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6sense Review: Is It Worth It in 2025? [In-Depth]
6sense Review: Is It Worth It in 2025? [In-Depth]
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Are you trying to figure out if 6sense is the right sales intelligence software for your marketing and sales team?

In this honest 6sense review, I’ll go over the platform's features, usability, data quality, integrations, and even customer support to help you make an informed decision.

TL;DR

  • Range of features: 8/10. 6sense offers a good range of features for sales and marketing teams, most notably their dynamic audience-building and visitor identification software. Despite that, the platform does not provide contact-level data of website visitors and does not have live engagement features.
  • User interface and usability: 5/10. The platform has a steep learning curve that has been confirmed by multiple users of the software. Building automations with the tool’s orchestrator is not easy in the beginning, either.
  • Data quality: 7/10. There are negative reviews regarding intent data inaccuracies and duplication issues, but there are still some customers who are satisfied with the tool’s keyword research intent data and other signals.
  • Integrations: 7/10. 6sense has a good range of native integrations, partnerships, and a whole bunch of other integrations that could already be in your sales stack – but some users have reported difficulties setting up the integrations.
  • Customer support: 8/10. The platform offers best-in-class account management and customer success, but some of the customer support reps have shown poor product knowledge, according to G2 reviews.
  • Pricing model: 5/10. 6sense does not have transparent pricing, and 3rd party data shows that their average cost is higher than alternatives on the market – making it too expensive for SMEs. The tool has a free plan but with only 50 credits to spend monthly.

Average rating for 6sense: 6.6. No pun intended.

6sense Overview

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

The platform can identify the accounts that are most likely to buy so your sales reps can react in time.

The tool has gained recognition for its advertising capabilities, which help you build retargeting campaigns based on its intent data.

I think of 6sense as a platform that is ideal for medium-to-large enterprises looking to Identify surging accounts on their website so their sales team can reach out to them and nurture relationships.

💡 Since this review aims to analyze 6sense in good detail, I’ll be giving my unbiased ratings on the platform’s features, user interface, data quality, integrations, and customer support.

Let’s dive deeper into the software’s sales features: 👇

6sense’s Core Features

1. Get access to in-depth B2B intent data

6sense collects intent signals from multiple sources (the platform claims it analyzes 500B+ intent signals monthly), such as website visits, keyword searches, and engagement patterns of prospects. 

This data helps sales teams better understand what their target accounts are researching, allowing them to pinpoint the ones most likely to convert.

Sales teams can then create relevant and highly personalized campaigns accordingly to capture the demand.

2. Lead prioritization dashboards

6sense’s lead prioritization dashboards provide your sales reps with a personalized, 360-degree view of all their deals, accounts, leads, etc.

As a result, your sales reps can identify opportunities in real-time and gain a deep understanding of which accounts to focus on and how.

Moreover, all the essential information is constantly updated, meaning that you’ll always have the most relevant and accurate data.

3. Dynamic audience building

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

It combines proprietary data with your CRM data and the intent signals it picked up to create detailed account lists that enable you to prioritize high-value accounts.

The software dynamically adjusts account lists by moving accounts to different audience segments based on relevant real-time factors such as changes in their buying stage, annual revenue, keywords they are researching, etc.

4. Marketing orchestration

6sense’s platform lets you create dynamic, always-on campaigns that react to buyer behavior and automatically update audiences as they move through the buying journey.

Your team can automate data enrichment, contact acquisition, audience building, and regular syncs between your sales platforms to save time and keep lead data up-to-date.

Rating: 8/10.

6sense offers its customers a comprehensive range of features for sales teams, such as its visitor identification software, lead prioritization, and dynamic audience building for advertising.

However, the solution can only identify companies visiting your website and not actual stakeholders (i.e., who exactly is visiting your website).

The platform also does not have real-time engagement features, such as some 6sense alternatives on the market (e.g., an AI chat) and has no integration with LinkedIn for automated outreach (only with LinkedIn Ads).

For example, customers of the platform are struggling to identify who is engaged with their company when dealing with larger accounts.

‘’We also do not have contact level reporting of who is actually engaged with our company, which can be challenging when engaging larger accounts.’’ - G2 Review.

6sense’s User Interface: Is It Easy To Use?

6sense’s platform does have a lot of functionality when it comes to automations, reporting, and marketing automations – and all of that comes with a slight learning curve for even seasoned sales professionals.

The software’s numerous features are packed into a rather clunky interface, which even satisfied customers of the platform are criticizing in their G2 reviews.

‘’What I dislike about 6sense Revenue AI for Marketing is that it can be complex to navigate initially, requiring a learning curve to fully leverage all its features.’’ - G2 Review.

When it comes to the platform’s automations with their orchestrations, customers of the platform also note that it has been more difficult for them than they originally suspected.

‘’Orchestrations and workflows with 6sense data were more difficult to implement than expected.’’ - G2 Review.

Rating: 5/10.

As reviewers have pointed out, you’d need to spend some time learning how the platform works so you can fully utilize its marketing and sales features.

In fact, when I opened their G2 profile, ‘’learning curve’’ and ‘’difficulty’’ were part of the 4 most common complaints of customers.

6sense’s Data Quality

6sense gives you access to buyer intent and engagement data with bonus predictive analytics into which stage of the buying journey your prospects are.

But just how accurate is this data?

I was able to find 6sense customers on G2 who have reported issues with the platform’s predictive analytics and intent data, which is described as ‘’directional, and not a crystal ball.’’

‘’From an intent perspective, it is not the end all be all or the crystal ball. It is directional. Also, I do find that the predictive model is generous. For example, if an account hits one of our campaign landing pages, it is suddenly in the 'purchase stage', and we often find that rarely means that an account is ready to send us a purchase order!’’ - G2 Review.

I also found some customers who complained about the tool’s data duplication issues, which has resulted in them having trouble with data reliability.

‘’Data can be a bit cumbersome, and we've had problems with data reliability and creation of duplicates.’’ - G2 Review.

On the positive side, there are customers of 6sense who have massively improved their sales pipeline by tapping into intent data, such as keywords and categories.

‘’6sense has been great in helping us identify segments based on key intent features such as keywords and categories. As a product marketer, it is really important we can identify the ICP and make sure the revenue org can clearly engage with their target accounts based on the topics and keywords they are searching for.’’ - G2 Review.

Rating: 7/10.

Despite 6sense’s negative reviews regarding their intent data inaccuracies and duplication issues, there are still some users who are satisfied with the tool’s keyword research intent data and other signals.

My problem with 6sense, similar to platforms like ZoomInfo, is that the tool’s visitor identification software reveals only companies and not individuals.

Good luck prospecting accounts like ‘’Microsoft’’ or ‘’Meta’’ landing on your website.

6sense’s Integrations

The platform integrates with various sales, marketing, and productivity platforms to centralize and maximize your existing sales tech stack so you can create more engaging campaigns with deeper insights.

The platform offers native integration with their partners: Outreach, Gong, Salesforce, and Salesloft, on top of their integrations with tools like Bombora for 3rd party intent signals.

You can also expect to sync your data with other productivity platforms, including LeanData for AI-powered insights and Reachdesk for perfectly-timed gifting to prospects.

However, customers of the platform have noted that integrating the tool with their existing systems has been challenging for them.

‘’Additionally, integrating it with existing systems can sometimes be challenging.’’ - G2 Review.

Rating: 7/10.

Despite 6sense’s native integrations, partnerships, and a whole bunch of other integrations that could already be in your sales stack – I gave the platform’s integrations a 7 instead of an 8 due to the difficulty of integrating some of the tools with 6sense.

6sense’s Customer Support

Even though 6sense does not disclose what customer support you can expect on its pricing page, I was able to get a good idea of the tool’s customer support from G2 reviews.

Users of 6sense are generally positive about the platform’s level of customer support, noting that they were assigned a customer success manager who has been helping them and responding quickly to their requests.

‘’Even though the tool can be quite daunting because of its depth, having a CSM that can help support us is so helpful. Definitely helpful to just send a quick note and get a response right away.’’ - G2 Review.

This positive perception has been confirmed by both mid-market and enterprise customers of the platform, claiming that they’ve had a good experience with customer support.

‘’We have had great customer support and feel like 6sense is always willing to dive in and collaborate to come up with new ideas or solutions we need.’’ - G2 Review.

Despite that, another Enterprise customer of 6sense mentions that the tool’s regular customer support can be a hit or miss with less product knowledge than their customer success team.

‘’Also, while 6Sense's customer success team is top-notch, their customer support is a bit more hit or miss. Some support reps are real product experts and zero in on solutions to issues quickly. Some… not so much.’’ - G2 Review.

Rating: 8/10.

Even though most users are satisfied with the level of customer support that they were provided on 6sense – it seems like some customer support reps do not have the necessary product knowledge to handle more complex issues.

6sense’s Pricing Model: Does It Provide A Good Value For Money?

6sense offers a free plan that provides:

  • 50 credits/month.
  • Buyer Discovery.
  • Contact & Company Data.
  • Alerts.
  • List Management.
  • Chrome Extension.

If you need more, you can upgrade to one of three plans:

Team: Includes everything in Free plus:

  • Technographics
  • Psychographics
  • Web, CRM, and SEP Apps
  • Add to CRM/SEP
  • Dashboards

Growth: Everything in Team plus:

  • 6sense Intent (Keywords)
  • 3rd Party Intent
  • Corporate Hierarchy
  • Prioritization Dashboards

Enterprise: Everything in Growth plus:

  • Predictive AI Model
  • AI Recommended Actions
  • CRM & MAP Activity

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

You can learn more about the platform’s pricing model from our in-depth 6sense pricing guide. 

However, Vendr also provides some helpful insights into 6sense’s pricing policy:

Customers are required to enter into a 2-year agreement with 6sense, a commitment that yields high retention. 

In addition, it's important to highlight that potential costs may arise due to usage/overages, upgrades, or downgrades.

Finally, according to Vendr’s data, the average 6sense contract value is $56,762/year.

Rating: 5/10.

The tool does not disclose its pricing, but we were able to find that 6sense is on the higher end of the pricing range when compared to other alternatives on the market.

I do like the fact that the platform has a free plan, but you’ll run out of the 50 credit allowance in a matter of days if not hours.

How Does 6sense Compare To Alternatives On The Market?


💡 Check out our in-depth comparison of 6sense vs. ZoomInfo, where we cover the 2 sales intelligence giants in more detail.

What Are Customers Saying About 6sense?

Throughout this 6sense review, I’ve been showing you some of the users’ opinions on the platform – but let’s dive a bit deeper.

TL;DR: 6sense boasts a highly responsive support team, good segmenting accuracy, and a configurable interface. Despite data, customers of the platform report issues with 6sense’s data exports, limited persona targeting and the cost of the software. 

Moreover, its persona targeting is highly limited compared to alternatives on the market. 

What users love about 6sense:

  • Good segmenting accuracy with an interface that can be customized.
  • Ability to view account engagement and gain insights into their current buying stage.
  • Highly responsive customer support team and excellent account management.

There were some restrictions in ways you could filter or parse out data for particular programs, which made it, at times, difficult to pull and analyze data. Though it was nice having an optimization team to help, it would've likely been more convenient if there were tools in the platform to help with optimization ideas so you didn't need to join a call when looking for optimization help. - G2 Review.

The export of segments to platforms such as Google Ads and LinkedIn Ads is limited, and getting lots of them for exporting more segments is really expensive. - G2 Review.

Common complaints about 6sense:

  • Persona targeting is described as limiting with no role or title-based matching.
  • Limited export of segments to platforms like Google Ads and LinkedIn Ads.
  • The platform has been described as expensive and not affordable for smaller businesses.

Considering the high degree of configurability for account and intent attributes, persona targeting is shockingly limiting, with no true role or title-based matching. Targeting enterprise companies based solely on persona makes for a lot of waste. Other tools are doing exact title matching and have been for a few years. We've had to purchase additional tools to help with this layer, which means we can't launch ads through 6sense either. - G2 Review.

Verdict: Is 6sense Really Worth It?

So far, I've rated 6sense:

  • Range of features: 8/10.
  • User interface and usability: 5/10.
  • Data quality: 7/10.
  • Integrations: 7/10.
  • Customer support: 8/10. 
  • Pricing model: 5/10.

Which gives me an average rating of 6.6/10 for 6sense.

To summarize:

6sense is the ideal choice if you:

✅ Are looking for good B2B intent data coverage, especially in the US region.

✅ Need a reliable marketing automation solution.

✅ Want a platform that can integrate with your advertising channels to create highly targeted campaigns. 

6sense isn’t the best option if you:

❌ Are looking for a more budget option, as 6sense is more expensive than some of the other alternatives on the market.

❌ Need more website visitor identification functionality, such as contact-level data.

❌ Need more first-party intent data to identify and reach out to warm prospects.

Looking For A 6sense Alternative?

Despite 6sense’s range of features, good range of integrations and a large library of B2B intent data, some customers are still finding faults with the product’s data quality, pricing model, and ease of use.

Enter Warmly (that’s us) – a signal-based revenue orchestration platform that provides a wide range of features designed to:

  • Capture warm leads that visited your website (first-party data).
  • Identify the hottest prospects from those visitors.
  • Automatically engage and nurture them, helping your sales reps to successfully convert them.

Let’s get a closer look at the functionality that makes Warmly an attractive alternative to 6sense for sales teams: 👇

Warmly Features

1. Identify Your Website Visitors

Warmly identifies your website visitors.

Our platform can identify both companies and the individual profiles that are browsing your website.

As a result, your reps can focus their efforts on the right stakeholders from the get-go.

With Warmly, you’ll get another ace up your sleeve.

Once it identifies website visitors, the platform proceeds to enrich each visitor with:

  • B2B data (email address, company name, phone number, industry, size, technographic, etc.).
  • First-party intent data (details of your visitors’ website sessions, such as visited pages, recurring visits, etc.).
  • Third-party intent data (insights into visitors’ entire digital buyer’s journey, including visits to competitors’ websites, job change intent, etc.).

This combination of first- and third-party intent data enables you to identify the leads that are most likely to buy right now as Warmly picks up the buying signals they’ve left throughout the web—on your website and beyond.

Your sales reps will be able to recognize who your hottest leads are right now and design tailored strategies for reaching out to them.

Why Is Intent Data Important?

Trying to sell a water bottle to someone who just walked out of their office isn’t the same as selling a water bottle to a runner who just finished a workout.

Understanding intent signals and recognizing them in time lets you:

  • Qualify and score leads with greater precision and easily identify the hottest leads.
  • Reach out when their interest level is at its peak.
  • Create a hyper-personalized approach for each lead based on the contextual insights you have at hand, like which pages they visited, what they searched for, etc. 

This helped Behavioral Signals shorten its sales cycle by 50-90% and source nearly $7M in its pipeline.

Platforms that omit intent data from their offering slow your lead generation efforts from the get-go, leaving you without one of the most powerful weapons in sales reps’ arsenals.

2. Build Targeted Lead lists With Coldly

We at Warmly have recently included a static B2B database, Coldly, to help users build highly targeted lead lists more efficiently.

Coldly holds data on 200M+ accounts and contacts worldwide, in addition to having more than 25 built-in B2B data filters and the option for creating customized filters to fit specific business needs and industries.

Moreover, since the data is refreshed daily, you can have peace of mind that all your essential B2B data is accurate, relevant, and up-to-date.

You can do anything from building contact lists to automatically enriching your CRM contacts without spending hours on this.

3. Streamline Sales Engagement Processes

Warmly’s automation features are by far one of the things most customers love about the platform.

Warmly uses intent signals it picks up to build complex workflows on top of them, enabling you to reach out to all the right leads at the best possible time.

It provides several automation features, including:

Orchestrator, which lets you automate email and LinkedIn outreach. The Orchestrator is highly configurable, meaning you can set up all the important parameters as you see fit, including:

  • The action that triggers the workflow (lead matching your ICP lands on your website or a website visitor comes back to your pricing page).
  • Filters that define which companies and individuals should be included in the workflow (these include everything from company size and industry to job position and seniority, etc.).
  • The course that the workflow should take (send a contextual email, a personalized LinkedIn DM, or a LinkedIn connection request).

This capability solves for time-to-lead, while SDRs can take over ones that respond and provide a personalized experience.

The AI-powered prospector prevents quality leads from falling through the cracks simply because you didn’t have a sales rep on hand.

Try it yourself 👇or watch it in action. 


💡Note: You will need to be on one of Warmly’s paid plans to gain access to AI Prospector. For ARC, the ROI was 200% over 6 months. 

AI Chat, which is an AI-driven chatbot that can be trained to:

  • Qualify leads.
  • Answer their questions.
  • Book meetings.
  • Offer relevant collaterals.
  • Engage leads.

Lead routing, which lets you set up real-time Slack notifications that will alert the adequate sales rep whenever a lead matching certain criteria lands on your website or takes a high-intent action.

The combination of these automation features ensures that:

  • Every high-value lead will be engaged.
  • Your sales reps will have more time to focus on things that matter than most rather than act as surveillance guards on your website 24/7.

4. Live Video Chat

Engaging your leads while they’re still hot can make the difference between a successfully closed deal and an opportunity that is forever lost.

With Warmly, you won’t have to worry about that, as its Live Video Chat feature lets you engage leads while they’re still visiting your website.

In the “Warm Calls” section of Warmly’s dashboard, your sales team can see who’s visiting your website right now and monitor their session in real-time.

Once you detect a high-intent lead based on Warmly’s insights or a visitor matching your ICP, you can engage them in a video chat immediately.

Alternatively, you can rely on automated lead routing to notify reps whenever a high-value lead ends on your website. 

This allows you to monitor their website interactions and hop on a call when they assess the time is right.

Try it out here:


Warmly Pricing

Similar to 6sense, Warmly offers a freemium plan.

On it, you can:

  • Reveal up to 500 companies and individuals visiting your website (in addition to essential and accurate data on each lead).
  • Set up ICP filters to quickly identify high-quality leads. 
  • Automate basic lead routing.

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

  1. Micro: Starts at $333/month when billed annually and adds unlimited seats, 5,000 monthly visitors revealed, first-party intent signals, alerts, and access to Warmly’s extensive database of B2B contact data.
  2. Starter: Starts at $12,000/year, everything in Micro, plus 10,000 monthly visitors, third-party signals, AI Chat, and CRM syncs.
  3. Business: Starts at $19,000/year for up to 10,000 visitors or $28,000/year for up to 75,000 visitors, everything in Starter, plus second-party signals, sales orchestration, and lead routing.
  4. Enterprise: Starts at $30,000/year, lets you identify a custom number of visitors, includes everything in Business, plus custom signals and warm calling.


How Does Warmly Compare to 6sense?

6sense is an excellent option for your business if you are looking for predictive analytics, keyword identification and site heatmaps.

Warmly, on the other hand, shines in finding and engaging prospects who are looking to buy and are likely to respond to your outreach.

Our platform might not have predictive analytics into where customers are in their buying journey or intent data from keywords, but we offer:

  • Website de-anonymization signals at the contact level.
  • Automated email retargeting.
  • Automated LinkedIn DMs retargeting.
  • Live session replays.
  • Chat video messaging so you can contact your prospects as they are browsing through your pages (e.g., pricing page).

Find Out Who Your Warmest Leads Are With Warmly

If you’re looking for a purely ABM platform with solid intent data, 6sense might be the way to go for your organization.

The platform’s capabilities of detecting buyer intent on your website are significantly limited compared to Warmly's, as they do not reveal contact-level information.

This limitation also affects 6sense’s marketing automations, which cannot be fine-tuned to engage only the warmest prospects—which your company is mostly interested in.

With Warmly, all that changes.

Our revenue orchestration platform helps you to identify website visitors (to the contact level), detect the hottest leads among them, and engage them via automated outreach sequences perfectly tailored to each lead.

You’ll be able to identify that Joe from Microsoft has been browsing your pricing page and then reach out to him on LinkedIn – or why not right on your pricing page with a chatbot or video chat?

If you want to be able to do that, then you can try Warmly for free to start building a steady, warm pipeline in minutes.

Or, book a demo with our team for a personalized tour of all of Warmly’s capabilities.

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AI Marketing Agents: Use Cases and Top Tools for 2025
AI Marketing Agents: Use Cases and Top Tools for 2025
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AI marketing agents are quickly becoming the secret weapon behind some of the smartest campaigns out there. 

When it comes to marketing agents, we're not just talking about tools that help.

We’re talking about AI that acts - analyzing data, building strategies, generating content, and making decisions in real time.

If that sounds futuristic, well… it kind of is. But the wild part? It’s already happening. 

Teams everywhere - from scrappy start-ups to enterprise giants - are starting to rely on AI agents to handle tasks that used to eat up hours. 

The kind of work that used to take a full team, such as automated campaign creation, real-time audience segmentation, and instant performance insights, is now being handled by intelligent, always-on digital assistants.

In this article, I’ll walk you through what AI marketing agents actually do, the most powerful ways they’re being used, and which tools are leading the charge. 

Let’s begin!

What Are AI Marketing Agents?

AI marketing agents are intelligent, task-oriented digital assistants powered by AI, designed to perform specific marketing functions autonomously or semi-autonomously. 

Unlike traditional marketing tools that require constant manual input, these agents can take action, make decisions, and even adapt their behavior based on real-time data and feedback.

Think of them as mini marketers built with code. 

They can write email sequences, A/B test landing pages, launch and optimize ad campaigns, track user behavior, and personalize customer experiences across channels. 

Some are designed for one specific job (like optimizing subject lines), while others operate as full-blown strategists, capable of managing entire workflows with minimal oversight.

What sets AI marketing agents apart from traditional marketing tools is their ability to learn and improve over time. 

They’re built on machine learning, large language models, and other smart tech, so they’re not just following a script. They’re constantly evolving based on what works and what doesn’t.

Today, they’ve already become more than just an isolated experiment. They’re mainstream. Marketing teams everywhere are treating them as an extension of their workforce.

How Are AI Marketing Agents Revolutionizing Marketing in 2025?

In 2025, AI marketing agents aren’t just helping marketers work faster. They’re actually changing the very nature of marketing.

We’re seeing a shift from reactive marketing to proactive, always-on engagement. 

AI agents can detect patterns, predict outcomes, and respond in real time - something no human team could do at scale. 

They enable hyper-personalization without burning out your content team. They reduce the guesswork in campaign planning. And they’re making it possible for smaller teams to compete with the big players.

From generating data-driven insights in seconds to running personalized ad campaigns across multiple platforms simultaneously, these agents are giving marketers superpowers. 

They’re freeing up human brains for strategy, creativity, and connection - the stuff that really moves the needle.

What Are the Different Types of AI Marketing Agents?

