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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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Warmly Closes $17 Million in Series A

Warmly Closes $17 Million in Series A

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Warmly, the first AI-fueled pipeline acceleration platform to automatically deliver ready-to-convert prospects to sales, today announced that it has raised $6 million in Series A+ funding. The investment was led by new investor RTP Global, as well as participation from existing investors including Felicis and NFX. This follows its $11 million Series A round in October 2023.

Warmly’s platform helps SMB-sized B2B companies identify and engage their warmest leads, based on intent signals, to enjoy stronger sales pipelines and significant revenue gains. Based on the orchestration of 1st and 3rd party signals, sales teams using the platform can more accurately initiate conversations with prospects when they are considering making a purchase and can scale this outreach with automated, personalized contact via email and LinkedIn.

Warmly stands out in the hyper-growth AI sales segment by revealing insight into the buying intent of individuals, which is more actionable for initiating sales conversations than the company-level intent that many competitors share. Warmly also differentiates itself by offering unlimited seats to help all customers achieve scale and maximum value from the platform

After hitting $3 million in Annual Recurring Revenue (ARR) and passing 300 customers in 2024 – including B2B software companies New Relic, Cyberhaven and CircleCI – Warmly will use the newly raised funds to double the size of its sales and marketing team. This will see Warmly double its European headcount to 20 people, enabled thanks to the new investment from the European investor, with a global headcount of 50.

It will also support the platform’s evolution roadmap. In the coming months, new data quality functionalities will be added to the Warmly platform, empowering users with more options to set thresholds for the quality of leads they want to be served. Further integration of AI into the platform will continue as Warmly brings its vision for sales teams commanding entire fleets of lead-generating AI agents to fruition.

Maximus Greenwald, Co-founder & CEO, Warmly, comments: “More SMBs are waking up to the fact that cold B2B sales outreach isn’t working, and world-class data makes warmer outreach possible. Infusing this data into sales tech stacks holds massive possibilities. We’ve seen first-hand how it can bring in millions of dollars of new revenue. The RTP team understand this, and we’re delighted to have them on board as new investors. In 2025, we want to triple our ARR again while maintaining the high levels of customer satisfaction and renewals we’re experiencing today. A larger sales and marketing team will help us get there.”

Orson Stadler, Principal at RTP Global comments: “Company and intent data has become a commodity for the modern sales team. That’s especially true in today’s climate of layoffs and budget cuts, where companies of all sizes are receiving fewer inbound leads. Warmly’s platform helps sales and marketing teams buck this trend to establish strong pipelines despite the headwinds. That’s why it’s no surprise to see Warmly’s accelerating customer adoption and we’re looking forward to supporting its on its continued path to growth.”

Leadfeeder Pricing: Is It Worth It in 2025?

Leadfeeder Pricing: Is It Worth It in 2025?

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Alan Zhao

If you’re considering subscribing to Leadfeeder to boost your website lead generation efforts, its cost is one of the first things to look into.

In this detailed Leadfeeder pricing guide, I’ll review the platform’s pricing tiers and the features included in each, giving you all the information you need to assess its value for money for your unique use case.

If Leadfeeder doesn’t match, I'll offer an alternative solution that covers all the areas in which it leaves much to be desired.

Leadfeeder Pricing Plans

Leadfeeder has just two plans:

  1. Free forever plan that provides access to the platform’s most basic features for unlimited users.
  2. Paid plan, which starts at €165 per month when billed monthly or €99 per month when billed annually. 

Note: Leadfeeder is a Finland-based company, which is why they display their pricing in EUR and not USD.

The final cost of Leadfeeder’s paid plan will depend on the number of companies it successfully identifies on your website, as I’ll explain in more detail below. 

There’s also a 14-day free trial of Leadfeeder’s paid plan that lets you test all the platform’s functionalities before committing.

And now, let’s get a closer look at what you get on each plan: 👇

Leadfeeder's Free Plan

Leadfeeder’s free plan is a good starting point for exploring the perks and capabilities of website traffic-tracking software.

On the free plan, you can:

  1. Onboard unlimited users.
  2. Reveal up to 100 companies per month.
  3. Store data on identified visitors for 7 days.

Given what the free plan offers, it’s fair to say that it is a viable option only for micro businesses or other users with very basic website visitor identification needs.

The free plan does not provide additional information on the identified companies or options for monitoring their interactions with your website.

This means that your sales and marketing teams won’t have access to vital data necessary to qualify and convert more leads.

Leadfeeder's Paid Plan

When it comes to Leadfeeder’s paid plan, the pricing depends on the number of identified companies.

So, if the same company visits your website several times, you’ll only be charged once.

The pricing starts at €99/mo when billed annually for up to 50 identified companies and goes up to €1199/mo for identifying 20001 – 40000 companies per month.

If you opt for monthly billing, the total cost goes up by 40%. This means you’d pay €165/mo for up to 50 companies and €1999/mo for 20001 – 40000 companies.

The paid plan also includes more features than the free plan, such as:

  • Unlimited visitor data storage.
  • Verified company details (firmographics & contact details)
  • Employees’ contact details (emails & phone numbers)
  • Insights into visitors’ activity on your website.
  • Two-way CRM integrations.
  • Marketing integrations to assess marketing channel performance.
  • Custom feeds and filters let you create lists and filter companies for more accurate targeting and qualification.
  • Automatic notifications via emails or Slack when a high-value lead lands on your website or interacts with it in a certain way.
  • Tracks activity of target accounts per targeted lists you provide.
  • Website form tracking identifies leads based on form fills.
  • Video & download tracking provides comprehensive engagement metrics
  • Lets you configure access & user permissions.

Note: Subscriptions are priced per website. So, if you want to track and identify visitors on more than one website, you’ll have to pay separately for each.

So, Is Leadfeeder Worth It?

To answer this question the best way possible, you must be aware of several factors:

  1. Leadfeeder cannot identify the actual persons (i.e., stakeholders) visiting your website. It only identifies companies - and even that with limited accuracy.

Source

  1. It lets you reveal a very limited number of companies for the price you pay (only 50 on its first paid tier).
  2. It doesn’t enrich identified visitors with intent data, which is critical for understanding who your hottest leads are. If you want intent data, you have to subscribe to Dealfront, the company that acquired Leadfeeder. As a result, you’d have to pay for two subscriptions because the platform has separate packages for sales intelligence and website visitor tracking.
  3. It has no sales automation options, meaning you’ll have to reach out to each lead manually.
  4. It does not provide features for live lead engagement. This means you won’t be able to pounce on leads while they’re still hot unless you pay for an additional tool, such as a chatbot.
  5. Its free plan is severely limited in terms of the number of revealed visitors and the features it provides, making it virtually unusable for most users.
  6. It’s fully GDPR compliant, making it a solid option for EU-based businesses.
  7. Some users mention that the platform struggles to identify a large chunk of their website traffic.

Source 

Source 

The verdict?

Due to its GDPR compliance, Leadfeeder can be a solid option for identifying website visitors for businesses in the EU.

However, if you choose Leadfeeder, you must be prepared to pay a hefty sum, especially if you handle large traffic volumes.

Finally, keep in mind that if you want access to intent data or sales engagement features, you’ll have to buy additional software.

If this isn’t exactly your cup of tea, it’s time to explore other options.

A More Complete Alternative to Leadfeeder

If you’d prefer a platform that can tackle website visitor tracking at both individual and company levels while offering comprehensive lead engagement and workflow automation features, look no further than Warmly.

Warmly is a signal-based revenue orchestration platform that reveals who your hottest leads are right now and provides comprehensive options for engaging and nurturing them.

Let’s dive into some of the features that make Warmly an attractive Leadfeeder alternative for businesses looking to get the most bang for their buck.

Warmly Features

Although Warmly boasts a wide range of features, several stand out the most when comparing Warmly to Leadfeeder’s capabilities.

These include the following:

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

Unlike Leadfeeder, which can only identify companies visiting your website, Warmly takes it a step further.

The revenue orchestration platform provides insight into the companies and the individuals surfing your website (approximately 15% of contacts and 65% of companies), meaning you’ll often know the exact stakeholders visiting your website right now.

This allows sales reps to perfectly tailor their outreach strategies to that particular individual, increasing your chances of successful conversion.

The process is simple. Just add a snippet of Warmly’s code to your website, and the platform will start identifying warm leads within minutes.

Note: The code snippet can be added to your email campaigns, event pages, or even in-app, allowing you to collect warm leads across sources.

In addition to providing essential identification, Warmly enriches each revealed lead with in-depth B2B data, including:

  • Firmographics (company name, location, size, etc.).
  • Technographics (software tools and technology the company predominantly uses).
  • Demographics (individual names, email addresses, phone numbers, social media profiles, job roles, etc.).
  • CRM data (past interactions with your reps, former champions within that account, etc.).

With all that information at their fingertips, your SDRs will be able to fine-tune their approach to every single lead.

Feature #2: Reveals granular buyer intent

In addition to identifying website visitors, Warmly lets you pinpoint which are most likely to buy right now.

The platform achieves this by capturing visitors’ buyer intent signals and translating them into actionable insights.

Warmly monitors for three types of intent data:

  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.

This combination of intent signals enables you to fully understand who your hottest leads are and engage them when they’re most likely to buy.

As a result, your sales reps won’t have to rely on spray-and-pray techniques, as they’ll be able to focus on high-value leads from the get-go.

Companies like HG Insights leverage Warmly’s website intent insights to maximize the success of their ungated content and capture leads without relying on traditional lead magnets.

Feature #3: Comprehensive sales orchestration

As your business scales, your channels, including your website, will generate more leads, which is fantastic - provided you have the means to capture, qualify, and engage high-quality ones.

Warmly helps you tackle this by allowing you to automate various sales workflows leveraging intent signals.

This means the platform will engage leads showing certain levels of buyer intent, ensuring no high-value opportunity is missed.

Several automation options are available, all of which are highly configurable, allowing you to adjust them to your unique needs and use cases.

Firstly, there’s the Orchestrator, which enables you to set up automated email and LinkedIn outreach sequences by:

  • Specifying the trigger that sets the sequence in motion (e.g., a visitor matching your ICP lands on your website).
  • Defining the criteria the visitor needs to meet to be targeted (company size, industry, individual’s job role, etc.).
  • Specifying the frequency at which you want the workflows to run and the maximum number of people targeted in a single account.
  • Deciding on the action you want the Orchestrator to take (send contextual email and/or personalized LinkedIn DM or connection request).

Secondly, 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 can be trained to maintain a consistent brand tone across chats while ensuring that every interaction with each lead is 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 converting them.

Feature #4: Live engagement

When converting leads, nothing is more successful than good, old, face-to-face communication.

Warmly’s team considered this, which is why the platform includes live text and video chat options. These allow you to contact leads while they’re still on your website.

If you go to the “Warm Call” section of the platform’s dashboard, you’ll see all the companies and individuals visiting your website right now, in addition to intent and B2B data on each visitor.

When sales reps assess the time is right—or receive a Slack notification that a high-value lead has landed on your website—they can initiate a video call or send a contextual message in the text chat, emphasizing that they’re an actual human.

Reps can then leverage the data Warmly revealed to further nurture, warm up, and convert leads.

Learn how Caddis Systems used Warmly to boost their website conversions by 500% in just 7 days.

Warmly Pricing

Similar to Leadfeeder, Warmly offers a free forever plan.

However, it allows you to reveal significantly more website visitors than Leadfeeder’s free option - up to 500 per month.

The free plan also lets you 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 $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.

Build a Quality Lead Pipeline with Warmly

While Leadfeeder can be a decent choice for smaller teams with low website traffic, its overall functionality leaves much to be desired.

Moreover, larger businesses will find its plans to be anything but cost-efficient.

Warmly, on the other hand, is a better option for teams of all sizes looking to optimize their website’s lead generation potential by:

  • Identifying contacts and companies visiting their website.
  • Detecting leads most likely to convert right now at a glance.
  • Engaging them via automated outreach workflows or live engagement options.

Sounds like you?

Try Warmly for free and find out first-hand if we’re a match.

Or, book a personalized demo with our team to explore all of Warmly’s functionality.

10 Best Nooks Alternatives & Competitors in 2025

10 Best Nooks Alternatives & Competitors in 2025

Time to read

Alan Zhao

If you’re looking for the best Nooks alternative, you’ve come to the right place!

I researched dozens of sales and prospecting platforms, tried some of their free trials, and went through user reviews to come up with the list of the ten best Nooks alternatives and competitors.

Here, you’ll find everything you need to find the best solution, including a detailed overview of each platform’s features, use cases, ideal users, and pricing.

Why Switch to a Nooks Alternative?

Nooks is an AI-powered sales platform that’s not without its perks, especially when it comes to outbound sales and rep coaching.

It has three separate products, which can be combined or used as standalone solutions, each with its unique use case:

  1. Dialing Assistant: This lets you automate cold calling tasks, including parallel dialing, provides call summaries, enriches your contact database with accurate numbers, etc.
  2. Coaching Assistant: This tool helps you turn each sales rep into a top performer by providing elaborate AI role-play playbooks, call transcriptions, scorecards, etc.
  3. Prospecting Assistant: This feature suite helps you build targeted lead lists by capturing intent signals and generates personalized prospecting emails based on the data it collects.

However, there are several downsides to Nooks that push some users to find an alternative solution, such as:

1. It’s not cost-efficient

Nooks has three separate product packages in its offering, all of which are charged separately.

Note: The Coaching Assistant is available only as an add-on to the Dialing Assistant, meaning you cannot purchase it as a standalone solution.

Moreover, it doesn’t disclose pricing for any of its three assistants, meaning it’s probably on the more expensive end of the range.

Finally, some users feel that the number of phone numbers you can dial per seat is limited, given the price.

Source

2. Limited functionality

Many user reviews mention that Nooks either lacks some functionality or that the ones it has left a lot to be desired, such as its AI call transcription feature.

Source

Additionally, the platform lacks sufficient global coverage, with most of its numbers tied to the US market.

Source

Finally, Nooks’ interface is prone to bugs and glitches, often disrupting workflows and negatively impacting the overall UX.

Source

3. Scales badly

Having a sales platform that can grow and adjust on the go as your team and business expand is crucial for success.

While Nooks is a solid choice for smaller teams with limited target markets, it is nowhere near ideal for large teams with growing appetites.

Source

Namely, when handling larger call and data volumes, the platform can get too heavy on your PC, making it struggle to keep up with all the operations.

Source

What Are the Best Nooks Alternatives & Competitors in 2025?

Here are the 10 best Nooks alternatives on the market in 2025 after reviewing 30+ tools:

1. Warmly: Identifies your hottest leads and engages them while they’re still hot.

2. ZoomInfo: Massive B2B prospecting database.

3. 6Sense: ABM platform that leverages intent data to help you target the right accounts.

4. LeadIQ: Tracks relevant changes in key prospects’ accounts, allowing you to stay on top of your outreach game.

5. Common Room: Customer intelligence platform that collects intent signals across sources. 

6. CallRail: Tracks and analyzes sales calls, helping improve your reps’ outbound performance.

7. JustCall: All-in-one communication platform.

8. Orum: AI-powered parallel dialer for handling high-volume outbound calls.

9. Attention: Real-time sales rep guidance.

10. Second Nature AI: AI-powered role-play scenarios for coaching and training reps.

1. Warmly

Warmly offers the best Nooks alternative in 2025 as it provides you with the industry's most accurate, real-time, person-level de-anonymization data and signal tracking.

Warmly is a signal-based revenue orchestration platform.

