companies - $189/mo.

▶️ 2,000 companies - $299/mo.

▶️ 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.

It also has a 14-day free trial.

Pros & Cons

✅ Unlimited users and websites on each plan.

✅ Lets you deliver personalized content for leads on your website.

✅ Has options for sending emails to warm leads directly from the platform.

❌ Limited visitor data, only basic contact details.

❌ Issues with integrations.

5. Koala

Best for: Revealing website intent and tracking product usage metrics.

Koala is a comprehensive sales platform that identifies website visitors, reveals their intent, and tracks product usage. Its insights can be used to automate essential sales workflows.

It’s a good Leadinfo alternative if you need more granular intent data paired with product usage information to create more cross-selling and upselling opportunities.

Who is it for?

Marketing teams looking to enhance their lead generation efforts, as well as PLG teams that want to boost product adoption and generate new sales opportunities.

Top features 

  • Automated ICP scoring based on your historical data and newly won deals.
  • AI-powered Content Reports analyze intent and content that leads to conversion, automatically suggesting new custom signals for your business.
  • Automated CRM syncing and enrichment to reduce your reps' manual workload.

Pricing 

Koala has a free forever plan that lets you onboard up to three users and provides:

  • 5k Clearbit reveal credits/mo.
  • 250 account limit.
  • 250 Slack alerts/mo.
  • Standard integrations.
  • Prospector.

If you need more, you can subscribe to one of two paid options:

  1. Growth: Starting from $1,000/mo, includes everything in Free, plus 10k Clearbit reveal credits/mo, custom AI agents, unlimited accounts and Slack alerts.
  2. Business: Custom pricing, includes everything in Growth, plus custom number of users, custom Clearbit limits, lead scoring, content reports, automations, etc.

Pros & Cons

✅ Tracks product usage and translates it into actionable insights.

✅ Automated lead scoring.

✅ Automated outbound messages let you streamline outreach.

❌ Unintuitive interface.

❌ No live lead engagement features.

6. Albacross

Best for: Identifying EU-based B2B website visitors.

Albacross is a website visit identification platform primarily geared toward the EU market.

It provides a solid range of features for its price, making it a more cost-efficient alternative to Leadinfo.

Who is it for?

Albacross is best suited for small to mid-sized businesses whose target market is predominantly EU.

Top features 

  • Identifies companies visiting your website with solid accuracy rates and enriches them with B2B, first-party intent, and limited third-party intent data.
  • Auto segmentation based on built-in and custom filters.
  • Automated alerts notify your reps when a lead takes a relevant action, enabling them to react promptly.

Pricing 

Albacross has three pricing plans:

  1. Starter: Starting at €99/user/mo, includes 25 high-intent on-site leads revealed, 150 verified emails, AI-powered segmentation and ICP recommendations, etc.
  2. Professional: Starting at €159/user/mo, everything in Starter, plus 40 high intent leads and 250 verified emails, 5/week off-site buying signals, no limit on automated sequences, etc.
  3. Organization: Starting at €199/user/mo, everything in Professional, plus 50 high intent leads and 400 verified emails, 10/week off-site buying signals, advanced security settings, etc.

There’s also a 14-day free trial to try Albacross’s functionalities before subscribing.

Pros & Cons

✅ Fully GDPR-compliant.

✅ User-friendly.

✅ Tracks an unlimited number of visitors on each plan.

❌ Reveals only company visitors.

❌ Very limited intent data.

7. Salespanel

Best for: Capturing and automatically qualifying website leads.

Salespanel is a marketing analytics and lead generation platform designed to help businesses effectively identify, track, and qualify leads.

It’s a solid Leadinfo alternative if you’re looking for a more precise lead qualification tool.

Who is it for?

Smaller businesses with basic website visitor identification and lead scoring needs.

Top features 

  • Customer journey tracking collects touchpoints and signals your leads leave across channels, including web forms, landing pages, live chats, and email campaigns. This helps you understand their stage and adjust your approach accordingly.
  • Rule-based lead scoring workflows to prioritize leads, ensuring that sales teams focus on prospects with the highest potential.
  • Dynamic lead segmentation allows users to categorize leads based on individual, firmographic, demographic, and behavioral attributes.

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 is the number of website visitors you can identify and 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.

✅ Robust integrations.

❌ The costs can easily add up, given the caps and limitations in the essential packages.

❌ Annual plans only.

8. Dealfront

Best for: GDPR-compliant B2B prospecting and lead generation.

Dealfront is a B2B sales intelligence and website visitor identification platform created by merging Echobot and Leadfeeder.

It holds data on millions of EU-based B2B contacts, making it an excellent Leadinfo alternative if primarily focused on the EU market.

Who is it for?

Enterprises whose target market is located in the EU.

Top features 

  • Identifies companies visiting your website and delivers on-site intent insights.
  • Extensive GDPR-compliant B2B database primarily focused on European data (34M+companies and 106M+contacts) and deep coverage of specific European regions (e.g., Benelux, DACH, Nordics, etc.).
  • Browser extension for finding relevant B2B data on the go.

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 allows you to identify up to 100 monthly website visitors but excludes 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 €165 per month, with the final price depending on the number of identified companies.

The website visitor identification plan has a 14-day free trial.

Note: Subscriptions are priced per website. So, if you want to track and identify visitors on multiple websites, you’ll have to pay separately for each.

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.).

✅ Robust CRM integrations.

❌ 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. 

9. Factors.ai

Best for: In-depth marketing attribution.

Factors.ai is an AI-driven marketing analytics platform that empowers businesses to enhance their sales pipelines by capturing and analyzing cross-channel intent signals.

It’s a good Leadinfo alternative if you want to identify website visitors and track their engagement with your marketing efforts.

Who is it for?

Factors.ai is a good choice for marketing teams of all sizes using account-based marketing or high-touch sales models.

Top features 

  • Multi-touch attribution, including LinkedIn ad campaign attribution and retargeting, content attribution, and even offline event analytics, provides users with a complete picture of their marketing campaigns’ performance and directs them toward warm leads.
  • Funnel analysis maps out the entire customer journey and lets you track how leads progress through the pipeline, identify touchpoints, and detect bottlenecks.
  • Tools for segmenting, scoring, and analyzing high-intent accounts.

Pricing 

Factors.ai has a free forever plan that lets you identify up to 200 companies visiting your website per month.

It also provides customer journey timelines, starter GTM dashboards, up to 5 segments and 20 custom reports.

If you need access to more versatile features, there are three paid plans to choose from:

  1. Basic: $549/mo, which includes 5 seats, 3000 identified companies, advanced GTM dashboards, advanced website analytics, custom metrics and KPIs, and more.
  2. Growth: $1,299/mo, includes up to 10 seats, 8000 identified companies, LinkedIn attribution, ABM analytics, account scoring, etc.
  3. Enterprise: Custom pricing, up to 25 seats, custom number of identified companies, multi-touch attribution (campaigns, content, offline events & more), up to 15 alerts on Slack / MS Teams, etc.

Pros & Cons

✅ Automatic lead scoring and qualification.

✅ Robust integrations.

✅ Intuitive interface.

❌ Issues with capturing and accurately identifying website leads.

❌ Multi-touch attribution is available only on its top pricing tier.

10. Common Room

Best for: Capturing buying signals across sources and translating them into actionable insights.

Common Room is a customer intelligence platform designed to help GTM teams capture and analyze buying signals, identify key stakeholders, and automate engagement to drive revenue growth.

It’s a highly customizable and very flexible platform, which makes it a good Leadinfo alternative if you need a solution you can easily adjust to your unique needs.

Who is it for?

Account-based and product-led sales teams that need granular insights collected from multiple touchpoints.

Top features 

  • AI-driven engine that captures buying signals anywhere on the web, summarizes them into comprehensive lead profiles, and auto-surfaces accounts that best match your ICP.
  • Person 360 provides a unified, 360-degree view of each individual and associated account by consolidating data from various touchpoints, offering insights into a person's role, engagement history, and interactions.
  • Automation tools and an AI assistant named RoomieAI to streamline workflows.

Pricing

Common Room has three pricing tiers:

  1. Starter: Starting at $999/mo, includes 2 seats, up to 35k contacts, unlimited alerts, workflows, and segments.
  2. Team: Starting at $1,999/mo, includes 3 seats, up to 100k contacts, and everything in Starter.
  3. Enterprise: Custom price, up to 10 seats, 200k contacts included, all integrations, and everything in Team.

All plans are annual only.

Pros & Cons

✅ Options for setting up automated workflows.

✅ Tracks intent signals across the web.

✅ User-friendly interface.

❌ Annual billing only.

❌ Learning curve.

Identify Your Warmest Leads with Warmly

So, which of these Leadinfo alternatives is the best for you?

Each will surely get the job done - after all, that’s how they made the list in the first place.

However, some offer more nuanced capabilities for detecting leads most likely to convert right now, such as Warmly.

With it, your SDRs will understand at a glance who your hottest leads are and engage them while their interest is at its peak, increasing conversions across levels.

Don’t believe me?

Sign up for Warmly’s free plan and start filling your sales pipeline with warm leads today.

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

Read More

  • ZoomInfo Review: Learn more about one of Warmly’s top competitors, ZoomInfo, and what functionality the platform offers.
  • Cognism Review: Check out my review of Cognism, which is a direct competitor of platforms like Clay and Apollo.
  • Leadfeeder Review: Learn more about Leadfeeder’s pricing structure, features, customer support, and data quality.
  • 6sense Review: Check out our review of 6sense, going over its features, data quality, and integrations.
  • Best B2B Data Providers: Find the optimal B2B data platform for your use case.
  • Best Lead Intelligence Software: Find the best platform for gaining critical insight into your leads.
  • Best GTM Tools: Optimize your GTM strategy with some of the best GTM software on the market today.
  • Best Sales Intelligence Tools: Look beyond popular options like Apollo and Zoominfo to find the optimal solution for your use case.
Clay Pricing: Is It Worth It in 2025? [Reviewed]

Clay Pricing: Is It Worth It in 2025? [Reviewed]

Time to read

Alan Zhao

Are you wondering if Clay’s pricing works for your organization’s budget and if the tool has a good value for money?

In this article, I’ll review Clay’s pricing model, credit system, and Enterprise pricing to help you make an informed decision.

➡️ At the end of this article, I’ll introduce you to an alternative to Clay that offers real-time intent detection and visitor de-anonymization.

Clay Pricing Plans Overview

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: $134/month when billed annually for 24,000 credits/year, which adds up to 5,000 searches per month of people and companies, access to phone number enrichments and the ability to use your own API keys.
  • Explorer: $314/month when billed annually for 120,000 credits/year, which adds up to 10,000 company searches per month, webhooks and email sequencing integrations.
  • Pro: $720/month when billed annually for 600,000 credits/year, which adds up to 25,000 company searches per month and access to CRM integrations.
  • Enterprise: Custom pricing for a custom amount of credits for up to 50,000 company searches per month and AI prompting support.

➡️ You can try Clay with a 14-day free trial of its Pro plan with no CC required.

Let’s go over each one of Clay’s paid plans in more detail: 👇

What Are Clay Credits?

Clay credits are the platform’s currency that you’ll be spending to reveal prospect data and perform actions in the platform.

I found that the cost varies depending on the data provider (e.g., 13 credits for Selligence) and the data point in question (e.g., 2 credits for finding a mobile number).

Clay’s Free Plan

Clay offers a free plan that lets you access its platform at no cost with unlimited users.

Clay’s free plan gives you access to:

  • 100 credits per month.
  • Up to 100 people and company searches.
  • AI/Claygent.
  • Rollover credits to the following year.
  • Access to 100+ integration providers.
  • Clay’s Chrome extensions.

Drawback – Steep Learning Curve

According to users of the platform, it can take you weeks to fully understand how to use Clay’s capabilities.


‘’It's not the easiest tool to use, to be fair. Over the months they've evolved but at least in my memory when I started it took me weeks to understand what's what.’’ – G2 Review.

Clay’s Starter Plan

Clay’s Starter plan starts at $134/month when billed annually or $149/month when billed monthly and adds access to more credits.

Clay’s Starter plan gives you access to everything in the Free tier, plus:

  • 2,000 credits per month.
  • Up to 5,000 people and company searches.
  • Phone number enrichments.
  • The ability to use your own API keys.