AI marketing agents come in different shapes and specialties. Here are a few of the most common types:

  • Content generation agents - These tools write blogs, ad copy, emails, social posts, and more. Some can even match brand voice and tone on the fly.
  • Email marketing agents - Think AI that manages your list, crafts personalized emails, optimizes subject lines, and analyzes open and click-through rates—all without constant oversight.
  • Ad optimization agents - These handle everything from bidding strategy to A/B testing creatives, using real-time performance data to boost ROI.
  • SEO agents - Tools that research keywords, optimize content, track rankings, and suggest on-page improvements automatically.
  • Analytics & insights agents - These turn raw data into meaningful insights, surfacing what’s working, what’s not, and what to do next.
  • Chat & customer support agents - AI-powered chatbots that go beyond scripted responses, delivering helpful, natural-sounding interactions across touchpoints.

Some platforms even offer multi-agent systems - basically a team of AI agents working together across tasks, communicating and sharing data to make smarter decisions as a unit.

Now that we have that covered, let’s look at the most common use cases for AI marketing agents today.

Top 9 Use Cases of AI Marketing Agents

AI marketing agents are being used across nearly every area of modern marketing, but some use cases really stand out in terms of impact, efficiency, and scalability. 

Let’s break down some of the most powerful applications today - the ones teams of all sizes are actively benefiting from.

1. AI Agents for Conversational Marketing & Customer Support 

Customer support used to mean live agents and long wait times. 

Now, AI marketing agents are powering conversational experiences that feel instant, human, and helpful, whether it's through chatbots, email responses, or voice interactions.

These agents can answer product questions, recommend solutions, upsell based on user history, and even troubleshoot basic issues 24/7. 

They’re not replacing your support team but enhancing it, handling the repetitive stuff so your human agents can focus on high-impact conversations.

These chatbots are even more handy when it comes to marketing.

Namely, for marketers, this is a goldmine. 

Every interaction is an opportunity to engage, delight, or convert. 

With AI agents integrated into your website, CRM, and messaging tools, you can turn support into a proactive channel that drives loyalty and sales.

Take Warmly’s AI Chat, for instance.

This chatbot agent is powered by an advanced NLP AI model that can be trained to perfectly fit your brand voice, business objectives, and its designated purpose.

You can train it on your relevant data to make sure it will maintain a consistent tone of voice while tackling a wide range of tasks, such as:

  • Engaging high-intent leads (e.g., leads that visit your pricing page and stay there more than 10s).
  • Qualifying leads by asking qualificatory questions (e.g., “What brings you here?”).
  • Offering relevant collaterals (e.g., a whitepaper on the impact of AI tools on marketing to leads who have visited the feature page of an AI-powered tool).
  • Answering their queries regarding pricing, features, or other relevant matters.
  • Booking meetings.
  • Looping in human SDRs when necessary.

Because it is powered by sophisticated AI, Warmly’s AI Chat can handle a much broader spectrum of actions than regular chatbots while ensuring that each lead interaction is contextual, relevant, and personalized.

The result?

Higher engagement, more booked meetings, and more closed deals.

2. AI Agents for Customer Journey Orchestration

This is where things start to feel like magic. 

AI agents can now orchestrate entire customer journeys - from the first touchpoint to post-sale engagement - automatically adapting to individual behavior at every step. 

It's like having a hyper-attentive and intelligent conductor directing each customer’s unique path through your funnel.

For example, if someone interacts with your website or engages with your content on LinkedIn, the agent might follow up with a retargeted email or LinkedIn DM.

Moreover, the agent personalizes each touchpoint based on every lead’s unique data and preferences, ensuring that the messaging will resonate with them.

Warmly and 11x’s AI SDR agents do exactly that.

These AI agents pick up the high-intent leads Warmly detects on your website and add them to hyper-personalized outreach campaigns via SMS, email, or LinkedIn.

They leverage the intent and B2B data Warmly has on each lead to personalize every message, going far beyond the usual first names and company names.

Instead, AI SDRs use more nuanced information, such as leads’ interactions with your website, research of competitors’ websites, etc., to craft compelling and engaging messaging.

This right here is next-level marketing automation. 

Rather than rigid funnels, you get fluid, intelligent experiences that guide leads forward based on real-time behavior. 

It’s a huge win for both marketers and customers - less friction, more value, higher open and response rates, and more qualified meetings.

3. AI Agents for Content Creation

One of the most popular and practical uses of AI marketing agents is content creation. 

These agents can research, draft, and optimize content across formats, including blog posts, newsletters, social captions, product descriptions, and more. 

They save marketers a massive amount of time while helping brands maintain a consistent voice and publishing rhythm.

But they’re not just spitting out generic text. 

Today’s content agents understand tone, structure, and audience intent. 

You can ask one to write a persuasive product intro for Gen Z buyers, and it will tailor the message accordingly. 

Some can even perform SEO research, integrating relevant keywords and optimizing content for search rankings without requiring input from multiple tools.

What makes this use case especially game-changing is how it shifts content from a bottleneck to a growth lever. 

Small teams no longer need to outsource or delay publishing schedules. 

AI agents can produce first drafts in literal minutes, freeing up human writers to refine, strategize, and focus on higher-level storytelling.

4. AI Agents for Campaign Personalization

Honestly speaking, real personalization at scale used to be a dream. 

Now, with AI marketing agents, it’s the default. 

These agents can segment audiences in real time, customize messaging based on user behavior, and adapt campaigns as customer data evolves. 

It’s like having a personal marketer for every contact in your database.

Warmly’s Orchestrator functions on that principle.

It monitors your website for high-intent leads that match your ICP criteria and includes them in tailored email and LinkedIn campaigns.

Let’s say someone visits your pricing page twice but doesn’t sign up. 

Warmly’s Orchestrator agent can recognize this intent and trigger a personalized email with a special offer, a case study, or an icebreaker message without you lifting a finger.

Learn how the Orchestrator helped a LinkedIn marketing agency, Straightin, get $10,000 in revenue in just 2 weeks.

It’s not just automated. It’s contextual and relevant, increasing the likelihood of conversion.

The beauty of this use case is in the blend of automation and intelligence. 

We’re moving beyond static drip sequences toward dynamic journeys that adapt to each user. 

That’s a massive leap forward for customer experience, and it's why companies using AI for personalization are seeing higher engagement and retention.

5. AI Agents for Ad Campaign Management

Running paid campaigns across Google, Meta, LinkedIn, and TikTok? 

That’s a full-time job unless you’ve got an AI ad agent doing the heavy lifting. 

These agents can create ad copy, select visuals, test variations, optimize bidding strategies, and monitor performance in real time.

Rather than reacting to ad fatigue or overspending days later, AI agents spot trends and pivot fast. 

They might pause underperforming ads automatically or shift budget toward top-performing creatives, all while keeping costs in check and ROI on the rise. 

Some even suggest new campaign angles based on historical performance and competitor data.

This use case is especially powerful for performance marketers juggling multiple platforms. 

AI agents act like your 24/7 campaign managers, always learning and optimizing. That means more wins, fewer wasted dollars, and a lot less stress.

6. AI Agents for Email Marketing Automation

Email has been around forever, but with AI agents running the show, it feels brand new. 

These agents don’t just schedule blasts; they tailor content, adjust send times, craft subject lines, and segment lists based on behavior, engagement, and lifecycle stage.

Imagine having an agent that knows exactly when to send a re-engagement email to a dormant lead or one that notices someone clicked your demo link but didn’t book, then follows up with a persuasive nudge. 

AI makes this kind of logic-driven engagement effortless and consistent.

What makes this use case stand out is its compounding effect. 

As agents collect more data over time, they get better at timing, tone, and targeting. 

That leads to higher open rates, more clicks, and better conversions. 

For marketers who rely on email to nurture leads or onboard customers, this is a no-brainer upgrade.

7. AI Agents for SEO Optimization

SEO is one of those marketing pillars that demands a million little tasks, such as keyword research, on-page optimization, internal linking, meta descriptions, content updates… the list goes on. 

AI SEO agents streamline all of it. They can audit your site, surface ranking opportunities, suggest improvements, and even generate optimized content based on search intent.

Some go even further by automatically analyzing your competitors, identifying keyword gaps, and recommending backlink strategies. 

The best ones even integrate with your CMS to push updates directly, turning what used to be a painstaking process into a near hands-free experience.

The real power here? These agents never stop. 

SEO isn't something you do once and walk away from—it’s ongoing. AI agents monitor fluctuations in rankings, adapt to algorithm updates, and fine-tune your marketing strategy in real time. 

That’s a level of consistency and speed that’s hard to match without a dedicated (and expensive) SEO team.

8. AI Agents for Social Media Management

Managing social media can feel like shouting into the void, and keeping up with trends, platforms, and algorithms is a job in itself. 

AI social agents help take back control. They can create post variations, suggest hashtags, schedule content at optimal times, and analyze performance across multiple channels.

But they’re more than just schedulers and auto-content generators. 

Many are now trained on specific tones and voices, so they can write on-brand captions and adapt messaging based on the platform (e.g., casual on TikTok, polished on LinkedIn). 

Some even monitor comments and DMs, surfacing the most important ones for human follow-up or responding instantly with helpful info.

This use case is especially great for lean teams that don’t have a dedicated social strategist. 

With the right AI agent, you can stay active, relevant, and responsive without burning hours every week. 

Plus, it gives you real-time insights into what your audience actually cares about.

9. AI Agents for Lead Scoring and Qualification

Your pipeline is only as good as your leads. And AI agents can now qualify, score, and prioritize them better than most humans. 

These agents analyze behavioral data, firmographics, engagement history, and more to determine which leads are sales-ready and which need nurturing.

No more wasting time chasing cold leads. 

AI agents can flag high-intent prospects the moment they hit key triggers like visiting your pricing page, downloading a whitepaper, or opening multiple emails in a short time. 

They can also automatically assign leads to the right rep or segment, keeping your CRM squeaky clean and action-ready.

The best part? 

These agents aren’t just rule-based - they’re predictive. 

Over time, they learn what behaviors typically lead to a sale and get sharper at spotting them early. 

That means your sales team spends more time closing and less time guessing.

The 4 Best AI Marketing Agents on the Market in 2025

There’s no shortage of AI marketing tools out there, but not all of them function like true agents. 

The ones below don’t just give you data or spit out content - they take action, make decisions, and deliver results. 

So, let’s look at the four best AI marketing agents in 2025, each serving a unique use case.

1. Warmly – For AI-Powered B2B Lead Qualification & Customer Journey Orchestration

Warmly acts as your outbound SDR but smarter and faster. 

It identifies high-intent website visitors, qualifies them using detailed B2B and intent data, and instantly personalizes outreach - via email, LinkedIn, or AI Chat. 

It’s ideal for B2B teams looking to scale personalized sales outreach without scaling headcount.

In addition to its website traffic deanonymization,  AI-driven chatbot, SDR agents, and the Orchestrator, Warmly also offers:

Pricing

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

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

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

2. Jasper – For AI-Driven Content Creation

Jasper is your go-to AI agent for content production at scale. 

Whether you’re creating blog posts, product descriptions, or email copy, Jasper can generate on-brand content fast. 

Its workflows and brand voice memory make it perfect for marketers who want consistent messaging across multiple formats and channels.

Its key features include:

  • Brand Voice - Jasper lets you lock in your brand’s tone, style, and messaging guidelines so every piece of content it generates stays on-brand. 
  • SEO & Performance Mode - Integrated with tools like Surfer SEO and Grammarly, Jasper helps you create content that ranks and reads well. Its “Performance Mode” offers real-time suggestions to improve clarity, tone, SEO score, and conversion potential as you write.
  • AI image generation - Jasper includes options for creating compelling visuals to go with your content.

Pricing

Jasper.ai has 3 pricing plans:

  1. Creator: $49 month/seat (1 user only).
  2. Pro: $69 month/seat (up to 5 users).
  3. Business: Custom pricing.

Its Creator and Pro plans have 7-day trials, so you can try them on for size before subscribing.

3. Mutiny – For Website Personalization & CRO

Mutiny is a conversion-focused AI agent that personalizes your website content based on visitor segments. 

It automatically adjusts headlines, CTAs, and messaging depending on industry, size, or funnel stage. 

It’s perfect for SaaS and B2B companies trying to boost conversion rates without hand-coding every variation.

Some of its best features include:

  • No-code website personalization - Mutiny allows marketers to personalize website content (e.g., headlines, CTAs, and copy) based on firmographics, behavior, or campaign source for different visitor segments without touching code. 
  • Dynamic audience segmentation - Mutiny can identify who’s visiting your site and automatically group them into actionable segments like enterprise prospects, returning visitors, or high-intent leads. 
  • A/B testing & predictive analytics - Mutiny’s A/B testing engine lets you experiment with different variations and then uses AI-powered insights to predict which version will drive better results. 

Pricing

Mutiny doesn’t disclose prices.

You’ll have to book a demo or contact its team to get more details.

4. AdCreative.ai – For Automated Ad Creative Generation

AdCreative.ai is built for performance marketers who want high-converting ads without creative burnout. 

The AI generates ready-to-launch ad creatives and copy for Google, Meta, and other platforms, then refines them based on campaign performance. 

It’s a great choice for agencies or teams managing multiple paid campaigns.

Its key features are:

  • Generates ads at scale - AdCreative.ai automatically produces high-converting ad visuals and copy for platforms like Google, Facebook, Instagram, and LinkedIn. Just input your product or campaign details, and the AI generates dozens of ready-to-launch ad variations in minutes—great for testing at scale without designer delays.
  • Performance-based scoring system - Each creative comes with a predictive performance score powered by AI, so you can prioritize the versions most likely to convert. 
  • Seamless integrations with ad platforms & CRMs - AdCreative.ai connects with tools like Google Ads, Meta Ads Manager, Zapier, and HubSpot, allowing you to push creatives directly to your campaigns or workflows. 

Pricing

AdCreative.ai has four pricing plans:

  1. Starter: Starting at $39 and going up to $189 depending on the number of ad downloads you want, includes 2 users and 1 brand, in addition to access to all the platform’s AI features.
  2. Professional: Starting at $249/mo and going up to $499/mo, includes 20 users, 3 brands, and access to Pro feature toolkit.
  3. Ultimate: Starting at $599/mo and going up to $1099/mo, includes 50 users and 10 brands.
  4. Enterprise: Custom pricing, has custom limits and advanced security features.

Next Steps: Automatically Engage with High-Intent Prospects on Your Website with Warmly’s AI Agents

By now, it’s clear that AI marketing agents aren’t just helpful assistants.

They’re proactive, intelligent operators that are reshaping how modern teams work, tackling everything from content creation and ad management to email automation and customer journey orchestration.

And when it comes to putting this power to work right now, Warmly is the tool that stands out. 

Its AI agents and chatbots are built to identify, qualify, and engage high-intent leads the moment they land on your site, keeping your pipeline moving while letting your team focus on closing deals.

So, if you’re ready to let your website work smarter - as your next ideal customer might already be there - you’ve got two easy next steps:

  1. Book a demo to see exactly how Warmly’s AI agents work in your flow, or
  2. Sign up for its free plan to start capturing high-value leads today with no strings attached.

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Best 10 UnifyGTM Alternatives & Competitors in 2025
Best 10 UnifyGTM Alternatives & Competitors in 2025
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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.

AI GTM: Top Use Cases, Software, & Examples
AI GTM: Top Use Cases, Software, & Examples
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What you are thinking right now is true – GTM teams have been leveraging the latest AI tools and strategies to level up their sales motion.

Sales, marketing, and GTM teams use AI to book more meetings, identify opportunities they did not know existed before and do what was thought impossible before – personalization at scale.

In this article, I’ll show you how GTM teams are using AI in 2025, going over the 10 most popular use cases I’ve seen work in the industry, as well as 5 examples of real companies getting real results.

But first, let’s start with the basics: 👇

How is AI being used in GTM in 2025?

Artificial intelligence is being used by GTM teams to save time and boost productivity by automating tasks (such as reaching out to prospects), personalizing outreach or the website altogether, and identifying revenue opportunities.

The technology enables businesses to make more data-driven decisions and helps you prioritize the leads and opportunities that matter – with targeted outreach and personalized experiences.

➡️ The way our GTM team has structured our sales workflow at Warmly is that we use AI for cold and lukewarm leads so our humans can focus on the ‘’hot’’ leads.

How is AI transforming GTM?

AI is revolutionizing GTM operations by introducing a concept that was believed to be fiction just a few years ago: automation and personalization at scale.

GTM teams can better optimize their resource allocation, such as enabling their human sales team to work on the high-intent leads, instead of spending hours on manual cold outreach.

What are the advantages of using AI in your GTM strategy?

The main benefits of using AI in your GTM strategy include:

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

  • Getting data-driven insights, such as internal information from your CRM, to predict lead behavior.
  • Saving money from having to hire more sales reps to reach out to more prospects or do more manual work.
  • Personalization at scale: AI technology enables personalized outreach and customer experiences (e.g., seeing a tailored version of your website) at scale.

Top 10 use cases of AI in GTM with the best tool for each

Now that we’ve got the fundamentals out of the window, I’d like to walk you through the top AI use cases for GTM teams that I’ve seen work best in the industry:

#1: Reach out to prospects who visit your website automatically

Your team can use AI-powered GTM software to reach out to your warm prospects who visit your website on autopilot.

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

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

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

And then automatically reach out to them on your behalf.

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

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

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

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

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

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

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

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

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

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

#2: Set up an AI chat on your website to engage with visitors

Another AI use case for GTM teams is to set up an AI-powered sales chat that can engage with high-intent and target accounts visiting your website.

The good thing about these AI-powered chatbots is that you can customize (no-code) how you want them to interact and in what scenarios they should engage with visitors.

For example, Warmly’s AI chat for GTM teams can be customized to run:

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

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

But our AI sales chat is not just another chatbot from the dozens of chatbots in the market that you hear about.

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

#3: Go after leads that aren’t visiting your site but are showing research intent

One of my personal favourite AI use cases for GTM is its ability to automatically go after leads that aren’t visiting your site but are showing research intent.

Here’s how you can do that with Warmly’s Bombora integration:

1️⃣ Specify up to 10 research topics you want to target, such as product keywords, pain points, competitors, etc.

2️⃣ Filter by audience (ICP), such as sales directors, demand gen leaders, etc.

3️⃣ Based on your filters, Warmly finds your leads and pushes those leads to your CRM

4️⃣ Connect those segmented leads to LinkedIn Ad Retargeting Tools: Build 1:1 ads that target these leads showing interest (i.e., research intent).

This will help you max out your sales opportunities by targeting lukewarm leads who are shopping around for solutions like yours, but are not aware of your product.

➡️ We also like to combine that workflow with Warmly’s automatic email outreach.

Warmly makes it easy to get your product in front of people who are actively researching topics related to your brand. 

In 2025, it’s important to start warming up those leads and jump in with stronger messaging when they’re showing even warmer signals.

You can check out the LinkedIn post for this GTM workflow, where we showcased how to do that in video format.

#4: Get up to speed on opportunities with sales forecasting

AI-powered sales forecasting utilizes machine learning (ML) algorithms to analyze large sets of data to identify patterns and trends that can help your sales team predict future sales performance. 

Sales tools like Gong AI leverage a variety of signals to help your sales team predict which customers are likely to convert.

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

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

Gong also provides you with an AI-powered sales projection based on the probability of the leads closing, so you can keep track of your target for the quarter.

#5: Researching prospects before reaching out to them

Another AI use case for GTM teams is the ability to scale account research for your team so they can send relevant messages.

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

The sales tool automatically triggers research when a buyer or company meets specific criteria that your sales team has set.

It then goes on to scrape their website, search the web, and analyze data to learn more about the prospect.

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

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

For example, something I’m always keen on knowing is whether my prospects are hiring at the moment, which signals to me that they have a budget to spend.

#6: Personalizing outreach

Another AI use case for GTM teams is personalizing your outreach, on either email or LinkedIn.

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

The software lets your GTM team personalize cold or warm emails being sent out with information, such as:

  • The lead’ company, industry, or job.
  • Insights from the prospect’s LinkedIn account.
  • Specific keywords that the tool has figured out that the prospect is interested in (e.g., visitor identification software).

6sense’s AI sales agent helps your GTM team generate and then sends emails that are personalized to your leads using the tool's out-of-the-box agent playbooks.

➡️ What stands out to me about 6sense is that it also improves your email deliverability by utilizing custom sending domains and contact validation rules.

#7: Send personalized video messages to your prospects

Seasoned GTM leaders know the effectiveness of video messages, especially when you’re trying to show your prospects how they can level up their game with your solution.

With the introduction of AI-powered tools like Vidyard, your GTM team can scale personalized video outreach to boost both productivity and reply rates from prospects.

Vidyard lets your GTM team create and send AI-generated video messages to leads even when they're not available to record in person.

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

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

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

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

#8: Personalize your website to your leads

AI is now capable of personalizing your prospect’s website experiences in real-time by displaying dynamic content and customized landing pages based on user behavior. 

This kind of personalization can improve user experience, increase time spent on-site, and generate more pipeline by making every visitor see a different version of your website.

The technology achieves this by analyzing your website visitors’ buying intent and engagement levels on your website, so every visitor sees content that aligns with their interests.

➡️ For GTM teams, this can mean dynamically adjusting case studies and offers to match industry-specific use cases.

A software I know that can do this is Demandbase, which leverages buying intent and B2B data to provide each target account with a tailored web experience, including messaging, images, offers and CTAs.

The platform provides you with a no-code landing page editor, where you can select how you want to customize your website.

#9: Generate landing pages for different B2B ICPs

One overlooked AI use case in 2025 for GTM teams is using AI to generate landing pages for different ICPs and product use cases.

Instead of constantly requesting developer resources for generating landing pages for the different target personas and use cases, you can speed up the process with a tool like Landingi.

Landingi offers an AI Landing Page builder that lets you design and optimize landing pages.

The platform enables GTM leaders to create professional landing pages without coding skills.

Landingi also has built-in analytics and A/B testing tools, which can track your visitors’ behavior and optimize the effectiveness of your ABM campaigns.

#10: Analyzing sales conversations

Lastly, your GTM team can leverage a tool like Fireflies to analyze sales conversations that your sales team was a part of.

Note-taking apps are usually utilized to take meeting notes and to come back to them with questions about how the meeting went.

I’ve noticed that they can also be used to:

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

Fireflies AI also comes with an out-of-the-box analytics platform where your GTM team can see questions asked and get access to topic insights.

5 examples of companies (successfully) utilizing AI in their GTM campaigns

Here are examples of 5 GTM teams that successfully utilized AI to improve their bottom line and/or operations: 👇

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

Kandji, a device management platform for Apple devices, decided to give Warmly’s AI chat a chance so it can detect ICP-fit visitors on their website and engage with them.