Behind this fancy definition stands a simple yet powerful lead generation and conversion machine, as Warmly:

  1. Picks up buyer intent signals your leads drop off on your channels and across the web.
  2. Translates them into actionable insights to help you understand who your hottest leads are right now.
  3. Leverages those signals and insights to orchestrate comprehensive outreach workflows.

Let’s get a closer look at some of the features that make Warmly an attractive Nooks alternative.

Feature #1: Identifies your website visitors

Warmly lets you maximize your website’s lead generation potential by identifying the companies and individuals visiting it.

Add a snippet of Warmly’s code to your website, and the platform will start revealing leads in minutes.

In addition to essential company and individual-level identification, Warmly will also enrich each visitor’s:

  1. Contact data (email address, phone number, social media profiles, etc.).
  2. Firmographics (company location, size, funding, etc.).
  3. Demographics (individual names, job positions, etc.).
  4. Technographics (tools and software a company utilizes).

This will give you a more comprehensive idea of your leads, where they’re coming from, and how well they match your ICP.

Moreover, Warmly’s code snippet can be added to event pages or email campaigns, allowing you to capture leads across your owned channels.

Feature #2: Reveals your hottest leads based on intent data

Knowing who your leads are is only one part of successful outreach and conversion.

This is why Warmly collects intent data for each lead, allowing you to understand who your hottest leads are right now.

The platform captures three types of intent signals:

  1. First-party intent, which 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, which come from monitoring LinkedIn for things like job change intent, new funding rounds, etc.
  3. Third-party intent, including web searches that include keywords relevant to your product, visits to competitors’ websites or interactions with their ads, etc.

As a result, your sales reps will get:

  • A complete overview of which of your leads are most likely to convert right now.
  • Critical insights into each lead, which they can leverage to tailor their outreach strategies accordingly.

Feature #3: Signal-based sales orchestration

Regardless of how good and alert your sales reps are, some warm leads always fall through the cracks.

Warmly handles this by enabling you to automate essential outreach workflows, ensuring you’ll never miss a high-value opportunity again.

Firstly, there’s the Orchestrator, which enables you to set up automated email and LinkedIn outreach sequences by:

  • Specifying the trigger that sets the sequence in motion (e.g., a visitor matching your ICP lands on your website).
  • Defining the criteria the visitor needs to meet to be targeted (company size, industry, individual’s job role, etc.).
  • Specifying the frequency at which you want the workflows to run and the maximum number of people targeted in a single account.
  • Deciding on the action you want the Orchestrator to take (send contextual email and/or personalized LinkedIn DM or connection request).

Secondly, AI Chat, Warmly’s AI-powered chatbot, automatically engages and qualifies leads, offers collaterals, answers questions, and books meetings while ensuring that every interaction with every lead is contextual and tailored to their prior interactions.

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.


Feature #4: Live video chat

In addition to streamlining outreach, Warmly allows your reps to engage leads directly via on-site live video chat.

This way, your reps can do what they do best - engage high-quality leads while they’re still hot and nurture them into conversion.

If you go to the “Warm Call” section of the platform’s dashboard, you’ll see all the companies and individuals visiting your website right now, in addition to intent and B2B data on each visitor.

When sales reps assess the time is right—or receive a Slack notification that a high-value lead has landed on your website—they can initiate a video call or send a contextual message in the text chat, emphasizing that they’re an actual human.

Reps can then leverage the data Warmly revealed to further nurture, warm up, and convert leads.

Our Warm Calls best practices can help you ensure high response rates, so make sure to check them out.

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 four tiers to choose from:

  1. Micro: Starts at $499/mo or $4,000/year, includes unlimited seats, 5,000 monthly visitors revealed, first-party intent signals, alerts, and access to Warmly’s prospecting database.
  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, custom number of visitors, everything in Business, plus custom signals and warm calling.

How does Warmly compare to Nooks?

Here are some of the key points to keep in mind when comparing Warmly to Nooks:

  1. Warmly has a free forever plan for smaller businesses or individuals, whereas Nooks pushes you into a paid contract from the get-go.
  2. Warmly’s pricing structure is more transparent and flexible, with each package including more features than Nooks’ products.
  3. Warmly is geared toward warm outreach, allowing you to easily identify your hottest leads and engage them while their interest is at its peak, increasing your chances of successful conversion.
  4. Warmly picks up more granular intent data, improving your lead scoring and qualification efforts.

Judging by all this, it’s fair to say that Nooks is a better option only for teams primarily focused on cold calling or looking to coach their reps.

Conversely, Warmly's comprehensive platform will benefit teams looking to boost conversion rates across levels.

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 your hottest leads in real-time.

❌ Big leap from the free plan to the first paid tier.

2. ZoomInfo

Best for: All-in-one sales and marketing management.

ZoomInfo is a sales and prospecting platform that combines versatile functionality in one integrated interface.

It’s a strong Nooks alternative if you want more diverse features coupled with more granular sales intelligence.

Who is it for?

Enterprise-level businesses looking for a comprehensive sales platform with a massive B2B database.

Top Features

  • 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 ICPs and pinpoint accounts that match it in ZoomInfo’s database.
  • Conversation intelligence captures and analyzes customer calls, emails, and meetings, providing detailed insights into key topics, action points, missed opportunities, bottlenecks, etc.

Pricing 

ZoomInfo has separate plans for Sales, Marketing, and Talent teams.

No prices are disclosed, so you’ll have to contact its sales team for a custom quote.

The exact price will depend on:

  • Features and functionality.
  • Number of licenses.
  • Credit usage.
  • Other factors.

Pros & Cons

✅ Identifies companies visiting your website.

✅ Wide range of sales engagement options, from web chats and forms to automated outreach sequences.

✅ Strong coverage of individual stakeholder and company data for North American businesses.

❌ Expensive.

❌ Can be overwhelming, especially for smaller teams.

3. 6Sense

Best for: Intent signals-powered ABM.

6sense is an AI-powered ABM platform that combines B2B data with intent signals to automate ABM workflows.

It’s a viable Nooks alternative if you’re looking to improve your ABM efforts or simply want to leverage detailed intent data to boost lead targeting and generation.

Who is it for?

6sense is best suited for teams of all sizes primarily focused on ABM strategies.

Top Features

  • Delivers in-depth B2B intent data.
  • Prioritization dashboards provide sales reps with a personalized, 360-degree view of all their deals, accounts, leads, etc.
  • Chrome extension for B2B prospecting anywhere on the web.

Pricing

6Sense has a free plan that provides 50 credits/month, basic contact & company data, Chrome Extension, etc.

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

However, 6Sense doesn’t disclose prices on its website, so you’ll have to contact its sales for more details.

Pros & Cons

✅ Solid automation features.

✅ Advanced filtering options let you build detailed audience segments.

✅ Robust integrations.

❌ Has a steep learning curve.

❌ It’s expensive.

4. LeadIQ

Best for: Tracking important changes in your key accounts, keeping your B2B data up-to-date.

LeadIQ is a B2B prospecting platform that allows you to monitor your most valuable leads for relevant changes in their accounts.

As a result, your sales reps will know who to focus on from the get-go, which makes it a strong Nooks alternative if you’re looking to improve your outreach campaigns’ targeting.

Who is it for?

LeadIQ is best suited for smaller B2B teams that want to track important changes in high-value accounts without spending a fortune.

Top Features

  • Rich database with millions of verified profiles, emails, and mobile numbers aggregated across sources.
  • Tracks real-time changes in important accounts, such as job changes, promotions, funding announcements, etc.
  • AI-powered email generator drafts personalized email copy based on the data LeadIQ has on prospects.

Pricing

Lead IQ has a free forever plan that provides:

  • 20 verified work emails per week
  • 10 mobile phone numbers
  • 40 email generations per month
  • 10 accounts tracked

There are three paid plans for users who need more:

  1. Essential: $45 per user per month
  2. Pro: $89 per user per month
  3. Enterprise: Custom pricing, annual subscription only

Pros & Cons

✅ User-friendly.

✅ Lets you keep your finger on the pulse of your target accounts by tracking important changes.

✅ Solid free plan for micro businesses.

❌ Emphasis on North America, limited European coverage.

❌ Some of its features, including contact tracking and Salesforce enrichment, are add-ons priced at $5,000 per year.

5. Common Room

Best for: Capturing buying signals across sources.

Common Room is a customer intelligence platform that tracks and aggregates various intent signals to help you detect qualified leads.

In addition to its out-of-the-box signals, it lets you set up custom signals tailored to your target market, ICP, and business goals.

Its customization options and the granularity of the insights it provides make it a good Nooks alternative.

Who is it for?

Account-based and product-led sales teams need granular insights collected from multiple touchpoints and options for streamlining some sales processes.

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.
  • AI-powered lead scoring helps you prioritize surging accounts.
  • Lets you set up automated workflows triggered by specific signals.

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.

❌ Limited customization options.

6. CallRail

Best for: Tracking and analyzing cold calls.

CallRail is an AI-powered call-tracking platform that tracks not only calls but also texts, forms, and chats, providing actionable insights and metrics that help you discern how well your reps and strategies are performing. 

It’s a solid Nooks alternative if call tracking and conversational intelligence are your primary concerns.

Who is it for?

Teams that need accurate attribution and analytics of their outbound and inbound marketing and sales efforts.

Top Features

  • Detailed call attribution reveals how your leads found out about you and follows them through every step of their buyer journey.
  • Conversational intelligence that records, transcribes, and analyzes each call, unearthing valuable insights into your campaigns’ performance.
  • Form tracking reveals what compelled website visitors to fill out your forms, analyzing their behavior and connecting all the steps that got them to you.

Pricing

CallRail has 4 pricing tiers:

  1. Call Tracking: $50 plus additional usage
  2. Call Tracking + Conversation Intelligence: $100 plus additional usage
  3. Call Tracking + Form Tracking: $100 plus additional usage
  4. Call Tracking Complete: $150 plus additional usage

Each has a 14-day free trial period.

Pros & Cons

✅ User friendly.

✅ Accurate transcripts.

✅ Robust third-party integrations.

❌ Can get expensive.

❌ Limited functionality.

7. JustCall

Best for: Integrating all your business communication in one place.

JustCall is a comprehensive business communication solution that integrates voice, SMS, email, and WhatsApp into one platform. 

It’s a good Nooks alternative for teams eager to streamline their multi-channel communication and improve efficiency with its automation tools and seamless CRM integration.

Who is it for?

Teams seeking to streamline multi-channel communication with built-in automation tools.

Top Features

  • Customizable call flows allow teams to create tailored call workflows for specific customer journeys or sales processes.
  • Provides detailed analytics on call performance, helping teams track KPIs, measure success, and identify areas for improvement.
  • Integrates voice, SMS, email, and WhatsApp into one streamlined platform, enabling teams to manage all customer interactions in a centralized location.

Pricing 

JustCall has three product suites, with each including several pricing tiers:

Base Suite is its customer communication platform, which has four plans:

  • Essentials: $29/user/mo, includes basic calling options.
  • Pro: $39/user/mo (minimum 2 users), everything in Essentials, plus AI summary and transcription, texting options, etc.
  • Team: $69/user/mo (minimum 2 users), everything in Pro, plus power dialer, live call monitoring, bulk texting, etc.
  • Business: Custom price, (minimum 10 users), everything in Team, plus more advanced security.

AI Suite includes AI-powered coaching and training and has three plans:

  • Team Plus: $69/user/mo (minimum 2 users), includes everything in Team, plus more advanced AI transcription and summary, call topics, tone analysis, etc.
  • Pro Plus: $109/user/mo (minimum 2 users), includes everything in Pro and Team Plus and sentiment analysis, call scoring, etc.
  • Business Plus: Custom price, everything in Business and Pro Plus, plus AI-powered script compliance, live call transcription, etc.

Sales Suite is built for unlimited calling and has two plans:

  • ReachMax: Custom price with unlimited calling and 10-line predictive dialing.
  • ReachMax Plus: Custom price, same as in ReachMax, but with more comprehensive AI features, such as suggestions for objection handling.

Sales Suite has annual billing options only.

Pros & Cons

✅ Robust automation functionality.

✅ Intuitive interface.

✅ Seamless integrations and APIs.

❌ Prone to crashing.

❌ Its mobile app is glitchy, so you can’t make calls or set up workflows on the go.

8. Orum

Best for: Handling high-volume outbound calls.

Orum is an AI-powered parallel dialer that enables sales teams to make multiple calls simultaneously, connecting reps only when a live person answers, significantly increasing outbound call efficiency. 

It’s an excellent choice for teams prioritizing speed, automation, and call volume.

Who is it for?

High-performing sales teams looking to maximize call efficiency.

Top Features

  • AI-powered parallel dialing calls multiple numbers simultaneously and connects reps only when a live person answers, eliminating wasted time.
  • Automated call logging ensures all call activities are recorded without manual data entry, keeping sales tracking efficient and organized.
  • Supports SMS follow-ups and email automation to complement call campaigns and boost engagement.

Pricing 

Orum has two pricing plans:

  1. Launch: $250/user/month (annual billing), includes unlimited calls, click-to-call, power, and AI parallel dialing (up to 5), 5 caller IDs per month, etc.
  2. Ascend: Custom price, includes everything in Launch, plus international dialing, data enrichment (200 credits per rep per month), AI objection detection, AI call summary, etc.

Pros & Cons

✅ Powerful parallel dialer.

✅ Advanced reporting and analytics provide detailed insights into call volume, success rates, and rep performance.

✅ Seamless CRM integrations enable automatic call logging and performance tracking.

❌ Clunky interface.

❌ Doesn’t have a dial pad for inserting new numbers, meaning you must pull them from your CRM or CSV.

9. Attention

Best for: Providing real-time guidance to sales reps.

Attention is an AI-driven sales assistant that provides real-time guidance during calls, helping reps handle objections, stay on script, and close deals more effectively. 

It analyzes conversations in real-time, offering coaching, insights, and recommendations for the next best action. Thus, it is a smart Nooks alternative for teams looking to improve call quality and conversion rates rather than just increase call volume.

Who is it for?

Sales representatives that want to enhance their performance on the fly.

Top Features

  • Real-time AI sales coaching provides live guidance during calls, helping reps handle objections, ask the right questions, and stay on script.
  • Objection handling assistance detects common objections in conversations and suggests the best responses to overcome them immediately.
  • Manager live coaching and whisper mode enable sales managers to listen in on calls and provide real-time coaching without the customer's knowledge.

Pricing 

Attention doesn’t disclose any pricing details.

You’ll have to contact sales for more information.

Pros & Cons

✅ Comprehensive rep coaching.

✅ User-friendly interface.

✅ Detailed analytics provides granular insights into each call.

❌ Opaque pricing.

❌ Doesn’t have a mobile app.

10. Second Nature AI

Best for: Rep training and development.

Second Nature AI is a sales training platform that helps reps refine their pitches through realistic, interactive role-playing scenarios.

It simulates conversations with virtual customers, providing real-time feedback, scoring, and coaching tips to improve sales effectiveness. 

It is a great Nooks alternative for teams looking to continuously train and refine their sales strategies.

Who is it for?

Sales leaders focused on training teams for success.

Top Features

  • AI-powered sales role-play provides a virtual AI-driven conversation partner that mimics real prospects, allowing reps to practice their sales pitches.
  • Personalized training paths allow you to customize learning modules based on individual rep performance and coaching needs.
  • Performance scoring & benchmarking grades sales reps on their conversations and compares their performance to top performers.

Pricing 

Second Nature AI offers free AI role-plays sorted into categories such as discovery calls and objection handling to give users a taste of its capabilities.