Drawback – Not Easy To Integrate With CRM & LinkedIn

One of Clay’s drawbacks is that small businesses on the lower-paid plans cannot sync with their CRM and LinkedIn – as CRM integrations are not on Clay’s Starter plan.

‘’Nothing I dislike, but I wish it was easier to integrate with my CRM and LinkedIn.’’ – G2 Review.

Clay’s Explorer Plan

Clay’s Explorer plan starts from $314/month when billed annually and $349/month when billed monthly and adds more credits and integrations.

Clay’s Explorer plan gives you access to everything in the Starter tier, plus:

  • 10,000 credits per month.
  • Up to 10,000 people and company searches.
  • The ability to integrate with any HTTP API.
  • Access to Clay’s webhooks.
  • Access to email sequencing integrations.
  • The ability to exclude people/company filters.

Drawback - The Platform Can Get Expensive

As we enter through more functionality of the platform, you can expect to be spending plenty of credits – especially if you don’t know how to use Clay’s APIs and integrations.

‘’It can get very expensive if you don't know how to use it with API's and integrations. Creating the correct waterfall and using the correct APIs can make it a game changer for your outbound.’’ – G2 Review.

Clay’s Pro Plan

Clay’s Pro plan starts at $720/month when billed annually and $800/month when billed annually and adds CRM integrations.

Clay’s Pro plan gives you access to everything in the Explorer tier, plus:

  • 50,000 credits per month.
  • Up to 25,000 people and company searches.
  • CRM integrations for seamless data sync.

Drawback – Burning Credits Can Be Quick

Even at the Pro tier, customers of the platform mention that burning through the credits can be quick.

This is especially the case when you’re pulling information from a lot of different data sources.

‘’I think it would be that it can in some cases be quite easy to burn a lot of credits quickly without realizing it. Especially if you're pulling in a ton of different data sources. With that in mind, it could be helpful to have 'credit estimates' or 'maximum credit usage' for a given run to help mitigate that.’’ – G2 Review.

Clay’s Enterprise Plan

Clay’s Enterprise plan has custom pricing for a custom amount of credits and adds more support.

Clay’s Enterprise plan gives you access to everything in the Pro tier, plus:

  • Custom credits per month.
  • Up to 50,000 people and company searches.
  • Unlimited rows of data.
  • 40 action columns per table.
  • AI prompting support.
  • Data engineering with Snowflake.
  • Dedicated Slack support.
  • Credit reporting analytics to keep track of your credit spending.
  • SSO for improved security.

How Much Does Clay’s Enterprise Plan Actually Cost?

According to 3rd party data from Vendr, the median contract value of Clay’s Enterprise plan is $30,400/year based on data from 19 purchases with the highest reported price going for $154,000/year.

Looking For An Alternative To Clay To Close More Leads?

As some users are not satisfied with Clay’s pricing structure, steep learning curve, and integrations, I wanted to introduce an alternative to Clay for GTM teams – Warmly (that’s us).

Warmly provides you with the most accurate, real-time, person-level de-anonymization data and signal tracking to help you identify your warmest leads and reach out to them immediately.

I believe that the actual golden opportunities lie in intent data—the ability of your systems to tell you when people are interested in your company and why.‎

Our signal-based revenue orchestration platform 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.

It’s the best option for companies looking to combine intent and action data to drive sales.

Let’s take a look at Warmly’s features that make it the best Clay alternative on the market: ⤵️

1. Reveal Website Intent

Similarly to Clay, Warmly identifies your website visitors.

However, unlike Clay, Warmly can identify both companies and the individual profiles that are browsing your website.

As a result, your reps can focus their efforts on the right stakeholders from the get-go.

With Warmly, you’ll get another ace up your sleeve.

Once it identifies website visitors, the platform proceeds to enrich each visitor with:

  • B2B data (email address, company name, phone number, industry, size, technographic, etc.).
  • First-party intent data (details of your visitors’ website sessions, such as visited pages, recurring visits, etc.).
  • Third-party intent data (insights into visitors’ entire digital buyer’s journey, including visits to competitors’ websites, job change intent, etc.).

This combination of first- and third-party intent data enables you to identify the leads that are most likely to buy right now as Warmly picks up the buying signals they’ve left throughout the web—on your website and beyond.

Your sales reps will be able to recognize who your hottest leads are right now and design tailored strategies for reaching out to them.

Check out our product walkthrough to learn more about Warmly’s features in use:


‎

Why Is Intent Data Important?

Trying to sell a water bottle to someone who just walked out of their office isn’t the same as selling a water bottle to a runner who just finished a workout.

Understanding intent signals and recognizing them in time lets you:

  • Qualify and score leads with greater precision and easily identify the hottest leads.
  • Reach out when their interest level is at its peak.
  • Create a hyper-personalized approach for each lead based on the contextual insights you have at hand, like which pages they visited, what they searched for, etc. 

This helped Behavioral Signals shorten its sales cycle by 50-90% and source nearly $7M in its pipeline.

Platforms that omit intent data from their offering slow your lead generation efforts from the get-go, leaving you without one of the most powerful weapons in sales reps’ arsenals.

2. Streamline Sales Engagement Processes

Warmly’s automation features are by far one of the things most customers love about the platform.

Warmly uses intent signals it picks up to build complex workflows on top of them, enabling you to reach out to all the right leads at the best possible time.

It provides several automation features, including:

Orchestrator, which lets you automate email and LinkedIn outreach. The Orchestrator is highly configurable, meaning you can set up all the important parameters as you see fit, including:

  • The action that triggers the workflow (lead matching your ICP lands on your website or a website visitor comes back to your pricing page).
  • Filters that define which companies and individuals should be included in the workflow (these include everything from company size and industry to job position and seniority, etc.).
  • The course that the workflow should take (send a contextual email, a personalized LinkedIn DM, or a LinkedIn connection request).

This capability improves time-to-lead, while SDRs can take over ones that respond and provide a personalized experience.

The AI-powered prospector prevents quality leads from falling through the cracks simply because you didn’t have a sales rep on hand.

Try it yourself 👇or watch it in action. 


💡Note: You will need to be on one of Warmly’s paid plans to gain access to AI Prospector. For ARC, the ROI was 200% over 6 months. 

AI Chat, which is an AI-driven chatbot that can be trained to:

  • Qualify leads.
  • Answer their questions.
  • Book meetings.
  • Offer relevant collaterals.
  • Engage leads.

Lead routing, which lets you set up real-time Slack notifications that will alert the adequate sales rep whenever a lead matching certain criteria lands on your website or takes a high-intent action.

The combination of these automation features ensures that:

  • Every high-value lead will be engaged.
  • Your sales reps will have more time to focus on things that matter than most rather than act as surveillance guards on your website 24/7.

3. Live Video Chat

Engaging your leads while they’re still hot can make the difference between a successfully closed deal and an opportunity that is forever lost.

With Warmly, you won’t have to worry about that, as its Live Video Chat feature lets you engage leads while they’re still visiting your website.

In the “Warm Calls” section of Warmly’s dashboard, your sales team can see who’s visiting your website right now and monitor their session in real-time.

Once you detect a high-intent lead based on Warmly’s insights or a visitor matching your ICP, you can engage them in a video chat immediately.

Alternatively, you can rely on automated lead routing to notify reps whenever a high-value lead ends on your website. 

This allows you to monitor their website interactions and hop on a call when they assess the time is right.

Try it out here:


4. A B2B Prospect Database: Coldly

Warmly lets you access Coldly, which is 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 sales reps need to make initial contact, including:

  • Validated emails.
  • Phone numbers.
  • LinkedIn profiles.

Our database also provides 25+ B2B filters and customizable data filters that you can set up, enabling your sales team to build highly targeted prospect lists in a few seconds.

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 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.

Warmly’s Pricing

Similar to Clay, Warmly offers a free plan to get started with the platform and a monthly paid plan that is good for small businesses.

Warmly’s free plan 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.

If you need more, there are four paid plans to choose from:

  • Micro: Starts at $333/month when billed annually and adds unlimited seats, 5,000 monthly visitors revealed, first-party intent signals, alerts, and access to Warmly’s extensive database of B2B contact data.
  • Starter: Starts at $12,000/year, everything in Micro, plus 10,000 monthly visitors, third-party signals, AI Chat, and CRM syncs.
  • Business: Starts at $19,000/year for up to 10,000 visitors or $28,000/year for up to 75,000 visitors, everything in Starter, plus second-party signals, sales orchestration, and lead routing.
  • Enterprise: Starts at $30,000/year, lets you identify a custom number of visitors, includes everything in Business, plus custom signals and warm calling.

Next Step: De-Anonymize Your Visitors & Reach Out To Them With Warmly

Clay starts off as an affordable sales intelligence platform but its costs can quickly scale up, especially when you’re new to the platform and don’t know how to use up its credits efficiently.

Warmly offers a more cost-effective option across all tiers. Your brand will get more credits, more signals, and better data at a lower annual cost.

If you’re looking for a revenue orchestration platform that offers:

  • A way to instantly engage with your highest intent leads with Warmly’s AI chat.
  • A platform that works in real-time and can automatically notify the right salesperson as soon as an ICP lead shows buying intent so they can act immediately.
  • The ability to create a human-to-human connection with any high-intent web visitor through video chat right on your site.
  • The ability to send leads to the right salesperson automatically and notify them via Slack with a high-intent lead is active on your website.
  • A free email and LinkedIn database that comes with a <1% bounce rate.
  • A Bombora integration that lets you proactively reach out to your warm leads and track who’s researching terms relevant to your product and brand and get in front of them before your competitors do.

Then you can start with Warmly for free.

Read More

  • ZoomInfo Review: Learn more about one of Warmly’s top competitors, ZoomInfo, and what functionality it offers.
  • Cognism Review: Check out our review of Cognism, which is a direct competitor of platforms like Clay and Apollo.
  • Leadfeeder Review: Learn more about Leadfeeder’s pricing structure, features, customer support, and data quality.
  • 6sense Review: Check out our review of 6sense, going over its features, data quality, and integrations.
  • Best B2B Data Providers: Find the optimal B2B data platform for your use case.
  • Best Lead Intelligence Software: Find the best platform for gaining critical insight into your leads.
  • Best GTM Tools: Optimize your GTM strategy with some of the best GTM software on the market today.
  • Best Sales Intelligence Tools: Look beyond popular options like Apollo and ZoomInfo to find the optimal solution for your use case.
Cognism Review: Is It Worth It in 2025? [In-Depth]

Cognism Review: Is It Worth It in 2025? [In-Depth]

Time to read

Alan Zhao

Are you wondering if Cognism is the right sales intelligence platform for your sales and marketing team?

In this detailed Cognism review, I’ll analyze the platform's features, usability, data quality, integrations, and even customer support to help you make an informed decision.

TL;DR

  • Range of features: 9/10. Cognism provides a comprehensive range of features, including access to a large B2B database with validated emails and phone numbers, 3rd party intent data, and AI-powered sales prospector.
  • User interface and usability: 8/10. The platform offers an easy-to-use and intuitive interface, but beginners might experience a slight learning curve in the beginning.
  • Data quality: 8/10. Despite Cognism’s high accuracy in the US market, the platform struggles to provide its users with good data accuracy in the APAC and Asian markets. There are also some complaints about inaccurate or outdated contact information.
  • Integrations: 7/10. The platform does not reveal its full range of integrations, but customers are happy with how easy it is to set up the integrations.
  • Customer support: 8/10. Cognism provides its customers with good customer service – but the platform does not disclose what customer support and customer success is included in their paid tiers.
  • Pricing model: 6/10. Plenty of users agree that Cognism’s pricing structure is high in comparison to alternatives and constantly try to upsell them more features. The platform also lacks a free plan.

Average rating: 7.6/10.

Cognism Overview

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

The goal of the platform is to provide you with mobile phone numbers and B2B emails of ICP-fit prospects.

The platform has gained recognition for its massive B2B contact database, especially its ‘’Diamond’’ contact data and intent data.

I think of Cognism as an excellent option for medium-sized and large enterprises looking for vast B2B databases in a variety of industries.

💡 Since the aim of this article is to review Cognism in great detail, I’ll be giving my unbiased ratings on the platform’s features, user interface, data quality, integrations, and customer support.