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

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

The results: Kandji started booking qualified sales meetings within 8 minutes of setting up our AI-powered sales chat for website visitors.

Here’s how the chat transcript looked before the human sales reps took over:

#2: Composing personalized emails at scale: Gong x Verse

Verse AI’s GTM team used Gong Engage to compose personalized emails at scale to improve sales velocity and shorten sales cycles.

Before using the platform, Verse was relying on tools that provided them with limited visibility into their sales pipeline and customer engagement.

Their GTM team leveraged Gong's insights to refine their content and campaigns, basing their strategies on accurate customer interaction data rather than intuition.

Results: After Verse decided to give Gong a chance, they achieved better alignment and collaboration among sales, marketing, and customer success teams.

The platform achieved a 76% increase in revenue from closed-won deals and experienced 25% greater forecast accuracy due to improved visibility into its pipeline and customer interactions.

#3: Prospect prioritization and engagement - Premikati x Warmly

Premikati was facing an issue that a lot of GTM teams can relate to: It was generating website traffic, but was not able to efficiently capture and nurture the prospects.

The company was struggling with accurate attribution, meaning its GTM team couldn’t figure out which of their efforts and strategies were driving value.

After Premikati deployed Warmly, they were able to tackle several issues at once:

  • Identify its website visitors, providing the GTM team with a rich pool of potential leads.
  • Automatically recognize the visitors most likely to convert based on on-site signals, like pages visited, and off-site signals, like research intent.
  • Orchestrate the entire outreach process using Warmly’s Orchestrator, which automatically adds leads with the highest scores in adequate sequences based on the criteria that Premikati’s team sets up.

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

The AI-powered prospector prevents quality leads from falling through the cracks simply because you didn’t have a sales rep on hand.

Try it yourself 👇or watch it in action. 



The company also utilized Warmly’s AI Chat, which allowed their team to auto-book meetings with qualified prospects.

Listen to the full interview here:

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

#4: Inbound lead enrichment: OpenAI x Clay

OpenAI’s GTM team implemented Clay to scale their sales motion, particularly for inbound lead enrichment and sales team support.

Clay helped OpenAI, which needs no introduction, to more than double their enrichment coverage from a low 40% to a high 80%, enabling better lead scoring, routing, and response.

The AI giant used Clay's AI research agent to automate and scale custom GTM research, mimicking the process of their best sales representatives.

Clay's Salesforce package allowed OpenAI's GTM staff to perform on-demand data enrichment directly within their sales CRM to maintain consistent adoption across teams.

Results: Clay’s flexibility enabled OpenAI to rapidly iterate on enrichment strategies, support various use cases across different teams, and maintain a strong data foundation for growth.

#5: ZoomInfo x Seismic

Seismic, a sales enablement platform, was looking to enhance its GTM’s productivity and personalization efforts using AI.

The platform implemented ZoomInfo Copilot to leverage its AI-driven prospecting insights and integrated it into its existing tech stack.

Copilot's AI chatbot and access to ZoomInfo's data helped Seismic craft specific, personalized messages that led to quicker responses from prospects.

Results: Seismic's GTM team attributed 39% of active pipelines to opportunities identified or influenced by signals from ZoomInfo, and they also reported a 54% increase in productivity and saved 11.5 hours per week.

Next Steps: Set Up Powerful GTM Workflows Inside of Warmly

AI use in GTM, sales, and marketing isn’t just the future like it used to be a few years ago—it’s the present.

I believe that the GTM teams that will be thriving in the ABM 2.0 era would be the ones best using artificial intelligence to identify opportunities, engage leads while they are hot, and answer questions as they arise.

The organizations shown above have already proven that AI-powered strategies lead to higher engagement, better lead conversions, and return on investment.

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

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

If you’re looking for a revenue orchestration platform that offers:

  • A way to instantly engage with your highest intent prospects 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.
  • 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 sign up for Warmly’s free plan or book a demo today and see how Warmly can transform your sales workflows with AI. 

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Best 8 Clearbit Alternatives & Competitors in 2025 [Updated March]
Best 8 Clearbit Alternatives & Competitors in 2025 [Updated March]
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Looking for Clearbit alternatives?

Clearbit used to be one of the biggest and most respected names out there when it comes to quality B2B data - until they got acquired by HubSpot and became Breeze Intelligence.

If you’re on HubSpot, this is great news.

If you’re not, and you’re using some other CRM (Salesforce, for example), then you’re likely to find that Clearbit isn’t your ideal solution going forward, and it's time to start looking for an alternative.

This article will help you through that exact process. We’re going to dive into eight powerful Clearbit competitors that you can use to fuel your omnichannel sales and marketing playbook.

Why Consider An Alternative to Clearbit? 

Clearbit has long been one of the best data providers in the game.

But data has been commoditized, and there are now many solutions with better data (6sense, for example) that also offer sales engagement functionality.

Clearbit has never pursued this area, meaning you’ve always had to connect it to an existing tech stack, making it more of a developer-focused tool.

Recently, they were acquired by HubSpot, which is a double-edged sword.

For HubSpot users, this is great. It means you get your CRM enriched (once the integration process is through) and connect Clearbits data to a software tool that can actually execute playbooks.

For anyone using any other CRM (95% of the market), this essentially means Clearbit is no longer a viable solution. 

While, right now, Clearbit still integrates with CRMs like Salesforce, logic dictates that they’ll neglect such connections in favor of improving the Clearbit > HubSpot link.

What are the Top Clearbit Alternatives & Competitors?

The best Clearbit alternatives are: Warmly, Zoominfo and Demandbase.

1. Warmly

Warmly offers the best alternative to Clearbit (now Breeze Intelligence) in 2025 with our signal-based revenue orchestration platform that provides a wide range of features designed to:

  • Capture warm leads that visited your website (first-party data).
  • Identify the hottest prospects from those visitors.
  • Automatically engage and nurture them, helping your sales reps to successfully convert them.

Let’s get a closer look at the functionality that makes Warmly an attractive option for sales teams: 👇

Feature #1: Identify Your Website Visitors

Similarly to Clearbit, Warmly identifies companies and individuals visiting your website in real-time.

Since your website is one of the most important parts of your lead generation funnel, capturing and engaging all leads it generates is of pivotal importance if you’re looking to build a steady pipeline of warm leads.

All it takes is adding a snippet of Warmly’s code to your website to start revealing warm leads visiting it.

You can monitor your leads’ web sessions in real-time to see exactly how they interact with your website.

➡️ This can help you pinpoint whether your website is optimized for conversions or if it needs improvements.

But that’s not everything.

Every identified visitor will be enriched with granular B2B data, providing your sales team with all the information they need to:

  • Pinpoint leads that best fit your ICP.
  • Tailor their outreach to each lead for optimal results.

The B2B prospect data Warmly reveals includes:

  • Company data (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.). 

Feature #2: Reveal Buyer Intent 

While knowing who visits your website and gaining insight into relevant B2B information gives you a nice competitive advantage, I believe that it’s still not enough to ensure the best possible results from your sales efforts.

This is why Warmly tracks and captures buyer intent data, in addition to basic B2B data, enabling your sales reps to find which of your leads is most likely to convert now.

Warmly collects several types of intent signals:

  1. First-party intent: This includes intent signals leads left in your owned channels, 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 changes and openings, 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.

Warmly provides a granular and comprehensive view of your leads’ buyer intent, enabling you to:

  • Score and qualify leads with greater precision.
  • Identify the highest-value leads among them.
  • Engage leads precisely when they’re most likely to convert, boosting your chances of success.

Feature #3: Automate Your Sales Process

In addition to helping your SDRs identify high-quality leads from the get-go, Warmly lets you leverage the intent signals it picks up to create comprehensive sales workflows.

It has several automation tools that let you set things like LinkedIn and email outreach or lead routing on autopilot.

Firstly, there’s the Orchestrator, which enables you to streamline LinkedIn and email outreach.

Here’s how it works:

  • Set up the action that triggers the automated sequence (e.g., a visitor matching your ICP lands on your website).
  • Define the criteria the prospects need to meet to be targeted (e.g., company size, industry, individual job role).
  • Specify the frequency at which you want the workflows to run and the maximum number of people targeted in a single account.
  • Decide what action you want the Orchestrator to take (e.g., sending a contextual email, personalized LinkedIn DM, or connection request).

The Orchestrator will then ensure that all the leads matching the criteria you defined are adequately engaged, taking notice that every email or message is personalized and contextual.

Learn more about how it works:

Secondly, there’s the AI Chat, Warmly’s AI-powered chatbot that engages with your prospects in real-time.

Warmly’s AI Chat can handle a wide range of actions, including:

  • Automatically engaging and qualifying leads.
  • Offering relevant collaterals.
  • Answering questions.
  • Booking meetings, etc.

The chatbot is powered by our tool’s generative 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 sales 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, improving your chances of converting them.

Feature #4: Live Engagement With Warm Video Chatting

Having the option to engage leads while their interest in your product is at its highest could be the make or break between converting them and losing them for good.

Warmly’s live video chat option was designed with this in mind, allowing sales reps to engage leads in live, one-to-one meetings while they’re still on your website.

When you go to the “Warm Call” section of Warmly’s dashboard, you’ll see a detailed overview of all your website visitors right now, with the option of monitoring each prospect’s website session and uncovering intent insights simply by clicking on their name.

Once your sales reps assess that the time is right based on website session insights and other intent signals, they can easily initiate a call and do what they do best.

Feature #5: 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.

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

Coldly also has a browser extension that lets you scrape essential B2B contact data from any source on the web, including LinkedIn profiles, company websites, etc.

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

Warmly Pricing

Similar to Clearbit, Warmly offers a freemium plan.

On it, you can:

  • Reveal up to 500 companies and individuals visiting your website (in addition to essential and accurate data on each lead).
  • Set up ICP filters to quickly identify high-quality leads. 
  • Automate basic lead routing.

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

  1. Micro: Starts at $333/month when billed annually and adds unlimited seats, 5,000 monthly visitors revealed, first-party intent signals, alerts, and access to Warmly’s extensive database of B2B contact data.
  2. Starter: Starts at $12,000/year, everything in Micro, plus 10,000 monthly visitors, third-party signals, AI Chat, and CRM syncs.
  3. Business: Starts at $19,000/year for up to 10,000 visitors or $28,000/year for up to 75,000 visitors, everything in Starter, plus second-party signals, sales orchestration, and lead routing.
  4. Enterprise: Starts at $30,000/year, lets you identify a custom number of visitors, includes everything in Business, plus custom signals and warm calling.

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 Business plan level.

✅ Good range of integrations.

❌ You'd have to be on Warmly's Enterprise plan to access Warm Calling.


2. ZoomInfo 

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ZoomInfo is one of the most widely used and all-encompassing GTM software solutions.

Not only do they compete with Clearbit in terms of contact data and sales intelligence, but they also have advertising, lead routing, and website chat functionality.

Why Choose ZoomInfo Over Clearbit?

The main reason to choose ZoomInfo is its breadth.

Of all of the Clearbit alternatives covered here, ZoomInfo does the most.

For example, if you’re already using ZoomInfo’s MarketingOS for account-based ads or web form enrichment, it makes sense to add on their contact data module.

This limits the number of vendors you’re paying but also means there is no need to sort any integrations since everything comes from the same supplier.

Main Drawbacks of ZoomInfo

ZoomInfo’s breadth is also its biggest weakness.

First, solutions that offer such scale are almost always expensive, and ZoomInfo is no exception. You’ll be paying six figures for a full ABM stack.

The other major drawback is a lack of focus.

ZoomInfo has primarily expanded its service offering through acquisitions. They aren’t really focused on building a best-in-class product. 

Rather, their goal appears to be to continue increasing ACV through the acquisition of new bolt-on features that they can then upsell to existing customers.

ZoomInfo Pricing 

ZoomInfo doesn’t advertise pricing, but we know from conversations with customers who’ve moved over to Warmly that you’ll pay at least $40k annually for workflows and $100k+ for a full GTM tech stack.


3. Demandbase 

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Demandbase is the grandfather of the ABM space. They, like ZoomInfo, have a broad offering.

Why Choose Demandbase Over Clearbit?

Demandbase’s big strength is buying committee identification. 

In the world of B2B sales, you’re often dealing with more than one stakeholder and decision maker.

The person interacting with your content may or may not be one of them. Demandbase helps you uncover the rest and enriches your existing data with a solid contact database.

Compared to Clearbit, it's a more robust tool with much more workflow functionality, making it more suitable for account-based marketing and sales sequences.

Main Drawbacks of Demandbase

Demandbase, like the other full-stack ABM solutions, is expensive. 

It’s a little cheaper than ZoomInfo but more expensive than Clearbit. Then again, you’re getting more products for your money.

Advertising functionality isn’t as strong with Demandbase. 

They came up on account intelligence and bolted on advertising through an acquisition later. Their ad offering is fine, but there are better solutions for this, such as 6sense.

They also rely heavily on bidstream data for buying intent signals, which is generally not as reliable as other sources (Warmly uses Bombora’s intent data, for example).

Demandbase Pricing

Pricing for Demandbase is built on a per-customer basis.

Anecdotally, however, we can say that Demandbase is generally cheaper (but less robust and user-friendly) than 6sense and ZoomInfo, though you’ll still be paying into the high five figures.


4. Apollo.io 

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Apollo.io is another big name in the contact data category.

They came up on best-in-class data and have been growing quickly while expanding their offering toward an all-in-one solution.

In my opinion, they’re a seriously good contender, at least for email data.

Why Choose Apollo.io Over Clearbit?

Apollo.io has a lot of functionality to offer.

They’ve got best-in-class data, have some prospecting and engagement functionality, and website intent enrichment.

A few years back, Apollo.io was just a data solution—and one of the best in the field. Recently, they’ve grown super quickly and have become somewhat of a ZoomInfo (but more user-friendly).

A unique feature for Apollo.io is AI email writing, which you can use to respond to more basic prospect communications. This can significantly increase your response speed, helping your reps resolve objections while improving your speed to lead.

Main Drawbacks of Apollo.io

While Apollo.io has moved beyond just data and into sequencing, their sequencing functionality isn’t as good as, say, Outreach or SalesLoft (best-in-class tools for sales engagement).

Intent data isn’t as good as 6sense or Bombora, and B2B phone data is better from ZoomInfo or Seamless.AI.

B2B email contact data is where Apollo.io excels.

Apollo.io Pricing

Apollo.io is refreshingly upfront with its pricing model (which is probably a big part of why they’ve grown so quickly).

You’ll pay $49 per user per month for their Basic plan, or up that to $79 a month for the Professional plan with higher credit limits.

They also have a usable free plan, and you can get started without talking to a sales rep (another growth lever).


5. 6sense 

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6sense is another ABM platform with a seriously strong data offering.

In fact, they’re one of the data sources we use here at Warmly to power our account-based orchestration platform.

Why Choose 6sense Over Clearbit?

6sense runs the gamut from account intelligence to B2B advertising, helping ABM teams reap the full benefits of an account-based marketing motion.

Account intelligence, though, is 6sense’s biggest strength.

The idea here is that 6sense provides insights into how prospects interact with competitor websites to give a better idea of the level of intent shown and where they are in the buying funnel.

They also have one of the best advertising offerings in the market, with their own demand-side platform (DSP) empowering personalized ads for an omnichannel approach.

Main Drawbacks of 6sense

You’ve probably already gathered that 6sense is expensive. For end-to-end orchestration, you’re looking at $120k+.

As such, 6sense is more focused on the enterprise market, meaning it's not really a suitable solution for SMEs or startup sales.

It also requires a lot of time and resources at the implementation stage. Again, fine for larger organizations; not so much for the small business.

6sense Pricing

6sense builds custom packages based on your specific needs, but budget for at least $100k a year for a full ABM setup.


6. Lusha 

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Lusha was a big name in the B2B data space a few years back, though they seem to have fallen off the map a little bit since they raised their Series B back in 2021 and started moving upmarket.

Why Choose Lusha Over Clearbit?

Reports are that, compared to Clearbit, Lusha is a lot easier to use and much easier to set up. 

They, too, have been expanding their offering outside of data and now have some prospecting, enrichment, and intelligence functionality.

One cool feature that Lusha offers—and Warmly does, too—is job change alerts. If a stakeholder at a current customer jumps ship, you’ll be notified and can use that relationship as a warm lead of sorts and open up a conversation.

Main Drawbacks of Lusha

Like Clearbit, Lusha is more about the data side of the equation than actual sales execution. 

If your problem with Clearbit is that it doesn’t give you any playbooks to actually do anything with the data, then Lusha probably isn’t your solution.

Lusha Pricing

Lusha has a free plan, but it's seriously limited and best thought of as a trial.

From there, you’ll pay $29 per user per month and upward.

7. Seamless.AI 

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Seamless.AI is one of the best sales tools and data providers out there.

We use it ourselves. The data is some of the best around, and pricing is pretty reasonable.

Why Choose Seamless.AI Over Clearbit?

Seamless.AI has been around since 2014, and just about everyone in the space reports that their data is incredibly accurate.

For phone numbers, they’re unbeatable and certainly a great alternative to Apollo.io.

Their standout feature, though, is Autopilot. It’s an automated list-building solution to help feed an outbound sales pipeline.

Main Drawbacks of Seamless.AI

The biggest drawback of Seamless.AI is that they don’t have an API. They’re kind of behind on the “integrate with everyone” thing that is becoming an industry standard.

This makes them quite limited for anyone looking to create their own bespoke tech stack.

For example, you can’t integrate Seamless.AI with Clay, Warmly, or Coupler to unify data sources and automate sales workflows off of.

Seamless.AI Pricing

Seamless.AI doesn’t outwardly advertise pricing, but we know as customers that they are seriously affordable.

They also offer a (limited) free plan for those who want to give it a spin first.


8. Cognism 

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Cognism is another solid solution for phone numbers, particularly B2B numbers.

Why Choose Cognism Over Clearbit?

Cognism is kind of like Apollo.io, except they’re based in Europe.

So, if you’re looking for an all-in-one solution as an alternative to Clearbit, but Apollo.io doesn’t work for you because you’re targeting European companies, Cognism is probably a good option.

Main Drawbacks of Cognism

Some customers report minor usability issues with Cognism, along with a few complaints about data accuracy.

They also don’t offer a free plan or even appear to provide a free trial.

Cognism Pricing

No pricing information at all is available for Cognism. You have to fill in a form and speak to a sales rep.

Find Out Who Your Warmest Leads Are With Warmly & Engage Them

While Clearbit (now Breeze Intelligence) provides a solid range of features for sales teams using HubSpot, especially those looking for a good B2B prospecting platform, the platform’s data reliability is still under question and lacks integrations with non-HubSpot products.

The platform’s capabilities of detecting buyer intent on your website at the contact level are also significantly limited compared to Warmly's.

With Warmly, all that changes.

Our revenue orchestration solution enables you to identify website visitors, detect the hottest leads among them, and engage them via automated outreach sequences perfectly tailored to each lead.

Want to know for sure if Warmly is a good match for your sales team?

Try Warmly for free and start building a steady, warm pipeline in minutes.

Or, book a demo with our team for a personalized tour of all of Warmly’s capabilities.

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10 Best RB2B Alternatives & Competitors in 2025

10 Best RB2B Alternatives & Competitors in 2025

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Alan Zhao

RB2B helps you identify anonymous website visitors and push their LinkedIn profiles to Slack in real-time. However, some of its downsides, like being limited to US visitor tracking only, credit-based pricing, and affordability, made us explore RB2B alternatives.

In this article, we’ll explore the top 10 RB2B competitors to help you find the perfect solution for your specific use case.

But before we get to these alternatives, let’s look at some potential reasons you might be looking for an alternative to RB2B in the first place.

Why Do You Need an RB2B Alternative?

There are three main reasons why users look for alternatives to RB2B. 👇 

Reason 1: Limited Visitor Tracking (US only)

RB2B only tracks website visitors from the US. ​​Its pixel only fires for US IP addresses and identifies traffic from profiles of US geolocations.

Although this frees the platform data of any GDPR regulations, websites with traffic coming in primarily from locations outside the US won’t be able to use the tool effectively.

Reason 2: Credit-Based Pricing

RB2B offers two core plans: Free and Pro. Both work on credit-based usage. The free plan limits you to 200 credits per month, while the paid plan offers the same credits but allows you to purchase additional ones.

Here’s the catch: each lead discovery costs 1 credit, so 200 credits will fall short. 

Another issue with this system is that RB2B users have observed a rare ‘false positive’ instance where the credit is being used up, but the data the software gives isn’t accurate. This can lead to quick exhaustion of your credits.


Source

Reason 3: Expensive

Of course, RB2B comes with a free forever plan. But, the jump from free to paid tier is significant for many users. 

Also, when you opt for the Pro plan, the amount of credits will remain the same (200 credits). Purchasing additional credits starts at $119 per 200 credits and can significantly go up as usage increases.  


Source

What are the Best RB2B Alternatives and Competitors?

Some of the best alternatives to RB2B are:

  • Warmly: Reveals, enriches, and converts website visitors through autonomous orchestration and engagement.
  • Factors.ai: Sales intelligence platform that lets you capture and unify cross-channel buying signals. 
  • Zoominfo: AI-powered sales intelligence and B2B prospecting solution for your sales teams.
  • Lusha: ISO 27701-certified sales intelligence solutions in the market 
  • Seamless.AI: Leading B2B sales intelligence tool.
  • Kwanzoo: AI-powered growth platform designed to enhance B2B sales and marketing efforts.
  • Lead Forensics: B2B website visitor identification tool designed to help businesses uncover and analyze their anonymous website visitors. 
  • RocketReach: Lead intelligence platform that allows you to find your target ICP among its extensive database
  • 6sense: Sales intelligence platform that furnishes you with B2B buyer insights and intent data. 
  • Dealfront: B2B sales intelligence platform designed to help businesses enhance their go-to-market strategies across Europe. 

1. Warmly


Warmly is a revenue orchestration platform that reveals website visitors, identifies those ready to buy, and provides tools to automatically engage them while they’re still interested.

Here’s why Warmly stands out against competitors like RB2B:

Key Feature 1. Reveal Website Intent

Warmly uncovers both anonymous website visitors at the company and individual levels, providing detailed profiles. By adding a simple code to your site, Warmly instantly identifies potential leads and offers comprehensive insights, including:

  • Contact Info: Company name, phone, email, job title, LinkedIn, etc.
  • Firmographics: Industry, size, location, employee count, and more.
  • Technographics: Software and tools in use.
  • CRM Data: Deal history, account owners, interactions.
  • SEP Data: Engagement with sales/marketing efforts and chatbots.


But Warmly goes further by tracking buyer intent, gathering signals from their web behavior, such as:

  • Web Session Details: Pages visited (high-intent ones like pricing/features), time spent, downloads, forms filled, and chatbot queries.
  • Customer Journey: Topics researched, job changes, competitor site visits, and ad interactions.