If you want more role-plays and customization options, you must sign up for its paid version.

However, Second Nature AI doesn’t publish pricing, meaning you’ll have to book a demo for more details.

Pros & Cons

✅ Easy and fast to deploy.

✅ Detailed suggestions on what needs to be improved in your reps’ performance.

✅ Highly trainable AI learns on the go and adjusts to your team’s needs, providing customized interactions.

❌ Its AI agents can get buggy sometimes, messing up the simulation.

❌ Too tough scoring, which might create unrealistic standards for reps.

Identify Your Warmest Leads Today

Ready to decide?

Each solution I reviewed here is a solid Nooks alternative, but only you can discern which is best for your specific use case.

One thing is certain.

If your primary aim is to improve your lead generation and outreach efforts, you need to look no further than Warmly.

This Nooks alternative lets you identify your hottest leads right now and engage them while their interest is at its peak, boosting conversion rates across levels.

Try Warmly’s free plan and find out firsthand how Warmly can help your team crush sales quotas before you know it.

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

10 Best Pocus Alternatives & Competitors in 2025

10 Best Pocus Alternatives & Competitors in 2025

Time to read

Alan Zhao

Looking for Pocus alternatives to de-anonymize visitors, enrich lead data, and automate outreach?

We researched dozens of tools, reviewed verified reviews on G2, and talked to sales leaders to build the complete list of the 10 best Pocus alternatives in 2025.

In this guide, we will cover each tool’s features, pricing, pros/cons, and use cases to help you make an informed decision.

Why Look For Pocus Alternatives?

Pocus is an AI-powered product-led sales platform that helps you streamline sales operations using AI, product, and intent data.

The platform has gained a positive reputation in the sales industry with its automations (playbooks) that let you build intricate signal-based workflows and AI recommendations that help you determine which playbooks then perform well.

⚠️ Despite that, some customers of the platform have expressed concerns about the tool’s pricing model, data accuracy, and functionality. ⤵️

#1: Has Issues With Data Accuracy

Some customers of the platform have expressed concerns about the platform’s data accuracy on G2.

According to one user, the lead data (e.g., company; last visit date) has not been consistent and could lead to misleading and inaccurate data on the prospect.

‘’The data of the customer (last visit date, sessions logged, company) is not very consistent and can lead to misleading/inaccurate data on the prospect.’’ - G2 Review.

#2: Not Affordable For Smaller Teams & Start-Ups

Additionally, users claim that they believe the pricing to be competitive with other tools on the market, but still a barrier to entry for smaller teams and start-ups.

After all, Pocus does not disclose its pricing tiers, so it’s safe to assume that the tool will be slightly more expensive than other alternatives on the market.

‘’Pricing is competitive but could be a barrier for smaller teams or startups.’’ - G2 Review.

#3: Steep Learning Curve

We normally would not cover a ‘’steep learning curve’’ as a con to software – but in the case of Pocus, we found it to be a recurring point that users discussed.

Users of the platform note that the platform has a learning curve at the start and it takes them time to fully grasp the platform’s features and customize it to their workflow.

While Pocus is super helpful, there’s a bit of a learning curve at the start. It took me some time to fully understand all the features and customize it to my workflow. I’d love to see even more in-app tips or tutorials to make onboarding smoother. - G2 Review.

What Are The Best Pocus Alternatives On The Market In 2025?

Here are the best Pocus alternatives in 2025 that make up for the platform’s weaknesses:

#1: Warmly: A signal-based revenue orchestration platform that combines several capabilities into one powerful lead-capturing and converting mechanism.

#2: Koala: Gain insight into product usage alongside intent signals to improve product adoption.

#3: ZoomInfo: Best for sales teams looking for an all-in-one sales management platform.

#4: Apollo.io: Access a large B2B database with the emails and phone numbers of your ICP.

#5: Lusha: Identify decision-makers and then reach out to them.

#6: Visitor Queue: Personalize your website to your prospects after identifying them.

#7: Salespanel: Good for sales and marketing teams looking to put lead scoring on autopilot.

#8: UnifyGTM: Access multiple intent data sources.

#9: Demandbase: Identify and target the right leads with the right message to support ABM campaigns.

#10: 6sense: Find surging accounts on your website that your sales team can reach out to.

#1: Warmly

Warmly offers the best Pocus alternative as it provides you with the most accurate, real-time, person-level de-anonymization data and signal tracking.

Our platform helps you identify your warmest leads and reach out to them immediately with our engagement features.

Disclaimer: Even though Warmly is our platform, we’ll aim to provide an unbiased perspective into why it is the best Pocus alternative in 2025.

Our signal-based revenue orchestration platform enables GTM teams to:

  • Capture buyer interest in real-time as they browse through your website.
  • Gain quality insights into prospective customers, allowing your sales reps to tailor their strategies accordingly.
  • Engage them while they’re still hot and successfully convert them.

Here is the functionality of Warmly that stands out against competitors like Pocus:

Reveal High-Intent Accounts On Your Website

You can use Warmly’s website de-anonymization features for account-based strategies to improve your prospecting game to be as precise as possible.

We know that one of the crucial aspects of any ABM or targeted prospecting strategy is finding the accounts that are:

  • The best fit for your ICP.
  • Surging, i.e., showing the most interest in your or similar product or services, indicating they’re ready to buy.

With Warmly, you can easily identify those accounts by capturing them on your website.

Warmly helps you identify individual and company accounts visiting your web pages and proceeds to enrich them with:

  • B2B data, including contact data, firmographic, technographic, CRM data, etc., that lets you figure out whether they’re a match for your ICP and high-performing accounts.
  • First-party intent data, which helps you understand how likely they are to buy based on their interactions with your website (visited pages, time spent on each page, recurring visits, downloaded collaterals, etc.).
  • Second-party data by monitoring your prospects’ LinkedIn and help you find all of the relevant stakeholders of the company.
  • Third-party intent data, which shows you their readiness to buy by providing actionable insights into their entire digital buyer’s journey, including search history, visits to competitors’ websites, job change intent, etc.

Your sales and marketing teams can recognize high-intent accounts from the start—both at the company and individual levels – allowing sales development representatives to focus their efforts on them while they’re still surging.

Orchestrate Sales & Marketing Workflows

Warmly helps you put various parts of your sales and marketing operations on autopilot, enabling your sales development representatives to focus on what matters most—making strategic decisions and converting high-value leads.

Our platform’s Orchestrator enables you to automate LinkedIn and email outreach, as well as CRM enrichment.

Setting up automation within Warmly’s Orchestrator is easy:

Step #1: Begin by defining the trigger that’s going to set off the workflow (e.g. a prospect that matches your ICP lands on your website or takes a specific high-intent action like visiting the pricing page more than once).

Step #2: Define your ICP and high-value leads so that the Orchestrator knows who to target (filters you can use include company size, industry, location, tech stack, an individual’s job position, and many more).

Step #3: Specify an action it should take, which can include:

  • Sending a LinkedIn request and/or personalized DM.
  • Sending a contextual email.
  • Syncing relevant data to your CRM to keep your records fresh and relevant.

💡 Unlike Pocus which requires an integration, Warmly offers a lead routing functionality that ensures each company and individual account is handled by the appropriate sales rep while their interest is at its peak.

For example, you can set up Slack notifications to alert the right rep when:

  • An ICP-matching account lands on your website.
  • Asks a high-intent question in the chatbot.
  • Takes other relevant action.

As a result, no quality lead will fall through the cracks ever again.

Finally, you can also leverage Warmly’s AI Chat which helps you automatically engage and qualify leads. The chatbot will make sure to:

  • Ask contextual, relevant questions.
  • Give correct answers and offer collateral based on the account’s interests and preferences.
  • Book meetings, and more.

Engage High-Ticket Accounts Live

Being able to detect surging accounts in real-time is good, but it won't do you much good unless you can pounce on them at the right time.

Warmly solves this issue by including a feature that lets you engage leads live – while they’re still browsing your website.

Reps can choose between two options:

  • Text chat, meaning they’ll replace the chatbot and talk to prospects themselves.
  • Video chat that lets you hop on a video call straight from Warmly.

This way, instead of risking missing the opportunity to convert high-intent leads, you can chat them up while they’re still hot and close more deals effortlessly.

A Daily-Updated 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.

The database also provides 25+ B2B filters and customizable data filters that you can set up, enabling you to build highly targeted prospect lists in a few seconds.

Lastly, 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 Integrations

Similar to Pocus, Warmly integrates with a wide range of platforms, including:

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

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

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

What Is The Difference Between Warmly & Pocus?

The biggest difference between Warmly and Pocus comes down to data quality.

Warmly does person-level de-anonymization from any source. Our platform also quality checks all of our data and signals using 10+ data providers. 

One of the common complaints about Pocus has been around the quality and consistency of data that the platform provides its users.

In fact, Warmly sets the standard for de-anonymization of data quality for the industry – we invest over $1M per year on data providers and pass the return on that investment directly to our customers.

Moreover, Warmly offers real-time engagement features, such as our contextually-aware AI Chat that helps you automatically engage and qualify leads, instead of identifying them and reaching out to them at a later time.

Pricing

Unlike Pocus, Warmly has a free forever plan that lets you:

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

To access Warmly’s advanced features, you’d need to be on one of the four paid tiers:

  • Micro: Starts at $4,000/year for 5,000 warm leads per month, and gives you access to 1st party person-level web visitor de-anonymization, real-time alerts and exports, and unlimited access to Coldly’s contact data.
  • Starter: Starts at $12,000/year for 10,000 warm leads per month, and adds access to 3rd party intent signals (Bombora), AI chat, CRM sync & integrations, and dedicated onboarding.
  • Business: Starts at $22,000 for 25,000 warm leads per month, and adds access to 2nd party intent signals (LinkedIn monitoring), lead routing, and access to the platform’s full-funnel orchestration (AI-powered outreach via Email, LinkedIn, Chatbot, and Ads).
  • Enterprise: Starts at $30,000 for custom warm leads per month, and adds access to custom intent signals, and warm calling.

➡️ Warmly offers unlimited seats at every plan, making it ideal for larger sales teams.

Pros & Cons

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

✅ Reveals who your hottest leads are right now.

✅ Personalized lead generation and outreach workflows.

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

✅ Transparent pricing model – even at the Enterprise level, unlike Pocus.

✅ Good range of integrations.

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

#2: Koala

Best for: Gaining insight into product usage alongside intent signals to improve product adoption.

Similar to: Warmly, 6sense.

Koala is a website visitor identification software that helps you boost product engagement and drive cross- and up-selling opportunities rather than traditional lead generation.

The platform makes a good alternative to Pocus if you’re more interested in cross-selling and up-selling your existing client base.

Features

  • Reveals website visitors and enriches them with first-party intent data so you can then reach out to them.
  • Automated ICP scoring: Identify and prioritize heating accounts that best fit your ideal customer persona (ICP).
  • Tracks product usage data and translates it to actionable insights so you can monitor your users’ product journeys and detect important milestones in real-time.

Standout Feature: Intent Analytics

Koala’s intent analytics helps you learn what intent converts best on your site – whether it’s your case studies, pricing page, or feature pages.

The software’s AI-powered Content Reports analyze intent and conversion, and will automatically suggest new signals for you as the tool classifies the content that leads to conversion.

Pricing 

Koala has a free plan for up to 3 seats, unlike Pocus, which lets you reveal up to 250 accounts and get access to the tool’s standard integrations.

To access the platform’s advanced features, you’d need to be on one of their 2 paid plans:

  • Growth: $750/month when billed annually, which adds 10k Clearbit reveals per month, custom AI agents, 1 CRM connection, and unlimited accounts.
  • Business: Custom pricing, which adds custom licenses, custom Clearbit limits, lead scoring, and content reports.

Pros & Cons

✅ You can track product usage and translate it into actionable insights.

✅ Automated lead scoring.

✅ You can integrate with multiple CRMs.

❌ No third-party intent data, which is why some organizations have been looking for Koala alternatives.

❌ No live engagement features, similar to Pocus.

#3: ZoomInfo

Best for: All-in-one sales management.

Similar to: 6sense.

Zoominfo offers end-to-end sales software that is known for its massive B2B database paired with a wide range of sales and marketing-oriented features.

The tool is a nice alternative to Pocus for organizations looking for a static B2B database first and foremost that gives access to automated multichannel sales workflows.

Features

  • Massive B2B database with over 260M professionals, 100M company profiles, and 135M verified phone numbers.
  • Automated multichannel sales workflows that are triggered by specific buying signals from your prospects, such as cold email or cold calling campaigns.
  • Predictive modelling lets you define and update your ICP so you can keep it fresh and relevant based on past won and lost deals and other critical data.

Standout Feature: Ad Targeting

The feature that stood out to us about ZoomInfo was its Ad targeting functionality that lets you create automated ad campaigns using more than 300 intent signals and company attributes, including ideal accounts and prospects with buying intent signals.

The platform helps you ensure that your ads are displayed to all the right accounts across all relevant channels.

Pricing 

Zoominfo has separate plans for sales, marketing, and talent teams.

Even though no prices are disclosed, we tried to dig as much information in our ZoomInfo pricing guide to help you figure out if the tool’s pricing model works for you.

To summarize the article, ZoomInfo’s pricing model depends on the:

  • Features and functionality you need.
  • Number of licenses.
  • Credit usage.

Pros & Cons

✅ Excellent B2B data coverage, especially regarding US-based phone numbers.

✅ Wide range of features for handling various sales operations.

✅ Ad targeting functionality that helps you remarket to high-intent leads who visit your website.

❌ The platform can get expensive, according to G2 reviews.

❌ Limited website visitor identification functionality, which is why some brands have been looking for ZoomInfo alternatives.

#4: Apollo.io

Best for: Accessing a large B2B database with emails and phone numbers of your ICP.

Similar to: Warmly, 6sense.

Apollo.io is a sales intelligence tool that lets businesses uncover leads quickly and access their verified email addresses.

The tool is a viable alternative to Pocus with its accurate B2B database of over 275 million contacts and 73 million companies.

Features

  • Living Data Network that uses AI to provide smart recommendations on high-value prospects based on your past activities. 
  • Signal-based prospecting: Combine demographic and behavioral signals to find leads who are actively researching products or services. 
  • Conduct precise searches for leads and companies using over 65 filters, including contact title, job function, and industry.

Standout Feature: Sales Engagement

Apollo.io helps you automate your outbound by creating AI-powered multi-step sequences.

The tool also helps you create and test AI-generated emails in your sequences with data from its database.

Pricing

Apollo.io, unlike Pocus, offers a free plan with 10,000 monthly credits, two active sequences, five mobile credits, and 10 export credits per month. 

You can also select from the three paid plans: 

  • Basic plan: $49 per user per month, which adds job change notifications, buying intent over 6 topics, and intent filters.
  • Professional plan: $79 per user per month, which adds 120,000 credits per year, no sequence limits, and uncapped sending limits with SendGrid.
  • Organization plan: $119 per user per month, which adds buying intent over 12 intent topics, AI-assisted email writing, and call transcriptions.

Pros & Cons

✅ The buyer intent functionality identifies companies actively searching for similar services. 

✅ The free plan lets you find a significant number of valid emails per month, making it accessible for small businesses. 

✅ Sequence automations that help you engage prospects.

❌ Sometimes, errors occur when pushing contacts to CRM, which is why some users are looking for Apollo alternatives.

❌ The platform can get expensive for larger teams, similar to Pocus.

#5: Lusha

Best for: Identifying decision-makers and then reaching out to them.