Let’s dive deeper into the platform’s sales features: 👇

Cognism’s Core Features

Validated Emails & Verified Phone Numbers For Prospects

Cognism lets you get access to validated emails and verified phone numbers for your key prospects.

The platform boasts a comprehensive worldwide coverage across EMEA, NAM, and APAC regions with access to validated emails and what they call, ‘’the largest mobile dataset in the market.’’

The way it works is that the platform has an advanced data quality engine that combines AI and human verification to ensure information accuracy.

Cognism’s data is compliant with international privacy regulations, such as GDPR and CCPA – which is why you’ll see ‘’Do-Not-Call’’ on some of the prospects.

Intent Data

Cognism lets you access 3rd party intent data of people actively searching for a solution like yours – enriched with the most up-to-date and complete contact data.

The platform has partnered with Bombora, a leader in 3rd party intent data, to provide you with valuable insights into buyer behaviour and prospect’s readiness to purchase.

You and your team will be able to prioritize and personalize your outreach to accounts that are already in the market for your solution.

This way, you can capture warm opportunities earlier in their buying journey while they’re still evaluating different competitors and options.

Revenue Operations

Cognism lets you power up your revenue operations engine with data enrichment, territory planning, lead scoring, and sales empowerment features. 

The platform offers revenue teams:

  • Data enrichment with both scheduled and instant data enrichment options to help you maintain up-to-date and accurate CRM data.
  • Territory planning functionality, which helps you calculate your total addressable market (TAM).
  • Lead scoring with populated missing values in your database.

AI-Powered Sales Prospecting

Cognism lets you use its AI-powered sales prospector to type or speak your search directly into the search bar and get a list of ICP-fit accounts.

The Prospects leverages AI to help you quickly identify and connect with ideal customers through enriched contact data.

According to Cognism’s estimations, its AI-powered search cuts prospecting time by 74% since it allows its clients to find leads faster through text input.

Rating: 9/10.

Cognism offers a comprehensive range of features for sales prospecting with its 3rd party intent data insights and best-in-class lead information.

The users of the platform are particularly satisfied with its B2B contact database, which includes detailed company and individual profiles that let them easily find decision-makers.

‘’Cognism is an outstanding platform for sales and marketing professionals looking to streamline lead generation and enhance prospecting efforts. One of its best features is its vast and accurate B2B contact database, which includes detailed company and individual profiles, enabling users to quickly identify and reach out to decision-makers. This is particularly useful for companies looking to target specific industries or regions.’’ - G2 Review.

Cognism’s User Interface: Is It Easy To Use?

Cognism’s user interface is how I expected it to be:

There are a large number of filters in their database that you can look through to find your ideal prospects.

Source.

➡️ You can also manually include and exclude keywords, which is particularly useful for finding niche industries, such as ‘’B2B construction’’ – a nice touch from them.

When it comes to getting your lead information, you can build lead lists and then directly export them to your database with the tool’s CRM integrations.

Rating: 8/10.

Cognism offers an intuitive database of B2B prospects that lets you easily build a lead list and then export it to your CRM.

However, if you’re a beginner to sales intelligence and lead database tools, you might experience a slight learning curve.

‘’Learning curve for beginners.’’ - G2 Review.

Cognism’s Data Quality

Cognism offers a large database of verified contact-level data – but how accurate is that data exactly?

According to Cognism, the platform’s data comes from various sources, including public records, partnerships, and proprietary methods.

When I opened Cognism’s G2 review, I saw that the top 5 cons listed for the platform were related to inaccurate data, outdated information, and incorrect phone numbers.

When I scrolled down to see the opinions of verified users of the platform, I noticed that plenty of them noted that Cognism’s data can be inaccurate with false numbers.

‘’Occasionally, the data provided is inaccurate with false numbers. Although this is only a very small percentage of data gathered.’’ – G2 Review.

However, users do claim that this is not the norm and only a small percentage of the data is inaccurate.

Apparently, Cognism also struggles with finding data related to specific verticals, according to an Enterprise customer of the tool.

‘’It does not cover every industry and can have some wrong companies in certain industries.’’ – G2 Review.

The same goes for businesses looking to expand to regions beyond NAM and AMEA, as customers of the tool report issues with finding Asian-based contacts in particular.

‘’I would say the thing that I somewhat dislike are the cases in which the Chrome extension cannot get information details from some of the LinkedIn leads, especially from countries in Asia more specifically.’’ – G2 Review.

Rating: 8/10.

Cognism offers a comprehensive contact-level database with additional 3rd party intent signals.

Even though there are complaints about data inaccuracy, it’s expected that some of the data can be outdated.

After all, you’re not collecting and using first-party data; you’re using their third-party data, which means that it’s inevitable some of the data will be outdated – similar to tools like Apollo.

Cognism’s Integrations

Cognism does not disclose its complete range of integrations.

From what I was able to see on their platform, the platform offers a good range of CRM integrations with tools like Salesforce, Pipedrive, and HubSpot.

The software also integrates with outreach tools, such as Outreach and Salesloft.

Rating: 7/10.

Even though Cognism does not reveal its range of native integrations, I’m still willing to give it a good rating because customers of the tool note how easy it is to integrate Cognism to build automated workflows.

‘’The seamless integration with CRM tools and the automated workflows have significantly increased our outreach efficiency. It’s a powerful tool for any sales team looking to scale and drive results.’’ - G2 Review.

Cognism’s Customer Support

Cognism also does not disclose what kind of customer support it provides to its customers.

Despite this, I was able to gauge the level of support the platform provides its users from G2 reviews.

The common opinion is that Cognism provides excellent customer support to its customers in case they have questions or concerns about the tool.

‘’The exceptional customer support was the cherry on top, ensuring a smooth and efficient experience.’’ – G2 Review.

Moreover, users go on to claim that they’ve had enablement sessions with Cognism’s team to ensure that they are using the platform to its potential.

‘’Their customer support is fantastic, too! They’re always so friendly and quick to help if you have any questions or need advice. We've had some great enablement sessions which have allowed us to make the best use of the platform.’’ - G2 Review.

Rating: 8/10.

Even though Cognism does not disclose what customer service you can expect, users of the platform are satisfied with the level of support provided – with very few exceptions.

Cognism’s Pricing Model: Does It Provide A Good Value For Money?

While Cognism offers custom pricing plans for your business needs, the customization is done on top of its two core packages: Platinum and Diamond.

In our detailed Cognism pricing guide, we were able to uncover the following pricing information:

  • The Platinum Tier offers essential features and is under a price bracket of $1,500 to $10,000 annually.
  • The Diamond Tier is priced between $2,550 and $25,000 per annum and comes with advanced features and AI capabilities.

Both plans offer huge pricing flexibility, making Cognism ideal for companies with a mid-sized team to an enterprise organization.

There’s also a reported one-time platform fee that costs a few thousand dollars.

Rating: 6/10.

When it comes to sales intelligence platforms, Cognism is definitely on the more expensive side.

The platform’s pricing structure might not be within the budget of small businesses or freelancers looking for accurate B2B data.

Since Cognism does not disclose specific pricing publicly, budgeting is also becoming challenging for users. 

All we know for now is that it has a one-time platform fee ranging thousands of dollars, plus the per-user pricing model increases team usage significantly.

How Does Cognism Compare To Alternatives On The Market?

You can look at our in-depth Apollo review to learn more about one of Cognism’s top competitors.

What Are Customers Saying About Cognism?

Throughout this article, I’ve been showing you a glimpse of some of the users’ opinions on Cognism – but let’s dive a bit deeper.

TL;DR: 

What users love about Cognism:

  • The majority of the B2B prospect data is accurate and GDPR-compliant.
  • Good real-time data enrichment.
  • Seamless CRM integrations.
  • User-friendly interface.

‘’What I like best about Cognism is its accurate and GDPR-compliant B2B contact data, which makes prospecting much more efficient. The platform’s real-time data enrichment ensures that sales and marketing teams have up-to-date information, improving outreach success rates. Additionally, its seamless CRM integrations and user-friendly interface make it easy to navigate and incorporate into existing workflows, saving time and increasing productivity.’’ – G2 Review.

‘’Cognism is a key piece in helping conduct new business expansion and growth plans but also drilling down into contacts that we identify with high intent and are likely to engage with our products and services. The interface is easy to navigate (the AI search piece reduces the admin in locating information), and the integration piece (along with creating 'lists') makes it easy to pull data out - and fast.’’ – G2 Review.

Common complaints about Cognism:

  • The pricing structure is not affordable for smaller businesses. Some of the features will require an additional budget to access, and there are continuous upsells.
  • Limited coverage in some regions, including APAC and Asia.
  • Contact information can be outdated, missing or inaccurate.

‘’Continuous upsells. Initially, you get access to the platform for around €4-5k, depending on your negotiation skills. Then, while you browse, things are alright & good/easy to use. But if you want to start exporting information, which you've already paid for a ton, into list and then push these lists to some mailing software, then you have to purchase additional export credits. Terrible, as there are continuous hidden upsells in the platform. I paid €4.5k for access, and if I want to export 1.5k contacts, I have to pay an additional €2k just to earn export credits. As ridiculous as it seems, that's the reality.’’ – G2 Review.

Verdict: Is Cognism Really Worth It?

So far, I've rated Cognism:

  • Range of features: 9/10.
  • User interface and usability: 8/10.
  • Data quality: 8/10.
  • Integrations: 7/10.
  • Customer support: 8/10.
  • Pricing model: 6/10.

Which gives Cognism an average rating of 7.6/10 for me.

To summarize:

Cognism is the ideal choice if you:

✅ Are looking for a platform with a large database of mostly accurate B2B contact data in the US region.

✅ Would benefit from 3rd party intent data on which customers are in the market for your solution.

✅ Require advanced filtering options for more targeted prospecting.

Cognism isn’t the best option if you:

❌ Fear that the costs can easily stack up with all of the functionality and seats you’d need.

❌ Are a B2C business or looking for freelancers (according to Cognism).

❌ Need real-time engagement features, first-party data, and intent data that Cognism’s competitors offer.

Looking For A Cognism Alternative?

Despite Cognism’s comprehensive B2B contact database, 3rd party intent data and capabilities for RevOps teams, some users are still finding faults with the tool’s data quality and pricing model.

In 2025, I feel like more and more SMBs have been waking up to the fact that cold B2B sales outreach that companies like Cognism are supporting is not working very well.

Enter Warmly (that’s us) – a signal-based revenue orchestration platform that provides a wide range of features designed to:

  • Capture warm leads that visited your website (first-party data).
  • Identify the hottest ones.
  • Automatically engage and nurture them, helping your sales reps to successfully convert them.

Let me walk you through the factors that make Warmly an attractive alternative to Cognism for sales teams.

I’ll start with a breakdown of several of Warmly’s core features: 👇

1. Reveal Website Intent

Unlike Cognism, Warmly identifies your website visitors.

Warmly can identify both companies and the individual profiles that are browsing your website.

As a result, your reps can focus their efforts on the right stakeholders from the get-go.

Once our platform identifies website visitors, Warmly proceeds to enrich each visitor with:

  • B2B data (email address, company name, phone number, industry, size, technographic, etc.).
  • First-party intent data (details of your visitors’ website sessions, such as visited pages, recurring visits, etc.).
  • Third-party intent data (insights into visitors’ entire digital buyer’s journey, including visits to competitors’ websites, job change intent, etc.).

This combination of first- and third-party intent data enables you to identify the leads that are most likely to buy right now as Warmly picks up the buying signals they’ve left throughout the web—on your website and beyond.

Your sales reps can recognize who your hottest leads are right now and design tailored strategies for reaching out to them.

Check out our product walkthrough to learn more about Warmly’s features in use:


Why Is Intent Data Important?

Trying to sell a water bottle to someone who just walked out of their office building isn’t the same as selling a water bottle to a marathon runner who just finished their workout.

Understanding intent signals and recognizing them in time lets you:

  • Qualify and score leads with greater precision and easily identify the hottest leads.
  • Reach out when your prospects’ interest level is at its peak.
  • Create a hyper-personalized approach for each lead based on the contextual insights you have at hand, like which pages they visited, what they searched for, etc. 