This rich data helps you identify your hottest leads and craft personalized outreach.

Key Feature 2. Automated Outreach

Unlike RB2B, Warmly automates key sales processes through:

Orchestrator

Orchestrator helps you automate prospecting and outreach. It triggers sequences for LinkedIn or email based on the criteria you set, like a lead visiting a high-intent page. You can filter leads by company size, industry, or role and automate personalized outreach.


AI Chat

AI chat automatically engages website visitors with contextual messages, ensuring no lead slips away when your sales reps aren’t available. AI Chat can:

  • Engage all visitors or just those matching criteria.
  • Answer questions, book meetings, or share resources like case studies.


Lead Routing

Finally, Warmly lets you automate lead routing to ensure that every valuable lead is assigned to the most appropriate sales rep.

You can set up Slack notifications that will alert a specific rep based on the criteria you specify whenever:

  • A high-intent lead or lead that matches your ICP lands on your website.
  • A lead asks a high-intent question in the chatbot or requires to speak with an actual human.
  • A website visitor takes any other relevant action that qualifies them as a potentially warm lead.


Key Feature 3. Live Engagement

While automation is powerful, nothing beats the human touch for nurturing and conversion. Warmly enables live engagement through text chat or video calls.

In the “Warm Calls” dashboard, you can see real-time website visitors. Reps can check enriched profiles, monitor behavior, and engage qualified leads through personalized chat or a live video call.


Pricing

Warmly offers a free forever plan that lets you reveal 500 visitors or companies that visit your website. The free plan is great to test the waters and get the hang of Warmly’s capabilities.

If you have higher traffic coming in and need premium features, you can choose from the three paid plans Warmly offers:

  • Startup: $700 per month, includes 3 users, up to 10,000 monthly visitors.
  • Business: From $1,440 to $1,740 per month, depending on the number of visitors you expect to have. It includes 10 seats.
  • Enterprise: Custom plan. Created for users with an estimated traffic of 100,000+ visitors per month who need more customization. Includes 20 seats, advanced AI personalization, custom integrations, etc.


Pros and Cons

✅ Identifies companies and individuals visiting your website.

✅ Enriches each identified lead with detailed B2B intelligence.

❌ No static B2B database.

2. Factors.ai


Factors.ai is a sales intelligence platform that lets you capture and unify cross-channel buying signals. It’s known for its cost-effectiveness in account identification, with a match rate of 64% – that’s higher than RB2B.

Features

  • Capture cross-channel intent signals from websites, GTM platforms, G2 products, review pages, and more. 
  • Use account intelligence to segment, score, and analyze prospects based on engagement and sales readiness across various channels and journeys.
  • Offers a visual workflow builder to automate campaigns, outreaches, alerts, and CRM enrichment processes.
  • Leverage AdPilot to auto-sync your ICP and conversion data from websites, CRM, and other sources to LinkedIn's ad platform so you can train your ads algorithm better.
  • Integrates with popular CRMs, ad platforms, customer data platforms, communication tools, and webhooks.

Pricing

Factors provide a free forever plan limited to 200 company identifications and integrations to Slack and MS Teams. To get the most out of the software, you can choose from its paid plans:

  • Basic: $549 per month
  • Growth: $1299 per month
  • Enterprise: Custom pricing


Pros and Cons

✅ Helps in optimizing LinkedIn ads for target ICP.

✅ Has an excellent customer support team.

❌ Lacks advanced reporting capabilities.

3. Zoominfo


Zoominfo offers an AI-powered sales intelligence and B2B prospecting solution for your sales and marketing teams. It gathers and organizes broad business information and buying signals from across the web, including niche third-party providers, community contributors, and more.

Features

  • Deploy targeted display and social ad campaigns to reach specific audiences based on 300+ company attributes and buying signals.
  • Capitalize on buying signals tracked by Zoominfo’s intent engine from a network of 210 million IP, org pairings, and over 6 trillion new keyword-to-device pairings.
  • Identify website visitors that fit your ICP and access their firmographic, demographic, and technographic insights.
  • Use Chorus, a conversational intelligence tool, to analyze customer sentiments over calls, meetings, and emails and identify opportunities and conversion potential beforehand.
  • Use ZoomInfo copilot to prioritize accounts, get automated summaries, group buyers, create personalized emails, and ask questions in plain English. 
  • Engage by Zoominfo lets you automate multi-channel sales flows initiated based on market signals that make sense for your business.

Pricing

Zoominfo has three paid plans to choose from – Sales, Marketing, and Talent.

Pricing for each of these isn’t on the website; you can fill out the form that pops up when you click on ‘View Pricing’ and get to know about it.


Pros and Cons

✅ Has an extensive prospecting database of 70M direct dial phone numbers and more than 174M verified email addresses.

✅ Zoominfo’s connected intelligence maps out the entire relationship history for each contact or company.

❌ Users often complain of inaccurate contact data and information. 

4. Lusha


Lusha is among the first ISO 27701-certified sales intelligence solutions in the market and an excellent alternative to RB2B. Its user-centric design and advanced filtering capabilities let you search and drill through prospects with ease.

Features

  • Lusha’s flex search lets you use natural language queries to find relevant leads without rigid filter constraints.
  • Refine searches based on over 20 criteria, including industry, job title, seniority, and location, allowing for highly targeted prospecting efforts.
  • Lusha’s warm outbound features let you study intent and buyer signals to identify interested buyers and make timely outreach.
  • 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, 50 emails, and 5 phone numbers per month. 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.

✅ Dedicated extension allows instant access to prospect’s contact details on LinkedIn, Sales Navigator, Recruiter, Salesforce, or any company site.

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

5. Seamless.AI


Seamless.AI is a leading B2B sales intelligence tool. Its database is the most extensive, with over 1.3 billion business contacts and 121 million+ companies ready to fill your GTM pipeline with solid leads. 

Features

  • Access contact and company profiles, complete with business emails and contact details, verified in real time using AI and machine learning. 
  • Use pitch intelligence to gain customized insights into every contact, such as their technographic and search interests, so you can lead conversations.
  • Has an AI-powered topic engine that uses NLP to understand your topics of interest, find leads, and build a full-fledged prospects list.
  • Integrates with popular CRMs such as HubSpot, Salesforce, Outreach, and automation tools like Zapier to connect with 5,000+ apps.

Pricing

Seamless.AI offers a free plan with 50 credits. Alongside three premium plans:

  • Basic: Custom pricing
  • Pro: Custom Pricing
  • Enterprise: Custom Pricing


Pros and Cons

✅ Stores historical data and can differentiate between routine online activity and intent, fostering high lead accuracy.

✅ Refreshes data and trends on a weekly basis, ensuring you find buyers with the latest interest in your product or service. 

❌ At times, contact details take time to update, requiring you to manually double-check the information.

6. Kwanzoo 


Kwanzoo is an AI-powered growth platform designed to enhance B2B sales and marketing efforts by converting anonymous website visitors into actionable leads. It focuses on account-based marketing strategies, enabling companies to engage the right buyers and buying groups effectively.

Features

  • It uses website pixels to identify billions of cookies or device IDs visiting your website, with options to filter down the traffic to just the leads that meet your ICP.
  • Offers access to over 10.4 million accounts and 101 million B2B profiles in the USA.
  • Facilitates 1:1 targeted ads to reach buyers with tailored messages.
  • Integrate with your preferred marketing automation platform, such as Marketo, Hubspot, Pardot, Zoho, ActiveCampaign, and others. 

Pricing

Kwanzoo offers a 14-day free trial with basic features, after which you must upgrade to any one of the paid plans it offers:

  • JumpStart: $500 prepaid
  • 100/250: $100 or $250 per month
  • 500: $500 per month billed annually
  • Standard edition: $1500 per month


Pros and Cons

✅ Easy to use and set up.

✅ Well-integrated with tools such as Clay, Persana, Slack, and popular CRMs.

❌ Lack of adequate self-help resources gives it a significant learning curve for new users.

7. Lead Forensics


Lead Forensics is a leading B2B website visitor identification tool designed to help businesses uncover and analyze their anonymous website visitors. 

Features

  • Identify anonymous visitors to your website and reveal valuable information, including company information, contact and LinkedIn details, and behavioral insights.
  • Get instant alerts when your configured ICP businesses visit a specific section of your website, complete with contact information and behavioral intel. 
  • Use the Lead Forensics intelligence reports to get detailed insight into the marketing campaigns that work, how your website is performing – and which marketing tactics are really making a difference.

Pricing

You can try out Lead Forensics for free for a limited time period by filling out a form. Other than that, it offers two paid plans:

  • Essential: Custom pricing
  • Automate: Custom pricing


Pros and Cons

✅ Has an intuitive design, making it easy for users to navigate and use features effectively.

✅ Exclusively identifies leads who opt out from filling out forms at the last moment.

❌ Occasional concerns regarding data accuracy, such as company and contact information.

8. RocketReach


RocketReach is a lead intelligence platform that allows you to find your target ICP among its extensive database of 700M profiles and 60M companies. It’s trusted by 21 million users, including 95% of the S&P Fortune 500 companies.

Features

  • Use advanced search to narrow down your search with filters, such as skill sets, technologies used, job changes, and more.
  • Partners with Foundry, a leading intent data provider that uses artificial intelligence (AI) and machine learning to deliver highly accurate B2B intent data.
  • Get AI-powered recommendations for profiles with similar professional information matching your ICP and search intent.
  • RocketReach Autopilot lets you build automation sequences for generating dynamic search lists or follow-up messages and tasks.

Pricing

RocketReach offers a total of 6 paid plans: three for individuals and three for teams.

Individuals

  • Essential: $99 per month
  • Pro: $165 per month
  • Ultimate: $300 per month

Teams

  • Pro: $83 per user per month
  • Ultimate: $207 per user per month
  • Custom: Custom pricing


Pros and Cons

✅ Ability to integrate with your existing tech stack in sales, marketing, and HR workflows.

✅ Offers a large database of contact and company information, including org charts, company trends, and news.

❌ Access to mobile and direct phone numbers is not available with the Essential plan.

9. 6sense


6sense Revenue AI is a sales intelligence platform that furnishes you with B2B buyer insights and intent data to proactively prospect the best leads and close deals. 

It’s regarded as one of the best alternatives to RB2B due to its predictive marketing analytics and robust buyer search engine.

Features

  • Use an unlimited number of custom and branded keywords to track relevant research, back-to-buying signals, and your target ICP. 
  • 6sense integrates with over five B2B intent data providers, including Bombora, G2, TrustRadius, and others, to aggregate deeper buying signals.
  • Leverage 6sense AI-powered predictive models to run predictions on prospect’s ICP, buying fit, engagement with the sales team, contact score, and more vertices.
  • Ask AI to recommend actions based on buyer persona, recent activities, engagement, and account profile fit.

Pricing

6sense offers a free plan for individuals and small teams with an upper cap of 50 credits per month. Other than that, it has three premium plans:

  • Team: Custom pricing
  • Growth: Custom pricing
  • Enterprise: Custom pricing


Pros and Cons

✅ Extensive access to intent data from third-party providers.

✅ Effective lead-scoring capabilities, which assist in prioritizing leads.

❌ Lacks transparency in pricing, and the credit system makes the pricing more complicated for users.

10. Dealfront 


Dealfront is a B2B sales intelligence platform designed to help businesses enhance their go-to-market strategies across Europe. It combines data-driven insights with local expertise, enabling companies to identify potential customers, engage with leads, and expand their reach in the European market. 

Features

  • Comes with a lead-scoring tool that helps identify and target the right prospects.
  • Provides deep market insights to discover new opportunities and refine go-to-market strategies.
  • Tracks buyer behavior and intent signals to target prospects at the right time.
  • Analyzes web traffic to identify companies visiting your website and uncover potential leads.
  • Ensures GDPR compliance and offers country-specific insights, which are crucial for European markets.

Pricing

Dealfront doesn’t reveal its pricing online. You have to book a demo with them to know how much it will cost.


Pros and Cons

✅ Specializes in European markets, offering deep local insights and data compliance (GDPR).

✅ Advanced tools for identifying and scoring high-quality leads, improving targeting.

❌ Some users may find the initial setup and customization process challenging.

How to Close More Leads with Warmly?

If you want to track visitors who come to your website only from the US, RB2B is a solid tool. However, when traffic to your website comes mostly from the rest of the world, you need an RB2B alternative that’s accurate and precise.

While some RB2B alternatives might provide incorrect, irrelevant information, Warmly offers AI-powered tools and processes to extract qualified leads and profile information from your website visitors.

With Warmly, you can:

  • Get highly accurate contact data of website visitors: name, business email, LinkedIn profile, industry, research intent, and more.
  • Access Coldly’s always-refreshed database of over 200M+ accounts and contacts for your sales team.
  • Filter traffic by demographic, firmographic, technographic, website activity, 3rd party intent research topics, and many more fields.

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.

Related Reading:

Zoominfo Pricing Guide for 2024: Is It Worth It?

Website Visitor Identification Software

9 Best Lead Forensics Alternatives 

Clearbit Alternatives & Competitors in 2025

6sense Alternatives & Competitors in 2025

Zoominfo Alternatives & Competitors in 2025

Must-Have GTM Tools for Every Sales Team

10 Best Clay Alternatives & Competitors in 2025

10 Best Clay Alternatives & Competitors in 2025

Time to read

Alan Zhao

Clay is an advanced tool for go-to-market teams that lets them automate personalized outreach and enrich lead data at scale. It integrates with over 75 data enrichment sources and uses AI to automate research and craft outreach messages.

However, the tool has some drawbacks that might push you to explore Clay alternatives on the market. These include a steep learning curve, overpricing credits, and a lack of spreadsheet-like functionalities.

In this article, we explore the top 10 Clay alternatives currently available that address these drawbacks.

Why Do You Need a Clay Alternative?

Here’s why you might consider switching from Clay to competitor platforms: 

  • Clay has a steep learning curve. 
  • Its credits are overpriced. 
  • It lacks spreadsheet functionalities.  

Reason 1: Steep Learning Curve 

Due to Clay’s extensive features and integrations, being a new user, you might often struggle to start a complete prospecting process immediately. Being relatively new to the market, it has occasional bugs and slow performance. 

When you use Clay, you will need time to understand its functionalities before achieving its full potential. 


Source

Reason 2: Overpriced Credit System  

Many users on review websites observed that credits provide poor value compared to using API keys directly. Sometimes, they’re up to ten times more expensive than alternative options for data enrichment. This results in a quick depletion of credits, especially when seeking customization or personalization. 

Additionally, the pricing structure is complicated as different actions consume varying amounts of credits.    


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Reason 3: Limited Spreadsheet Features 

Clay’s lack of advanced spreadsheet features, such as formatting options, restricts its effectiveness as a standalone tool for data enrichment. Users often find themselves relying on Google Sheets for tasks that require better formatting. 

This reliance on separate tools complicates the process, disrupts their workflow, and reduces overall efficiency.  


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What are the Best Clay Alternatives and Competitors?

1. Apollo.io


Apollo.io is a sales platform designed to help businesses find leads, manage deals, and improve sales performance. It provides the most up-to-date and accurate B2B data on over 275 million contacts and 73 million companies through its ‘Living Data Network.’ 

Features

  • Using Apollo's Chrome Extension, you can prospect directly within tools like LinkedIn, Salesforce, Gmail, or any website and gain instant insights about contacts and companies without leaving their current workflow. 
  • With AI-generated lead scores, it identifies prospects most likely to convert by analyzing the sales history and combining it with Apollo’s data. 
  • Integrates intent data (via Bombora) to track businesses actively researching products or services relevant to what you sell. 
  • You can create automated, personalized email sequences with multiple touchpoints (email, phone calls, LinkedIn tasks). 
  • The built-in dialer enables cold calling from within the platform and provides verified phone numbers, automatic call recording, and transcription. 

Pricing

Apollo.io offers a free plan with unlimited email credits, 5 mobile credits, and 10 export credits. If you need premium features, it offers three paid plans to choose from: 

  • Basic plan: $59 per user per month
  • Professional plan: $99 per user per month
  • Organization plan: $149 per user per month


Pros and Cons

✅ Consistently provides highly accurate contact information. 

✅ Quick and helpful customer support. 

❌ New users may experience a steep learning curve. 

2. Lusha


Lusha is a B2B sales intelligence software that provides accurate contact data to allow sales, marketing, and business development teams to connect with decision-makers. It’s known for its strong emphasis on data privacy and compliance, including certifications like GDPR, CCPA, and ISO 27701. 

Features

  • Lusha’s job change alerts notify teams in real-time when prospects switch roles, enabling them to seize opportunities quickly. 
  • The technology filter lets you target companies based on their technology stacks. This allows the sales team to craft tailored pitches and boost their chances of closing deals. 
  • Create highly targeted lists of up to 1,000 prospects simultaneously using advanced filters and real-time data. Then, export them directly to CRM, automating workflows. 
  • Integrates effortlessly with platforms like Salesforce, HubSpot, Zapier, and Outlook in under 60 seconds. 

Pricing

In addition to a free trial, Lusha offers three paid plans: 

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


Pros and Cons

✅ Responsive customer support, especially in resolving issues related to inaccurate data. 

✅ The free trial allows new users to test the platform before committing financially. 

❌ Important contact information is sometimes unavailable, leading to wastage of credits. 

3. ZoomInfo


ZoomInfo is a B2B data platform that helps businesses accelerate growth by automating marketing and sales tasks. It offers a vast database of company information and decision-makers, allowing you to target the right people with precision. 

Features

  • Engage by ZoomInfo, a sales engagement tool, helps sales teams quickly connect with prospects using automated workflows, such as multi-channel prospecting campaigns—Salesflows. 
  • The AI recommendations engine suggests the best contacts and personas to target based on historical interactions. 
  • The FormComplete feature boosts lead capture with data-enriched forms, auto-fills details from a business email, tracks abandoned forms, and verifies emails in real time for high-quality leads. 
  • ZoomInfo Chat helps sales teams engage website visitors in real time, trigger personalized chats based on lead data, and schedule meetings instantly. 

Pricing

Start a free trial and speak with ZoomInfo’s sales team to get a customized pricing plan—with three tiers for Sales, Marketing, and Talent. 


Pros and Cons

✅ Easy to use, with responsive customer service and training. 

✅ Smooth integration with Sales and HubSpot simplifies data exports and CRM record-building. 

❌ Occasionally slow due to the large volume of data being processed. 

4. UpLead


UpLead is a B2B sales intelligence tool that offers a database of over 160 million business contacts and allows you to search for leads based on 50+ filters, such as industry, job title, company size, and location. 

Features

  • Monitors over 16,000 different data points, enabling you to find companies that use competitive or complementary technologies. Plus, you can exclude certain technologies to filter out companies that would not be potential buyers. 
  • Smoothly integrates with major CRMs like Salesforce, HubSpot, and Pipedrive. This lets you push leads directly into your CRM or download them as CSV files. 
  • The Intent Data feature helps sales teams find leads actively looking for solutions to their offerings. This leads to proactive engagement at the right moment, increasing the chances of conversion. 
  • The Prospector API feature lets you find contacts and emails based on job title, function, and location.    

Pricing

Start with a 7-day free trial. After that, there are three paid plans to choose from: 

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


Pros and Cons

✅ Clean and intuitive dashboard simplifies searching and filtering contacts. 

✅ A cost-effective solution compared to other platforms. 

❌ Contact details can sometimes be outdated. 

5. Datanyze 


Datanyze is designed to elevate the sales prospecting experience by offering a comprehensive suite of tools that streamline data collection, improve content accuracy, and facilitate meaningful interactions with potential clients. 

Features

  • With its Google Chrome extension, you can access and collect contact information directly from LinkedIn profiles and company websites. No more switching between tabs or manually searching for contact data. 
  • Boasts a vast database, including over 63 million direct dial numbers and 84 million email addresses. 
  • Provides icebreaker suggestions based on current events or social media activity related to prospects. This helps sales professionals initiate personalized and relevant conversations. 

Pricing

In addition to a 90-day free trial, Datanyze’s two paid plans include: 

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


Pros and Cons

✅ The easy-to-navigate dashboard makes Datanyze accessible to users of all skill levels.

✅ Promises a refund for any inaccuracies found within its database. 

❌ Lack of responsive customer support. 

6. Kaspr 


Kaspr is a lead generation platform providing accurate contact data, primarily focused on European markets. It offers access to a vast database of over 50 million verified phones and email addresses to help sales teams, recruiters, and marketers connect with prospects efficiently. 

Features

  • With the LinkedIn Chrome extension, easily extract contact data directly from LinkedIn profiles, including from Sales Navigator and Recruiter Lite. 
  • Offers a centralized dashboard for organizing leads, setting up follow-up tasks, and managing prospecting activities. It also supports tagging, list creation, and note-taking to ensure no prospect is forgotten. 
  • Integrates with major CRM systems like HubSpot, Salesforce, Zoho, and Pipedrive, allowing enriched data to flow directly into existing pipelines. Zapier integration opens up further connections with tools like Google Sheets, ClickUp, and Bullhorn. 
  • Ensures all data collection and handling processes comply with European data privacy regulations—GDPR and CCPA. 

Pricing

Kaspr offers a free plan and three paid plans: 

  • Starter plan: $65 per month
  • Business plan: $99 per license per month
  • Organization plan: $99 per license per month (minimum 5 licenses)


Pros and Cons

✅ Easy setup without a complicated onboarding process. 

✅ Customer support team considers users’ feedback for future improvements. 

❌ Can be expensive for small businesses.    

7. Leadfeeder


Leadfeeder helps businesses identify companies visiting their websites and turn anonymous traffic into actionable leads. By tracking and analyzing website visitors, it provides insights into company names, their behavior, and interest levels. 

Features

  • Scrubs data to remove valueless traffic, such as bots or Internet Service Providers (ISPs), guaranteeing you see high-quality leads.    
  • Integrates with tools like Slack, Mailchimp, Google Ads, ActiveCampaign, and Looker Studio to fit smoothly into existing sales and marketing workflows. This enables teams to access lead data across different platforms. 
  • Based on the insights into the content prospects have viewed, sales teams can tailor the outreach pitches and reach out to them before competitors. 

Pricing

Leadfeeder offers two plans: 

  • Free plan: Tracks up to 100 companies with data from the last 7 days. 
  • Paid plan: Starts at $165 per month, including unlimited visits data


Pros and Cons

✅ The Simple setup makes it accessible for teams with less technical expertise. 

✅ The IP recognition service actually misidentifies many companies.

❌ Companies are often misidentified as carriers or unrelated businesses. 

8. Outreach 


Outreach is a sales execution platform designed to help sales teams, RevOps, and go-to-market leaders streamline their workflow and close more deals. 