Similar to: Warmly, ZoomInfo.

Lusha is a sales software for B2B teams looking to improve their prospecting efforts by providing them with accurate and up-to-date company and contact data. 

The platform adheres to GDPR and CCPA privacy standards, which means that user data is handled securely – making it a good option for Enterprises. It also facilitates data privacy with certifications like ISO 27701.

Features

  • Analyze behavioral signals to identify prospects most likely to buy your products or services, so you can do targeted outreach.
  • Real-time alerts about job changes within your target companies, helping you stay informed about potential decision-makers who are open to engaging with new vendors. 
  • Sophisticated search filters that include industry, revenue, employee count, and more, that let you build highly targeted contact lists quickly. After that, you can export these lists directly to your CRM.

Standout Feature: Personalized AI Recommendations

Your team can automatically receive daily AI-generated prospect lists to help you prioritize and streamline your outreach efforts.

For example, the platform will recommend prospective companies that have recently raised funding and might be looking for a solution like yours.

Pricing

Lusha offers a free plan that lets you try out the tool by getting 50 emails and five phone numbers per month.

Apart from this, the platform offers three paid plans: 

  • Pro plan: Starts from $37.45/month for 3 seats with 1,920 emails and 480 phone numbers per year with team management features and intent signals (up to 5 topics). 
  • Premium plan: Starts from $59.95/month for 5 seats with 3,840 emails and 960 phone numbers, which adds more advanced team management features and a 20% discount on phone credits. 
  • Scale plan: Custom pricing, which adds a free manager seat, SSO, and more intent signals.

Pros & Cons

✅ Intent targeting enhances the prospecting experiences and improves lead acquisition success rates.

✅ You can create separate contact lists and export data simplifying the sharing of information across the teams. 

✅ Personalized AI recommendations so you can stay on top of the latest hot prospects to look out for.

❌ Lack of a mobile app, unlike some of Lusha’s competitors.

❌ Some users report some of the data to be outdated and incorrect – and can greatly vary from industry or region.

#6: Visitor Queue

Best for: Identifying website visitors and personalizing your website to them in real-time.

Similar to: Lusha, Warmly.

Visitor Queue is a UK-based website visitor identification tool that helps you personalize your website for specific leads and segments.

This makes it a good alternative to Pocus if you solely rely on your website design for conversions – ideal for teams looking to optimize their website for conversions based on visitor data.

Features

  • Customizable filters that you can use to create lead segments or exclude website visitors who don’t match your ICP from showing up in your dashboard.
  • Auto-Assignment: Automatically assign leads who fall into a specific category to the sales rep in charge of managing them.
  • Send emails to warm leads directly from the platform.

Standout Feature: Personalize Your Website To Your Visitors

Visitor Queue lets you customize your website on an individual basis for your prospects that fall within your ICP, personalizing their view of your website.

For example, you can make it so your ICP sees only the most relevant case studies on your website.

Pricing

Visitor Queue offers as many as 11 pricing plans based on the number of unique companies captured per month:

▶️ 100 companies - $31/mo for unlimited users and websites (only available as an annual contract).

▶️ 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.

Pros & Cons

✅ Unlimited users and websites on each plan.

✅ Lets you deliver personalized content for leads on your website.

✅ Generally more affordable than other alternatives on the market.

❌ Limited visitor data with only basic contact details.

❌ Some users report integration issues on G2.

#7: Salespanel

Best for: Sales and marketing teams looking to put lead scoring on autopilot.

Similar to: Warmly.

Salespanel is a website visitor identification platform that identifies, tracks, and scores your leads.

The platform is a good alternative to Pocus for companies looking to run data-driven marketing strategies, account-based campaigns, and more.

Features

  • Real-time lead scoring and qualification: Leverage first-party intent data and your ICP attributes to score every lead identified on your website.
  • Comprehensive buyer intent data: Your sales team can collect and use first-party buyer intent data with minimal configuration.
  • Detailed analytics dashboards: Visualize lead generation metrics to detect bottlenecks, improve attribution, and understand what yields the best results.

Standout Feature: Deep Tracking

Salespanel lets you track website visitors by assigning each a unique ID (not cookies), providing enhanced customer journey tracking and cross-domain tracking.

Pricing

Salespanel offers three plans, two of which have the same starting price:

  • 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.
  • 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.
  • Custom Pricing: Custom traffic volume with up to 60% deanonymized traffic. Includes everything in Account Reveal plus advanced customization options.

The difference between the first two tiers lies in the number of website visitors you can identify and in essential features like Deep Tracking and real-time lead scoring, which are available only on the Account Reveal plan.

Pros & Cons

✅ Comprehensive analytics tools.

✅ Easy setup and user-friendly interface.

✅ Deep tracking functionality that prepares you for a cookie-less world.

❌ The costs can easily add up, given the caps and limitations in the essential packages.

❌ Annual billing only.

#8: UnifyGTM

Best for: Accessing multiple intent data sources.

Similar to: Warmly, ZoomInfo.

UnifyGTM is a visitor identification software that helps sales teams drive pipelines by giving them access to multiple intent data sources, AI, and automations.

The platform is a viable alternative to Pocus for brands looking for an all-in-one solution for warm outbound.

Features

  • Get access to 10+ data sources to identify when prospects are ready to buy from you, featuring 1st and 3rd party signals.
  • Automated Plays that let you craft custom prospecting, enrichment, AI research, and sequencing workflows that run on autopilot for your sales team.
  • Multi-touch Sequences that help you reach buyers where they are by sending them personalized messages directly through UnifyGTM with managed deliverability.

Standout Feature: AI Agents

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 engage with your prospects.

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 comprehensive 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 readers 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, similar to Pocus.

#9: Demandbase

Best for: Identifying and targeting the right leads with the right message to support ABM campaigns.

Similar to: Warmly, 6sense.

Demandbase is a sales platform built for ABM teams, which has a wide range of features designed for sales, marketing, and advertising departments.

It’s a viable Pocus alternative for enterprises looking to retarget prospects at scale with relevant messages and provide leads with a tailored website experience.

Features

  • Account-based marketing orchestration: Create customizable workflows aimed at specific accounts/audience segments.
  • Ad targeting options: Display personalized ads to high-value accounts.
  • Real-time website personalization: Leverage buying intent and B2B data to provide each target account with a tailored web experience, including everything from messaging and images to offers and CTAs.

Standout Feature: Actionable Sales Insights

Demandbase lets you close more deals by knowing who is ready to buy and when to reach out with deep account insights.

The platform helps you prioritize accounts in your territory using insights from weekly email snapshots that highlight engaged prospects and account activity.

Pricing

Demandbase does not include its pricing, so you’d have to contact their team to get a quote.

➡️ The only thing revealed on its website is that its pricing model includes a platform fee that covers all the essential services and a flat user fee that scales according to your needs.

Pros & Cons

✅ Targeted B2B advertising and retargeting.

✅ Full suite of ABM tools, including account insights, intent data, and personalized campaign orchestration.

✅ Sales insights that your team can use to prioritize accounts.

❌ The platform has a steep learning curve, according to G2 reviews.

❌ Described as expensive when compared to other options on the market.

#10: 6sense

Best for: Identifying surging accounts on your website that your sales team can reach out to.

Similar to: ZoomInfo.

6sense is an AI-powered ABM platform that combines B2B data with intent signals to automate your ABM workflows.

The solution makes a proper alternative to Pocus with its ability to identify the accounts that are most likely to buy so your sales development reps can react in time.

Features

  • The software tracks 65M+ companies, 600M+ buyer profiles, and 35K+ industries.
  • 6sense detects buyer intent and connects it with the rest of the prospect’s customer journey online so you can recognize leads most likely to convert based on their level of intent.
  • AI-fuelled predictive analytics: Predict customers to prioritize high-intent leads in advance.

Standout Feature: Dynamic Audience Building

6sense provides 80+ segmentation filters that help you define your ICP and identify the accounts that best fit it.

The software 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.

6sense then 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, and the keywords they are researching.

Pricing

6sense offers a free plan that provides access to 50 credits/month, Buyer Discovery features, access to contact and company data, alerts, and list management functionality with a Chrome extension.

To get more out of the platform, you’d need to be on one of their three paid tiers:

  • Team: Custom pricing, which gives you access to technographics, psychographics, access to Web, CRM, and SEP Apps, and the ability to add to CRM/SEP, and dashboards.
  • Growth: Custom pricing, which adds 6sense intent (keywords), 3rd party intent, corporate hierarchy, and the tool’s prioritization dashboards.
  • Enterprise: Custom pricing, which adds the platform’s predictive AI model, AI recommended actions, and CRM & MAP activity.

Even though 6sense does not disclose its pricing on the website, we found 3rd party data from Vendr that claims that the average 6sense contract value is $123,711 per year.

💡 You can check out our comprehensive 6sense pricing guide, which covers the tool’s pricing structure in more detail and aims to answer if the tool is worth the cost.

Pros & Cons

✅ Advertising capabilities that help you build targeting and retargeting campaigns based on buyer intent data.

✅ The platform has a vast data base consisting of 65M+ companies, 600M+ buyer profiles, and 35K+ industries.

✅ Dynamic audience building with 80+ segmentation filters.

❌ 6sense doesn’t identify individual accounts.

❌ The platform can get pricey, which is why some sales teams have been looking for 6sense alternatives.

Next Steps: Find out who is on your website and engage them in real-time with Warmly

With Pocus and its alternatives, companies will often have problems like issues with data accuracy, an expensive pricing model that’s gated behind a sales call, and a steep learning curve.

But what if we tell you there’s a solution that can minimize these drawbacks to a minimum while providing you with fast ROI?

Warmly (that’s us) gives you information about all the leads that come to your website and helps you nurture and convert them into paying customers.

When the data comes from your website, the possibility of it being wrong is comparatively less.

But Warmly is not a tool that just reveals anonymous website visitors or provides access to leads to go after. 

Our revenue orchestration platform does much more:

  • You can identify potential buyers by tracking their interactions with your website and get insights into their interest level, allowing for timely and targeted outreach.
  • Access 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.

UnifyGTM Pricing: Is It Worth It in 2025?

UnifyGTM Pricing: Is It Worth It in 2025?

Time to read

Alan Zhao

Are you wondering whether UnifyGTM’s pricing works for your organization’s budget and if the tool has a good value for money?

In this guide, we’ll review UnityGTM’s pricing model, credit system, and Enterprise pricing to help you make an informed decision.

➡️ At the end of this article, we’ll introduce you to an alternative to UnifyGTM that offers superior real-time intent detection and visitor de-anonymization.

UnifyGTM Pricing Plans Overview

UnifyGTM offers 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.

Brands can purchase credits separately if they run out of credits in their 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 use the platform’s credits calculator to gauge what pricing plan works best for your needs.

Depending on your need for scalability, UnifyGTM offers upgrade packages for the 3 pricing tiers, which cost a bit more but add more credits:

Does UnifyGTM Have A Free Plan?

Unlike some of its alternatives on the market, UnifyGTM does not offer a free version of its software as of 2025.

UnifyGTM’s Growth Plan

UnifyGTM’s Growth plan starts from $700/month when billed annually and gives you access to the platform’s complete functionality with a limited number of credits – making it ideal for smaller teams looking to get started.

UnifyGTM’s Growth plan includes:

  • Access to 30,000 credits for 3 platform users and 1 email-sending user.
  • Access to 2 Active Plays, which are automated workflows which let you build and execute GTM strategies. These plays are triggered by intent signals and can prospect and enrich accounts.
  • 5 Unify-managed mailboxes with deliverability analytics, domain and mailbox monitoring, warm-up and rotation, and high-delivery IP addresses.
  • Intent signals from 6sense, Clearbit, G2, and person-level website intent.
  • Champion tracking and intent signals from new hires.
  • Integrations with Salesforce, HubSpot, Zapier, and AI Agents.

➡️ The platform charges you $40/month/seat for an additional platform user, $100/month/seat for an additional email-sending user and $20/month/mailbox for additional mailboxes.

Drawback - Limited GTM Plays

UnifyGTM limits the number of Plays you can run within the platform in the Growth plan (2) and the channels you can use.

Unify’s Plays are essential for prospecting, qualifying and reaching out to your customers so such a limited number of workflows will push some brands to look for the more expensive tiers.

UnifyGTM’s Pro Plan

UnifyGTM’s Pro plan has custom pricing and gives you access to more of the same – more credits to use on revealing companies, more platform users, and more email-sending users.

UnifyGTM’s Pro plan gives you access to:

  • 100,000 credits that you can spend.
  • Access to unlimited Plays to build as many workflows as you need.
  • 5 platform users.
  • 2 email-sending users.
  • 5 Unify managed mailboxes.
  • Access to a white glove onboarding experience, Play coaching, and priority support.

➡️ The platform charges you $25/month/seat for an additional platform user, $100/month/seat for an additional email-sending user and $20/month/mailbox for additional mailboxes.

Note: To be on the Pro and Enterprise plans of UnifyGTM, you’d have to be billed annually and not monthly.

Drawback - The Pricing Model Does Not Fit The Budget Of Small Business Owners

The drawback of UnifyGTM’s Pro plan is how expensive it can get for small business owners.

A verified review on G2 notes that their pricing model does not fit their budget and recommends the platform to include a lower budget option for small businesses.

‘’The only major downside for me is the pricing. While it may be competitive with similar tools, as a small business owner, their pricing model doesn’t quite fit my budget. I would suggest offering a "small business tier" to make it more accessible for companies like mine.’’ - G2 Review.

UnifyGTM’s Enterprise Plan

Similar to UnifyGTM’s Pro plan, the Enterprise plan has custom pricing and adds more of the same – more credits and platform users, but with more security features.

The Enterprise plan gives you access to:

  • 200,000 credits to spend on revealing companies, and gathering phone numbers and email addresses.
  • 10 platform users, 5 email-sending users, and 5 Unify managed mailboxes.
  • SSO.
  • Copywriting consulting to convert more of your leads.

➡️ The tool charges you $25/month/seat for an additional platform user, $100/month/seat for an additional email-sending user and $20/month/mailbox for additional mailboxes.

❌ Unfortunately, we were not able to find out how much UnifyGTM’s Pro and Enterprise plans actually cost.

Drawback - Limited Identification Features

UnifyGTM has limited functionality for de-anonymizing some visitors at the company level.

The brand claims to offer personal-level de-anonymization but can only do that through specially marked links via email. This is both inconsistent and prone to failure.

Looking For An Alternative To UnifyGTM With Better Data Quality?

As some users are not satisfied with UnifyGTM’s pricing structure, and as we identified a few other flaws, such as the tool’s limited Plays and limited visitor identification features, we wanted to introduce an alternative to UnifyGTM – 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.

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.

When comparing UnifyGTM vs. Warmly, we can see that UnifyGTM lacks the following features:

  • Access to different intent signals, such as contact level website de-anonymization, third-party research, and LinkedIn monitoring intent signals.
  • Access to different retargeting automations other than email, including LinkedIn DM retargeting, AI-powered customizable chatbots and Ad retargeting automations.
  • Access to a cold contact database, including emails, LinkedIn profiles, and phone numbers.
  • Access to live session replays.
  • Access to advanced lead routing and round robin.
  • Access to the browser and Slack alerts.

Let’s go over the features that make Warmly the best UnifyGTM alternative on the market in 2025:

Reveal High-Intent Accounts

You can use Warmly for account-based strategies to make your prospecting game laser-precise.