This helped Behavioral Signals shorten its sales cycle by 50-90% and source nearly $7M in its pipeline.

Platforms like Cognism that omit first-party intent data from their offering slow your lead generation efforts from the get-go, leaving you without one of the most powerful weapons in sales reps’ arsenals.

2. Build Targeted Lead lists With Coldly

Similar to Cognism, Warmly has a static B2B database, Coldly, to help users build highly targeted lead lists more efficiently.

Coldly holds data on 200M+ accounts and contacts worldwide, in addition to having more than 25 built-in B2B data filters and the option for creating customized filters to fit specific business needs and industries.

Since the data is refreshed daily, you can have peace of mind that all your essential B2B data is accurate, relevant, and up-to-date.

You can do anything from building contact lists to automatically enriching your CRM contacts without spending hours on this.

3. Streamline Sales Engagement Processes

Warmly’s automation features are by far one of the things most users love about the platform.

Our platform uses intent signals it picks up to build complex workflows on top of them, enabling you to reach out to all the right leads at the best possible time.

It provides several automation features, including:

Orchestrator, which lets you automate email and LinkedIn outreach. The Orchestrator is highly configurable, meaning you can set up all the important parameters as you see fit, including:

  • The action that triggers the workflow (lead matching your ICP lands on your website or a website visitor comes back to your pricing page).
  • Filters that define which companies and individuals should be included in the workflow (these include everything from company size and industry to job position and seniority, etc.).
  • The course that the workflow should take (send a contextual email, a personalized LinkedIn DM, or a LinkedIn connection request).

This capability improves your time-to-lead, while SDRs can take over ones that respond and provide a personalized experience.

The AI-powered prospector prevents quality leads from falling through the cracks simply because you didn’t have a sales rep on hand.

Try it yourself 👇or watch it in action. 


💡Note: You will need to be on one of Warmly’s paid plans to gain access to AI Prospector. For ARC, the ROI was 200% over 6 months. 

AI Chat, which is an AI-driven chatbot that can be trained to:

  • Qualify leads.
  • Answer their questions.
  • Book meetings.
  • Offer relevant collaterals.
  • Engage leads.

Lead routing, which lets you set up real-time Slack notifications that will alert the adequate sales rep whenever a lead matching certain criteria lands on your website or takes a high-intent action.

The combination of these automation features ensures that:

  • Every high-value lead will be engaged.
  • Your sales reps will have more time to focus on things that matter than most rather than act as surveillance guards on your website 24/7.

4. Live Video Chat

Engaging your prospects while they’re still hot and on your website can make the difference between a successfully closed deal and an opportunity that is forever lost.

With Warmly, you won’t have to worry about that, as its Live Video Chat feature lets you engage leads while they’re still visiting your website.

In the “Warm Calls” section of Warmly’s dashboard, your sales team can see who’s visiting your website right now and monitor their session in real-time.

Once you detect a high-intent lead based on Warmly’s insights or a visitor matching your ICP, you can engage them in a video chat immediately.

Alternatively, you can rely on automated lead routing to notify reps whenever a high-value lead ends on your website. 

This allows you to monitor their website interactions and hop on a call when they assess the time is right.

Try it out here:


Warmly’s Pricing

Unlike Cognism, Warmly offers a free plan to get started with the platform and a monthly paid plan that is good for small businesses.

Warmly’s free plan 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.

If you need more, there are four paid plans to choose from:

  • Micro: Starts at $333/month when billed annually and adds unlimited seats, 5,000 monthly visitors revealed, first-party intent signals, alerts, and access to Warmly’s extensive database of B2B contact data.
  • Starter: Starts at $12,000/year, everything in Micro, plus 10,000 monthly visitors, third-party signals, AI Chat, and CRM syncs.
  • Business: Starts at $19,000/year for up to 10,000 visitors or $28,000/year for up to 75,000 visitors, everything in Starter, plus second-party signals, sales orchestration, and lead routing.
  • Enterprise: Starts at $30,000/year, lets you identify a custom number of visitors, includes everything in Business, plus custom signals and warm calling.

Find Out Who Your Warmest Leads Are With Warmly

While Cognism provides diamond-level B2B prospect data accuracy and 3rd party intent data, some users have found issues with the tool’s data reliability and pricing model that can get a bit too expensive with its constant upsells.

Such an expensive platform that also includes a one-time platform fee can impact your bottom line and the return on investment you see from the tool – while providing you with only the means to reach out to cold prospects.

With Warmly, all that changes.

Our revenue orchestration platform enables you to identify website visitors, detect the hottest leads among them, and engage them via automated outreach sequences perfectly personalized to each lead.

Want to know for sure if Warmly is a good fit for your sales and marketing team?

Try Warmly for free and start building a steady, warm pipeline in minutes.

Or, book a demo with our team for a personalized tour of all of Warmly’s capabilities.

Read More

Leadfeeder Review: Is It Worth It in 2025 [Reviewed]

Leadfeeder Review: Is It Worth It in 2025 [Reviewed]

Time to read

Alan Zhao

Are you wondering if Leadfeeder is the right demand generation platform for your team?

In this honest Leadfeeder review, I’ll analyze the platform's features, usability, data quality, integrations, and even customer support to help you make an informed decision.

TL;DR

  • Range of features: 7/10. Leadfeeder offers website identification and lead list creation with lead scoring and form, video, and download tracking – but the tool lacks real-time engagement and advanced automation features for outreach.
  • User interface and usability: 9/10. The platform is easy to use and set up – confirmed by both my experience and G2 reviews.
  • Data quality: 7/10. Some customers are satisfied with the level of data they were provided but note that only a small percentage of their visitors are identified with no person-level identification.
  • Integrations: 8/10. Leadfeeder offers a good range of native integrations with CRM platforms – however – you’d need to use Zapier for your productivity apps.
  • Customer support: 7/10. There are mixed reviews about Leadfeeder’s customer support and there’s no dedicated account management – but there is an overall positive segment in G2.
  • Pricing model: 6/10. Leadfeeder has a free plan that can be limiting even for small businesses but has a lower barrier to entry to its paid plan.

Average rating: 7.3/10.

Leadfeeder Overview

Leadfeeder is a B2B lead generation software that helps you identify the companies visiting your website.

The platform is designed to help you capture website-generated leads, so most of its features are geared toward that purpose.

❗Note: Although the platform has been part of Dealfront for some time, you can still use it as a standalone product.

On top of visitor identification, the platform also helps you discover your prospects’ buying intent (with automatic lead scoring) and then sync with your CRM.

In simple terms, you can develop lists of high-intent sales leads from your website traffic.

💡 Since this review aims to analyze Leadfeeder in great detail, I’ll be providing my unbiased ratings on the software’s features, user interface, data quality, integrations, and customer support.

Let’s dive deeper into the platform’s sales features: 👇

Leadfeeder’s Core Features

1. Identify website visitors and track their behavior on your site

Leadfeeder reveals the companies visiting your website in real-time, providing your sales team with insight into who is visiting your website.

The platform also tracks your website leads’ interactions with your website, such as the pages they visited, time spent on each page, recurring visits to certain pages, etc., helping you find out which visitors are probably the most interested in your offering. 

You can then automatically sync visit data with your CRM using the tool’s native integrations.


➡️ As a European company, Leadfeeder’s visitor identification software and database work best for EU companies.

2. Create lead lists, audience segments, and custom lead-scoring systems

Leadfeeder lets you get access to 50+ behavioral and firmographic filters to automatically score and prioritize leads based on whether they match your ICP criteria or show high-intent behavior.

Sales teams can use those filters to weed out ISP and bot traffic, leaving you only with actual companies.

Finally, these filters let you create audience segments to better target your ABM and other marketing strategies.

3. Form, video, and download tracking

Leadfeeder will track relevant engagement metrics that shed light on the companies that have interacted more closely with your content.

The platform monitors for companies that have downloaded collaterals, watched your videos, or filled out forms.

This provides you with an overview of leads who are more likely to be strongly interested in your product or services.

Rating: 7/10.

Unlike visitor identification software competitors on the market, Leadfeeder doesn’t boast a particularly wide range of features with its core functionality.

As Leadfeeder has now merged with Echobot into Dealfront, creating a comprehensive B2B database with first-party data – you won’t get access to all the B2B sales and lead intelligence data if you subscribe to Leadfeeder only.

Lastly, I noticed that Leadfeeder can only uncover companies and not individuals visiting your website.

That means you will not know the exact stakeholders visiting your website, which leaves you guessing who is that person from ‘’L'Oréal Paris’’ who visited your website.

Source – Deleted G2 Review.

Leadfeeder’s User Interface: Is It Easy To Use?

Leadfeeder’s interface may look daunting at first glance, but the platform is actually very easy to use once you’ve got the hang of it.

You can customize your interface to feature lost deals, US-based traffic only, and a feed for each one of your sales reps, depending on their regional focus.

As a result, the platform has received praise for its ease of use and implementation from G2 reviews.

‘’Very simple and easy to use and implement.’’ - G2 Review.

Creating filters is also relatively easy that you can then export to your CRM – you can set your criteria for your leads, including site visits and country of origin.

Rating: 9/10.

Following Leadfeeder’s positive reviews and my own experience with the platform’s interface, I cannot give it a score lower than 9 for its interface and usability.

There were no negative reviews regarding set-up, automation set-up or integration set-up.

Leadfeeder’s Data Quality

Leadfeeder aims to identify the visitors on your website and then provide you with insights about them – but how accurate is that information?

According to G2 reviews on the website, some users might experience concerns regarding the accuracy of identified anonymous visitors.

‘’Some users might experience concerns regarding the accuracy of identifying anonymous visitors – which I also sometimes experience.’’ - G2 Review.

Apparently, there can be instances where the information may not be as precise as expected, impacting your sales team’s outreach.

Imagine your sales team reaching out to a company to find out none of them even knew your website existed 🥶 and here they were, thinking they’re a warm lead.

Another verified G2 review of the platform covers that the tool identifies only about 10% of their site’s traffic, recommending users look for a more reliable Leadfeeder alternative.

‘’The product probably identifies 10% of website visits. You should consider a more reliable alternative.’’ - G2 Review.

Rating: 7/10.

Customers of the platform are not entirely satisfied with the tool’s visitor identification accuracy and the % of visitors being identified on the website.

Despite the negative segment on G2, there were still positive impressions of the platform’s usability for lead-generation campaigns – probably from US-based users who operate in more popular industries (i.e., more accurate data).

‘’We use Dealfront daily to see who has been to our site and what they may be looking for. We have different businesses under one roof; some sell parts, some only sell services, and Dealfront lets us know which side our web visitors are after.’’ - G2 Review.

Leadfeeder’s Integrations

Leadfeeder offers a good range of native integrations with CRMs like Salesforce, HubSpot, and Pipedrive – as well as other productivity apps.

The platform lets you integrate with: 

  • Email marketing platforms like Mailchimp.
  • Advertising platforms like Google Ads.
  • Analytics solutions like Google Looker Studio.

➡️ If the platform does not natively integrate with your existing platform, you can use Zapier to send Leadfeeder data to over 5,000 apps.

Rating: 8/10.

Leadfeeder offers a comprehensive range of native integrations with CRM platforms – however – you’d need to use Zapier for some of your existing tools and sales prospecting platforms.

Leadfeeder’s Customer Support

Even though Leadfeeder does not disclose what kind of customer support you can expect on its pricing page, I was able to get a good feeling of its customer support through G2 reviews.

Some customers of Leadfeeder are complaining about the platform’s customer support, claiming that it took them too long to respond to their queries.

‘’There is not much that I dislike about Dealfront, but sometimes getting a response to questions can take longer than anticipated.’’ - G2 Review.

On the other hand, there are users of the platform who are happy with how their queries were handled by customer support, including their willingness to help.

‘’Customer support is absolutely wonderful, super fast, prompt and really willing to help, not just sending documents to read.’’ - G2 Review.

Rating: 7/10.

Despite some positive reviews, there are instances where Leadfeeder’s customer support has not been very helpful or responsive to its users.

The issue does not seem to be based on the pricing tier or size of the client, as there are small businesses satisfied with the customer support and enterprises being dissatisfied.

By the looks of the reviews, it does not seem that Leadfeeder offers customer success or account management for its clients, as they are relying on email customer support and self-help articles.