Features

  • Provides real-time insights to sales leaders through tools to track deals, forecast revenue, and analyze probabilities of hitting targets. 
  • The dashboard displaying key metrics, sales funnels, and performance data offers a visual, easy-to-understand breakdown of how the sales cycle is progressing—what’s working and what needs improvement. 
  • Outreach’s AI capabilities assist in automating tasks, predicting deal outcomes, and guiding sales reps on the next steps to maintain momentum. It also improves sales coaching by analyzing meetings and interactions in real time.
  • Offers role-based access controls (RBAC), meaning you only get access to the information and tools necessary for your role. 

Pricing

Talk to Outreach’s sales team for a tailored pricing plan. The pricing is structured in five tiers: Engage, Call, Meet, Deal, and Forecast. 


Pros and Cons

✅ Outreach makes it easy to manage a lot of prospects and keep track of who is being reached out to.

✅ Responsive customer support, even in non-system-related issues. 

❌ Users find Outreach significantly overpriced for what it offers. 

9. Instantly 


Instantly is an email outreach platform helping businesses find, contact, and convert their ideal clients through automated email campaigns. It uses an AI-powered database of over 280 million verified contacts. Plus, advanced filters let you target and engage the right clients at scale. 

Features

  • The Unibox feature allows you to manage multiple inboxes from one place—you can categorize leads, respond, or forward emails to book meetings.    
  • Offers a resource library that includes over 600 email outreach templates, setup guides, and 200+ email outreach strategies, helping you fine-tune your campaigns. 
  • Create a list of buyers and reach out to them with Instantly in a click.
  • From technologies to headcount and revenue - target only the people you know will resonate with your message using advanced filters.

Pricing

Instantly offers four paid plans: 

  • Growth Leads: $49 per month
  • Supersonic Leads: $97 per month
  • Hyperleads: $197 per month
  • Light Speed: $492 per month


Pros and Cons

✅ Prompt customer support and access to useful training materials.

✅ Regularly adds new features according to customer feedback. 

❌ Frequent updates and new features can be overwhelming, especially for beginners. 

10. Anymail Finder 


Anymail Finder is an email verification and discovery tool that boasts a high accuracy rate, with verified emails guaranteed to have a 97%+ delivery rate.  

Features

  • Search for verified email addresses by entering a person’s name and the domain of the company they work for.  
  • Integrates with LinkedIn, letting you build lists of leads and find emails directly from LinkedIn profiles and Sales Navigator. 
  • Use its browser extension to find accurate email addresses without leaving your web browser. It also generates comprehensive data-rich lists that can be exported in CSV or Excel formats for further outreach. 
  • Provides a robust API or seamless integration into existing workflows and supports bulk email searching, making it suitable for large-scale operations. 

Pricing

You can start with a 3-day trial. After that, choose any plan from the following: 

  • Starter plan: $14 per month 
  • Standard plan: $49 per month 
  • Scale plan: $149 per month 
  • Ultimate plan: $299 per month 


Pros and Cons

✅ Free trial enables you to test all the features before committing to a paid plan. 

✅ Provides access to hard-to-find email addresses. 

❌ Some features might be tough to get the hand of initially. 

How to Close More Leads with Warmly?

While there’s no doubt Clay and all the alternatives in the list above are great outreach personalization tools, wouldn’t it be advantageous for you to know the anonymous visitors coming to your website? 

After all, these visitors might be the best ICPs that convert into customers.

That’s where Warmly comes in.

Warmly leverages AI to give you highly accurate contact data and insights on your website visitors. It captures critical information like the name, email, LinkedIn profile, and research intent of visitors, making it easy for your sales team to prioritize high-quality leads.


Key features include:

  • Real-time contact identification: Uncover visitor details and intent data, providing actionable insights into high-potential leads.
  • Automated outreach: Warmly enables automated, real-time follow-ups via email or LinkedIn, as well as live chat tools for immediate engagement with visitors.
  • Lead prioritization: Warmly’s AI-driven technology helps you focus on leads with the highest conversion potential based on demographics, firmographics, and visitor behavior.
  • CRM and communication integration: Synchronize visitor data seamlessly with your CRM or communication tools, ensuring an uninterrupted workflow.
  • Always-updated database: Gain access to over 200M+ contacts with constantly refreshed data, keeping your outreach relevant and timely.

What’s more, Warmly’s intuitive platform allows you to automate lead nurturing, improve inbound and outbound chat experiences, and schedule meetings directly from your website.

By integrating Warmly into your sales pipeline, you can significantly improve your lead conversion rate, nurturing visitors into potential customers through efficient and personalized engagement.

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.

Lead Forensics Pricing: Is It Worth It? [2025]

Lead Forensics Pricing: Is It Worth It? [2025]

Time to read

Alan Zhao

Are you curious about Lead Forensics pricing but need help finding reliable, detailed info?

We've got you covered!

In this article, we’ll explore Lead Forensics pricing plans, investigate how much you can expect to pay for each, and break down their key features.

And if you decide that Lead Forensics doesn’t provide enough bang for your buck, we’ll offer an alternative website traffic tracking solution that provides more functionality at a more affordable and transparent price.

Lead Forensics Pricing Plans

Lead Forensics has two pricing plans:

  1. Essential: Built for small and medium-sized businesses.
  2. Automate: Designed for enterprise businesses.


No prices are disclosed for either plan.

In fact, the only thing clearly stated on the website is that Lead Forensics’ pricing is traffic-based, meaning that the end cost will depend on how much traffic your website generates in a month.

But before we discuss how much Lead Forensics will cost you, let’s first explore whether Lead Forensics offers anything for free.

Does Lead Forensics Have a Free Plan or Tools?

In short, no.

Lead Forensics doesn’t have freemium plans or tools you can use for free.

However, there is a free trial for both of its plans that gives you access to all features the plan in question includes for a week.


It’s up for debate whether a one-week-long trial is sufficient to really get the hang of Lead Forensics’ capabilities, but it’s still better than nothing.

At the end of the trial, the Lead Forensics sales team will provide you with a custom quote based on the traffic volumes you got during that time.

Once the trial expires, you can subscribe to one of Lead Forensics' two paid plans to continue using it.

Lead Forensics Essential Plan

The Essential plan is aimed at small and medium businesses looking to identify companies visiting their website.


As such, it has a range of features that enable website visitor identification, including:

  • Provides a list of business visitors enriched with B2B contact data.
  • Identifies keywords driving the most traffic.
  • Real-time notifications when a new lead or lead matching your ICP lands on your website.
  • Conversion tracking.
  • Customizable dashboard for monitoring website traffic.
  • Named Customer Success Manager.
  • Data export.
  • Lead manager.
  • Lead scoring.
  • Import and manage data files.
  • Basic one-way integrations with CRM, marketing automation, and similar tools.

As mentioned above, Lead Forensics doesn’t have set prices, as its final costs depend on traffic volume. 

At the same time, the company doesn’t provide any hints about which other factors influence its pricing or the average amount you can expect to pay for specific traffic volume ranges.

On the upside, both the Essential and Automate plans allow unlimited users, which is especially useful for bigger teams.

However, you should keep in mind that many users complain about Lead Forensics costs, integration capabilities, and the capacity to identify anonymous website visitors.


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Lead Forensics Automate Plan

The Automate Plan was built for enterprise businesses.


The automate plan, includes all features in Essential in addition to a few more designed specifically for large companies and their needs, such as:

  • Advanced integration with CRM software (e.g., Zoho, Pipedrive, HubSpot, Salesforce, and Microsoft Dynamics).
  • Fully customizable automated CRM workflows.
  • Letting you automate CRM reports.
  • Fuzzy Matching’ algorithm to keep your data clean.
  • Key account behavior tracking.

This plan also includes unlimited users.

However, there are a few downsides to consider when it comes to both Automate and Essential plans:

  1. Lead Forensics cannot identify actual individuals who visit your website, making it very difficult to pinpoint actual contacts you should reach out to, especially in larger companies.


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  1. It often lags, meaning that the notifications it provides are not exactly real-time, meaning you won’t be able to detect and contact leads while they’re still hot.


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How Much Does Lead Forensics Actually Cost?

We had to dig much deeper than Lead Forensics’ official site to answer this question in detail.

Judging by data provided by actual customers and Vendr’s internal transaction data, “the minimum price is around $6,000, and the maximum price is approximately $98,000. The average cost for Lead Forensics software is about $35,000 annually.”

This shows that Lead Forensics is certainly not on the cheaper end of the scale, making it cost-prohibitive for smaller businesses.


Source

Moreover, Lead Forensics seems to only have annual contracts, which doesn’t work for everyone.


Source

What Happens at Renewal?

According to Vendr, you can negotiate a discount at renewal:

"We pushed back on Lead Forensics, stating that the customer wasn't using the platform to its full ability and we wouldn't be able to justify the renewal at the same price. We mentioned that senior leadership was involved and reviewing the contract which was potentially at risk of churning. The customer was happy to settle at $21,600, but we leaned on the fact that the supplier valued the relationship and wanted to ensure it remained. SCOPE: 100 contacts per month - $22,800 original offer - reduced to $20,400 with 2 months free."

Want a More Feature-Rich Alternative with Transparent Pricing?

Truth be told, Lead Forensics pricing policy is not a good match for everyone.

Small and medium businesses, in particular, struggle to cover the costs, although enterprises are not keen on overpaying for their software solutions either.

Moreover, several other factors make Lead Forensics a less-than-optimal choice for many businesses, such as:

  • Lead Forensics cannot identify individual website visitors.
  • It has very basic integrations on its Essential plan.
  • It doesn’t include options for contacting website leads while their interest is at its peak.

So, if you’re not too thrilled with the idea of spending thousands of dollars annually for a website traffic identification platform that doesn’t really tick all the boxes, you’ll need a more complete alternative.

Enter Warmly - a revenue orchestration platform that provides more features at a lower price.

Warmy can reveal, enrich, and convert your website visitors at both the company and individual levels, which makes it a more suitable tool for businesses that want to really dive into their leads.

Let’s get a closer look at some of Warmly’s features that make it a good Lead Forensics alternative.

Warmly’s Features

Feature #1: Reveal Website Visitors and Intent

Warmly reveals website visitors, similar to Lead Forensics.

However, that’s pretty much where all the similarity ends.

Unlike Lead Forensics, Warmly identifies both businesses and individuals visiting your website, helping you pinpoint the actual contacts that are surfing on  your website.

Once it identifies your website leads, Warmly proceeds to enrich each lead with:

  • Detailed B2B contact data (company name, address, phone number, LinkedIn profiles, emails, etc.).
  • Firmographic data (number of employees, industry, etc.).
  • CRM data (ongoing and closed deals, account owners, previous interactions with your sales professionals, etc.).
  • Technographic data (software tools and technology a company uses).
  • SEP data (engagement with other sales and marketing campaigns, chatbot interactions, etc.).


But it doesn’t stop there. Warmly also reveals buyer intent, helping you detect who your hottest leads are right now.

Warmly achieves this by monitoring and identifying:

  1. First-party intent data that includes insights into visitors’ website sessions, such as pages they visited, time spent on each page, the content they downloaded and interacted with, etc.
  2. Third-party intent data, including topics they recently searched for on the web, job change intent, visits to competitors’ websites, etc.


This way, you’ll:

  • Know which leads are most likely to convert at this very moment.
  • Be able to provide your sales reps with all the essential info they need to contact those leads and tailor their approach to their needs and pain points.

Feature #2: Live Lead Engagement

Another issue with Lead Forensics is that it doesn’t provide options for contacting leads while they’re still hot.

With Warmly, your reps can react when your leads’ interest is at its peak.

In the “Warm Calls” section of Warmly’s dashboard, you can monitor how your website visitors interact with your website in real-time.

Once you assess that the time is right based on the actionable insights Warmly provided, you can contact them via one of two options:

  1. Live Chat, which enables you to engage leads via text chat.
  2. Live Video Calls, which allows you to hop on a live call straight from your website.


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

Feature #3: Diverse Automated Workflows

Automation is key to increased productivity, efficiency, and cost reduction across levels, which is why many website traffic identification platforms try to incorporate it into their offering, at least to some extent.

While Lead Forensics does have some automation features, they are pretty basic, especially compared with Warmly.

Warmly has several automation features, including the following:

1. Lead routing

This feature ensures that each new lead is immediately assigned to the most appropriate sales rep based on the criteria you set up.

For instance, you could have your most experienced reps handle extra important leads or assign leads to reps who have already interacted with them.

The mechanics behind it are pretty simple.

Warmly’s Slack integration enables you to set up real-time Slack notifications that will alert the rep you want when a high-value lead lands on your website, makes a high-intent action (e.g., visits the pricing page frequently, downloads your content, etc.), or asks a high-intent question in the chatbot.


2. Orchestrator

Warmly’s Orchestrator helps you ensure that every quality lead who lands on your website will be engaged while they’re still hot and in a way that is perfectly tailored to their needs, expectations, and wants.

With it, you can automatically add leads to automated LinkedIn and/or email sequences.

You can configure everything within it, to the very last detail, including:

  • Orchestration triggers (i.e., an action that sets off the workflow, such as a high-value visitor landing on your website or returning to a high-intent page).
  • The companies you want to add to the sequence (based on industry, size, and other relevant criteria).
  • The individual profiles you want to be targeted in each company (based on job role, seniority, etc.).
  • The action you want the Orchestrator to take (send a personalized email, a contextual LinkedIn DM, or a LinkedIn connection request).


3. AI Chat

AI Chat is a conversational AI-driven chatbot that can:

  • Engage leads who land on your main page or any specific landing page (e.g., pricing, features).
  • Answer questions and offer resources.
  • Book qualified meetings.


With it, you can have peace of mind that each valuable lead will be engaged with highly relevant, contextual messages that boost response rates and increase your chances of getting more meetings and closing more deals.

Pricing

Warmly has a free forever plan that lets you reveal up to 500 individuals and companies visiting your website. This plan is perfect for trying out one of the platform’s essential capabilities.

If you expect higher monthly web traffic and need additional features, there are three paid tiers to choose from:

  • Startup: $700/mo, includes 3 users, up to 10,000 monthly visitors.
  • Business: From $1,440 to $1,740 per month, depending on the number of visitors you expect to have. It includes 10 seats.
  • Enterprise: Custom plan. Created for users with an estimated traffic of 100,000+ visitors per month who need more customization. Includes 20 seats, advanced AI personalization, custom integrations, etc.


Note: All paid plans provide access to all of Warmly’s features and include integrations with Clearbit, Bombora, and 6Sense.

Integrations

In addition to the data solutions mentioned above, Warmly has many more seamless integrations, including those with OpenAI and the most modern SEP and CRM software, which enables it to easily fit into any business’s tech stack. 


Moreover, all its integrations are available on all plans - including the free one.

Start Identifying & Converting More High-Value Website Leads Today

So, is Lead Forensics worth it?

In the end, it all comes down to your budget and expectations.

If you’re fine with paying thousands of dollars for a platform with a pretty basic feature set that cannot identify individual visitors, go ahead.

However, if you’d like to get the most for your money, including more features and integrations critical for lead generation success on all plans, then Warmly is a far better choice.

To quote one of our satisfied customers:

“Having had the opportunity to utilize LeadForensics in the past, my transition to Warmly.ai has been notably advantageous. From a cost-effectiveness standpoint, Warmly.ai stands on par, yet it surpasses in terms of user experience and intuitive design, making it not only a wise choice but a superior investment for businesses seeking to leverage website visitor insights.

Warmly.ai excels in its ability to provide detailed analytics on company visits to my site, offering a granular view that often 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.

Moreover, Warmly.ai's platform is designed with the end-user in mind, ensuring that navigation and data interpretation are straightforward, thereby reducing the learning curve and enabling teams to harness its full potential swiftly. The integration capabilities and real-time analytics further contribute to its effectiveness, making it an indispensable tool for businesses aiming to optimize their digital presence and engagement strategies.”

Ian L., Verified G2 Reviewer

Curious to see if Warmly is a match?

Sign up for its free plan and explore Warmly’s capabilities with no strings attached. Or book a demo to discover how Wamrly can work for your.

6sense Pricing Guide for 2025: Is It Worth It?

6sense Pricing Guide for 2025: Is It Worth It?

Time to read

Alan Zhao

When it comes to 6sense pricing, there’s no clear pricing associated with the software. It’s something you have to contact the sales team at 6sense and know as per your business needs.

Our research online, though, has shown some signals that 6sense is expensive, especially for small and medium-sized businesses.

That’s why, in this guide, we will cover everything you must know about 6sense pricing – pricing tiers, how pricing for each plan varies, hidden charges, etc.

Let’s first start with a short overview of the pricing plans of 6sense.


‎

6sense Pricing Plans

6sense Revenue AI for Sales has a tiered pricing structure catering to various team sizes and needs. 

Here's a quick breakdown:

  • Free: Best for individuals and small teams getting started with prospecting (50 credits per month)
  • Team: Best for small teams for discovering ideal buyers and building data-driven target account lists.
  • Growth: Best for midsize teams leveraging intent data to uncover active buying teams.
  • Enterprise: Best for larger organizations seeking AI-powered analytics and predictive capabilities (typically costing over $100,000 annually).


Note: The 6sense Chrome extension is available with all four plans. It allows you to extract insights while browsing company websites or LinkedIn.

Here’s a look at 6sense pricing and key features that come with every plan. 👇

6sense Pricing Factors to Consider

Before we dig deep into 6sense pricing tiers, here are some factors to consider before you pay for the software:

1. Credit Based Usage

All 6sense pricing plans use credit-based systems to access specific features within the platform. The number of credits allocated monthly varies between plans. 

2. High Entry Cost

The 6sense Free plan has a limit of 50 credits per month. Technically, this is very limited for any business using the platform for prospecting. And just when you think of upgrading, 6sense is coming in at a whopping $120,000 for the first year with a 2-year commitment. 


Source

3. Negotiation Flexibility

One positive aspect of 6sense custom pricing plans is that it gives you the flexibility to negotiate pricing. 

Considering that the Growth and Enterprise pricing can exceed $100,000 annually,  businesses are encouraged to discuss their budgets and available discounts during negotiations. 

4. Implementation Costs

While not always specified upfront, implementation fees may apply, and organizations should inquire about potential flexibility in these costs during discussions with sales representatives.

How Does 6sense Pricing Work?

6sense employs a credit-based pricing system. It allows you to access information in the 6sense database in particular ways depending on the Sales Intelligence (SI) plan you have purchased.

For example, 6sense's Free plan offers 50 credits per month. Similarly, other SI plans may have different ways to acquire or allocate credits based on your team size and custom quotes shared by the sales team. 

You can use 6sense credits to:

  • Unlock and export contact or company details listed in the software. 
  • Leverage sales intelligence web application or the 6sense SI Extension for Chrome.
  • Export intent data, technographic, or psychographic information to CRM or CSV files.

What’s more, you can go ahead and unlock someone's email and phone number. It costs 1 credit, and each data export also requires 1 token (credit). 

However, here's the catch. Credits do not roll over to the next month; unused credits expire at the end of each billing cycle.

6sense Free Plan


6sense Free Plan serves as an entry point for users to familiarize themselves with the software’s account-based marketing tools before committing to a paid subscription. 

It's designed for individual users requiring basic Sales Intelligence (SI) features without initial investment.

Here's what the free plan offers:

  • Free monthly credits: With the free tier, you receive 50 credits each month to access various functionalities within the platform.
  • Buyer discovery: 6sense analyzes more than 500 billion intent signals across channels to help identify potential B2B buyers and understand their needs, facilitating targeted outreach. The free plan does not include AI and predictive models for buyer discovery. 
  • Contact and company data: The free plan gives access to the basic information of millions of contacts and companies relevant to sales across 200 countries. The data is verified by 15+ online sources and updated monthly.
  • List management: Using the 50 credits you get with the free plan, you can curate a list of accounts or contacts into an exportable CSV file with all available details for instant use in your other systems. Alongside this, the plan also offers tools to organize and manage target lists effectively.
  • Real-time alerts: The plan lets you set up and configure alerts via email or Slack to stay updated with important account activity or changes that may impact sales strategies.

6sense Team Plan


6sense's Team Plan is suitable for small to midsize businesses. It offers personalized pricing and credit structure based on your team size and requirements. Along with all the features in the free plan, it offers other advanced features, like:

  • Technographics data: In addition to the basic information you get with the Individual plan, the Team plan also reveals the tech stack used by your prospects, allowing for targeted messaging where you could actually get noticed by them.
  • Psychographics data: Psychographics data is the study of the psychological attributes of a consumer – their skills, interests, experience, social profiles, and talking points to craft smart and effective outreach sequences. 6sense’s Team plan allows you to access this data to personalize your messaging.
  • Web visitors: Get insights into prospects or existing customer concerns by knowing when they are viewing your website or conducting third-party research.
  • Integrations with CRM/SEP and other apps: With the 6sense Team plan, you can integrate Revenue AI with your existing tech stack, including HubSpot, Salesloft, Drift, and other SEPs, and directly add/export contact data between platforms. 
  • Dashboard and reporting: 6sense's dynamic Sales Prioritization Dashboards provide global visibility into priority accounts, buyers, and actions. Get access to metrics like engagement activity, location, industry, conversion chances, and more.

6sense Growth Plan


This tier introduces more advanced ABM capabilities, including intent data solutions. It is designed for larger teams that require more advanced tools and capabilities to leverage intent signals and optimize their ABM strategies.

Alongside all the features in the Team plan, 6sense offers:

  • 6sense intent data: Use an unlimited number of custom and branded keywords to track relevant research back to buying signals and your target ICP. 
  • 3rd party intent data: Third-party intent data ranges within the scope of most technological interactions. 6sense integrates with over 5 B2B intent data providers, including Bombora, G2, TrustRadius, and more, to aggregate even deeper buying signals.
  • Corporate hierarchy: Visualize the organizational structure of potential buyers across subsidiaries and geographies, including its parent company, regional headquarters, and sister companies.

6sense Enterprise Plan


This tier leverages AI and predictive analytics to ease prospecting and buyer identification for enterprises. Similar to the Team and Growth plans, this tier also has custom pricing based on team size and requirements. 

Here's what's new in this plan:

  • Predictive AI models: 6sense AI-powered predictive models continuously analyze years of historical opportunity data, combined with real-time buying signals and web activity, to identify leads that are in-market and are more likely to convert into customers. You can run predictions on the prospect's ICP, buying fit, engagement with the sales team, contact score, and more such sectors.
  • AI recommended actions: Get recommended actions based on buyer persona, recent activities, engagement, and account profile fit.
  • Dashboards (with in-built predictive AI): Visualize AI predictions and recommendations live on your dashboard so it's easy to take action and keep up with intended sales forecasts.