We understand that one of the crucial aspects of any ABM or targeted prospecting strategy is finding the accounts that are:

  • The best fit for your ICP.
  • Surging, i.e., showing the most interest in your or similar product or services, indicating they’re ready to buy.

With Warmly, you can easily identify those accounts by capturing them on your website.

Warmly helps you identify individual and company accounts visiting your web pages and proceeds to enrich them with:

  • B2B data, including contact data, firmographic, technographic, CRM data, etc., helps you figure out whether they’re a match for your ICP and high-performing accounts.
  • First-party intent data, which helps you understand how likely they are to buy based on their interactions with your website (visited pages, time spent on each page, recurring visits, downloaded collaterals, etc.).
  • Third-party intent data, which paints a more complete picture of their readiness to buy by providing actionable insights into their entire digital buyer’s journey, including search history, visits to competitors’ websites, job change intent, etc.

As a result, your sales and marketing teams can recognize high-intent accounts from the start—both at the company and stakeholder levels – allowing sales reps to focus their efforts on them while they’re still surging.

Orchestrate Sales & Marketing Workflows

Warmly lets you put various parts of your sales and marketing operations on autopilot, enabling your sales development representatives to focus on what matters most—making strategic decisions and converting high-value leads.

Warmly’s Orchestrator enables you to automate LinkedIn and email outreach, as well as CRM enrichment.

Setting up automation within the Orchestrator is easy:

  • Define the trigger that’s going to set off the workflow (e.g. a lead that matches your ICP lands on your website or takes a specific high-intent action like visiting the pricing page more than once).
  • Define your ICP and high-value leads so that the Orchestrator knows who to target (filters you can use include company size, industry, location, tech stack, an individual’s job position, and many more).
  • Specify an action it should take, which can include:
  • Sending a LinkedIn request and/or personalized DM.
  • Sending a contextual email.
  • Syncing relevant data to your CRM to keep your records fresh and relevant.

Your brand can also automate routing to ensure that each company and individual account is handled by the appropriate rep while their interest is at its peak.

For example, you can set up Slack notifications to alert the right rep when:

  • An ICP-matching account lands on your website.
  • Asks a high-intent question in the chatbot.
  • Takes other relevant action.

As a result, no quality lead will fall through the cracks ever again.

Finally, you can also leverage Warmly’s AI Chat to automatically engage and qualify leads, as the chatbot will make sure to:

  • Ask contextual, relevant questions.
  • Give correct answers and offer collateral based on the account’s interests and preferences.
  • Book meetings, and more.

Engage High-Value Accounts Live

Being able to detect surging accounts in real-time is nice, but it won't do you much good unless you can pounce on them at the right time.

Warmly solves this issue by including a feature that lets you engage leads live - while they’re still surfing your website.

Reps can choose between two options:

  • Text chat, meaning they’ll replace the chatbot and talk to prospects themselves.
  • Video chat that lets you hop on a video call straight from Warmly.

This way, instead of booking meetings for who knows when and risking missing the golden opportunity to convert high-intent leads, you can chat them up while they’re still hot and close more deals effortlessly.

A Daily-Updated B2B Prospect Database

Recently, we introduced Coldly, a database with 200M+ accounts and contacts that gives your sales team an excellent starting point for prospecting.

Coldly includes all the B2B data your reps need to make initial contact, including:

  • Validated emails.
  • Phone numbers.
  • LinkedIn profiles.

The database also provides 25+ B2B filters and customizable data filters that you can set up, enabling you to build highly targeted prospect lists in a few seconds.

Last but not least, Coldly also has a browser extension that lets you scrape essential B2B contact data from any source on the web, including LinkedIn profiles, company websites, etc.

This way, your sales team will have both accurate contact data at their fingertips and the right tools to pick up buyer intent signals and set up workflows on top of them.

What Are The Differences Between UnifyGTM’s and Warmly’s Pricing?

There are a few main differences between UnifyGTM’s and Warmly’s pricing models:

  • Warmly offers a free plan that lets you de-anonymize up to 500 companies every month for free.
  • Warmly offers unlimited seats at every plan, which is good for larger sales teams.
  • Warmly paid plans start at $4,000/year (or $333/month) compared to UnifyGTM’s $700/month for their Growth plan.
  • Warmly offers transparent pricing structures for its Business and Enterprise pricing plans.

Warmly offers 4 paid plans:

  • Micro: Starts at $4,000/year for 5,000 warm leads per month, and gives you access to 1st party person level web visitor de-anonymization, real-time alerts and exports, and unlimited access to Coldly’s contact data.
  • Starter: Starts at $12,000/year for 10,000 warm leads per month, and adds access to 3rd party intent signals (Bombora), AI chat, CRM sync & integrations, and dedicated onboarding.
  • Business: Starts at $22,000 for 25,000 warm leads per month, and adds access to 2nd party intent signals (LinkedIn monitoring), lead routing, and access to the platform’s full-funnel orchestration (AI-powered outreach via Email, LinkedIn, Chatbot, and Ads).
  • Enterprise: Starts at $30,000 for custom warm leads per month, and adds access to custom intent signals, and warm calling.

Next Step: De-Anonymize Your Visitors & Reach Out To Them With Warmly

It’s not easy to know if UnifyGTM’s pricing model works for you because the brand has very little pricing transparency. 

Once you go above their Growth tier, their pricing becomes 100% custom.

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.

Best 10 UnifyGTM Alternatives & Competitors in 2025

Best 10 UnifyGTM Alternatives & Competitors in 2025

Time to read

Alan Zhao

Are you wondering if UnifyGTM is the right fit for your sales efforts or if you should look for an alternative solution?

We researched dozens of platforms, reviewed verified reviews on G2, and talked to sales and marketing leaders to build a list of the 10 best UnifyGTM alternatives in 2025.

This buyer guide covers each tool’s features, pricing, pros/cons, and use cases to help you make an informed decision.

Why Look For UnifyGTM Alternatives?

The lead generation platform has received praise for its ability to identify potential buyers, personalize outreach in email, and streamline your pipeline development.

Despite that, some users of the platform as well as our in-house experts have expressed concerns about the tool’s pricing model and identification capabilities. ⤵️

#1: The Pricing Model Does Not Fit The Budget Of Small Business Owners

The first drawback of UnifyGTM for us is how expensive it can get for small business owners.

A verified user review on G2 notes that their pricing model does not fit their budget and recommends the platform to include a lower budget option for smaller brands.

‘’The only major downside for me is the pricing. While it may be competitive with similar tools, as a small business owner, their pricing model doesn’t quite fit my budget. I would suggest offering a "small business tier" to make it more accessible for companies like mine.’’ - G2 Review.

#2: Limited Identification Features

The 2nd thing that we wanted to touch on was that UnifyGTM has limited functionality for de-anonymizing some visitors at the company level.

Even though the brand claims to offer personal-level de-anonymization, UnifyGTM can only do that through specially marked links via email. 

Our in-house experts believe that this is both inconsistent and prone to failure.

#3: Limited GTM Plays

Last but not least, UnifyGTM limits the number of Plays you can run within the platform in the Growth plan (2) and the channels you can use.

Unify’s Plays are crucial for prospecting, qualifying and reaching out to prospects so such a limited number of workflows will push some organizations to look for the more expensive plans.

What Are The Best UnifyGTM Alternatives In 2025?

Here are the best UnifyGTM alternatives out of the 30+ platforms that we took into consideration:

#1: Warmly: A signal-based revenue orchestration platform that combines several capabilities into one powerful lead-capturing and converting mechanism.

#2: 6sense: Identify surging accounts on your website that you can reach out to.

#3: ZoomInfo: End-to-end sales management.

#4: Albacross: Lead enrichment for businesses in Europe.

#5: Koala: Gain insight into product usage paired with intent signals to improve product adoption and upsell existing customers.

#6: Apollo.io: Get access to a large B2B database with emails and phone numbers of your ideal customers.

#7: Demandbase: Identify and target the right customers with the right message to support your account-based marketing.

#8: UpLead: Generate third-party verified B2B emails and mobile phone numbers of prospects in the market for your solution.

#9: Seamless AI: Find the contact information of any prospective buyer.

#10: Lusha: Identify the right decision-makers and then reach out to them.

#1: Warmly

Warmly offers the best alternative to UnifyGTM as it 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.

Disclaimer: Even though Warmly is our platform, we’ll aim to provide an unbiased perspective into why it is the best UnifyGTM alternative on the market in 2025.

Our signal-based revenue orchestration platform enables sales, marketing, and GTM teams to:

  • Capture buyer interest in real-time as they browse through your site.
  • Gain quality insights into prospective customers, allowing your sales reps to tailor their strategies accordingly.
  • Engage them while they’re still hot and successfully convert them.

Here are the features of Warmly that stand out against competitors like UnifyGTM:

Reveal High-Intent Accounts On Your Website

You can use Warmly’s website de-anonymization features for account-based strategies to make your prospecting game laser-precise.

We know that one of the crucial aspects of any ABM or targeted prospecting strategy is finding the accounts that are:

  • The best fit for your ICP.
  • Surging, i.e., showing the most interest in your or similar product or services, indicating they’re ready to buy.

With Warmly, you can easily identify those accounts by capturing them on your website.

Warmly helps you identify individual and company accounts visiting your web pages and proceeds to enrich them with:

  • B2B data, including contact data, firmographic, technographic, CRM data, etc., that lets you figure out whether they’re a match for your ICP and high-performing accounts.
  • First-party intent data, which helps you understand how likely they are to buy based on their interactions with your website (visited pages, time spent on each page, recurring visits, downloaded collaterals, etc.).
  • Second-party data by monitoring your prospects’ LinkedIn and help you find all of the relevant stakeholders of the company.
  • Third-party intent data, which shows you their readiness to buy by providing actionable insights into their entire digital buyer’s journey, including search history, visits to competitors’ websites, job change intent, etc.

Your team can recognize high-intent accounts from the start—both at the company and individual levels – allowing sales development representatives to focus their efforts on them while they’re still surging.

Orchestrate Sales & Marketing Workflows

Warmly helps you put various parts of your sales and marketing operations on autopilot, enabling your sales development representatives to focus on what matters most—making strategic decisions and converting high-value leads.

Our platform’s Orchestrator enables you to automate LinkedIn and email outreach, as well as CRM enrichment.

Setting up automation within the Orchestrator is easy:

Step #1: Define the trigger that’s going to set off the workflow (e.g. a lead that matches your ICP lands on your website or takes a specific high-intent action like visiting the pricing page more than once).

Step #2: Define your ICP and high-value leads so that the Orchestrator knows who to target (filters you can use include company size, industry, location, tech stack, an individual’s job position, and many more).

Step #3: Specify an action it should take, which can include:

  • Sending a LinkedIn request and/or personalized DM.
  • Sending a contextual email.
  • Syncing relevant data to your CRM to keep your records fresh and relevant.

💡 Unlike UnifyGTM, Warmly offers lead routing functionality that ensures each company and individual account is handled by the appropriate sales rep while their interest is at its peak.

For example, you can set up Slack notifications to alert the right rep when:

  • An ICP-matching account lands on your website.
  • Asks a high-intent question in the chatbot.
  • Takes other relevant action.

As a result, no quality lead will fall through the cracks ever again.

Finally, you can also leverage Warmly’s AI Chat which helps you automatically engage and qualify leads. The chatbot will make sure to:

  • Ask contextual, relevant questions.
  • Give correct answers and offer collateral based on the account’s interests and preferences.
  • Book meetings, and more.

Engage High-Ticket Accounts Live

Being able to detect surging accounts in real-time is good, but it won't do you much good unless you can pounce on them at the right time.

Warmly solves this issue by including a feature that lets you engage leads live – while they’re still browsing your website.

Reps can choose between two options:

  • Text chat, meaning they’ll replace the chatbot and talk to prospects themselves.
  • Video chat that lets you hop on a video call straight from Warmly.

This way, instead of booking meetings for who knows when and risking missing the opportunity to convert high-intent leads, you can chat them up while they’re still hot and close more deals effortlessly.

A Daily-Updated B2B Prospect Database: Coldly

Warmly lets you get access to Coldly, a database with 200M+ accounts and contacts that gives your sales team an excellent starting point for prospecting.

Coldly includes all the B2B data your sales reps need to make initial contact, including:

  • Validated emails.
  • Phone numbers.
  • LinkedIn profiles.

The database also provides 25+ B2B filters and customizable data filters that you can set up, enabling you to build highly targeted prospect lists in a few seconds.

Lastly, 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 Integrations

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

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

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

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

What Is The Difference Between Warmly & UnifyGTM?

The biggest difference between Warmly and UnifyGTM comes down to data quality:

  • Warmly does person-level de-anonymization from any source. Our platform also quality checks all of our data and signals using 10+ data providers. 
  • UnifyGTM claims to offer personal-level de-anonymization but can only do that through specially marked links via email. As we already mentioned, we believe this to be both inconsistent and prone to failure.

Warmly sets the standard for de-anonymization of data quality for the industry. 

In fact, we invest over $1M per year on data providers and pass the return on that investment directly to our customers.

When comparing UnifyGTM directly versus Warmly, we can see that UnifyGTM lacks the following features:

  • Access to different intent signals, such as contact level website de-anonymization, third-party research, and LinkedIn monitoring intent signals.
  • Access to different retargeting automations other than email, including LinkedIn DM retargeting, AI-powered customizable chatbots and Ad retargeting automations.
  • The ability to send leads to the right salesperson automatically and automatically notify them via Slack with a high-intent lead is active on your website.
  • A way to instantly engage with your highest intent leads with Warmly’s AI chat, as well as the ability to create a human-to-human connection through video chat on your site.
  • Access to a cold contact database, including emails, LinkedIn profiles, and phone numbers.
  • Access to live session replays.
  • 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.
  • Access to advanced lead routing and round robin.

Pricing

Unlike UnifyGTM, Warmly has a free forever plan that lets you:

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

To access Warmly’s advanced features, you’d need to be on one of the 4 paid plans:

  • Micro: Starts at $4,000/year for 5,000 warm leads per month, and gives you access to 1st party person level web visitor de-anonymization, real-time alerts and exports, and unlimited access to Coldly’s contact data.
  • Starter: Starts at $12,000/year for 10,000 warm leads per month, and adds access to 3rd party intent signals (Bombora), AI chat, CRM sync & integrations, and dedicated onboarding.
  • Business: Starts at $22,000 for 25,000 warm leads per month, and adds access to 2nd party intent signals (LinkedIn monitoring), lead routing, and access to the platform’s full-funnel orchestration (AI-powered outreach via Email, LinkedIn, Chatbot, and Ads).
  • Enterprise: Starts at $30,000 for custom warm leads per month, and adds access to custom intent signals, and warm calling.

➡️ Warmly offers unlimited seats at every plan, making it ideal for larger sales teams.

Pros & Cons

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

✅ Reveals who your hottest leads are right now.

✅ Personalized lead generation and outreach workflows.

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

✅ Transparent pricing model – even at the Enterprise level.

✅ Good range of integrations.

❌ The platform offers annual plans only, unlike UnifyGTM which has a monthly plan.

#2: 6sense

Best for: Identifying surging accounts on your website that you can reach out to.

Similar to: ZoomInfo.

6sense is an AI-powered ABM platform that combines B2B data with intent signals to automate your ABM workflows.

The platform makes a good alternative to UnifyGTM with its ability to identify the accounts that are most likely to buy so your sales reps can react in time.

Features

  • The platform tracks 65M+ companies, 600M+ buyer profiles, and 35K+ technologies.
  • 6sense detects website intent and connects it with the rest of the prospect’s customer journey online so you can recognize leads most likely to convert based on their level of intent.
  • AI-powered predictive analytics helps you predict customers’ future behavior so your sales team can prioritize high-intent leads in advance.