Leadfeeder’s Pricing Model: Does It Provide A Good Value For Money?

Leadfeeder has just two plans:

  • Free forever plan that lets you reveal up to 100 companies per month and store data on identified visitors for 7 days.
  • Paid plan, which starts at €165 per month when billed monthly or €99 per month when billed annually, gives you access to all the platform’s most advanced features, such as employees’ contact details, insights into visitors’ website sessions, two-way CRM integrations, etc.

➡️ The final cost of Leadfeeder’s paid plan will depend on the number of companies it successfully identifies on your website.

Namely, the pricing starts at €165/mo for up to 50 identified companies and goes up to €1,999/mo for identifying 20,001 – 40,000 companies per month.

💡 There’s also a 14-day free trial of Leadfeeder’s paid plan that lets you test all the platform’s functionalities before committing.

You can check our in-depth Leadfeeder pricing guide to learn more about the platform’s pricing model and the features included.

Rating: 6/10.

Unlike some of its alternatives, Leadfeeder offers a free plan – although not very generous.

The goal of the free plan is to get familiar with the platform, but the plan itself might not be very useful even for small businesses, considering that it gives you data on up to 100 identified companies only and with a 7-day retention period.

Leadfeeder’s paid plan looks cheap on paper, but it scales rapidly with your traffic. 

For example, the price can go up to €1,999/mo for identifying 20,001 – 40,000 companies per month if you’re on the monthly plan and €1,199 if you’re on the annual billing plan.

This is only for visitor identification, building of lead lists and exporting to CRM – not counting engagement features or the automations that other competitors on the market offer.

➡️ For example, Warmly’s free plan offers identification of up to 500 companies and individual contacts (yes, not only companies) per month at no cost – which sits on Leadfeeder’s €299/month plan.

How Does Leadfeeder Compare To Alternatives On The Market?

💡 You can check out our in-depth comparison of Leadfeeder vs. Warmly, where we cover the 2 sales tech giants in more detail.

What Are Customers Saying About Leadfeeder?

Throughout this platform review, I’ve been showing you some of the customers’ opinions on Leadfeeder – but let’s dive a bit deeper.

TL;DR: While Leadfeeder is intuitive to deploy and use, many customers voiced their concerns regarding visitor data accuracy – or lack thereof. 

Moreover, a significant number of reviews mentioned they would like to see more precise, individual-level identification.

What users love about Leadfeeder:

  • The platform is easy to use and set up.
  • Native integrations with CRM and email tools that allow for seamless data synchronization.
  • Detailed information about identified companies.

‘’Some users might experience concerns regarding the accuracy of identifying anonymous visitors – which I also sometimes experience. While DealFront surely uses advanced algorithms to provide insights into website visitors, there can be instances where the information is not as precise as expected, which could impact lead generation and follow-up strategies’’. - G2 Review.

‘’Could use user names and not only which domain they are looking from’’. - G2 Review.

Common complaints about Leadfeeder:

  • No individual-level identification.
  • There are concerns regarding visitor data accuracy.
  • Customer support might lack speed in their response.

‘’Unable to capture and identify a large portion of the website visitors’’. - G2 Review.

Verdict: Is Leadfeeder Really Worth It?

So far, I've rated Leadfeeder:

  • Range of features: 7/10.
  • User interface and usability: 9/10.
  • Data quality: 7/10.
  • Integrations: 8/10.
  • Customer support: 7/10. 
  • Pricing model: 6/10.

Which gives me an average rating of 7.3/10 for Leadfeeder.

To summarize:

Leadfeeder is the ideal choice if you:

✅ Are looking for an EU-based fully GDPR-compliant solution.

✅ Need a solid range of integrations with CRMs and other marketing automation tools.

✅ Require a platform that can effectively track leads’ engagement with your website content.

Leadfeeder isn’t the best option if you:

❌ Need a company that can reveal individuals visiting your website.

❌ Are looking for a visitor identification solution that can reveal intent data.

❌ Require a platform with more real-time engagement features and automated outreach, such as an AI chat or automated outreach on LinkedIn.

Looking For A Leadfeeder Alternative?

Leadfeeder can identify the visitors on your website and go over deeper details of the pages they have visited on your website and what they have downloaded to create targeted lists.

I believe that the actual golden opportunities lie in intent data—the ability of your systems to tell you when people are interested in your company and why.‎

Warmly (that’s us) looks for people who are most likely to take a sales meeting with you - today.

Warmly is a signal-based revenue orchestration platform that turns your website into a well-oiled conversion machine by:

  • Identifying website visitors and detecting their buyer intent.
  • Automating crucial sales workflows.
  • Enabling sales reps to engage leads while their interest is at its peak.

It’s the best option for companies looking to combine intent and action data to drive sales.

Let’s take a look at some of Warmly’s key features that make it the best Leadfeeder alternative on the market in 2025: ⤵️

1. Reveal Website Intent

Similarly to Leadfeeder, Warmly identifies your website visitors.

However, unlike Leadfeeder, Warmly can identify both companies and the individual profiles that are browsing your website.

As a result, your reps can focus their efforts on the right stakeholders from the get-go.

With Warmly, you’ll get another ace up your sleeve.

Once it identifies website visitors, the platform proceeds to enrich each visitor with:

  • B2B data (email address, company name, phone number, industry, size, technographic, etc.).
  • First-party intent data (details of your visitors’ website sessions, such as visited pages, recurring visits, etc.).
  • Third-party intent data (insights into visitors’ entire digital buyer’s journey, including visits to competitors’ websites, job change intent, etc.).

This combination of first- and third-party intent data enables you to identify the leads that are most likely to buy right now as Warmly picks up the buying signals they’ve left throughout the web—on your website and beyond.

Your sales reps will be able to recognize who your hottest leads are right now and design tailored strategies for reaching out to them.

Check out our product walkthrough to learn more about Warmly’s features in use:

Why Is Intent Data Important?

Trying to sell a water bottle to someone who just walked out of their office isn’t the same as selling a water bottle to a runner who just finished a workout.

Understanding intent signals and recognizing them in time lets you:

  • Qualify and score leads with greater precision and easily identify the hottest leads.
  • Reach out when their interest level is at its peak.
  • Create a hyper-personalized approach for each lead based on the contextual insights you have at hand, like which pages they visited, what they searched for, etc. 

This helped Behavioral Signals shorten its sales cycle by 50-90% and source nearly $7M in its pipeline.

Platforms that omit intent data from their offering slow your lead generation efforts from the get-go, leaving you without one of the most powerful weapons in sales reps’ arsenals.

2. Build Targeted Lead lists With Coldly

We at Warmly have recently included a static B2B database, Coldly, to help users build highly targeted lead lists more efficiently.

Coldly holds data on 200M+ accounts and contacts worldwide, in addition to having more than 25 built-in B2B data filters and the option for creating customized filters to fit specific business needs and industries.

Moreover, since the data is refreshed daily, you can have peace of mind that all your essential B2B data is accurate, relevant, and up-to-date.

You can do anything from building contact lists to automatically enriching your CRM contacts without spending hours on this.

3. Streamline Sales Engagement Processes

Warmly’s automation features are by far one of the things most customers love about the platform.

Warmly uses intent signals it picks up to build complex workflows on top of them, enabling you to reach out to all the right leads at the best possible time.

It provides several automation features, including:

Orchestrator, which lets you automate email and LinkedIn outreach. The Orchestrator is highly configurable, meaning you can set up all the important parameters as you see fit, including:

  • The action that triggers the workflow (lead matching your ICP lands on your website or a website visitor comes back to your pricing page).
  • Filters that define which companies and individuals should be included in the workflow (these include everything from company size and industry to job position and seniority, etc.).
  • The course that the workflow should take (send a contextual email, a personalized LinkedIn DM, or a LinkedIn connection request).

This capability solves for time-to-lead, while SDRs can take over ones that respond and provide a personalized experience.

The AI-powered prospector prevents quality leads from falling through the cracks simply because you didn’t have a sales rep on hand.

Try it yourself 👇or watch it in action. 


💡Note: You will need to be on one of Warmly’s paid plans to gain access to AI Prospector. For ARC, the ROI was 200% over 6 months. 

AI Chat, which is an AI-driven chatbot that can be trained to:

  • Qualify leads.
  • Answer their questions.
  • Book meetings.
  • Offer relevant collaterals.
  • Engage leads.

Lead routing, which lets you set up real-time Slack notifications that will alert the adequate sales rep whenever a lead matching certain criteria lands on your website or takes a high-intent action.

The combination of these automation features ensures that:

  • Every high-value lead will be engaged.
  • Your sales reps will have more time to focus on things that matter than most rather than act as surveillance guards on your website 24/7.

4. Live Video Chat

Engaging your leads while they’re still hot can make the difference between a successfully closed deal and an opportunity that is forever lost.

With Warmly, you won’t have to worry about that, as its Live Video Chat feature lets you engage leads while they’re still visiting your website.

In the “Warm Calls” section of Warmly’s dashboard, your sales team can see who’s visiting your website right now and monitor their session in real-time.

Once you detect a high-intent lead based on Warmly’s insights or a visitor matching your ICP, you can engage them in a video chat immediately.

Alternatively, you can rely on automated lead routing to notify reps whenever a high-value lead ends on your website. 

This allows you to monitor their website interactions and hop on a call when they assess the time is right.

Try it out here:


Warmly’s Pricing

Similar to Leadfeeder, Warmly offers a free plan to get started with the platform and a monthly paid plan that is good for small businesses.

Warmly’s free plan 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.

If you need more, there are four paid plans to choose from:

  • Micro: Starts at $333/month when billed annually and adds unlimited seats, 5,000 monthly visitors revealed, first-party intent signals, alerts, and access to Warmly’s extensive database of B2B contact data.
  • Starter: Starts at $12,000/year, everything in Micro, plus 10,000 monthly visitors, third-party signals, AI Chat, and CRM syncs.
  • Business: Starts at $19,000/year for up to 10,000 visitors or $28,000/year for up to 75,000 visitors, everything in Starter, plus second-party signals, sales orchestration, and lead routing.
  • Enterprise: Starts at $30,000/year, lets you identify a custom number of visitors, includes everything in Business, plus custom signals and warm calling.


How Does Warmly Compare to Leadfeeder?

Leadfeeder is an excellent option if your business is based in Europe and you’re looking for basic visitor identification, where you can get an accurate overview of which companies are visiting your website and downloading your resources.

Warmly, on the other hand, shines in finding and engaging prospects who are looking to buy and are likely to respond to your outreach – with a focus on US companies.

Warmly’s Coldly is not as massive as platforms like Apollo that you’ve heard about, but capturing intent signals across all web activity and surfacing the warmest leads are much more likely to turn into revenue, which is what you care about.

Our platform might not have an IP address API or a Google Analytics integration, but we offer:

  • Website de-anonymization signals at the contact level.
  • Automated email retargeting.
  • Job change tracking.
  • Automated LinkedIn DMs retargeting.
  • Live session replays.
  • Chat video messaging so you can contact your leads as they are browsing through your pages (e.g., pricing page).

Find Out Who Your Warmest Leads Are With Warmly

While Leadfeeder provides a visitor identification platform tailored for the EU market that is easy to use and has a solid range of integrations, some users have found issues with the tool’s data reliability, visitor identification functionality and pricing model that can get a bit too expensive.

The software’s capabilities of detecting buyer intent on your website are significantly limited compared to alternatives like Warmly's.

With Warmly, all that changes.

Our revenue orchestration platform enables you to identify website visitors, detect the hottest leads among them, and engage them via automated outreach sequences perfectly personalized to each lead.

Want to know for sure if Warmly is a good fit for your sales and marketing team?

Try Warmly for free and start building a steady, warm pipeline in minutes.

Or, book a demo with our team for a personalized tour of all of Warmly’s capabilities.

Read More

6sense Review: Is It Worth It in 2025? [In-Depth]

6sense Review: Is It Worth It in 2025? [In-Depth]

Time to read

Alan Zhao

Are you trying to figure out if 6sense is the right sales intelligence software for your marketing and sales team?

In this honest 6sense review, I’ll go over the platform's features, usability, data quality, integrations, and even customer support to help you make an informed decision.