Is 6sense Expensive?

Yes, compared to 6sense alternatives like Warmly, the platform has expensive pricing tiers. It lacks transparency on credit usage and implementation costs, plus lock-in periods make it tough for decision-makers to invest in the platform. 

Yes, 6sense can be considered expensive, particularly for small to medium-sized businesses. Its pricing model is not publicly available, but it’s known to be tailored to enterprise customers, with quotes often based on the size of the organization, number of users, and specific needs. 

Costs can range from $60,000 to $100,000 per year for most companies, although exact prices depend on customization and usage.

However, for smaller businesses, the cost can be prohibitive unless the expected return on investment (ROI) from high-value deals justifies the price. Large enterprises often find the platform’s advanced capabilities worth the expense, particularly for optimizing B2B sales and marketing efforts.

How Much Does 6sense Actually Cost?

The actual costs of 6sense can increase significantly based on your team size and negotiation skills. That, and the fact that credits are not carried forward month-over-month, might result in forced usage or lost credits if not used optimally.

There are several hidden costs to consider. 

For example, implementation fees can add up, though these can be negotiated in some cases. Additionally, 6sense's pricing is based on a tiered model, so more advanced features, like AI-driven insights or integrations with other platforms, come at a higher price.

You may also face extra costs for training staff to fully utilize the platform, especially given its complexity​. 

So, ensure to factor these into your total cost assessment. Negotiating for discounts or long-term contracts can help manage these expenses.

Warmly: A Better Option than 6sense

Warmly is a revenue orchestration software that lets you identify and engage potential leads based on their online behavior. Unlike 6sense, Warmly offers far more robust prospecting and sales intelligence features alongside transparent and simple pricing models.

With Warmly, you get:

  • Transparent pricing with no hidden costs.
  • No expensive add-ons.
  • No extra charges for integrations.

Features

There are three Warmly features that make it a better alternative to 6sense:

  • Website Intent Signals
  • Orchestrator
  • Live video chat

Let’s dive deep into them.

1. Website Intent Signals

Warmly de-anonymizes 15% of individuals and 65% of companies visiting your site. You can filter traffic by demographic, firmographic, technographic, website activity, 3rd party intent research topics, and many more fields.


Sync website activity, enrichment, and intent data on all identified visitors and companies back to your CRM. Get alerted to key accounts visiting your website via Slack, MS Teams, or via audible voice alerts that are hard to ignore. 

2. Orchestrator

Warmly’s Orchestrator lets you create automated sequential workflows using a visual canvas. 

You can trigger hundreds of sequences via email and LinkedIn based on engagement activity and intent signals.

For example, you can automate LinkedIn connection requests, direct messages, and InMail for high-signal leads via Warmly's Orchestrator.

The Orchestrator is highly configurable, allowing you to specify WHO the Orchestrator should focus on, WHAT it should do, and WHEN  it should do it:


Watch Orchestrator in action. 

3. Live Video Chat

With the Live video chat feature, you can increase the cold call rates significantly by warm-calling prospects from your website.

To do so, just send an automated outbound through Orchestrator. You will then be notified instantly when prospects you email click and visit your site. Then, video chat with them live.

What’s more, you can see exactly how visitors interact with your site. This will give you a sense of their interest, then pick the perfect moment to initiate a conversation.


Pricing

With Warmly, you get a free plan that reveals 500 qualified leads on your website monthly. It also offers features like intent signals, custom accounts, and lead filtering via email, Slack, and MS Teams.

Other than that, Warmly features three premium plans:

  • Startup plan: For founders and early-stage sales teams.
  • Business plan: For leaders aiming to accelerate pipeline conversion with Al & automation.
  • Enterprise plan: For established teams who want enterprise-grade customization, security & support.

Startup plan: This plan costs $700 per month and reveals 10,000 website visitors, offers 1,000 orchestrator credits, and 5,000 AI chat credits per month.

You can onboard 2 team members for free, and then it will cost you $25 per month to onboard more.

Business plan:  With this plan, you get to reveal up to 100,000 website visitors. The plan costs in the range of $1,440 to $1,740 per month, depending on the number of visitors you want to reveal. 

With the Business plan, you get 10 seats for free and a dedicated customer success manager.

Enterprise: This is a custom-made plan for established teams who want to reveal more than 100,000 visitors and want enterprise-grade customization, security, and support.

You get 20 seats, advanced AI personalization, custom integration, and many more features than the Startup and Business plan.


Wrapping Up

There’s no simple answer to whether 6sense is worth using for your business or too expensive.

It’s undoubtedly an amazing platform for enterprise teams as it comes with features that help big businesses scale operations with ease.

However, its non-transparent and credit-based pricing structure can be annoying for many, especially since 6sense doesn’t include that many features in its offering.

Warmly, on the other hand, offers straightforward pricing and a comprehensive suite of features.

Sign up for its free plan and give it a try firsthand. 

Or, if you’d prefer to see all of its features in live-action first, book a personalized demo with our team.

Warmly Product Walkthrough

Related Reading:

Cognism Pricing: Is It Worth It in 2025?

Cognism Pricing: Is It Worth It in 2025?

Time to read

Alan Zhao

Cognism’s pricing is notorious for being opaque, confusing, and expensive. Assessing whether it’s worth the cost is no easy task.

In this guide, we’ll explain Cognism’s pricing policy, including the factors that influence the total platform costs.

Once you have a clearer picture of its pricing, you’ll know if Cognism is a good match for your business or not. In case you don’t want to go ahead with your purchase, we’ve got you covered in that department as well.

We’ll offer an alternative solution that ticks all the boxes Cognism doesn’t, giving you another option to consider.

But first, let’s dig into the key subject - Cognism pricing options.

Cognism Pricing Plans

While Cognism offers custom pricing plans for your business needs, the customization is done on top of its two core packages: Platinum and Diamond.

  • The Platinum Tier offers essential features and is under a price bracket of $1,500 to $10,000 annually.
  • The Diamond Tier is priced between $2,550 and $25,000 per annum and comes with advanced features and AI capabilities.


Both plans offer huge pricing flexibility, making Cognism suitable for companies with a mid-sized team to an enterprise.

Cognism Pricing Factors to Consider

When considering Cognism's pricing, several key factors can significantly influence the overall cost and service offerings.

1. Contract Structure

Cognism typically operates on an annual contract basis. It ditches credit-based systems that limit viewing and exporting data, monthly caps, and resets, leading to unexpected costs and scarcity mindsets.

With Cognism, you subscribe to a contract and never get interrupted by limits. The contract amount varies based on your team size and required features.

So, as the business grows and headcounts increase, the contract value increases significantly. But in the end, the contract is limitless and favors large-scale enterprise operations.

2. User Licenses

The pricing model includes a flat platform fee plus a per-user fee. The platform license fee covers data maintenance, setup, onboarding, and support services. However, it varies depending on your plan.

For example, the Diamond plan has a higher per-user license fee ($2,500) than the Platinum plan ($1,500) due to its additional features. 

3. Feature Inclusion

While the Platinum tier offers essential features like Lead Builder, Insights, and Data Enrichment, the Diamond tier includes premium features like AI segmentation, Intent data (Bombora), and on-demand phone number verification.

👀Note: Increasing capacities, such as the number of contacts needed, and additional features like data enrichment incur further costs.

4. Integrations

Unlike other data providers on the market, Cognism does not charge extra for integrations, and its Diamond and Platinum tiers integrate with all leading CRMs and sales tools, including: 

  • Pipedrive
  • HubSpot
  • Salesforce
  • Microsoft Dynamics
  • Zapier

5. Discount Opportunities

There are potential discounts available through negotiation tactics, such as leveraging end-of-quarter incentives or competing offers from other providers, which can lead to significant savings (up to 29% in some cases).

How Does Cognism Pricing Work?

Cognism offers personalized pricing plans. You can customize a plan according to your unique data needs and team workflow requirements.

There’s also a platform fee with each pricing tier. It covers data maintenance, set-up, onboarding, and 24-7 live chat support.

While Cognism doesn’t deal with credit-based pricing, it still allows you to include credits in your plan for operational workflows where a couple of people generate data for other users. 

Cognism credits are distributed across all account holders, with the option for admins to limit credit share for individual users. 

Apart from that, Cognism pricing is simple and based on two paid subscription plans, including a free trial. 

Cognism Free Trial


Cognism offers a free trial of 25 targeted B2B leads. Unlike what a traditional free trial entails, Cognism provides a sampled database to test out the tool's capabilities.

To personalize the trial experience, Cognism lets you chat with a data expert to ensure you get sampled data that matches your Ideal Customer Profile (ICP).

Post-trial, you've Cognism Platinum and Diamond plans to choose from. 

Both plans offer:

✅ Unrestricted views and page-level exporting. 

✅ Access to global customer data — emails, mobile numbers, firmographic data, technologies, and sales trigger events.

✅ Access the Cognism web app, Chrome extension, and third-party integrations.

Now, let's discuss the nitty-gritty of Cognism pricing plans and which is ideal for your business.

Cognism Platinum Plan


The Platinum plan is designed for businesses with 200 to 1000+ employees who need core sales and marketing acceleration features and are looking to balance cost and functionality. 

The Platinum tier offers access to up to 25 million contacts, costing $1,500 per user per year and a flat-platform fee of $15,000. 

Here are the features you get with this plan:

  • Contact data: A repository of consumer contact information, including email, direct dial, mobile number (not verified), title, location, and skills.
  • Company data: For B2B prospects and lead gen, get access to industry, location, revenue, employees, founded date, technologies, trigger events, and more.
  • Unlimited access: Unlike credit-based pricing systems from other vendors, Cognism offers unrestricted views and individual and page-level contact exporting (up to 25 records at a time, subject to fair use).
  • Access to global database: Access data from local and international markets — EMEA, NAM, APAC, etc. Choose your region, size, industry, and more parameters.
  • CSV enrichment: On-demand and scheduled enrichments of outdated prospect lists whenever needed. Just upload your CSV, and Cognism fills in the missing information.
  • Integrations: Native integrations with popular CRMs and sales tools (e.g., Salesforce, HubSpot, Zapier).

Limitations 

❌ Limited contact access (compared to Diamond tier).

❌ Mobile numbers you get aren’t verified.

❌ Lacks AI capabilities for database search and segmentation.

Cognism Diamond Plan


The Diamond tier is available at $25,000 access fee + $2,500 per user annually. 

You get a 2x contact access limit (50 million), up from 25 million in the Platinum plan. If we talk about features, it offers much more than the Platinum tier:

  • Integrated AI: Advanced AI-driven segmentation capabilities for more refined targeting.
  • Diamond data: Access to Cognism's phone-verified mobile numbers dataset with a high accuracy rate (98%). You can expect a 3x improvement in connect rates compared to the industry average. 
  • Intent data: Cognism's partnership with Bombora gives it access to Bombora's community of 5,000+ B2B websites to track topic interest and identify purchase intent. These sources include user groups, websites, B2B publishers, analyst groups, review websites, and lead-gen networks.
  • Diamonds-on-Demand service: On-demand research assistants from Cognism help you anytime with prospecting and customer research.
  • Priority support: This plan provides a dedicated customer success manager so any platform issues you face are resolved on the highest priority.

Cognism's Diamond Plan is perfect for large organizations that need extensive global contact access and advanced insights on ICP for sales and marketing teams. 

Is Cognism Expensive?

Short answer: Yes

Long-answer: 👇

Cognism is an enterprise-grade platform, but it is not ideal for small businesses, freelancers, and individual marketers. 

Since Cognism does not disclose specific pricing publicly, budgeting is challenging for users. 

All we know is that it has a one-time platform fee ranging thousands of dollars, plus the per-user pricing model increases team usage significantly.

Compared to other Cognism alternatives like Warmly, the platform is expensive for businesses with small-scale operations and limited prospecting needs.





Warmly - A Better Alternative to Cognism


Warmly is a revenue orchestration platform that reveals website visitors, detects prospects most likely to buy right now, and gives you options for engaging them while they’re still hot.

Let’s face it: Cognism isn’t transparent with its pricing, and most probably, you will end up paying thousands of dollars per month to use it.

Instead, with Warmly, you get:

  • Transparent pricing with no hidden costs.
  • No expensive add-ons.
  • No extra charges for integrations.

Features

There are three primary Warmly features that make it a better alternative to Cognism:

  • AI Prospector
  • Sales engagement
  • Lead enrichment

Let’s drill down on these three features:

1. AI Prospector

Warmly’s AI Prospector is called Orchestrator – AI SDRs that auto-prospect for you. The Orchestrator triggers personalized sequences via email and LinkedIn based on the visitor’s engagement activity and intent signals.


The Orchestrator does what your SDRs do, but it does the process 24/7. This saves time for your SDRs to strategize how to do better prospecting and automates a labor-intensive process of sending hundreds of sequences a day.

The AI Prospector is highly configurable, allowing you to specify WHO the AI Prospector should focus on, WHAT it should do, and WHEN it should do it:


Watch Orchestrator in action. 

2. Sales Engagement 

Warmly has two sub-features that help you with Sales engagement — AI chat and Warm calls.

The AI Chat feature in Warmly enhances customer interactions by automating conversations through AI-powered chatbots. 

This feature can assist you in responding faster, automating customer support, and improving engagement by handling common inquiries or initiating conversations based on customer data. 

It also helps manage leads more efficiently so you can engage prospects in real time, thus enhancing your demand generation efforts.


If you head to the ‘Warm Calls’ section of Warmly’s dashboard, you’ll see the people and businesses visiting your website in real time.

Next to each identified visitor, you can find a detailed overview of all the data Warmly has on them, from firmographics to intent data. This enables sales reps to easily determine how well they fit into your ICP and how warm they are.

From there, reps can go for one of two options:

  1. Send leads a chat message, specifying they’re talking to an actual person and making it personal by mentioning the page they’re currently on, their company, location, or other relevant insight Warmly revealed.
  2. Engage them in a video call.

In both cases, the intelligence your reps will have on every lead will help them design a more personalized, tailored approach that’s more likely to result in a conversion.

3. Bombora Buyer Intent

With Warmly’s Bombora buyer intent, you can see the leads who are ready to buy your product. You can then get in front of them before competitors do via the Bombora integration.

With Bombora, you can see what topics your leads are researching. The tool has the power to measure prospects’ digital journey across 5,000+ premium B2B websites and has exclusivity agreements with 87% of the sites.


You can combine this 3rd party intent with your website activity and demographic data to know which leads are ready to buy right now.

Pricing

Warmly comes with a free plan that lets you reveal 500 leads on your website every month that might be interested in buying from you. But if you want more leads to be revealed, you can choose from the paid plans we offer.

Startup plan: This plan costs $700 per month and reveals 10,000 website visitors, offers 1,000 orchestrator credits, and 5,000 AI chat credits per month.

You can onboard 2 team members for free, and then it will cost you $25 per month to onboard more.

Business plan: With this plan, you get to reveal up to 100,000 website visitors. The plan costs in the range of $1,440 to $1,740 per month, depending on the number of visitors you want to reveal. 

With the Business plan, you get 10 seats for free and a dedicated customer success manager.

Enterprise: This is a custom-made plan for established teams who want to reveal more than 100,000 visitors and want enterprise-grade customization, security, and support.

You get 20 seats, advanced AI personalization, custom integration, and many more features than the Startup and Business plan.


👀 Note: All plans are billed annually.

Wrapping Up

There’s no denying that Cognism is a great tool for mid-sized and enterprise teams.

It offers a great set of features and 2-paid plans, giving you access to millions of contacts.

At the same time, it can’t be said that Cognism is an affordable solution. Its hefty platform fees, coupled with per-user pricing, make it over budget for most teams.

So, if you want access to in-depth intent data sourced from world-class providers, accurate website visitor identification, and lead engagement options without worrying you’ll break the bank - Warmly might be what you’re looking for.

Our clients agree:


‎Jessica Z., Verified G2 Reviewer

Its straightforward pricing leaves no room for doubt and worries while giving you all you need to enhance lead generation and increase conversion rates.

What is the best way to find out if Warmly is your kind of solution? 

Sign up for its free plan and give it a try firsthand. 

Or, if you’d prefer to see all of its features in live-action first, book a personalized demo with our team.

Warmly Product Walkthrough

12 Best Demand Generation Examples for Inspiration [2024]

12 Best Demand Generation Examples for Inspiration [2024]

Time to read

Alan Zhao

Demand generation examples and channels are the mediums you can use to convert a lead into a prospect. 

From organic content to paid ads, every channel you use to convert a prospect into a buyer is a channel in the demand generation funnel.

This article goes over examples of demand generation and channels you can use to generate more leads.

TL;DR

  • If you want your demand generation campaign to be a success, you need to take care of three key components: setting clear goals and metrics, identifying your audience, and crafting content that educates.
  • Creating value-based content of any form that your audience can consume is the best way to get quality leads for your business.

Key Components of Successful Demand Generation Campaigns

Demand generation requires a strategic approach that focuses on attracting, engaging, and converting prospects. 

Here are some key components of a successful demand-generation campaign:

1. Set Clear Goals and Metrics


Source

Defining clear goals is the first step for a successful demand generation campaign. These goals should be SMART:

  • Specific.
  • Measurable.
  • Achievable.
  • Relevant.
  • Time-bound.

Once you've established your goals, shortlist key performance indicators (KPIs) to track your progress and measure success.

💡 Pro tip: Consider using the SMART framework to define your goals. For example, a SMART goal could be to increase the number of leads in your sales pipeline by 50% in the next quarter. Then, KPIs like the number of opportunities, sales-qualified leads, etc., will be analyzed. 

2. Identify and Segment Your Audience

Before creating a demand generation funnel, understanding your target audience is a must.

You should know your audiences’ demographics, pain points, interests, and buying behaviors. This will help you tailor your campaigns and offerings to resonate with their demands.

To do so, use segmentation.  

Segmentation allows you to refine your target audience further and deliver more personalized content.

💡 Pro tip: Use buyer personas to represent your ideal customer. Use demographic factors, like age, gender, and location, as well as psychographic factors – interests, values, and behaviors. Segment your audience based on these factors to deliver hyper-targeted content.

3. Build Content that Educates and Engages

Creating high-quality, valuable content is at the center of any demand-gen campaign.

Focus on creating content that educates your target audience, addresses their pain points, and provides solutions to their problems. This could include content like blog posts, articles, ebooks, webinars, videos, etc. 

💡 Pro tip: Create a content calendar to plan and schedule your content. Research topics relevant to your target audience and address their needs. Use SEO best practices to improve your content's visibility in search engine results. Experiment with different content formats to find what resonates best with your audience over time.

12 Proven Demand Generation Tactics with Real-World Examples

1. Create Value-Based Content

Value-based content focuses on educating prospects via useful, actionable, and informational content without being overly promotional.

The content should be such that after reading it, your prospects must get answers to the problem they’re searching for and be guided to the right solution instead of being pushed to buy your product.

Why Is Value-Based Content Important?

Value-based content plays an important role in demand generation as it aligns closely with the buyer’s journey (especially in the awareness and consideration stages).

When you put forth value-driven content, you have the opportunity to build long-term relationships with your prospects.

What’s more, it also establishes credibility, attracts organic traffic, and nurtures leads.

For inspiration on how to create value-based content, you can look at HubSpot Academy – a place to learn all things marketing. HubSpot Academy has a series of courses you can take for free to become a HubSpot-certified marketer.


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Creating value-based content is great, but it’s better when you have a tool in your arsenal that can help you kick things up a notch by automating processes and tracking content-based metrics.

You can do so with Warmly. With our software, you can turn anonymous website visitors into revenue by proactively reaching out to them.

Warmly lets you:

  • Integrate data sources and access them all in one place.
  • Automate sales conversations with website visitors on your sales rep’s behalf.
  • Automatically create or update records in your CRM with enrichment, engagement, and buyer intent data to power the rest of your inbound orchestration.

2. Interactive Tools and Calculators

Interactive tools and calculators offer a unique and effective way to engage website visitors and drive conversions. They provide interactive experiences that make your content more engaging.

These tools can range from simple quizzes to complex calculators, but regardless of their complexity, they offer a way to provide value to your audience. 

For example, a product comparison tool can help visitors make informed decisions, while a pricing calculator can help with instant cost estimates.

Why are Interactive Tools and Calculators Important?

Interactive tools and calculators have several pros, the major one being that when visitors can actively interact with your page, they spend more time on your website, becoming more interested in your brand.

For example, the brand Xoxoday, an AI-powered reward and payment platform, has several interactive tools and calculations on its website. 

These tools help users track and estimate metrics like leads generated, engagement on social media, customer acquisition cost, and more.


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3. Offer Free Trials

A free trial is a limited-time offer that allows quality prospects to explore a product before making a purchase. 

It's one of the lowest-risk ways for customers to evaluate whether a product solves their pain points.

Why are Free Trials Important?

Free trials give leads a chance to test the waters of your product for free.

It’s the closest and most efficient way to convert a free customer into a paying customer. When customers have the opportunity to try a product for free, they are more likely to feel confident in their decision to purchase.

Here's an example to give you an idea of how effective free trials can be.

GetResponse, a leading email marketing platform, A/B tested the “Buy Now” and “Free Trial” buttons on its homepage side-by-side. 

The free trial button generated 158% more account creation than the Buy Now button. Read all about this in a success story by VWO.


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4. Send Personalized Gifts

Personalized gifts are thoughtful gestures that can strengthen relationships with your prospects. 

Gifts show that you value prospects, that you've taken the time to understand their needs, and that you will go the extra mile to meet them.

Why is Sending Personalized Gifts Important?

Sending personalized gifts works wonders not only in one's personal life but also in the corporate world. 

They show that you care about your audience’s preferences and have made an effort to make them feel special.

At the end of the day, it’s humans that receive gifts, not robots. When they feel valued and appreciated, they are more likely to try your offering. 

If they like it, it’s quite possible they’ll convert into paying customers. They might also recommend your products to others. 

This creates a positive impression about your company through word of mouth.

According to Giftpack, when you send gifts to your prospects, you can see up to 70% reduction in their response time.


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5. Guest Blogging and Influencer Partnerships

Guest blogging and influencer partnerships involve collaborating with other businesses or individuals in your industry to create content. 

This can involve writing guest posts for other blogs or partnering with influencers to promote your brand. 

Why are Guest Blogging and Influencer Partnerships Important?

When you collaborate with influencers and thought leaders in your market sector, you have the potential to expand your brand's reach, improve your search engine rankings, and generate new leads.

It’s like hosting a party, and you invite all your friends and their friends. Suddenly, your party is buzzing with new people and opportunities. That's essentially what guest blogging and influencer partnerships do for your brand.

This strategy allows you to tap into new audiences, build relationships with other industry experts, and increase your brand's credibility.