Standout Feature: Dynamic Audience Building

6sense provides 80+ segmentation filters that let you quickly define your ICP and identify the accounts that best fit it.

The software 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.

6sense then 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, and the keywords they are researching.

Pricing

6sense has a free plan that provides access to 50 credits/month, Buyer Discovery features, access to contact and company data, alerts, and list management functionality with a Chrome extension.

To get more out of the platform, you’d need to be on one of their 3 paid plans:

  • Team: Custom pricing, which adds technographics, psychographics, access to Web, CRM, and SEP Apps, the ability to add to CRM/SEP, and dashboards.
  • Growth: Custom pricing, which adds 6sense intent (keywords), 3rd party intent, corporate hierarchy, and the tool’s prioritization dashboards.
  • Enterprise: Custom pricing, which adds the platform’s predictive AI model, AI recommended actions, and CRM & MAP activity.

6sense doesn’t disclose prices on its website, so you’ll have to contact its sales for more details.

Even though 6sense does not disclose its pricing on the website, Vendr claims that the average 6sense contract value is $123,711 per year out of the 65 deals they have handled for them.

💡 You can check out our in-depth 6sense pricing guide, which covers the platform’s pricing structure in more detail and aims to answer if the tool is worth the cost.

Pros & Cons

✅ Has advertising capabilities, letting you build targeting and retargeting campaigns based on its intent data.

✅ Insightful and actionable data.

✅ Dynamic audience building with 80+ segmentation filters.

❌ Doesn’t identify individual accounts.

❌ The platform can get expensive, which is why some sales teams have been looking for 6sense alternatives.

#3: ZoomInfo

Best for: End-to-end sales management.

Similar to: 6sense.

Zoominfo offers an all-in-one sales platform that is known for its massive B2B database paired with a wide range of sales and marketing-oriented features.

As such, it’s a good UnifyGTM alternative for businesses looking for a static B2B database first and foremost that gives access to automated multichannel sales workflows.

Features

  • Massive B2B database with over 260M professional and 100M company profiles and 135M verified phone numbers.
  • Automated multichannel sales workflows (such as cold email or cold calling campaigns) triggered by specific buying signals from your prospects.
  • Predictive modelling lets you define and update your ICP, keeping it fresh and relevant based on past won and lost deals and other critical data.

Standout Feature: Ad Targeting

ZoomInfo’s Ad targeting lets you create automated ad campaigns using more than 300 intent signals and company attributes, including ideal accounts and prospects with buying intent signals.

The platform helps you ensure that your ads are displayed to all the right accounts across all relevant channels.

Pricing 

ZoomInfo has separate plans for sales, marketing, and talent teams.

Even though no prices are disclosed, we tried to dig as much information in our ZoomInfo pricing guide to help you figure out if the tool’s pricing model works for you.

To summarize, ZoomInfo’s pricing model depends on the:

  • Features and functionality you need.
  • Number of licenses.
  • Credit usage.

Pros & Cons

✅ Excellent B2B data coverage, especially regarding US-based phone numbers.

✅ Wide range of features for handling various sales operations.

✅ Ad targeting functionality that helps you remarket to high-intent leads who visit your website.

❌ The platform can get expensive.

❌ Limited website visitor identification functionality, which is why some brands have been looking for ZoomInfo alternatives.

#4: Albacross

Best for: Lead enrichment for businesses in Europe.

Similar to: Warmly.

Albacross is a data enrichment platform that reveals companies visiting your EU website and enriches them with B2B and first-party intent data.

The platform is a viable alternative to UnifyGTM if you’re looking for a more affordable (yet not as powerful) lead enrichment solution geared toward EU-based prospecting.

Features

  • Identifies company-level website visitors and enriches them with first-party intent data.
  • Intent-data-driven ad retargeting helps you display the right ads to the right audience. 
  • Real-time alerts on Slack, Microsoft Teams, CRM, or email when customers who fit your ICP visit your website.

Standout Feature: Auto-Engage

Albacross lets you automatically engage your high-intent leads on LinkedIn or email.

The platform’s AI-powered segmentation looks at behavior, engagement, and offsite activity to automatically group prospects based on how likely they are to convert.

Pricing 

Albacross has two paid plans:

  • Self-service: €79 per month when billed annually, which includes up to 100 identified companies, visitor activity, and LinkedIn Ads integration.
  • Growth: Custom price to identify unlimited companies, which adds API integrations, and dedicated customer success.

Pros & Cons

✅ Intent-data-driven ad retargeting on LinkedIn Ads.

✅ Customers of the platform agree that the platform is user-friendly.

✅ Auto-engage functionality on LinkedIn and email.

❌ Reveals only company visitors.

❌ Poor CRM integrations.

#5: Koala

Best for: Gaining insight into product usage paired with intent signals to improve product adoption and up-sell existing customers.

Similar to: Warmly, 6sense.

Koala is a website visitor identification tool that makes it suitable for boosting product engagement and driving cross- and up-selling opportunities rather than traditional lead generation.

The platform makes a viable alternative to UnifyGTM if you’re more interested in cross-selling and up-selling your existing customers.

Features

  • Reveals website visitors and enriches them with first-party intent data.
  • Automated ICP scoring enables you to identify and prioritize heating accounts that best fit your ICP. 
  • Tracks product usage data and translates it to actionable insights so you can monitor your customers’ product journeys and detect important milestones in real-time.

Standout Feature: Intent Analytics

Koala’s intent analytics helps you learn what intent converts best on your website – whether it’s your case studies, pricing page, or feature pages.

The platform’s AI-powered Content Reports analyze intent and conversion, and will automatically suggest new signals for you as the tool classifies the content that leads to conversion.

Pricing 

Koala offers a free plan for up to 3 seats that lets you reveal up to 250 accounts and get access to the tool’s standard integrations.

To access the platform’s advanced features, you’d need to be on one of their 2 paid plans:

  • Growth: $750/month when billed annually, which adds 10k Clearbit reveals per month, custom AI agents, 1 CRM connection, and unlimited accounts.
  • Business: Custom pricing, which adds custom licenses, custom Clearbit limits, lead scoring, and content reports.

Pros & Cons

✅ You can track product usage and translate it into actionable insights.

✅ Automated lead scoring.

✅ You can integrate with multiple CRMs.

❌ No third-party intent data, which is why some brands have been looking for Koala alternatives.

❌ No live engagement features.

#6: Apollo.io

Best for: Getting access to a large B2B database with emails and phone numbers of your ideal customers.

Similar to: Warmly, 6sense.

Apollo.io is a sales intelligence platform that helps businesses uncover leads quickly and access their verified email addresses. 

The platform is a good alternative to UnifyGTM with its accurate B2B database of over 275 million contacts and 73 million companies.

Features

  • Living Data Network that uses AI to provide intelligent recommendations on high-value leads based on past prospecting activities. 
  • Signal-based prospecting combines demographic and behavioral signals to find leads actively researching products or services. 
  • Conduct precise searches for leads and companies using over 65 filters, including contact title, job function, and industry.

Standout Feature: Sales Engagement

Apollo.io helps you automate your outbound by creating multi-step sequences with the power of AI.

The platform also helps you create and test AI-generated emails in your sequences with data from its database.

Pricing

Apollo io offers a free plan with 10,000 monthly credits, two active sequences, five mobile credits, and 10 export credits per month. 

You can also select from the three paid plans: 

  • Basic plan: $49 per user per month, which adds job change notifications, buying intent over 6 topics, and intent filters.
  • Professional plan: $79 per user per month, which adds 120,000 credits per year, no sequence limits, and uncapped sending limits with SendGrid.
  • Organization plan: $119 per user per month, which adds buying intent over 12 intent topics, AI-assisted email writing, and call transcriptions.

Pros & Cons

✅ The buyer intent feature identifies companies actively searching for similar services. 

✅ The free tier lets you find a significant number of valid emails per month, making it accessible for small businesses. 

✅ Sequence automations that help you engage prospects.

❌ Sometimes, errors occur when pushing contacts to CRM, according to G2 reviews. 

❌ The platform can get expensive for larger teams.

#7: Demandbase

Best for: Identifying and targeting the right customers with the right message to support your account-based marketing.

Similar to: Warmly, 6sense.

Demandbase is a solution for ABM teams, boasting a wide range of features designed for sales, marketing, and advertising departments.

It’s a viable UnifyGTM alternative for enterprise companies looking to retarget prospects at scale with relevant messages and provide leads with a tailored website experience.

Features

  • Account-based marketing orchestration enables you to create customizable workflows aimed at specific accounts/audience segments.
  • Ad targeting options help sales and marketing teams display personalized ads to high-value accounts.
  • Real-time website personalization leverages intent and B2B data to provide each target account with a tailored web experience, including everything from messaging and images to offers and CTAs.

Standout Feature: Actionable Sales Insights

Demandbase helps you close more deals by knowing who is ready to buy and when to reach out with deep account insights.

The platform helps you prioritize accounts in your territory using insights from weekly email snapshots that highlight engaged prospects and account activity.

Pricing

Demandbase does not include its pricing, so you’d have to contact their team to get a quote.

➡️ The only thing revealed on its website is that its pricing model includes a platform fee that covers all the essential services and a flat user fee that scales according to your needs.

Pros & Cons

✅ Targeted B2B advertising and retargeting.

✅ Full suite of ABM tools, including account insights, intent data, and personalized campaign orchestration.

✅ Sales insights that your team can use to prioritize accounts.

❌ The platform has a steep learning curve, according to G2 reviews.

❌ On the higher end in terms of pricing.

#8: UpLead

Best for: Generating third-party verified B2B emails and mobile phone numbers of prospects in the market for your solution.

Similar to: Apollo.ai.

UpLead is a B2B lead generation platform built for sales and marketing professionals looking for a reliable and efficient way to connect with high-quality prospects. 

The platform makes up to be a viable UnifyGTM alternative, as it guarantees a 95% accuracy rate, ensuring the leads are legitimate and reliable.

Features

  • Provides access to a comprehensive database of over 160 million business leads from a wide range of industries and company sizes.    
  • The prospect accuracy level is supported by continuous data updates and verification processes. 
  • Uses over 50 customizable filters, like company size, industry, location, job title, and more, to refine your search and identify qualified leads that match your ideal buyer persona. 

Standout Feature: Control Your Expenses

As budgeting issues have been a concern with UnifyGTM’s customer base, we decided to include the fact that UpLead allows you to control your expenses by choosing which emails to download.

The way it works is that accept-all and catch-all emails are flagged, and if emails are downloaded, no charges are incurred. 

Pricing

UpLead lets you start with a 7-day free trial and grab five credits to evaluate the platform’s capabilities. 

After that, you’d need to be on one of the tool’s three paid plans: 

  • Essentials: $99 per month for 170 credits, which adds a CRM integration. 
  • Plus: $199 per month for 400 credits, which adds data enrichment, email pattern intel, technographic, and advanced filters.
  • Professional: Custom pricing, which adds buyer intent data, access to all search filters, and advanced CRM integrations with full API access.

Pros & Cons

✅ Smooth integration with CRM systems, like HubSpot, allows for efficient data management and follow-up. 

✅ Credits are not used when an email is found to be invalid. 

✅ Pricing is not based on user seats and you can control your spending of credits.

❌ The difficulty of amending queries midway through the search process requires you to recreate searches from scratch, according to G2 reviews.

❌ Data enrichment and buyer intent data are reserved for the more expensive plans of the platform.

#9: Seamless AI

Best for: Finding the contact information of any prospective buyer.

Similar to: UpLead, Apollo.ai.

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

The tool is a viable alternative to UnifyGTM for marketing and sales teams looking for accurate, verified contact data and integrates with their existing B2B sales workflows.

Features

  • Uses AI to research and verify millions of B2B phone numbers, emails, and direct dials of people and companies in real-time.
  • Identify and engage with read-to-buy leads at the right time and channel – with 12,000+ topics and industries to choose from.
  • Track key contacts' job transitions for timely outreach and relationship building with the platform’s Job Changes feature.

Standout Feature: Seamless AI Autopilot

Seamless AI’s Autopilot feature automatically curates a list of prospects based on your ideal customer persona (ICP) and selected criteria within minutes.

The platform lets you build and filter lists of prospects based on specific criteria for targeting the most relevant contacts.

Pricing

Seamless.AI offers a free plan with 50 credits that lets you test out the platform at no cost.

The platform then offers 2 paid plans: Pro and Enterprise with custom pricing, which adds a free admin seat, and more premium integrations.

Pros & Cons

✅ The search feature is fast and accurate.

✅ Cost-effective solution for small and medium-sized businesses, according to G2 reviews.

✅ Seamless AI Autopilot that helps you find contacts that fit your ICP in minutes.

❌ Lack of customization options to narrow down specific leads. 

❌ Too many of the core functionalities of the platform are required to be paid for separately as an add-on (e.g., data enrichment, autopilot, job change notifications, etc.)

#10: Lusha

Best for: Identifying the right decision-makers and then reaching out to them.

Similar to: Warmly, ZoomInfo.

Lusha offers a sales solution for B2B teams looking to improve their prospecting efforts by providing them with accurate and up-to-date company and contact data. 

The platform adheres to GDPR and CCPA privacy standards, which means that user data is handled securely. It also facilitates data privacy with certifications like ISO 27701.

Features

  • Analyzes behavioral signals to identify prospects most likely to buy your products or services, so your outreach can be targeted to their needs.
  • Real-time alerts about job changes within target companies so your team can stay informed about potential decision-makers who are open to engaging with new vendors. 
  • Sophisticated search filters that include industry, revenue, employee count, and more, that let you build highly targeted contact lists quickly. You can then export these lists directly to your CRM.

Standout Feature: Personalized AI Recommendations

With Lusha, your team will automatically receive daily AI-generated prospect lists to help you prioritize and streamline your outreach efforts.

For example, the platform will recommend prospective companies that have recently raised funding and might be looking for a solution like yours.

Pricing

Lusha offers a free plan that lets you try out the tool by getting 50 emails and five phone numbers per month.

Apart from this, the platform offers three paid plans: 

  • Pro plan: Starts from $37.45/month when billed annually for 3 seats with 1,920 emails and 480 phone numbers per year with team management features and intent signals (up to 5 topics). 
  • Premium plan: Starts from $59.95/month when billed annually for 5 seats with 3,840 emails and 960 phone numbers, which adds more advanced team management features and a 20% discount on phone credits. 
  • Scale plan: Custom pricing, which adds a free manager seat, SSO, and more intent signals.

Pros & Cons

✅ Intent targeting enhances the prospecting experiences and improves lead acquisition success rates.

✅ You can create separate contact lists and export data simplifying the sharing of information across the teams. 

✅ Personalized AI recommendations so you can stay on top of the latest hot prospects to look out for.

❌ Lack of a mobile app, unlike some of its competitors.

❌ Some users report some of the data to be outdated and incorrect – and can greatly vary from industry or region.

Next Steps: Find out who is on your website and engage them in real-time with Warmly

With UnifyGTM and its alternatives, organizations will often have problems like limited identification functionalities, an expensive pricing model, and limited free usage.

But what if we tell you there’s a platform that can minimize these drawbacks to a minimum while providing you with fast ROI?

Warmly gives you information about all the prospects that come to your website and helps you nurture and convert them into paying customers.

When the data comes from your own website, the possibility of it being wrong is comparatively less.