TL;DR

  • Range of features: 8/10. 6sense offers a good range of features for sales and marketing teams, most notably their dynamic audience-building and visitor identification software. Despite that, the platform does not provide contact-level data of website visitors and does not have live engagement features.
  • User interface and usability: 5/10. The platform has a steep learning curve that has been confirmed by multiple users of the software. Building automations with the tool’s orchestrator is not easy in the beginning, either.
  • Data quality: 7/10. There are negative reviews regarding intent data inaccuracies and duplication issues, but there are still some customers who are satisfied with the tool’s keyword research intent data and other signals.
  • Integrations: 7/10. 6sense has a good range of native integrations, partnerships, and a whole bunch of other integrations that could already be in your sales stack – but some users have reported difficulties setting up the integrations.
  • Customer support: 8/10. The platform offers best-in-class account management and customer success, but some of the customer support reps have shown poor product knowledge, according to G2 reviews.
  • Pricing model: 5/10. 6sense does not have transparent pricing, and 3rd party data shows that their average cost is higher than alternatives on the market – making it too expensive for SMEs. The tool has a free plan but with only 50 credits to spend monthly.

Average rating for 6sense: 6.6. No pun intended.

6sense Overview

6sense is an AI-powered ABM platform that combines B2B data with intent signals to automate your ABM workflows.

The platform can identify the accounts that are most likely to buy so your sales reps can react in time.

The tool has gained recognition for its advertising capabilities, which help you build retargeting campaigns based on its intent data.

I think of 6sense as a platform that is ideal for medium-to-large enterprises looking to Identify surging accounts on their website so their sales team can reach out to them and nurture relationships.

💡 Since this review aims to analyze 6sense in good detail, I’ll be giving my unbiased ratings on the platform’s features, user interface, data quality, integrations, and customer support.

Let’s dive deeper into the software’s sales features: 👇

6sense’s Core Features

1. Get access to in-depth B2B intent data

6sense collects intent signals from multiple sources (the platform claims it analyzes 500B+ intent signals monthly), such as website visits, keyword searches, and engagement patterns of prospects. 

This data helps sales teams better understand what their target accounts are researching, allowing them to pinpoint the ones most likely to convert.

Sales teams can then create relevant and highly personalized campaigns accordingly to capture the demand.

2. Lead prioritization dashboards

6sense’s lead prioritization dashboards provide your sales reps with a personalized, 360-degree view of all their deals, accounts, leads, etc.

As a result, your sales 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 your team with 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 software 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.

4. Marketing orchestration

6sense’s platform lets you create dynamic, always-on campaigns that react to buyer behavior and automatically update audiences as they move through the buying journey.

Your team can automate data enrichment, contact acquisition, audience building, and regular syncs between your sales platforms to save time and keep lead data up-to-date.

Rating: 8/10.

6sense offers its customers a comprehensive range of features for sales teams, such as its visitor identification software, lead prioritization, and dynamic audience building for advertising.

However, the solution can only identify companies visiting your website and not actual stakeholders (i.e., who exactly is visiting your website).

The platform also does not have real-time engagement features, such as some 6sense alternatives on the market (e.g., an AI chat) and has no integration with LinkedIn for automated outreach (only with LinkedIn Ads).

For example, customers of the platform are struggling to identify who is engaged with their company when dealing with larger accounts.

‘’We also do not have contact level reporting of who is actually engaged with our company, which can be challenging when engaging larger accounts.’’ - G2 Review.

6sense’s User Interface: Is It Easy To Use?

6sense’s platform does have a lot of functionality when it comes to automations, reporting, and marketing automations – and all of that comes with a slight learning curve for even seasoned sales professionals.

The software’s numerous features are packed into a rather clunky interface, which even satisfied customers of the platform are criticizing in their G2 reviews.

‘’What I dislike about 6sense Revenue AI for Marketing is that it can be complex to navigate initially, requiring a learning curve to fully leverage all its features.’’ - G2 Review.

When it comes to the platform’s automations with their orchestrations, customers of the platform also note that it has been more difficult for them than they originally suspected.

‘’Orchestrations and workflows with 6sense data were more difficult to implement than expected.’’ - G2 Review.

Rating: 5/10.

As reviewers have pointed out, you’d need to spend some time learning how the platform works so you can fully utilize its marketing and sales features.

In fact, when I opened their G2 profile, ‘’learning curve’’ and ‘’difficulty’’ were part of the 4 most common complaints of customers.

6sense’s Data Quality

6sense gives you access to buyer intent and engagement data with bonus predictive analytics into which stage of the buying journey your prospects are.

But just how accurate is this data?

I was able to find 6sense customers on G2 who have reported issues with the platform’s predictive analytics and intent data, which is described as ‘’directional, and not a crystal ball.’’

‘’From an intent perspective, it is not the end all be all or the crystal ball. It is directional. Also, I do find that the predictive model is generous. For example, if an account hits one of our campaign landing pages, it is suddenly in the 'purchase stage', and we often find that rarely means that an account is ready to send us a purchase order!’’ - G2 Review.

I also found some customers who complained about the tool’s data duplication issues, which has resulted in them having trouble with data reliability.

‘’Data can be a bit cumbersome, and we've had problems with data reliability and creation of duplicates.’’ - G2 Review.

On the positive side, there are customers of 6sense who have massively improved their sales pipeline by tapping into intent data, such as keywords and categories.

‘’6sense has been great in helping us identify segments based on key intent features such as keywords and categories. As a product marketer, it is really important we can identify the ICP and make sure the revenue org can clearly engage with their target accounts based on the topics and keywords they are searching for.’’ - G2 Review.

Rating: 7/10.

Despite 6sense’s negative reviews regarding their intent data inaccuracies and duplication issues, there are still some users who are satisfied with the tool’s keyword research intent data and other signals.

My problem with 6sense, similar to platforms like ZoomInfo, is that the tool’s visitor identification software reveals only companies and not individuals.

Good luck prospecting accounts like ‘’Microsoft’’ or ‘’Meta’’ landing on your website.

6sense’s Integrations

The platform integrates with various sales, marketing, and productivity platforms to centralize and maximize your existing sales tech stack so you can create more engaging campaigns with deeper insights.

The platform offers native integration with their partners: Outreach, Gong, Salesforce, and Salesloft, on top of their integrations with tools like Bombora for 3rd party intent signals.

You can also expect to sync your data with other productivity platforms, including LeanData for AI-powered insights and Reachdesk for perfectly-timed gifting to prospects.

However, customers of the platform have noted that integrating the tool with their existing systems has been challenging for them.

‘’Additionally, integrating it with existing systems can sometimes be challenging.’’ - G2 Review.

Rating: 7/10.

Despite 6sense’s native integrations, partnerships, and a whole bunch of other integrations that could already be in your sales stack – I gave the platform’s integrations a 7 instead of an 8 due to the difficulty of integrating some of the tools with 6sense.

6sense’s Customer Support

Even though 6sense does not disclose what customer support you can expect on its pricing page, I was able to get a good idea of the tool’s customer support from G2 reviews.

Users of 6sense are generally positive about the platform’s level of customer support, noting that they were assigned a customer success manager who has been helping them and responding quickly to their requests.

‘’Even though the tool can be quite daunting because of its depth, having a CSM that can help support us is so helpful. Definitely helpful to just send a quick note and get a response right away.’’ - G2 Review.

This positive perception has been confirmed by both mid-market and enterprise customers of the platform, claiming that they’ve had a good experience with customer support.

‘’We have had great customer support and feel like 6sense is always willing to dive in and collaborate to come up with new ideas or solutions we need.’’ - G2 Review.

Despite that, another Enterprise customer of 6sense mentions that the tool’s regular customer support can be a hit or miss with less product knowledge than their customer success team.

‘’Also, while 6Sense's customer success team is top-notch, their customer support is a bit more hit or miss. Some support reps are real product experts and zero in on solutions to issues quickly. Some… not so much.’’ - G2 Review.

Rating: 8/10.

Even though most users are satisfied with the level of customer support that they were provided on 6sense – it seems like some customer support reps do not have the necessary product knowledge to handle more complex issues.

6sense’s Pricing Model: Does It Provide A Good Value For Money?

6sense offers 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.

You can learn more about the platform’s pricing model from our in-depth 6sense pricing guide. 

However, Vendr also provides some helpful insights into 6sense’s pricing policy:

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.

Finally, according to Vendr’s data, the average 6sense contract value is $56,762/year.

Rating: 5/10.

The tool does not disclose its pricing, but we were able to find that 6sense is on the higher end of the pricing range when compared to other alternatives on the market.

I do like the fact that the platform has a free plan, but you’ll run out of the 50 credit allowance in a matter of days if not hours.

How Does 6sense Compare To Alternatives On The Market?


💡 Check out our in-depth comparison of 6sense vs. ZoomInfo, where we cover the 2 sales intelligence giants in more detail.

What Are Customers Saying About 6sense?

Throughout this 6sense review, I’ve been showing you some of the users’ opinions on the platform – but let’s dive a bit deeper.

TL;DR: 6sense boasts a highly responsive support team, good segmenting accuracy, and a configurable interface. Despite data, customers of the platform report issues with 6sense’s data exports, limited persona targeting and the cost of the software. 

Moreover, its persona targeting is highly limited compared to alternatives on the market. 

What users love about 6sense:

  • Good segmenting accuracy with an interface that can be customized.
  • Ability to view account engagement and gain insights into their current buying stage.
  • Highly responsive customer support team and excellent account management.

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.

Common complaints about 6sense:

  • Persona targeting is described as limiting with no role or title-based matching.
  • Limited export of segments to platforms like Google Ads and LinkedIn Ads.
  • The platform has been described as expensive and not affordable for smaller businesses.

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.

Verdict: Is 6sense Really Worth It?

So far, I've rated 6sense:

  • Range of features: 8/10.
  • User interface and usability: 5/10.
  • Data quality: 7/10.
  • Integrations: 7/10.
  • Customer support: 8/10. 
  • Pricing model: 5/10.

Which gives me an average rating of 6.6/10 for 6sense.

To summarize:

6sense is the ideal choice if you:

✅ Are looking for good B2B intent data coverage, especially in the US region.

✅ Need a reliable marketing automation solution.

✅ Want a platform that can integrate with your advertising channels to create highly targeted campaigns. 

6sense isn’t the best option if you:

❌ Are looking for a more budget option, as 6sense is more expensive than some of the other alternatives on the market.

❌ Need more website visitor identification functionality, such as contact-level data.

❌ Need more first-party intent data to identify and reach out to warm prospects.

Looking For A 6sense Alternative?

Despite 6sense’s range of features, good range of integrations and a large library of B2B intent data, some customers are still finding faults with the product’s data quality, pricing model, and ease of use.

Enter Warmly (that’s us) – a signal-based revenue orchestration platform that provides a wide range of features designed to:

  • Capture warm leads that visited your website (first-party data).
  • Identify the hottest prospects from those visitors.
  • Automatically engage and nurture them, helping your sales reps to successfully convert them.

Let’s get a closer look at the functionality that makes Warmly an attractive alternative to 6sense for sales teams: 👇

Warmly Features

1. Identify Your Website Visitors

Warmly identifies your website visitors.

Our platform can identify both companies and the individual profiles that are browsing your website.

As a result, your reps can focus their efforts on the right stakeholders from the get-go.

With Warmly, you’ll get another ace up your sleeve.

Once it identifies website visitors, the platform proceeds to enrich each visitor with:

  • B2B data (email address, company name, phone number, industry, size, technographic, etc.).
  • First-party intent data (details of your visitors’ website sessions, such as visited pages, recurring visits, etc.).
  • Third-party intent data (insights into visitors’ entire digital buyer’s journey, including visits to competitors’ websites, job change intent, etc.).

This combination of first- and third-party intent data enables you to identify the leads that are most likely to buy right now as Warmly picks up the buying signals they’ve left throughout the web—on your website and beyond.

Your sales reps will be able to recognize who your hottest leads are right now and design tailored strategies for reaching out to them.

Why Is Intent Data Important?

Trying to sell a water bottle to someone who just walked out of their office isn’t the same as selling a water bottle to a runner who just finished a workout.