ClickUp, a popular project management tool, often collaborates with productivity influencers and blogs to share tips and best practices for effective project management. 

These partnerships help ClickUp reach a wider audience and establish itself as a leading authority in project management.

You can take a look at their latest influencer partnership in this LinkedIn post.


6. Host Webinars and Q&A Sessions

Webinars and Q&A sessions are online events that allow you to connect with your audience in real-time. They can be used to educate, inform, and engage existing customers and prospects.

These create an engaging and personalized experience for your audience since you’re interacting with them in real-time.

Why is Hosting Webinars and Q&A Sessions Important?

These online events help you attract new leads, nurture existing ones, and gather valuable feedback from them. 

What’s more, such events provide a platform for you to share your expertise, answer their questions, and demonstrate the value of your product.

Clearscope regularly hosts webinars and Q&A sessions on topics related to content marketing and SEO. 

These events attract a large audience of prospects and allow Clearscope to showcase its expertise in content marketing.

The Q&A sessions help Clearscope collect valuable feedback from its audience, which it can use to improve its products and services.


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7. Case Studies and Success Stories

Case studies and success stories show real-world examples of how your product has helped customers achieve their goals. They provide social proof and are a powerful tool for driving demand.

You can leverage case studies to attract new leads interested in learning more about your solution and how it can help them solve the problems they face.

Why are Case Studies and Success Stories Important?

Sharing real-world examples of how your product has helped customers achieve their goals helps build trust and credibility.

These stories provide tangible benefits of your solution, making it easier for prospects to understand how your product can help them.

If done correctly, case studies can shoot your “book a demo” CTR through the roof.

Salesforce often publishes case studies featuring customers who have used Salesforce to improve their sales processes and customer relationships.

They use these case studies to highlight specific use cases, such as salesforce automation, lead management, or customer service.

The real-world results achieved by Salesforce customers are able to attract new customers and build trust in their platform.


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8. Quizzes for Demand Generation

Quizzes are interactive content that can be used to engage potential customers and collect their information. They are a fun and effective way to generate leads.

Why are Case Studies and Success Stories Important?

Creating interactive and engaging content increases visitor engagement and collects valuable information from them.

When prospects take a quiz, they are more likely to provide their contact information in exchange for personalized recommendations and results. This is a highly effective way to generate leads and build relationships with your target audience.

Intercom uses quizzes and questionnaires to engage prospects and collect their information.

The brand often offers a quiz to help visitors identify their customer support challenges. Through this, visitors provide their contact information and receive personalized recommendations.

This is a creative and effective way for Intercom to generate leads and provide value to their audience.


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9. Run Email Campaigns

Almost all B2B SaaS companies leverage email campaigns to reach out to prospects. Once your lead opts in to receive emails, you can nurture them and then promote your product.

You can use email campaigns to share valuable content, such as blog posts, webinars, or case studies. This can create a strong brand recall down the road.

Why are Running Email Campaigns Important?

Sending targeted emails to warm leads allows you to build relationships with them, increase brand awareness, and drive conversions down the line.

According to email marketing benchmarks by Mailchimp, the Software and Web App industry has an average email open rate of 28%. So, email campaigns can be a highly effective way to reach out to your target market.

Pipedrive is known for its effective email marketing campaigns. Its platform allows it to send targeted emails and newsletters to its leads and existing customers, helping it nurture them and drive conversions.


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10. Run Ad-Campaigns for Look-alike Audience

Look-alike audiences are custom audiences created by identifying users who share similar characteristics with your existing customers. This type of targeted advertising helps you reach prospects who are more likely to convert.

Why are Running Ad-Campaigns for Look-alike Audience Important?

Targeting users who share similar characteristics with your existing customers:

  • Increases the likelihood of conversions.
  • Expand your reach. 
  • Improves the return on investment of your ad campaigns.

This strategy allows you to focus your marketing efforts on leads who are more likely to be interested in your product. 

Like other B2B SaaS platforms, Freshworks uses look-alike audiences to target customers who are similar to its existing customers.

By analyzing the characteristics of its existing customer base, the brand is able to identify users who are more likely to be interested in its product. 


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11. Creating Data-Driven Reports

Data-driven reports provide valuable insights into your demand-generation efforts. B2B brands commonly analyze key metrics and trends to identify areas for improvement and optimize their strategies.

Why is Creating Data-Driven Reports Important?

Analyzing key metrics helps you optimize your strategies and measure the return on investment of your activities.

These reports provide insights into the effectiveness of your demand generation efforts that further allow you to make decisions backed by data.

Here’s an interesting case study of how Responsify helped ScholarChip increase its sales through data analysis and content strategy. The case study shows Responsify's ability to generate high-quality leads through targeted content and calls to action.


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12. Run Retargeting Campaigns

Retargeting campaigns allow you to show ads to users who have previously visited your website but didn't take any action. This is a powerful way to re-engage potential customers.

Why is Creating Data-Driven Reports Important?

Showing your ads to users who have previously visited your website can increase brand visibility, nurture leads, and improve conversion rates. 

This allows you to stay top of mind with your prospects and remind them of your product. 

Adobe creates compelling ads that resonate well with its audience. It has also effectively used retargeting campaigns to increase demand.

They use a variety of retargeting tactics, like remarketing ads on Google Display Network and social media platforms, to reach users who have visited their website but haven't taken any further action.


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Convert More Visitors into Buyers with Warmly

Expanding your demand generation to multiple channels as you grow bigger is a great way to scale demand generation and consistently generate high-quality leads. 

Try to explore all the channels we mentioned above and find the ones that are right for your business and where your target audience hangs out the most.

When you explore and post content on multiple channels, you might need a tool that:

  • Prioritizing leads to focus on.
  • Engaging and nurturing leads with automated campaigns.
  • Enable reps to reach out to hot leads straight from your website.

Our tool, Warmly, lets you do that, so sign up for Warmly’s free plan and see if you like it.

Warmly Product Walkthrough 

Related reading:

How to Build a Demand Generation Strategy

Growth Marketing vs Demand Generation


‎

What is Demand Generation - A Comprehensive Guide for 2024

What is Demand Generation - A Comprehensive Guide for 2024

Time to read

Alan Zhao

Demand generation is the entire marketing and sales strategy that you and your business use to move your target audience down the funnel and convert prospects into buyers. 

It’s no secret that demand generation is tough. In this process, you have to convince people that your product or service is the best solution to their problems. 

There’s no shortcut you can take with demand generation. You have to create a funnel that drives revenue, or your business might die.

TL;DR

Read these pointers if you don’t have the time to read the whole guide:

  • Demand generation is a marketing approach that organizations use to create awareness, interest, and desire for their products or services.
  • There are three phases of demand generation – awareness, brand activation and engagement, and conversion and optimization.
  • Moving a lead down the funnel is an art. You have to capture the interest ⏩ nurture the captured prospects ⏩ convert them into opportunities ⏩ close the deals ⏩ retain and expand.
  • To know if your demand generation is working, track KPIs and metrics like the number of opportunities generated, customer acquisition cost, sales pipeline value, and more.

What Is Demand Generation and How Does It Differ from Lead Generation?

Demand generation is a marketing approach that organizations use to create awareness, interest, and desire for their products or services.

It focuses on driving demand by engaging the target audience, educating them via value-based content, and establishing your company as a trusted authority in your market segment.

There are many tactics marketers use to generate demand:

  • Content marketing.
  • Brand awareness campaigns.
  • Lead nurturing.
  • Email and ad campaigns.
  • Etc.

With demand generation, you can successfully qualify leads, push them to your sales pipeline, and try selling them your product.

However, executing a demand generation strategy accurately requires your sales and marketing teams to work in tandem so that the interest generated is efficiently converted into revenue and long-term relationships.

Difference Between Demand Generation and Lead Generation

Marketers often use demand generation and lead generation interchangeably. But they are not the same thing. Here are the differences you must know about:

1. Both Have Different Purposes

Demand generation is all about creating awareness and interest. It aims to attract a broad audience by positioning your product as the best solution for their pain point. 

The primary purpose of demand generation is brand awareness and thought leadership.

Lead generation focuses on getting contact information from prospects who have shown interest in your product. 

The purpose of lead generation is to convert these prospects who are aware of your product into buyers.

2. Both Engage Different Types of Audiences

Demand generation focuses on engaging a wider audience, mainly with ungated content (blogs, videos, images, etc.), as it helps build trust and brand authority.

Lead generation starts further down the funnel, often with gated content (white papers, eBooks, etc.), which requires users to provide their contact information to access.

3. Both are Associated with Different Stages in the Demand Generation Funnel

Demand generation takes place at the top of the marketing funnel, where the focus is on generating interest among a broader audience. It’s about educating potential customers and building long-term brand loyalty.

Lead generation happens after interest has been established further down the funnel. It works to capture qualified leads that can be nurtured into making a purchase.

When it comes to running a business, both lead generation and demand generation work in tandem. You can’t move your target audience down the funnel without doing both.

The Three Phases of Demand Generation

In a B2B demand generation funnel, there are three phases that serve as the key stages through which prospects move from initial interest to becoming loyal customers.

1. Awareness

The primary goal of the awareness phase is to increase brand visibility and market presence among your target audience. 

At this stage, your prospects might not be aware of your brand and the solution you offer.

The focus in this stage is mostly on educating your target audience about the pain points and sharing content that surrounds your product. 

You can do so with multiple content types:

⏩ Blogs.

⏩ Social media posts.

⏩ Videos.

⏩ Thought leadership pieces.

To know if your awareness stage is going as expected, track KPIs and metrics like website traffic, social media engagement, content views, and more.

2. Brand Activation and Engagement

In this phase, the goal is to deepen engagement with your audience who knows about your brand. With deepened knowledge, you can persuade your audience to take some sort of action – downloading gated content, attending a webinar, or anything else.

If you decide to go down the route of content marketing, this phase relies heavily on gated content.

Generally, you might end up using channels like:

⏩ Email marketing.

⏩ Personalized webinars.

⏩ Case studies.

Track KPIs like lead capture, lead engagement, email open rates, and more to measure brand activation and engagement.

3. Conversion and Optimization

This final phase focuses purely on converting leads into paying customers. At this stage, the marketing and sales teams align their efforts to ensure that the prospect is ready to purchase from you.

You can do so by lead scoring, personalized demos, free trials, and retargeting ads. 

👀 Note: At this point, your prospect should be fully aware of the brand’s solution and see you as a top contender.

KPIs to track:

📊 Conversion rates: The percentage of leads that take a desired action, like filling out a form or making a purchase.

📊 Deal velocity: The speed at which potential deals move through the sales pipeline, from lead to closed deals.

📊 Customer acquisition cost: The average expense incurred to acquire a new customer, including marketing and sales costs.

📊 Customer lifetime value: The total revenue expected from a customer over the entire duration of their relationship with your business.

The Best Demand Generation Channels You Need to Know

There are many channels you can leverage for demand generation, but here are the three best channels we think can help you the most.

1. Thought Leadership Content

Thought leadership content is used at the top of the funnel in demand generation to build authority and act as a credible source of information for your target audience.

Since demand generation is all about building brand awareness, thought leadership pieces clubbed with the right SEO strategy can go a long way.

With thought leadership content, you can show your target audience that you’re an expert on the topic and really understand what problems they are facing. More importantly, you know how to solve them. 

If your content is highly valuable, and your customers resonate with what you have to say, there’s a high chance of your audience converting into a marketing-qualified lead.


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2. Webinars

Webinars help you engage with your audience in real-time, thus increasing the chances of their conversion. By hosting webinars, you can educate your prospects about industry trends, pain points, and specific solutions.

Webinars are also a great way to demonstrate your product live so that prospects can see how effectively your solution solves their pain points. This hands-on experience is a pivotal asset in a buyer’s journey.

Choosing a specific topic for a webinar is super important. To choose a topic, look at what your prospects are talking about on social media channels and forums. 

3. Email

‘Email marketing is dead’ – we’ve been hearing this for a decade or so, and still, 50% of marketers say it’s the most effective channel for demand generation 🤷.

This proves that email marketing has never been more alive.


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However, you must be careful when doing email marketing. Sending bulk, generic emails might just land your messages in the spam folder, or even worse, Google can block your email ID.

When creating an email campaign, keep these three principles in mind:

✅ Frequency: Start slow and slowly ramp up the number of emails you send out, or you will definitely end up in the spam folder.

✅ Segmentation: Always segment your audience and send each segment a personalized email. This will keep your emails relevant and increase open and click rates.

✅ Call to action: Ensure that every email you send out has a clear call to action at the end. This will simply help you increase conversions.

How Do You Move a Lead Down the Demand Generation Funnel?


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Here are the five steps that help you move a lead down the demand generation funnel:

Step 1: Capturing Interest (Top of Funnel)

This stage is all about attracting and engaging your audience. 

When capturing interest, make sure that your messaging addresses the pain points of your audience and, if possible, try introducing your product as the solution.

Tracking metrics like website traffic and content engagement at this stage helps a ton.

Step 2: Nurturing Captured Leads (Mid-Funnel)

After capturing interest, your goal should be to nurture the captured leads by taking engagement a step further. You can nurture leads with lead magnets like eBooks, case studies, webinars, etc.

What’s more, personalize the experience with tailored content and follow-ups to foster trust and build stronger connections.

Track metrics like content downloads, webinar attendance, and email engagement rates.

Step 3: Converting into Opportunities (Bottom of Funnel)

When you’re at this stage, prospects should be qualified and ready to engage with your sales team. 

Use targeted strategies like personalized demos, free trials, and retargeting ads to drive conversions. Lead scoring becomes critical to ensure only high-potential leads move forward. 

The aim is to transition leads from marketing-qualified to sales-qualified, monitor opportunities, and track KPIs like conversion rates and sales appointments.

Step 4: Closing the Deal (Sales Alignment)

The marketing and sales teams collaborate here to convert qualified leads into paying customers. 

Sales teams leverage marketing insights to offer personalized outreach, address objections, and provide final incentives like discounts or exclusive deals. 

Step 5: Retaining and Expanding (Post-Sale)

After closing the deal, focus on customer retention and expansion. Nurture customer relationships through onboarding, personalized follow-ups, and customer success initiatives. 

Continuously engage clients with product updates, exclusive offers, and value-added content. 

You must aim to increase customer lifetime value and generate upsells with KPIs like customer satisfaction, retention rates, and expansion revenue.

Demand Generation Metrics to Track in 2024

1. Number of Opportunities Generated

The number of opportunities generated is a demand generation metric that tracks the total number of sales opportunities you can create in a specific time period. 

These opportunities are qualified leads who have shown significant interest in your product and have entered your sales pipeline as prospects.

Why Track the Number of Opportunities Generated?

  • Tracking this KPI lets you assess the success of your marketing campaigns and determine whether you need to tweak them to achieve maximum effectiveness.
  • Knowing the number of opportunities generation can help you pinpoint which marketing channels or campaigns have brought you the most leads.

Calculating the number of opportunities generated is a simple addition:


2. Customer Acquisition Cost (CAC)

CAC measures the total cost incurred by your business in acquiring new customers. It takes into consideration all the expenses related to marketing and sales efforts aimed at converting prospects into buyers.

These costs can be:

💰 Advertising spend.

💰 Marketing campaigns.

💰 Teams salaries.

💰 Software.

Why Track CAC?

  • CAC can help you allocate your budget effectively as you know how much it costs to bring in new customers.
  • By comparing CAC to customer lifetime value (CLTV), you can assess the profitability of their customer acquisition strategies. A lower CAC relative to CLTV means a healthy ROI.

Here’s the formula to calculate CAC:


3. Sales Pipeline Value

Sales pipeline value represents the total potential revenue from all active deals and opportunities that are currently in your sales pipeline. The metric quantifies the monetary value of your prospects at different stages of the sales funnel.

Why Track Sales Pipeline Value?

  • Tracking sales pipeline value will help your business predict future income based on the potential deals in the pipeline.
  • It enables your sales team to prioritize high-value opportunities and allocate resources more effectively.

You can calculate this metric in two different ways. Here are both the formulas for doing so.


Common Mistakes to Avoid in Your Demand Generation Strategy

When creating a demand generation strategy, mistakes are bound to happen. But rectifying them before it’s too late can save you from a big mishap. Here are some common mistakes you must avoid.

1. Over-Focusing on Vanity Metrics

In demand generation, it’s often tempting to fixate on vanity metrics. Numbers like website traffic, social media following, email open rates, etc., might look impressive, but they offer little insight into actual business performance.

Keeping your eye on such metrics all the time might just divert your attention from more important metrics such as conversion rates, customer acquisition cost, customer lifetime value, etc.

To avoid this mistake, prioritize actionable metrics that align with your business objectives so that your demand-generation efforts drive real results.

2. Neglecting Lead Quality

Blindly generating a large number of leads is a bad idea. There’s a difference between a lead and a high-quality lead. So keep in mind that quantity doesn’t guarantee success.

The leads you generate must be qualified enough to resonate with your product and eventually buy it. Poor-quality leads often overwhelm sales teams and reduce their efficiency.

Lead quality is directly related to the quality of your demand generation funnel. 

If you create high-quality content that explains to your target audience how to resolve their issues, you will generate high-quality leads that have a higher chance of converting.

3. Misalignment Between Marketing and Sales

When your sales and marketing teams are not on the same page, your demand generation funnel will not work as you want it to. 

When both these departments work in silos without a shared goal, you often face issues like:

❌ Inconsistent messaging.

❌ Mishandling of leads.

❌ Losing revenue opportunities.

Maybe your marketing department is generating leads that the sales team deems unqualified. This disconnect hampers both teams' effectiveness and undermines the overall strategy. 

To avoid this mistake, ensure that your sales and marketing team collaborate when generating demand for your business. 

Establish shared metrics to track, open communication, and join planning sessions.

Best Practices for Scaling Demand Generation

✅ Define clear objectives and KPIs: Set SMART goals for all your demand generation efforts and identify the KPIs that will make or break your business.

✅ Buyer persona and market research: Craft a detailed buyer persona to capture the demographics, behaviors, pain points, and motivations of your ideal customers. 

Conduct market research later and analyze customer data to refine your understanding of your target audience.

✅ Create quality and valuable content: For every stage in the demand generation funnel, create high-quality content that educates, informs, and solves your audience's pain points.

✅ Multi-channel marketing: Use a mix of channels, such as email marketing, social media, SEO, and ads, to impact your demand generation efforts. 

But don’t get into all the channels at once. Start with a couple of channels and scale as you grow.

✅ Nurture leads through the sales funnel: Craft lead nurturing campaigns that give your prospects relevant information about your brand in every stage of the funnel. 

A good practice is to use segmentation to tailor messages to different audience segments based on their interaction.

Boost The Demand of Your Business with Warmly

We hope that this demand generation guide helped you understand how to get started and excel at demand generation. If you want a tool to help you with things like:

  • Prioritizing leads to focus on.
  • Engaging and nurturing leads with automated campaigns.
  • Enable reps to reach out to hot leads straight from your website.

Sign up to Warmly.

Warmly Product Walkthrough

B2B Demand Generation Funnel: Definition & Best Practices [2024]

B2B Demand Generation Funnel: Definition & Best Practices [2024]

Time to read

Alan Zhao

Creating a B2B demand generation funnel for your business is the most important operation, as this can make or break your business. 

A perfect demand generation funnel will: 

  • Make your audience aware of your product.
  • Persuade them to consider your product.
  • Convert prospects into buyers.
  • Retain customers.

In this article, we will explain what a demand generation funnel is, its stages, how to create one, and the challenges you might face when creating one.

TL;DR

  • Every business, no matter the industry, will only be profitable when its demand generation is profitable. Doing demand generation for your business is not optional; it's mandatory.
  • Converting a prospect into a buyer is an art; you need to get the prospect down the funnel, from making them aware of your product to telling them how it solves their problems so they buy from you.
  • You should track metrics, such as sales qualified leads and cost per acquisition, to determine whether your demand generation is effective.

What Is a Demand Generation Funnel?

A demand generation funnel is a strategic process that guides potential buyers through stages of awareness, interest, consideration, and decision.

The funnel focuses on creating demand by educating and nurturing prospects at every stage so that they are well-informed and engaged at all times.

Demand generation is so effective that B2B marketing leaders worldwide spend a significant chunk of their marketing activity budget on it. 

Time to clear the air.

Some people might confuse demand generation with lead generation, but both are a little different.

The major difference between demand and lead generation lies in their objective and approach.

Demand generation focuses more on building awareness, interest, and long-term relationships with your audience. This awareness might then convert into prospects showing interest in your product and wanting to buy.

Lead generation is more about capturing potential customers' contact information to move them directly into the sales pipeline. It is more of a short-term conversion.

Here’s a table that compares demand generation with lead generation:

👀 Note: In SaaS, you do demand generation for an audience that’s still figuring out the solution for their problem or for an audience that doesn’t even know they face the problem you’re solving. However, you do lead generation for prospects who already know the answer to their problem; they are just finding the right software that can solve the issue.

Types of Demand Generation

There are three major ways you can do demand generation:

1. Inbound Demand Generation

Inbound demand generation focuses on bringing in customers via value-driven resources that align with potential customers’ needs. It focuses on driving high-intent leads, pipelines, and revenue by putting buyer preferences at the forefront. 

When we say value-driven resources, we mean:

  • Blogging
  • Search engine optimization
  • Social media content
  • Webinars
  • Ebooks

And more such content.

2. Outbound Demand Generation

Outbound demand generation is comparatively a more proactive approach, where you or your team reaches out to potential buyers. You can use techniques like email marketing, cold calling, paid ads, and direct mail to reach out.

3. Account-Based Marketing (ABM)

ABM is a highly personalized demand-generation tactic where marketing and sales teams get together to target high-value accounts. The ABM campaigns are specifically designed for individuals or small groups that are tailored to a very specific pain point.

What are the Stages of a Demand Generation Funnel

There are four stages of any demand generation funnel:


1. Awareness

At the awareness stage, there is a high chance your potential customers might not know you or your product. They might not even know that they have a problem you’re trying to solve. 

So, the primary goal at this stage is to increase visibility and make your target audience aware of your existence.

  • Objective: Get your target audience’s attention so you can introduce your product.
  • Strategies: Leverage content marketing (blogs, videos, infographics), social media marketing, and advertising campaigns.
  • Outcome: Generate interest and attract visitors who might eventually become leads.

2. Consideration

In the consideration stage, your audience is aware of the problem they face and is actively looking for solutions. They evaluate multiple options based on features, pricing, pros, and cons. One of the solutions they evaluate might be yours.

Your demand generation efforts at this stage are intended to nurture these prospects by equipping them with valuable information that positions your brand as the best solution for their problem.