But Warmly is not a platform that just reveals anonymous website visitors or provides access to leads to go after. 

Our revenue orchestration platform does much more:

  • Website Intent Signals: You can identify potential buyers by tracking their interactions with your website and get insights into their interest level, allowing for timely and targeted outreach.
  • Coldly Contact Database: Access a wide range of accurate prospect contact details directly from the Coldly database, helping you reach out to the right people.
  • Meeting Scheduling: Simplify your meeting process with automatic scheduling that removes the back-and-forth, ensuring a frictionless booking experience.
  • Inbound Chat: Engage website visitors in real-time with intelligent chat features designed to convert inbound traffic into meaningful leads.
  • 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 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.
  • AI Prospector: Automate the search for high-potential prospects using AI-driven technology, ensuring your sales team focuses on the right opportunities.

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

What Is Intent Data & How You Can Use It In 2025

What Is Intent Data & How You Can Use It In 2025

Time to read

Alan Zhao

If you’re a B2B marketing or sales representative handling things like lead generation and qualification and crafting successful conversion strategies, you’ve probably heard of intent data.

Intent data plays a critical role in all essential sales and marketing operations, helping you efficiently detect, score, and convert more leads.

However, to use intent data effectively, you need a crystal-clear understanding of what it is and the optimal ways to use it.

And this is where this in-depth guide steps in.

In this article, I’ll explain all you need to know about intent data, including its:

  • Definition.
  • Types.
  • Best use cases for B2B teams.

I’ll begin by answering the essential question:

What is Intent Data?

Intent data is information about the behaviors and actions of individuals or organizations that indicate their interest - i.e., intent - in purchasing a product, service, or solution. 

An example of such behavior would be an individual frequently visiting your website, especially high-intent pages like pricing, or engaging with your chatbot to get detailed information about your product’s features and use cases.

This is why intent data is such a vital part of B2B sales and marketing strategies, as it helps identify and target potential buyers who are:

  • Actively researching specific products or services.
  • Engaging with content related to those products or services.

What Are The Key Types of Intent Data?

There are two main types of intent data that B2B sales and marketing teams need to look into to get a complete picture of their prospects’ buyer intent:

  1. First-party intent data.
  2. Third-party intent data.

First-party intent data refers to data collected directly from your own sources, such as your website or platforms.

As such, it provides critical insights into how potential customers interact with your brand.

Some examples of first-party intent data include:

  • Website visits: When a person or an organization visits your website, as outlined in the example above, it’s the first hint that they might be interested in what you have to offer. Factors like the pages they visited, the time they spent on high-intent pages, or recurring visits all indicate that that specific lead’s buyer intent is high.
  • Content downloads: If someone downloads your case studies, product guides, whitepapers, or similar product-led content, it’s usually a clear sign that they’re interested in your product.
  • Email engagement: Subscribing to your newsletter or engaging with your outreach campaign are also signs that a person or organization might be a good fit for your product.
  • Form submissions: If someone is willing to provide their name and email address in exchange for a piece of content, an inquiry, or a sign-up for your event, they are often more likely to buy your product in the long run.

On the other hand, third-party intent data provides insight into potential buyer behavior beyond your platforms. It consists of buying signals potential customers have left all over the web.

As such, third-party intent data is sourced from external providers who track, collect, and aggregate data across multiple websites and platforms.

Third-party intent data includes behavior such as:

  • Engaging with your competitors’ content or websites: If a prospect reads several articles about "cloud computing solutions" on a popular technology publication or blog, it can indicate their interest in cloud solutions, signalling a potential need or upcoming purchase decision.
  • Virtual event attendance: If a professional registers for and attends a webinar hosted by a third-party platform on a topic specific to your product or industry, it can highlight their interest in similar tools or services.
  • Search history: If an organization actively searches the web for products similar to yours, it demonstrates that it is probably ready to buy and is just looking for the best fit.

  • Social media and forum activity: Participating in discussions, asking questions, or seeking expert advice about solutions like yours on platforms like Reddit, Quora, or niche industry forums also shows intent.
  • Looking for user reviews: Browsing and comparing software solutions on third-party review sites like G2, Capterra, or TrustRadius indicates the prospect is in the consideration or decision-making phase.

  • Ad engagement: When a user clicks on display ads or sponsored content related to a specific product category, it reveals awareness and potential interest in learning more about the product.
  • Job postings or changes: If a company frequently posts job openings for a specific position that requires the use of a tech solution similar to yours, it can suggest that it’s investing in that particular technology or scaling its tech capabilities, meaning it will need more such solutions.

To make the most of intent data in your sales and marketing strategies, you must take into consideration both first- and third-party intent signals, as that’s the only way of getting a complete picture of who’s most likely to buy right now.

What Are The Benefits Of Intent Data For B2B Teams?

The main benefits of intent data for B2B teams are numerous, including the following:

💡 Improved lead qualification and prioritization: Intent data lets you score leads more precisely based on relevant first- and third-party intent signals, allowing you to focus on high-intent accounts from the get-go, reducing wasted effort on low-quality leads.

💡 Improved lead targeting and personalization: Since intent data provides insights into prospects' pain points, interests, and buying stages, it enables you to create highly personalized campaigns and messaging tailored to a prospect’s specific needs and customer journey stage for maximum impact.

💡 Shortened sales cycles: Engaging with prospects showing clear intent from the start will significantly accelerate the path to conversion, allowing you to focus on leads closer to making a decision instead of wasting time on nurturing cold leads.

💡 Better sales and marketing alignment: Intent data bridges the gap between marketing efforts and sales outcomes, as marketing teams can pinpoint high-value leads very early on and provide sales with actionable insights, pointing them in the right direction.

💡 Higher conversion rates: As intent data identifies prospects most likely to convert, it leads to better resource allocation, helping you create better-focused campaigns that resonate with high-intent leads.

💡 Enhanced Account-Based Marketing (ABM): Intent data identifies accounts that actively research solutions, enabling hyper-personalized ABM campaigns and direct engagement with key decision-makers.

💡 Boosting sales and marketing success: In addition to helping you allocate your resources optimally and shorten your sales cycles - all of which improves ROI across levels - you can also leverage the insights intent data provides to create new strategies optimized for success based on emerging trends and real-time customer needs and demands.

💡 Gives you an edge over the competition: If you understand what solutions and technology your potential prospects are researching, you can identify potential opportunities and gaps in your competitors’ strategies, allowing you to tailor your messaging and outreach tactics accordingly.

How Can You Collect B2B Intent Data?

To use intent data and reap all the benefits listed above, you first need an efficient capture of it.

Let’s take a closer look at the tools and providers that can help with collecting both first- and third-party intent data.

First-Party Intent Data Collection

When it comes to collecting first-party intent data, your best bet is to get a robust website visitor tracking tool.

These tools do exactly what their name implies - identify companies (and sometimes even individuals) visiting your website.

Although the very fact that someone has landed on your website implies they’re interested in your offering, it usually takes more insights than basic contact information to get a complete idea of their likelihood to buy.

That’s where platforms like Warmly step in.

Warmly is a revenue orchestration platform that:

  • Identifies companies and individuals visiting your website with high accuracy rates (15% of contacts and 65% of companies).

  • Enriches each with detailed B2B (contact info, firmographic, technographic, demographic, etc.) and intent data.
  • Lets you engage with high-intent leads while they’re still on your website.

These functionalities enable your sales and marketing teams to optimize various processes, from identifying key accounts on your website to streamlining and personalizing outreach sequences.

Moreover, you don’t have to spend a fortune to access Warmly’s first-party intent data collection capabilities. 

Its free plan lets you reveal up to 500 companies and individuals on your website every month at no cost - forever.

If you’d like to see all of Warmly’s features in action - from website intent to outreach orchestration - book a demo with our team, and we’ll give you a personalized tour of our platform.

Third-Party Intent Data Collection

Collecting third-party intent data is vastly different from first-party due to its nature.

Since third-party intent data comes from sources you don’t own and have no control over, you’ll need to rely on third-party B2B and intent data providers that collect and aggregate buyer signals across sources, including:

  • G2 and Capterra.
  • LinkedIn and other relevant social media.
  • Competitors’ websites, and more.

However, when dealing with third-party intent data, you should keep in mind that you cannot rely on it as your sole source of truth when gauging potential leads’ likelihood to buy for several reasons.

Firstly, most third-party intent data providers cannot identify the actual person running searches on software rating sites or visiting company websites. 

Most don’t excel at identifying the right company, as they rely too much on IP addresses alone, which doesn’t always give good results.

Secondly, just because someone is looking into software solutions, for example, doesn’t mean they’re ready to buy, so pouncing on them while they’re still nowhere near deciding might put them off your business for good.

Finally, with so many B2B businesses relying on third-party intent data, potential prospects are constantly bombarded by cold emails, LinkedIn messages, etc. 

And as you very well know, being too aggressive and pushy won’t do you much good with today’s potential customers who hate being overwhelmed by pitches.

Of course, I’m not saying you should give up on third-party intent data as such, on the contrary.

Third-party intent data vendors like 6Sense and Demandbase can still play an important role in crafting your sales and marketing strategies.

Just keep in mind that third-party intent data will actually benefit you only when used in conjunction with first-party intent data.

For example, knowing that an individual visiting your website is, in fact, a stakeholder in a company fitting your ICP and that they’ve been researching similar solutions for some time now helps you create a coherent picture of their buyer intent.

This is why platforms like Warmly aim to provide insight into both first- and third-party intent data.

Namely, Warmly has a deep integration with Bombora, allowing it to tap into the buyer signals your website visitors left across the web, in addition to capturing intent on your website.

Therefore, when Warmly identifies a website visitor, it also provides a complete overview of their:

  • On-site behavior.
  • Entire digital journey.

As a result, you’ll be much more precise in determining who your hottest leads are right now.

How B2B Teams Can Use Intent Data

Intent data can have various use cases and applications in B2B teams’ operations.

Here, I’ll outline some of the most important ones to help you get started.

#1: Personalizing Outreach Efforts

In today’s competitive market, personalization is essential. It’s one of the only things that can help you cut through the noise and establish rapport with your leads.

Intent data can greatly enhance your personalization efforts, as it provides detailed insights into:

  • What pain points or needs your leads are looking to solve?
  • Which stage of the funnel they’re in (consideration, decision, etc.)?
  • Which channels do they reside in?
  • What content do they consume, etc?

As a result, your sales and marketing people can craft tailored messaging for each lead and lead segment, ensuring that the offer and approach will resonate with them.

Let’s say you’re a cybersecurity provider who has revealed that a potential prospect is searching for "cybersecurity for small businesses."

Your sales team can leverage this information to draft a targeted, personalized email offering your solution at the precise time when the prospect is most likely to buy.

With tools like Warmly, you can automate the entire outreach process, ensuring that each email, message, and LinkedIn connection request is perfectly tailored to the prospect.

Warmly’s Orchestrator feature handles LinkedIn and email outreach by:

  • Picking up intent signals your prospects leave on your website and across the web.
  • Leveraging that intent data to craft personalized connection requests, DMs, and emails.

The best part is that you can fully customize the Orchestrator:

  • You can set up company and individual-level filters to ensure they contact only the prospects fitting your ICP.
  • You choose the action that triggers the sequence (e.g., a prospect lands on your website, visits the pricing page, engages with the chatbot, etc.).
  • You decide how often you want it to run sequences.

In addition to the Orchestrator, you can use Warmly’s AI Chat to automate outreach and lead qualification.

The AI Chat can be set up on any web page, fully trained, and customized to fit your goals and needs.

You can use it to:

  • Engage high-intent leads.
  • Book meetings.
  • Offer contextual collaterals.
  • Answer questions, and much more.

Using these features together ensures that all high-value leads will be adequately engaged and nurtured, helping your sales reps convert them.

#2: Lead Scoring & Prioritization

Scoring and qualifying leads often feel like a guessing game unless you use intent data.

As I explained above, intent data provides deep insights into buyer intent, such as how interested a lead is in your offering and how likely they are to make a favourable buying decision.

You can leverage intent data to set up custom lead intent scores based on leads’ behavior. This allows sales reps to easily detect and prioritize leads most likely to buy right now.

Here’s how you can create intent-based lead scoring:

  • Define key triggers: Identify the behaviors that indicate high interest or intent to purchase (e.g., multiple visits to specific product or pricing pages or searching for your company or related industry terms on third-party platforms.).
  • Set scores for each trigger: Assign a score or weight to each behavior based on its significance in the buying journey (e.g., visiting a pricing page (10 points) may carry more weight than reading a blog post (2 points)).

  • Combine first-party and third-party data: Remember to consider both types of intent for accurate lead scoring.

Sales reps can then leverage these scores and the insights into each lead’s behavior intent data to craft tailored and timely outreach strategies.

Check out how some of Warmly’s customers use the platform to enhance lead scoring and prioritization:



#3: Create Lists of Customers That Fit ICP

Intent data can help you pinpoint leads who best fit your ICP, thanks to the granular insights it provides.

Let’s take your website visitors as an example to understand best how intent data can be used for this.

While visiting your website can indicate that a person is interested in your product - especially if it’s a recurring visitor or they stick to high-intent pages - you need more information to determine whether they’re a lead and a good match.

Namely, the visitor in question might be a blogger researching your solution for their content or a person just casually exploring software without an actual intent to buy.

So, how do you weed those out from actual leads?

Determining whether they match your ICP is always a good starting point, as it automatically eliminates those who are obviously not a fit by a long shot.

With Warmly, you can easily detect visitors that fit your ICP profile because the platform enriches each identified visitor with granular B2B and both types of intent data.

This leaves no room for guessing, as you’ll figure out at a glance whether the visitor is a prospective customer.

Moreover, you can use the Orchestrator feature to automatically add those visitors to personalized outreach cadences. 

When setting up the accounts you want it to target, just use your ICP criteria, and the platform will handle the rest.

#4: Contact Interested Prospects Quickly With Real-Time Alerts

Time-to-lead is often the critical factor in whether you’ll successfully convert a lead.

Quality intent data can significantly reduce your sales reps’ reaction time, enabling them to pounce on leads when interest is at its peak.

Warmly leverages real-time alerts to help your sales reps get to leads faster.

Namely, once a high-intent lead matching your ICP lands on your website or takes any action you define as a trigger (goes to the pricing page, downloads content, etc.), your reps will immediately be notified via Slack and/or email.

This way, they can tune into the lead’s web session in real-time and reach out while they’re still hot.

#5: Create Sales Enablement Content

Intent data can also help optimize your sales enablement strategy across levels. It provides valuable insights into what prospects are researching, their pain points, and the solutions they’re considering. 

You can leverage this information to create targeted sales enablement content that equips sales teams to engage prospects effectively at various stages of the buyer’s journey.

Namely, once you know what your target audience is actively searching for and what their needs and pain points are, you can:

  • Craft comparison charts that position your product against competitors.
  • Create objection-handling guides that address common pain points.
  • Prepare comprehensive technical documentation and FAQs for technical buyers.
  • Create industry-specific case studies, guides, and testimonials.
  • Develop demo scripts emphasizing features relevant to intent signals.
  • Train sales reps with role-play scenarios informed by intent data, etc.

This way, every sales rep will become your top rep, as they’ll have all the content, insights, and information at their fingertips, allowing them to create better pitches and handle common questions and objections more efficiently.

#6: Optimize Account-Based Marketing (ABM) Campaigns

Finally, intent data is a God-given when it comes to ABM.

Namely, ABM is a highly targeted approach focusing on high-value accounts.

Intent data helps boost the effectiveness of ABM campaigns by providing actionable insights into the interests and behaviors of key decision-makers within those accounts.