Understanding intent signals and recognizing them in time lets you:

  • Qualify and score leads with greater precision and easily identify the hottest leads.
  • Reach out when their interest level is at its peak.
  • Create a hyper-personalized approach for each lead based on the contextual insights you have at hand, like which pages they visited, what they searched for, etc. 

This helped Behavioral Signals shorten its sales cycle by 50-90% and source nearly $7M in its pipeline.

Platforms that omit intent data from their offering slow your lead generation efforts from the get-go, leaving you without one of the most powerful weapons in sales reps’ arsenals.

2. Build Targeted Lead lists With Coldly

We at Warmly have recently included a static B2B database, Coldly, to help users build highly targeted lead lists more efficiently.

Coldly holds data on 200M+ accounts and contacts worldwide, in addition to having more than 25 built-in B2B data filters and the option for creating customized filters to fit specific business needs and industries.

Moreover, since the data is refreshed daily, you can have peace of mind that all your essential B2B data is accurate, relevant, and up-to-date.

You can do anything from building contact lists to automatically enriching your CRM contacts without spending hours on this.

3. Streamline Sales Engagement Processes

Warmly’s automation features are by far one of the things most customers love about the platform.

Warmly uses intent signals it picks up to build complex workflows on top of them, enabling you to reach out to all the right leads at the best possible time.

It provides several automation features, including:

Orchestrator, which lets you automate email and LinkedIn outreach. The Orchestrator is highly configurable, meaning you can set up all the important parameters as you see fit, including:

  • The action that triggers the workflow (lead matching your ICP lands on your website or a website visitor comes back to your pricing page).
  • Filters that define which companies and individuals should be included in the workflow (these include everything from company size and industry to job position and seniority, etc.).
  • The course that the workflow should take (send a contextual email, a personalized LinkedIn DM, or a LinkedIn connection request).

This capability solves for time-to-lead, while SDRs can take over ones that respond and provide a personalized experience.

The AI-powered prospector prevents quality leads from falling through the cracks simply because you didn’t have a sales rep on hand.

Try it yourself 👇or watch it in action. 


💡Note: You will need to be on one of Warmly’s paid plans to gain access to AI Prospector. For ARC, the ROI was 200% over 6 months. 

AI Chat, which is an AI-driven chatbot that can be trained to:

  • Qualify leads.
  • Answer their questions.
  • Book meetings.
  • Offer relevant collaterals.
  • Engage leads.

Lead routing, which lets you set up real-time Slack notifications that will alert the adequate sales rep whenever a lead matching certain criteria lands on your website or takes a high-intent action.

The combination of these automation features ensures that:

  • Every high-value lead will be engaged.
  • Your sales reps will have more time to focus on things that matter than most rather than act as surveillance guards on your website 24/7.

4. Live Video Chat

Engaging your leads while they’re still hot can make the difference between a successfully closed deal and an opportunity that is forever lost.

With Warmly, you won’t have to worry about that, as its Live Video Chat feature lets you engage leads while they’re still visiting your website.

In the “Warm Calls” section of Warmly’s dashboard, your sales team can see who’s visiting your website right now and monitor their session in real-time.

Once you detect a high-intent lead based on Warmly’s insights or a visitor matching your ICP, you can engage them in a video chat immediately.

Alternatively, you can rely on automated lead routing to notify reps whenever a high-value lead ends on your website. 

This allows you to monitor their website interactions and hop on a call when they assess the time is right.

Try it out here:


Warmly Pricing

Similar to 6sense, Warmly offers a freemium plan.

On it, you can:

  • Reveal up to 500 companies and individuals visiting your website (in addition to essential and accurate data on each lead).
  • Set up ICP filters to quickly identify high-quality leads. 
  • Automate basic lead routing.

If you need more, there are four paid plans to choose from:

  1. Micro: Starts at $333/month when billed annually and adds unlimited seats, 5,000 monthly visitors revealed, first-party intent signals, alerts, and access to Warmly’s extensive database of B2B contact data.
  2. Starter: Starts at $12,000/year, everything in Micro, plus 10,000 monthly visitors, third-party signals, AI Chat, and CRM syncs.
  3. Business: Starts at $19,000/year for up to 10,000 visitors or $28,000/year for up to 75,000 visitors, everything in Starter, plus second-party signals, sales orchestration, and lead routing.
  4. Enterprise: Starts at $30,000/year, lets you identify a custom number of visitors, includes everything in Business, plus custom signals and warm calling.


How Does Warmly Compare to 6sense?

6sense is an excellent option for your business if you are looking for predictive analytics, keyword identification and site heatmaps.

Warmly, on the other hand, shines in finding and engaging prospects who are looking to buy and are likely to respond to your outreach.

Our platform might not have predictive analytics into where customers are in their buying journey or intent data from keywords, but we offer:

  • Website de-anonymization signals at the contact level.
  • Automated email retargeting.
  • Automated LinkedIn DMs retargeting.
  • Live session replays.
  • Chat video messaging so you can contact your prospects as they are browsing through your pages (e.g., pricing page).

Find Out Who Your Warmest Leads Are With Warmly

If you’re looking for a purely ABM platform with solid intent data, 6sense might be the way to go for your organization.

The platform’s capabilities of detecting buyer intent on your website are significantly limited compared to Warmly's, as they do not reveal contact-level information.

This limitation also affects 6sense’s marketing automations, which cannot be fine-tuned to engage only the warmest prospects—which your company is mostly interested in.

With Warmly, all that changes.

Our revenue orchestration platform helps you to identify website visitors (to the contact level), detect the hottest leads among them, and engage them via automated outreach sequences perfectly tailored to each lead.

You’ll be able to identify that Joe from Microsoft has been browsing your pricing page and then reach out to him on LinkedIn – or why not right on your pricing page with a chatbot or video chat?

If you want to be able to do that, then you can try Warmly for free to start building a steady, warm pipeline in minutes.

Or, book a demo with our team for a personalized tour of all of Warmly’s capabilities.

Read More

ZoomInfo Review: Is It Worth It in 2025? [In-Depth]

ZoomInfo Review: Is It Worth It in 2025? [In-Depth]

Time to read

Alan Zhao

Wondering if ZoomInfo is the right sales platform for your team?

In this detailed ZoomInfo review, I’ll analyze the platform's features, usability, data quality, integrations, and even customer support to help you make an informed decision.

TL;DR

  • Range of features: 8/10. The platform offers a comprehensive range of features for sales teams, most notably their Copilot AI assistant and visitor identification software. Despite that, the platform cannot get intent signals from website visitors and social media.
  • User interface and usability: 8/10. ZoomInfo’s interface appeared a bit cluttered to me in the beginning but the platform is easy to use once you’ve got the hang of it. G2 reviewers also praise the tool’s ease of use.
  • Data quality: 7/10. There are conflicting reviews about ZoomInfo’s data quality but one thing is certain – if you need data from outside of the US or you operate in a less popular industry, you’ll have difficulties with accuracy. ZoomInfo also takes too long to update the data, which has resulted in some data points being outdated with years.
  • Integrations: 9/10. ZoomInfo has a Marketplace from where you can select from their comprehensive range of integrations with CRMs, email platforms, marketing automation tools, etc.
  • Customer support: 10/10. There was very positive feedback from platform users on G2 about the platform’s customer support and how proactive it was.
  • Pricing model: 5/10. ZoomInfo does not disclose its pricing model, there is no free plan, and based on 3rd party sources that cover the tool’s pricing, it’s safe to say that you need to spend at least $25,000/year on the software to get it up and running.

Average rating: 7.8/10.

ZoomInfo Overview

ZoomInfo is an all-in-one sales and marketing platform with one of the biggest B2B databases currently in the market.

The platform has several unique features that are most appreciated by sales teams, such as its massive B2B database of leads as well as visitor identification capabilities.

Although ZoomInfo has gained recognition for its trademark B2B database, it also has a few very handy AI-powered features, which I’ll discuss in more detail later.

These AI tools, combined with its proprietary database, make it a powerful solution for Enterprise companies looking to scale up their B2B lead generation efforts.

💡 Since this review aims to analyze ZoomInfo in good detail, I’ll be giving my unbiased ratings on the platform’s features, user interface, data quality, integrations, and customer support.

Let’s dive deeper into the platform’s sales features: 👇

ZoomInfo’s Core Features

1. Large B2B database With A Focus On The US Market

ZoomInfo provides its customers with a huge static B2B database that holds data on:

  • 260M+ individual profiles.
  • 100M+ company profiles.
  • 135M+ verified mobile phone numbers.

➡️ Keep in mind, though, that the data accuracy rates may vary depending on the region. 

The US has the best coverage, with most data points from US-based businesses being highly accurate.

That means other parts of the world might not be represented as well.

2. Copilot AI assistant

Copilot is ZoomInfo’s AI-driven solution that analyzes your CRM data and ZoomInfo’s rich database to:

  • Detect opportunities and personalize emails.
  • Suggest further actions (e.g., sending an email to the prospect, connecting on LinkedIn, etc.).
  • Provide detailed profiles and deal summaries to help reps gain a complete understanding of each at a glance.
  • Pick up and notify you about relevant changes in important profiles.

As a result, your sales team will have the best possible sales assistant to help them increase productivity and efficiency.

3. Identify companies visiting your website

ZoomInfo also includes a website traffic tracking tool in its feature suite that helps you de-anonymize your website visitors.

You can use ZoomInfo’s database to identify buying committees and individual profiles most likely to show interest in your solution.

4. Sales Orchestration (Workflows)

ZoomInfo’s sales workflow functionality automates sales and marketing activities using buying signals from your target market

The platform allows you to act fast on key market signals and target market changes to capture new leads and accounts.

💡 You can identify target contacts and companies by cross-referencing signals against your ideal customer profile (ICP) using firmographics, technographics, and advanced company attributes.

These workflows can integrate with your existing CRM, engagement, and automation platforms like Salesloft to scale your sales processes.

Rating: 8/10.

ZoomInfo offers a comprehensive range of features for sales teams, such as their large database and visitor identification software.

However, the solution can only identify companies visiting your website and not actual stakeholders.

The reason why I rated ZoomInfo's features for sales teams an 8 and not 9 is that the platform cannot get intent signals from website visitors and social media. 

The platform does a good job at giving you ICP fit data, while I believe that businesses in 2025 should also care about intent.

ZoomInfo’s User Interface: Is It Easy To Use?

At first glance, ZoomInfo’s user interface looks a bit cluttered, but once you get used to the platform, it becomes easier to navigate.

For example, in ZoomInfo’s advanced search for contacts, you can choose from different criteria, including industry, department, job title, contact accuracy score, and even founding round type.

You can then easily export the information to your CRM (e.g., HubSpot) or in Excel format.

When it comes to the platform’s automations, you can create multi-touch workflows by integrating the platform with tools like Salesloft.

Rating: 8/10.

Despite the platform feeling a bit cluttered, G2 reviews of the platform praise the tool’s interface, describing it as easy to use.

Connecting to your CRM also seems to be seamless.

‘’Attractive interface and easy to use, highly recommended.’’ - G2 Review.

ZoomInfo’s Data Quality

ZoomInfo holds a total of 260M contacts of individual profile data, 135M+ verified phone numbers, and over 100M companies – but how accurate is that data?

I was able to find users on G2 have reported issues with data accuracy.

‘’While ZoomInfo offers a powerful platform, it's important to note that data accuracy can sometimes be inconsistent.’’ - G2 Review.

This is because, in their database, ZoomInfo does not own the data – they’re scraping it from their own sources (which they do not reveal), which can be outdated.

According to a G2 review, ZoomInfo struggles to keep up with people’s career changes, with the platform recommending prospects who left their jobs years ago.

I also found some customers who complained about the tool’s email verifier, especially for contact links with European contacts.

On the positive side, there are customers of ZoomInfo who have tried other platforms on the market and claim that the accuracy of information on the platform is second to none.

‘’The accuracy of the information provided on contacts/ leads is second to none.’’ - G2 Review.

Rating: 7/10.

Despite ZoomInfo’s negative reviews regarding their data inaccuracies, there are still some customers (perhaps from the US in popular industries) who brag about their good data quality level.

As I mentioned above, the data quality of data providers depends on the region and industry.

My problem with ZoomInfo is that the platform’s visitor identification software reveals only companies and not individuals.