Knowing your key accounts from the start and identifying the right stakeholders within them allows your reps to focus on those accounts and personalize their messaging to resonate with their interests and needs.

Moreover, you can use the intent data insights to pick the right outreach channel for each account, prioritize outreach timing, and more.

Within Warmly, for example, you can streamline your ABM efforts using its intent signal detection and Orchestrator to identify and engage key stakeholders within surging accounts via personalized email or LinkedIn campaigns.

Next Steps: Collect First-Party Intent Data With Warmly

If you haven’t already started leveraging intent data to enhance your sales and marketing strategies, the right time is now - unless you’re ok with losing your competitive edge.

The best way to start collecting and implementing it is by relying on platforms like Warmly that can:

  • Reveal your website visitors.
  • Enrich them with granular B2B and first- and third-party intent data.
  • Leverage intent signals to automate personalized outreach across channels.

Ready to give it a go?

Try Warmly for free and transform your website into a lead-generating machine today.

Or, book a demo with our team to explore all of Warmly’s capabilities.

Warmly and 11x: A Next-Level Partnership for AI-Powered Sales

Warmly and 11x: A Next-Level Partnership for AI-Powered Sales

Time to read

Alan Zhao

Today, we’re introducing you to the next phase in ABM, combining best-in-class research intent data and next-level AI SDRs. 

Announcing Warmly’s brand-new partnership with 11x, the home of AI digital workers. Our partnership unlocks new opportunities for GTM teams to supercharge their sales motion with intelligent AI-powered solutions.

Here’s the lowdown. 

Intent Data Meets Autonomous SDR 

11x is a pioneer in building autonomous AI workers. Their AI SDRs, Alice and Mike, deliver personalized outreach across multiple channels with zero latency, saving human salespeople hundreds of hours each week. 

Today, we’re adding the power of Warmly’s best-in-class intent data, sourced from multiple first-party, second-party, and third-party sources (including Bombora), to 11x’s intelligent, autonomous SDRs.

The result? A signal-led, AI-powered GTM motion that seeks out warm leads and conducts personalized outreach, all with limited manual input from your sales team. 

For existing 11x users, our new partnership brings Warmly’s intent data to your AI SDRs, allowing you to access better warm lead targeting and personalized outreach.

If you don’t already use 11x, we’re offering Warmly users a huge discount on adding 11x to their revenue orchestration. So, in addition to website visitor de-anonymization, intelligent warm lead scoring, and live website video chat, you can automate personalized omnichannel outreach with 11x’s AI SDRs. 

How to Use 11x's AI SDRs

11x uses your website to learn critical points about your brand and product. It can identify customer pain points, product USPs, and information on your offers, building a complete picture of your brand.

Once it's gathered this information, you an amend your offer information and even the finer points of your TOV in your account, ensuring consistency in the way that your AI SDRs describe and represent your brand.

‎Now, it's time to set up your AI SDRs. Alice and Mike can run entirely autonomously, creating unique SMS, email and LinkedIn messaging for each prospect.

Before creating an outreach campaign, 11x's AI SDRs will complete background research on each prospect, gathering additional data that will allow them to better personalize each messaging for a better chance of success.

If you feel more comfortable having additional control over your messaging, you can tweak any AI-generated copy before running an AI SDR campaign.

Leveling Up Your Sales Motion with Warmly and 11x

‎With Warmly’s new 11x partnership, you can automatically push de-anonymized, enriched contacts to 11x via webhooks. You’ll find your 11x webhooks URL in the corresponding Integrations tab in your Warmly account.

Instead of operating cold outreach, your AI SDR will use Warmly’s warm lead data to prioritize contacts based on intent signals like website activity, chatbot interactions, research intent, email engagement, and recorded sales activity in your CRM. 

End-to-end, it looks something like this:

  • Warmly de-anonymizes visitors (accounts and contacts) to your website.
  • We filter leads based on intent signals and any existing segmentation rules in your account.
  • Leads are funneled to the best-fit outreach path based on their intent:
    • Cold leads → Chatbot, email
    • Lukewarm leads → AI Chat, email 
    • Warm leads (those that are 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

This funneling process acknowledges that, while AI SDRs are great for high-volume, low-touch outreach with warm leads, human sellers should always be looped in for the most high-intent accounts. And Warmly helps you do that by giving your reps more ways to connect with buyers where they are with live video chat and call integrations.

If you do want to be more specific with how you use your AI SDRs, Warmly's flexible and personalized workflows allow you to do that. So, instead of sending all of your de-anonymized leads to Warmly, you can use segments to narrow down your leads to people who've fulfilled specific intent signals.

For example, you could create specific AI SDR campaigns for people who have researched your competitors or people who have already interacted with a website chatbot, offering additional control over the AI SDRs if you want it.

All in all, this proactive, data-driven strategy ensures you find the best-fit leads and target them when they’re ready to buy. Now, with 11x’s AI SDRs, you can trust that outreach is being handled in the background so your team can focus on nurturing high-priority leads. 

Enter the ABM 2.0 Era

The future of ABM is intelligent integrations powered by AI. Our new partnership with 11x combines cutting-edge AI digital worker technology with Warmly’s data-led warm lead strategy to completely revolutionize your entire sales motion. 

Not using Warmly yet? Book a demo to discover how our signal-based orchestration platform can help your sales team drive more closed deals.

New Feature: Integrate Warmly Data Across Your GTM Tools with Webhooks

New Feature: Integrate Warmly Data Across Your GTM Tools with Webhooks

Time to read

Alan Zhao

From email marketing sequencers to CRMs and scheduling tools, the average B2B sales team today has to contend with a vast range of software. 

Research from 2021 found that the average sales tech stack consists of between 4 and 10 tools, and it’s not unlikely that with the growth in the availability of AI tools over the last few years, this has grown considerably. 

Companies are collecting more data on each prospect’s sales journey than ever before and using more tools to do so. Inevitably, the question becomes: how do you ensure complete visibility of lead and sales performance data across your entire tech stack? 

We built our signal-based full funnel orchestration platform, Warmly, with integration in mind. Our solution is designed to sit at the center of your GTM motion, providing full connectivity to all of your tools.

Today, we take it one step further by introducing Webhooks in Warmly. This massively expands the number of platforms and technologies we can integrate with and offers you even more ways to use our workflows. 


‎

How Webhooks Work in Warmly

Webhooks are an alternative to APIs that allow data to be pushed between software. Whereas APIs run on requests, webhooks are event-driven, allowing for automated information sharing as soon as a chosen event is triggered. 

In Warmly, you can already create automated event sequences based on triggers like visitors returning to your website or other specific signals that leads demonstrate. 

By integrating automated email sequences and LinkedIn messages into their workflows, your sales teams can set up end-to-end sequences that start when a visitor lands on your website and end with conversion via personalized outreach. 

Now, Warmly users can integrate webhooks into workflows, enabling the automated sharing of lead data with other parts of your tech stack, including enrichment tools and sequencing platforms. 

Because webhooks are sent in real time, you can keep all of your GTM tools updated with essential data without your sales reps needing to transfer information manually. 

Plus, with complete customizability, you can set up webhooks in tailored ways that work for your sales team. These actions might include:

The result? Seamless data sharing across your tech stack so your sales and marketing teams always have 100% visibility. 


An example of where Warmly fits into your broader GTM tech stack.


Adding Webhooks to Warmly Orchestrator

You can set up webhooks via Warmly’s Orchestrator, our sequencing tool that enables you to set up automated workflows based on triggers like ICP-fit, intent data, and specific website actions. 

We’ve got plenty of ideas on our Playbooks page for how to use Orchestrator to target high-intent leads. For example, our person-level outreach play, which you can use to target prospects who, say, frequently visit your competitor comparison pages or DNF a form fill. 

Our workflow creator is super flexible. You can add multiple events in one flow to determine exactly who you want to target with your outreach and what you want to do once Warmly has identified a visitor who fits the bill.


‎‎

With the addition of webhooks, you can now end personalized workflows by pushing Warmly-identified contacts to another GTM platform, giving you further personalization options for each visitor segment. 

For instance, you could push specific segmented leads into a Facebook Custom Audience and then set up ads targeting this particular segment of Warmly-identified leads. 

The same works for LinkedIn ads (and with automated LinkedIn outreach, you can set up personalized messaging sequences in the same sequence as you push audience segments into LinkedIn ads.) 

Warmly’s Orchestrator is built to get granular with how you segment your leads, whether by company or person-level filters. So, instead of pushing all contacts somewhere, you can filter to the exact contacts you’re interested in for each workflow. 


‎

TLDR: thanks to our webhooks integration, other critical tools in your GTM tech stack can now benefit from all the detailed website visitor information available in Warmly.

Playbook: Push Data to Clay via Webhooks

‎Are you already using Clay to enrich and action your sales data? Warmly’s new webhooks integration allows you to automatically push Warmly-identified leads into Clay, with no manual data transfer required. (You have no idea how happy that makes your sales reps.) 

With Warmly’s granular segmentation of visitor data and Clay’s enrichment opportunities, it’s now easier for your sales team to identify the highest-priority leads with minimum effort. (Here’s a how-to on setting up Clay integration in Warmly if you’re just getting started.)

To push data to Clay via webhooks, you’ll set up a workflow as usual in Orchestrator. Decide how you want to segment contacts, add specific intent triggers, and email and LinkedIn sequencing. Make that workflow your own. 

Then, at the final stage, add the cherry on top: the webhook. This will push whatever contacts you’ve told Warmly to identify directly to Clay. Save your workflow, and you’re good to go.

Warmly: Data-Driven RevOps  

Warmly combines best-in-class intent and contact data with flexible software integrations. It’s your go-to platform for de-anonymizing website visitors and automating personalized outreach with AI-powered sequences across website chatbots, email, and LinkedIn.

Our tools integrate seamlessly into your CRM, Slack, sequencers, and more, bridging the gaps in your workflow and creating a truly cohesive, end-to-end sales and marketing operation. 

Ready to get started? Find out more about setting up webhooks in Warmly in our help guide.

If you’re not already a Warmly user, you can actually get started with Warmly completely free today. Want to find out more about what it can do for your revenue operation? Book a demo with one of our sales team.

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

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

Time to read

Alan Zhao

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

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

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

What to Look For in B2B Data Providers?

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

1. Data Accuracy and Quality

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

2. Data Coverage

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

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

3. Filtering and Segmentation Capabilities

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

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

4. Integration with Your Existing Tech Stack

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

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

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

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

1. UpLead 


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

Features

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

Pricing

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

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

Pros and Cons

✅ Real-time email finder and verification tool. 

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

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

2. Datanyze

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

Features

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

Pricing

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

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

Pros and Cons

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

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

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

3. Demandbase

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

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

Features

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

Pricing

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

Pros and Cons

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

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

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

4. LinkedIn Sales Navigator

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

Features

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

Pricing

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

Pros and Cons

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

✅ Prompt and helpful support from LinkedIn. 

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

5. Kaspr

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

Features

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

Pricing

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

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

Pros and Cons

✅ Intuitive and easy-to-navigate interface. 

✅ Ability to obtain contact information with a single click. 

❌ Advanced functionalities may require additional time to understand. 

6. Lusha

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

Features

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

Pricing

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

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

Pros and Cons

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

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

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

7. RocketReach

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

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

Features

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

Pricing

RocketReach offers three paid plans to choose from: 

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

Pros and Cons

✅ Dedicated Chrome extension to access information without switching screens.

✅ Readily available customer support. 

❌ Can be expensive for small businesses. 

8. Seamless.AI

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

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

Features

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

Pricing

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

Pros and Cons

✅ The search feature is fast and accurate.

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

❌ Lack of customization options to narrow down specific leads. 

9. Cognism 

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

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

Features

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

Pricing

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

Pros and Cons

✅ Access to global data without geographical restrictions.

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

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

How to Close More Leads with Warmly?

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

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

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

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

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

But Warmly doesn’t just reveal anonymous website visitors. 

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

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

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

Want to take Warmly for a spin?

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

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

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

Time to read

Alan Zhao

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

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

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

Let’s dive straight in!

ZoomInfo vs Salesgenie vs Warmly

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

Warmly Features

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

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

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

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

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

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

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

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

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

2. Live lead engagement

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

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

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

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

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

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

3. Signal-based sales orchestration

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

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

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

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

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

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

4. Prospecting database

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

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

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

ZoomInfo Features

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

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

1. Extensive B2B database

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

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

2. Website visitor tracking

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

However, unlike Warmly, ZoomInfo cannot identify individual visitors.

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

3. Predictive lead generation

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

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

Salesgenie Features

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

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

1. Vast database of leads across industries

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

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

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

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

2. Mobile app

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

The app includes several nifty options, such as:

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

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

3. Email campaign builder

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

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


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

ZoomInfo vs Salesgenie vs Warmly - Integrations

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

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

Warmly Integrations

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

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

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

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

ZoomInfo Integrations

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

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

Salesgenie Integrations

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

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

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

ZoomInfo vs Salesgenie vs Warmly - Pricing

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

Warmly Pricing 

Warmly has a free forever plan with which you can:

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

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

Startup: Starting from $700/mo, includes:

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

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

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

Enterprise: Custom pricing, includes:

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

Note: All plans are billed annually.

ZoomInfo Pricing

Unfortunately, ZoomInfo doesn’t disclose actual prices.

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

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

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

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

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

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

Salesgenie pricing

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

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

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

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

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

Note: All plans are annual.

ZoomInfo vs Salesgenie vs Warmly - What are the users saying

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

Warmly Reviews

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

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

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

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

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

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

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

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

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

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

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

ZoomInfo Reviews

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

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

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

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

Salesgenie Reviews

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

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


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

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

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

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

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

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

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

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

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

Time to read

Alan Zhao

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

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

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

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

ZoomInfo vs UpLead vs Warmly - Features

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

Warmly Features

Warmly is a signal-based orchestration platform that:

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

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

1. Identifies the hottest leads on your website

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

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

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

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

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

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

Warmly collects two types of intent data:

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

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

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

2. Sales automation

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

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

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

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

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

3. Live video chat

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

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

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

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

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

4. Comprehensive lead intelligence database

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

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

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

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

ZoomInfo Features

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

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

Here are some of its most notable features:

1. Vast B2B database

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

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

2. Predictive analytics

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

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

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

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

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

3. Identifies companies visiting your website

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

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

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

UpLead Features

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

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

Its best features include:

1. Extensive B2B lead intelligence database with advanced filtering

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

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

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

2. Real-time email verification

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

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

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

3. Data Enrichment

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

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

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

ZoomInfo vs UpLead vs Warmly - Integrations

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

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

Warmly

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

Some of its integrations include:

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

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

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

ZoomInfo

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

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

UpLead

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

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

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

ZoomInfo vs UpLead vs Warmly - Pricing

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

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

Warmly Pricing

Warmly has a free forever plan that lets you:

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

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

Startup: Starting from $700/mo, includes:

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

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

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

Enterprise: Custom pricing, includes:

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

Note: All plans are billed annually.

ZoomInfo Pricing

Unfortunately, ZoomInfo doesn’t disclose actual prices.

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

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

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

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

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

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

UpLead Pricing

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

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

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

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

Customer reviews - What are the users saying?

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

Warmly Reviews

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

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

Source

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

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

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

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

ZoomInfo Reviews

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

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

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

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

UpLead Reviews

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

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

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

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

Next Steps: Capture High-Intent Leads With Warmly

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

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

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

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

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

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Alan Zhao
Head of Marketing
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