Good luck prospecting accounts like ‘’Microsoft’’ or ‘’TikTok’’ landing on your website.

ZoomInfo’s Integrations

For its extensive range of integrations, ZoomInfo has a dedicated Marketplace where you can browse from their native or non-native integrations.

ZoomInfo provides a solid integration ecosystem with 86 partners, featuring integrations with:

  • CRM platforms, including Salesforce, HubSpot, and Marketo.
  • Marketing automation tools, including Zapier and SpringDB.
  • Email platforms, including Microsoft Exchange and SourceWhale.
  • Sales engagement platforms, including Gong and Salesloft.
  • Data and analytics platforms, including Snowflake and Databricks.
  • Dialer solutions, including 8x8 and Cloudtalk.
  • Relationship intelligence platforms like People AI.

You can create multi-step workflows with the platform’s orchestrator, including lead generation from 3rd party intent signals and then sending these signals to Salesloft’s Rhythm.

Rating: 9/10.

ZoomInfo provides you with a comprehensive range of integrations with which you can set up sales automations.

Customers of the platform are also satisfied with how the tool’s integrations are saving them time on administration.

‘’It also integrates seamlessly with our CRM, saving wasted time on administration.’’ - G2 Review.

ZoomInfo’s Customer Support

Even though ZoomInfo does not disclose what kind of customer support you can expect on its pricing page, I was able to get a good understanding of its customer support through G2 reviews.

One G2 review goes over the fact that they had 2 customer support reps who have been an amazing resource to their team on how to use ZoomInfo.

‘’Our support reps, Jeff Connelly and Stephen Mott, have been amazing resources to my team in driving best practices with ZoomInfo.’’ - G2 Review.

Another G2 review mentioned that ZoomInfo’s customer support has been amazing to their team from day one and that they have gone out of their way to help by being proactive and responsive.

‘’It was easy to get set up and customer support from day one is amazing. The ZoomInfo team definitely wants to make sure you get what you paid for and then some. They go out of their way to help. They are proactive and responsive!’’ - G2 Review.

Rating: 10/10.

Considering ZoomInfo’s good customer support that every review talks about, I’d have to give them a 10/10 for the excellent implementation and support that they provide to each user.

ZoomInfo’s Pricing Model: Does It Provide A Good Value For Money?

Unlike other competitors on the market, ZoomInfo doesn't reveal its pricing model.

The platform 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 custom quote.

What I can tell you for sure 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.

According to Vendr, ZoomInfo's average contract value is around $31,052/year, but it can easily reach six figures for enterprises with more advanced needs.

Rating: 5/10.

The reason why I decided to give ZoomInfo’s pricing a 5 is because:

  • The pricing structure is not disclosed.
  • There is no free plan, unlike some of its direct competitors.
  • There are no monthly plans for the tool – you’ll be locked in a 12-month contract.
  • There is no small-business-friendly pricing plan – according to a G2 review from a small business, they were quoted $25,000/year despite their minimal needs.
  • The brand bases its pricing on licenses (user seats), making the platform quite expensive for Enterprises.

Customers of the platform are also not satisfied with the cost of the product, claiming that alternatives to ZoomInfo like Seamless AI have the same contact info for half the cost.

How Does ZoomInfo Compare To Alternatives On The Market?

💡 You can check out our in-depth comparison of Apollo vs. ZoomInfo, where we cover the 2 sales tech giants in more detail.

What Are Customers Saying About ZoomInfo?

Throughout this software review, I’ve been showing you some of the users’ opinions on ZoomInfo – but let’s dive a bit deeper.

TL;DR: ZoomInfo has been described as a powerful sales platform, but customers note that the platform is geared toward Enterprises, meaning that it might not shine the brightest when used by smaller companies to look up data on other small companies. Additionally, its contact data can be outdated, and its intent data leaves much to be desired.

What users love about ZoomInfo:

  • You can narrow a search down to exactly who you want to talk to.
  • The customer support is good and very helpful.
  • Large database of leads that you can go after.

‘’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

‘’Not much I can point my finger on. The intent and WebSights features leave a bit to be desired with accuracy.’’ - G2 Review

Common complaints about ZoomInfo:

  • Onboarding has not been smooth for some users.
  • ZoomInfo is not good if your target audience is small businesses with under 50 employees.
  • The data is not updated regularly, which means that some data points can be outdated with years (e.g., a job change).

Source

‘’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? They offer us a bunch of ineffective add-ons that make the platform 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

Verdict: Is ZoomInfo Really Worth It?

So far, I've rated ZoomInfo:

  • Range of features: 8/10.
  • User interface and usability: 8/10.
  • Data quality: 7/10.
  • Integrations: 9/10.
  • Customer support: 10/10. 
  • Pricing model: 5/10.

Which gives me an average rating of 7.8/10 for ZoomInfo.

To summarize:

ZoomInfo is the ideal choice if you:

✅ Are looking for good B2B data coverage, especially regarding US-based phone numbers.

✅ Need a wide range of features for handling various sales operations.

✅ Want a platform with a user-friendly interface.

ZoomInfo isn’t the best option if you:

❌ Are looking for a more budget option, as ZoomInfo is rather expensive in comparison to alternatives on the market.

❌ Need more website visitor identification functionality.

❌ Need more first-party intent data to identify and reach out to warm prospects.

Looking For A ZoomInfo Alternative?

ZoomInfo is known and primarily used for B2B data and cold engagement. 

Filtering leads and accounts for “customer fit” (industry, size, revenue, technology, job title, seniority level, etc.) is something most GTM platforms have or can provide at this point in 2025.

I believe that the actual golden opportunities lie in intent data—the ability of your systems to tell you when people are interested in your company and why.‎

Warmly (that’s us) looks for people who are most likely to take a sales meeting with you TODAY.

Warmly is a signal-based revenue orchestration platform that turns your website into a well-oiled conversion machine by:

  • Identifying website visitors and detecting their buyer intent.
  • Automating essential sales workflows.
  • Enabling reps to engage leads while their interest is at its peak.

It’s the best option for companies looking to combine Intent and Action data to drive sales.

Let’s take a look at some of Warmly’s key features: ⤵️

Warmly Features
1. Reveals website intent

Similarly to ZoomInfo, Warmly identifies your website visitors.

However, unlike ZoomInfo, Warmly can identify both companies and the individual profiles that surf your website.

As a result, your reps can focus their efforts on the right stakeholders from the get-go.

With Warmly, you’ll get another ace up your sleeve.

Once it identifies website visitors, the platform proceeds to enrich each visitor with:

  • B2B data (email address, company name, phone number, industry, size, technographic, etc.).
  • First-party intent data (details of your visitors’ website sessions, such as visited pages, recurring visits, etc.).
  • Third-party intent data (insights into visitors’ entire digital buyer’s journey, including visits to competitors’ websites, job change intent, etc.).

This combination of first- and third-party intent data enables you to identify the leads that are most likely to buy right now, as Warmly picks up the buying signals they’ve left throughout the web—on your website and beyond.

Your sales reps will be able to recognize who your hottest leads are right now and design tailored strategies for reaching out to them.

Check out our product walkthrough to learn more about Warmly’s features in use:


2. Build targeted lead lists with Coldly

Warmly recently included a static B2B database, Coldly, to help users build highly targeted lead lists more efficiently.

Coldly holds data on 200M+ accounts and contacts worldwide, in addition to having more than 25 built-in B2B data filters and the option for creating customized filters to fit specific business needs and industries.

Moreover, since the data is refreshed daily, you can have peace of mind that all your essential B2B data is accurate, relevant, and up-to-date.

You can do anything from building contact lists to automatically enriching your CRM contacts without breaking a sweat.

3. Streamlines sales engagement processes

Warmly’s automation features are by far one of the things most users love about the platform.

Warmly uses intent signals it picks up to build complex workflows on top of them, enabling you to reach out to all the right leads at the best possible time.

It provides several automation features, including:

Orchestrator, which lets you automate email and LinkedIn outreach. The Orchestrator is highly configurable, meaning you can set up all the important parameters as you see fit, including:

  • The action that triggers the workflow (lead matching your ICP lands on your website or a website visitor comes back to your pricing page).
  • Filters that define which companies and individuals should be included in the workflow (these include everything from company size and industry to job position and seniority, etc.).
  • The course that the workflow should take (send a contextual email, a personalized LinkedIn DM, or a LinkedIn connection request).

AI Chat, which is an AI-driven chatbot that can be trained to:

  • Qualify leads.
  • Answer their questions.
  • Book meetings.
  • Offer relevant collaterals.
  • Engage leads.

Lead routing, which lets you set up real-time Slack notifications that will alert the adequate sales rep whenever a lead matching certain criteria lands on your website or takes a high-intent action.

The combination of these automation features ensures that:

  • Every high-value lead will be engaged.
  • Your sales reps will have more time to focus on things that matter than most rather than act as surveillance guards on your website 24/7.

4. Live video calls

Engaging your leads while they’re still hot can make the difference between a successfully closed deal and an opportunity that is forever lost.

With Warmly, you won’t have to worry about that, as its Live Video Chat feature lets you engage leads while they’re still visiting your website.

In the “Warm Calls” section of Warmly’s dashboard, your sales team can see who’s visiting your website right now and monitor their session in real-time.

Once you detect a high-intent lead based on Warmly’s insights or a visitor matching your ICP, you can engage them in a video chat immediately.

Alternatively, you can rely on automated lead routing to notify reps whenever a high-value lead ends on your website. 

This allows you to monitor their website interactions and hop on a call when they assess the time is right.

Warmly’s Pricing

Unlike ZoomInfo, Warmly offers a free plan to get started with the platform and a monthly paid plan that is good for small businesses.

Warmly’s free plan 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.

If you need more, there are four paid plans to choose from:

  • Micro: Starts at $333/month when billed annually and adds unlimited seats, 5,000 monthly visitors revealed, first-party intent signals, alerts, and access to Warmly’s extensive database of B2B contact data.
  • Starter: Starts at $12,000/year, everything in Micro, plus 10,000 monthly visitors, third-party signals, AI Chat, and CRM syncs.
  • Business: Starts at $19,000/year for up to 10,000 visitors or $28,000/year for up to 75,000 visitors, everything in Starter, plus second-party signals, sales orchestration, and lead routing.
  • Enterprise: Starts at $30,000/year, lets you identify a custom number of visitors, includes everything in Business, plus custom signals and warm calling.

How Does Warmly Compare to ZoomInfo?

ZoomInfo is an excellent option if you want static (aka “Fit”) data and are comfortable with rigid and expensive contracts.

Warmly, on the other hand, shines in finding and engaging prospects who are looking to buy and are likely to respond to your outreach.

Warmly’s Coldly is not as massive as ZoomInfo’s, but capturing intent signals across all web activity and surfacing the warmest leads are much more likely to turn into revenue, which is what you care about.

Our platform might not have a native meeting scheduler or a Marketo integration, but we offer:

  • Website de-anonymization signals at the contact level.
  • Automated email retargeting.
  • Automated LinkedIn DMs retargeting.
  • Live session replays.
  • Chat video messaging so you can contact your leads as they are browsing through your pages (e.g., pricing page).

➡️ ‎ZoomInfo might have more features than Warmly but customers often pay for features they never use in ZoomInfo, while Warmly connects to existing GTM tools.

Find Out Who Your Warmest Leads Are With Warmly

While ZoomInfo provides a solid range of features for sales teams, especially those intent on finding a good B2B prospecting platform, some users have still found issues with the tool’s data reliability and pricing model that is a bit too expensive.

The platform’s capabilities of detecting buyer intent on your website are significantly limited compared to Warmly's.

This limitation also affects ZoomInfo’s automated workflows, which cannot be fine-tuned to engage only the warmest leads—which every organization is most interested in.

With Warmly, all that changes.

The revenue orchestration platform enables you to identify website visitors, detect the hottest leads among them, and engage them via automated outreach sequences perfectly tailored to each lead.

Want to know for sure if Warmly is a good match for your sales team?

Try Warmly for free and start building a steady, warm pipeline in minutes.

Or, book a demo with our team for a personalized tour of all of Warmly’s capabilities.

Read More

Best Sales Intelligence Tools: Look beyond popular options like Apollo and ZoomInfo to find the optimal solution for your use case.

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Alan Zhao
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