  • Objective: Educate prospects about your product so they know it’s the best solution to their problem.
  • Strategies: Offer in-depth content like whitepapers, webinars, case studies, and email marketing.
  • Outcome: Move prospects closer to a purchasing decision.

3. Conversion

At this stage, your prospects are ready to choose a solution. If you’ve nailed the first two stages of demand generation, you will be good here. 

The efforts will tip the scales in your favor by explaining to prospects how your product is the perfect solution and better than your competitors.

  • Objective: Convert a prospect into a buyer.
  • Strategies: Provide free trials, demos, personalized support, testimonials, and competitive pricing offers.
  • Outcome: Acquire new customers.

4. Retention

The retention stage is all about keeping your existing customers engaged and satisfied so they don’t leave you and go looking for another solution. 

In demand generation, retaining customers is more important than acquiring new ones because loyal customers often become brand advocates.

  • Objectives: Maintain and build long-term relationships with existing customers.
  • Strategies: Implement loyalty programs, offer exceptional customer service, send personalized follow-ups, and provide updates and upgrades.
  • Outcome: Increased customer lifetime value, repeat purchases, and word-of-mouth referrals.

How to Create an Effective Demand Generation Funnel?

There are five steps that will help you transform a prospect into a buyer in your demand generation funnel.

Step 1. Define Clear Objectives and Key Performance Indicators (KPIs)

The first thing you want to do as a business is shortlist a bunch of smart, measurable goals for your demand generation efforts. For this, you must know what demand generation metrics and KPIs to track and analyze.

Best Practices to Follow

  • Ensure that the goals you set are Specific, Measurable, Achievable, Relevant, and Time-bound [SMART]. Example – Increase qualified leads by 30% in the next quarter.
  • Your demand generation objectives, such as revenue targets, must be aligned with your business goals.
  •  Compare your KPIs against industrial benchmarks.

Step 2. Understand Your Audience and Develop Buyer Personas

Next, conduct thorough research to know what your target audience needs for your product. You also must create a buyer persona that represents your ideal customers. 

The persona will guide your content creation and marketing strategies so that they resonate with your audience.

Best Practices to Follow

  • Conduct a thorough market research by leveraging surveys, interviews, and analytics. This will help you gather data on customer demographics and behavior.
  • In your buyer persona, include information like age, job title, pain points, goals, and buying habits.
  • Always segment your audience. Divide them into distinct groups based on characteristics or behaviors – whatever’s best for your business. 

Step 3. Create Value-Driven Content That Aligns with Buyer’s Journey

Content creation plays a major role in how buyers perceive your product. If you’re not able to hook your audience with content (text, image, or video), it's tough for your sales team to convince them to buy from you.

Craft high-quality content that serves your audience irrespective of their stage in the buyer’s journey.

Best Practices to Follow

  • Use data analytics to determine which platforms your target audience is active on the most and create content to engage your audience there.
  • Keep your brand voice and messaging uniform across all channels you create content on so you can build trust and be a leader in your industry.

Step 4. Implement Multi-Channel Marketing Strategies to Distribute Content

Content distribution can help boost engagement with half the efforts you put into content creation. 

ReferralRock conducted a survey that interviewed marketers worldwide. 46% of these marketers accepted that repurposing content to different channels generated more leads.


Source

Many marketers just stop after publishing content on one channel. Don’t be that person. 

Here’s what your approach should look like:

Publish a blog post.

⬇️

Share that as an email newsletter.

⬇️

Repurpose the blog post into short-form content for social media.

⬇️

Create a webinar around the topic.

Best Practices to Follow

  • Leverage data analytics to determine which platforms your target audience uses the most.
  • Streamline content distribution and analysis with automation software. Analyze the effectiveness of email campaigns, social media posts, blog posts, and ad campaigns.
  • Use a mix of paid ads and organic content to maximize your ROI.

Step 5. Nurture Leads and Convince Prospects

Getting leads interested in your product is one thing, but keeping them hooked until they make a purchase is a whole other story. 

Lead nurturing is often a time-consuming and difficult process, but it is also a crucial one.

In this step, you must engage your prospects via personalized communication and marketing. You must:

  • Keep them hooked with content related to your business and product.
  • Send them target emails to grab their attention.
  • Talk to them and build long-term relationships.

Best Practices to Follow

  • Keep your brand voice and messaging consistent throughout the nurturing process across all channels.
  • Craft a content calendar so as to interact with your prospects consistently and keep them engaged.

Warmly is a tool that can help you nurture your leads and successfully move them down the funnel from consideration to conversion.

It’s a revenue orchestration platform that identifies website visitors, detects their buying intent across channels, and helps convert them via automated, semi-automated, and human-operated functionalities.


You can nurture leads with Warmly via outbound outreach. Here’s how:

  • See which leads are more active and engage well with your content to try to push them down the funnel first.
  • Integrate your CRM with Warmly and monitor your leads' job changes to send them personalized emails and LinkedIn messages.
  • Get notified the moment a prospect clicks through an outbound email and arrives on the site. Chat with them on the site, and when the time's right, transition to video.

What are the Best Demand Generation Tools in 2024?

There are a lot of demand-generation tools. If you go on a hunt, it’s no surprise that you might be overwhelmed with the sea of options you get. 

So here are the top three tools we recommend you try to see if they’re right for your business.

1. Warmly


Warmly helps teams see a buyer's journey from start to end and automate engagement with the right prospects at the right time and in the right context. The software gives you access to best-in-class enrichment and intent data to power your automation.

Features

  • With Warmly, you can identify 15% of contacts and 65% of companies that visit your website. Sync this data back to your CRM to power the rest of your GTM motion.
  • Get details about the companies ready to buy from you and start nurturing them to convert such companies into buyers via Warmly’s Bombora integration.
  • Our tool allows you to monitor your prospects’ job changes and send them personalized messages based on their designation.
  • Warmly integrates with tools like LinkedIn, email, and chat platforms to automate personalized communication across channels. This ensures every prospect interaction is timely and relevant.
  • By leveraging AI, Warmly orchestrates automated workflows based on buyer intent data. This feature lets you convert high-intent visitors into qualified leads by triggering actions when key decision-makers show interest in your site​.

Pricing

Warmly offers a free plan that lets you reveal 500 people and companies on your website every month. 

Apart from the free plan, it also offers three paid plans to choose from:

The Startup plan lets you reveal up to 10,000 visitors per month (excluding bot traffic). It also offers 1,000 Orchestrator Credits and 5,000 AI chat credits per month. The startup plan is best for small-scale businesses that want to test the waters with Warmly. The plan will cost you $700 per month.

Next in line is the Business plan that lets you reveal website visitors in the range of 10,000 to 100,000. Perfect for mid-sized businesses, the pricing of the plan changes with the number of users you want to track. 

It gives you access to all the features you get with the Startup plan, plus you get a dedicated customer support manager. The plan will cost you anywhere between $1,440 - $1,740 per month.

The last plan Warmly offers is the Enterprise plan, which gives you access to features like advanced Al personalization, customer RevOps buildouts, customer integrations, and more.


👀 Note: All plans are billed annually.

2. Pipedrive


With Pipedrive, you can track your sales pipeline, optimize leads, manage deals with AI, and automate the entire demand generation process. 

The software is an old player in the industry and is trusted by 100,000+ companies worldwide.

Features

  • Offers a dashboard where you can visualize your sales process. It lets you add deals, their value, win probability, and expected close date.
  • Lets you automate every step in your sales process, from scheduling sales calls to sending them automated emails and follow-ups.
  • Allows your sales team to communicate directly with website visitors, providing instant assistance and capturing contact information.

Pricing

Pipedrive gives you a 14-day free trial with every paid plan it offers:

  • Essential: $14 per seat per month.
  • Advanced: $29 per seat per month.
  • Professional: $59 per seat per month.
  • Power: $69 per seat per month.
  • Enterprise: $99 per seat per month.


3. Leadpages


Leadpages is a lead generation platform designed to create high-converting landing pages, pop-ups, and alert bars to capture leads effectively. 

It aims to help businesses grow their demand-generation efforts.

Features

  • Comes with an easy-to-use drag-and-drop interface that you can use to design high-converting pages optimized for capturing leads.
  • Allows you to test several page variations to maximize conversions.
  • Connect with tools like Mailchimp, HubSpot, and Salesforce for lead nurturing.

Pricing

Leadpages offers a risk-free trial for 14 days, after which you must upgrade to one of the paid plans it offers:

  • Standard: $49 per month.
  • Pro: $99 per month.
  • Conversion: $697 per month.


How to Measure Demand Generation Success? 

Tracking KPIs and metrics is a must to measure the success of your demand generation. Here are the top demand generation metrics and KPIs to measure to know your strategy’s success.

1. Sales Qualified Leads (SQL)

A sales-qualified lead (SQL) is a prospect who has been vetted and deemed ready to engage in a direct sales conversion with you. They have successfully progressed through the marketing phase and have a clear intent to make a purchase decision.

SQLs are not just interested in your product; they are now ready to have a more focused conversation about how it meets their needs and solves the pain points they face.

You must track SQLs because:

  • SQLs show a clear intent to buy, and focusing on them shortens your sales cycle.
  • Your sales teams can focus on prospects who have already gone through the marketing funnel and are now in the decision-making stage.

To calculate SQLs, it's essential to have a clear handoff process between marketing and sales. 

The criteria for SQLs should be well-defined, based on both lead scoring and the explicit actions prospects have taken to signal their readiness to buy.

2. Cost Per Acquisition (CPA)

Cost per acquisition helps you measure the total cost of acquisition from a particular campaign or channel. 

It mostly tells you how much money you need to spend to acquire a single customer or to complete a desired action (filling out a form, signing up for a free trial, or making a purchase).

Tracking CPA is important for understanding which campaigns or channels get you profitable customers. By tracking CPA, you can:

  • Better allocate your marketing budget to the most cost-effective channels.
  • Optimize campaigns with high CPA.
  • Measure channel effectiveness.

To calculate CPA, use this simple formula:


Common Mistakes to Avoid In The Demand Generation Funnel

It's not rare for your sales and marketing teams to make mistakes when crafting a demand generation funnel. But rectifying them on time matters the most. Here are some common mistakes to avoid when designing your demand generation funnel.

1. Getting Your Target Audience Wrong

Choosing the wrong target audience could significantly negatively impact your demand generation funnel. 

Focusing on the wrong audience leads to wasted resources, low engagement, and ineffective messaging. 

Isn’t it obvious? 🤷 

A misaligned target audience will, of course, have low conversion rates as you won’t have many MQLs and SQLs.

To avoid this, invest time in buyer personas and market research, ensuring your messaging aligns with the pain points and needs of your true potential customers.

2. Poor Lead Qualification


Source

If you aren’t able to qualify leads the right way, it can be bad for your sales team as they will be overwhelmed with prospects who aren’t ready to buy from you or, even worse, not even looking for the product you’re trying to sell.

Refine your lead scoring criteria and align it with your target audience to ensure only high-quality leads progress through the funnel. 

This helps optimize resources, improve sales efficiency, and enhance the overall effectiveness of your demand generation strategy.

3. Ignoring Lead Nurturing

Most businesses make the common mistake of not nurturing leads after the initial engagement. Lead nurturing is essential for building trust and guiding prospects toward a purchase decision. 

Without it, potential customers will lose interest, drift away, or be swayed by competitors. 

To avoid this, implement multi-touch nurturing campaigns through personalized content, follow-ups, and consistent communication to keep your brand at the forefront of their decision-making journey.

Wrapping Up

We hope that after reading the guide, you have understood what a B2B demand generation funnel is and how to create one that gets you millions of dollars in revenue. 

If you want a tool to help you with things like:

  • Prioritizing leads to focus on.
  • Engaging and nurturing leads with automated campaigns.
  • Enable reps to reach out to hot leads straight from your website.

Sign up to Warmly for free.

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B2B Prospecting: Ultimate Guide for 2024

B2B Prospecting: Ultimate Guide for 2024

Time to read

Alan Zhao

B2B prospecting is a no-brainer for every B2B company looking to generate quality leads and convert them. 

But with the countless sales prospecting techniques available, choosing the right strategy for your business can be tough. 

The constantly changing buyer behaviors and fierce competition add to the above challenge.

To help you, we’ve put together this guide to walk you through everything you need to get you started on your prospecting journey.

Here’s all we’ll cover: 

  • Four recent changes in B2B prospecting and how you can capitalize on them. 
  • Six most effective strategies that drive results.
  • And some B2B prospecting challenges and how you can solve them.

So, whether you want to improve your approach or overhaul your strategy, this guide will equip you with the information and B2B sales strategies you need.

Ready? Let’s get right into it. 

What is B2B prospecting?

B2B prospecting is the part of the sales cycle where you identify and engage with potential customers to convert them. 

Prospecting helps you classify your target audience into two core sections: people who want what you sell and those willing to make purchases. 

This is important because you may find people who want what you sell but are unwilling to purchase. 


Furthermore, prospecting is a sales strategy where you don’t randomly reach out to potential buyers because you feel they need what you sell. Instead, you take time to understand their pain points, how your business can meet those needs, and the best way to reach out to them. 

This is crucial as people don’t just buy; they buy from people they connect with. 

So, to make sales, you’ll need to find a problem they need to solve, connect with them, and provide solutions. This way, you don’t come off as salesy but as a savior in distress. You get the drift, right? 

Here’s how it works: 

  • Your company hires sales reps. 
  • These sales reps find and qualify leads.
  • Next, they engage with prospects (qualified leads) and turn them into customers. 

Sales reps help you reach out to prospects and talk about your company and how it can solve their problems. 

So you can’t downplay the importance of sales prospecting because that’s where you seal the deal with your potential customers. The goal is to find potential buyers and move them down your sales funnel. 

Beyond B2B lead generation, prospecting is more targeted and direct in converting qualified leads. 

How has B2B prospecting changed from traditional methods to modern approaches?

B2B prospecting has shifted from traditional methods, which were seller-centric and focused on immediate sales. Now, the recent approach emphasizes relationship building and a high level of personalization. 

So, how much has really changed in recent times?

How has B2B prospecting changed in recent years?

Just as modern ones replace most traditional methods, B2B sales trends continue to evolve. 

In recent times, expert sales reps have developed new strategies that will help them drive better results. Below are some notable changes: 

Use of digital prospecting techniques 

Thanks to online channels like LinkedIn and email, you can access prospects via multi-channels and reach them where they are most active. 

With the current digital platforms and advanced analytical tools, you can access customer data from different sources. With this, you can efficiently identify the leads that qualify for prospecting. 

After identifying and qualifying your leads, you can use AI to automate your outreach process. 

With AI, your sales team can efficiently handle repetitive tasks like follow-up emails, lead scoring, and data entry while focusing on high-value engagements. 

Changes in buyer behavior and expectations 

Most B2B buyers conduct research before purchasing any product or service. This means they spend quality time reading product reviews and comparing vendors online before contacting sales. 

As a result, buyers tend to favor companies that provide educational and valuable content about their services, such as case studies, white papers, or expert insight. 

Also, buyers have higher expectations from outreaches. They expect highly tailored and relevant messages and ignore messages that seem generic. 

Plus, sales teams need to prove they understand buyers’ pain points and are not just out to sell their products. 

Rise of account-based marketing (ABM) 

Improvements in data analytics and automation tools have made it easier to identify and target accounts, thus the rise of ABM. 

ABM focuses on specific, high-value accounts rather than spreading thinly across multiple accounts. This means you only pay attention to accounts with higher conversion potentials and allocate more resources to them. 

This strategy aligns marketing and sales efforts, enabling them to deliver tailored offers that directly address prospects' needs. 

Account-based prospecting is highly targeted and drives better engagement and higher conversion rates than traditional marketing strategies. 

Many companies use this method to maximize ROI by concentrating resources on accounts with the greatest potential for revenue growth.

Rise of social selling and content marketing


Platforms like LinkedIn have become important tools for B2B sales teams.

They help you to build relationships, demonstrate expertise, and engage with prospects before performing a formal outreach. 

Additionally, social selling enables you to monitor buyer intent and engagement signals, which can aid you in creating a more strategic outreach. 

In the same way, high-quality, value-driven content plays a central role in attracting and nurturing prospects. Materials like case studies, whitepapers, blogs, and webinars serve as a medium to instill trust in your prospects. 

Plus, with the above content types, you can position yourself as a thought leader in your field. This approach enables you to nurture prospects by offering valuable insights rather than direct sales pitches.

We’ve seen how much has changed in B2B prospecting methods in recent times. 

Now, what exactly can an effective B2B strategy afford you?

What are the benefits of effective B2B prospecting in 2024

Whether you’re a great seller or offer outstanding products or services, if you can’t find your ideal customers and get them to buy, you don’t have a business. 

Below are some benefits of adopting an effective B2B prospecting: 

  • Sustainable Sales Pipeline Development: Effective prospecting ensures you constantly have new leads in your sales pipeline. This way, you’ll consistently close new deals and maintain a healthy pipeline for long-term success.
  • Building Strong Customer Relationships: B2B sales thrive on long-term relationships with customers. With prospecting, you can proactively engage with potential clients, build trust, and establish a strong foundation for lasting partnerships.
  • Faster close rates: Sales prospecting enables you to turn a lead into a loyal customer with as little as one conversation. This can sometimes be faster than inbound lead generation.
  • Gaining a Competitive Edge: Effective prospecting enables you to connect with potential customers before competitors. 
  • Understanding Customer Needs: Prospecting enables you to learn about the pain points of potential customers.
  • Maximizing Resource Efficiency: B2B prospecting helps you focus on the right leads that need your offers. 

Let’s see some of the most effective strategies you can use for your prospecting process. 

What are the most effective B2B prospecting strategies for 2024?

Below are some sales prospecting methods that can improve your prospecting game and keep you ahead of the competition: 

#1 Use LinkedIn for social selling


LinkedIn is your best friend for B2B marketing. 

LinkedIn provides an effective B2B prospecting platform where you can identify, connect with, and build relationships with potential clients. 

Unlike traditional outbound methods, which can feel cold and impersonal, LinkedIn provides a personal touch to conversations. 

The platform enables sales professionals to engage with prospects long before presenting any sales pitch. This means you connect with your potential customers and build relationships before shooting your shot. 

For an effective LinkedIn prospecting, you need to: 

  • Optimize your LinkedIn profile
  • Research and identify prospects
  • Engage with relevant content– comment on posts, share relevant stories, and participate in discussions. 
  • Personalize outreach– avoid sending generic messages to prospects. 
  • Focus on nurturing relationships. 

Here’s an example of how you can reach out without appearing spammy: 


#2 Cold calling and emailing

Even with the rise of digital communication, cold calling and emailing remain effective methods for B2B prospecting.

Cold Calling involves reaching out to prospects who haven’t indicated interest in your product or service. 


If you’d like to improve your chance of receiving a positive response, you’ll need to research prospects beforehand to ensure they fit your Ideal Customer Profile (ICP). After that, you can place a call across.

On the flip side, cold emailing uses emails to reach potential leads instead.

And just like in cold calling, you need to ensure they fit your ICP before sending them emails. 

Additionally, personalization and relevance are key. You’ll need to tailor your message to address specific pain points to improve response rates.

Below is an example of a cold email: 


#3 Use content marketing to attract and nurture leads

Content marketing involves creating valuable, relevant, consistent content that attracts potential leads and nurtures them over time. 

This is effective In the B2B space because they conduct thorough research before engaging with sales teams.

Plus, content marketing helps you build long-term relationships and establish your business as a thought leader. 

The goal is to engage leads throughout their buyer’s journey by providing educational material to build trust and address their pain points with the aim of driving them toward making a purchase decision.


You can achieve this by offering resources like blogs, whitepapers, and case studies. This way, you can establish trust and demonstrate expertise, encouraging prospects to engage further.


Here are some examples of brands that use content marketing to generate leads: 

  • HubSpot publishes in-depth blog posts and offers downloadable resources like guides and templates for lead generation. 
  • Salesforce creates informative eBooks and hosts webinars to provide value and educate leads on their solutions.
  • CoSchedule uses long-form blog content to nurture leads, with a focus on marketing topics that align with their products.

#4 Incorporate AI lead generation and automation for scalable outreach

This strategy uses AI and automation to make prospecting easier and more efficient. 

AI can help you identify potential leads, customize messages, and send those messages at the right time. 

Plus, you can use automation to handle repetitive tasks like follow-up emails so your team can focus on building relationships. 

To get started, use AI tools to personalize email outreach, set up chatbots for real-time lead engagement, and integrate AI into your CRM to predict the best time for follow-ups and manage tasks automatically.

You can use tools like Warmly to automate your outreaches and engagement with potential customers. 

The platform uses data from different sources, such as CRM systems and website traffic, to identify when prospects are most engaged with an outreach. This way, you can automatically send timely and personalized messages to prospects across multiple channels. 

Check out how Warmly can boost your B2B prospecting efforts. 

Below are examples of companies that use this strategy: 

  • Warmly uses conversational AI to engage visitors on websites and qualifies leads in real-time. 
  • Reply automates multi-channel outreach across email, LinkedIn, and calls, using AI to suggest the best times and ways to reach out to prospects.

# 5 Focus on ABM (Account-Based Marketing)

Account-Based Marketing (ABM) is a focused strategy where marketing and sales teams work closely to engage specific high-value accounts. 

Unlike broader approaches that target many prospects, ABM zeroes in on key accounts with a higher chance of converting. This method involves personalized content and outreach tailored to each account’s unique needs, often using multiple channels like social media and email to reach decision-makers. 

To incorporate Account-Based Marketing (ABM), start by selecting high-value target accounts that match your business goals. 

Next, create personalized marketing campaigns tailored to each account’s specific needs and pain points.

Afterward, collaborate with sales and marketing teams to develop a strategy that delivers targeted content to engage decision-makers

Finally, track engagement and performance metrics to adjust strategies to optimize interactions and drive conversions for each account.  


You can check out Salesforce’s comprehensive guide on how to create and execute ABM campaigns.

#6 Referrals

People often prefer personal recommendations, and it is little wonder referrals have a 30% higher conversion rate when compared to leads from other methods. This isn’t surprising as these prospects are already willing to buy. 

You can encourage your loyal customers to refer their friends and partners to your brand. This can earn you new B2B prospects who are more likely to convert. 

Plus, you can offer incentives like discounts or exclusive offers to encourage more referrals.


We’ve seen some effective prospecting techniques that can help you convert leads and drive revenue. However, these strategies aren’t free of challenges. 

Let’s see a few of them. 

What are the common challenges in B2B prospecting and how to overcome them?

B2B prospecting is essential for generating leads and closing sales, but it comes with some challenges. 

Here are some prospecting obstacles that may come up during your B2B prospecting process and the best ways to deal with them: 

Identifying quality leads


Many sales teams struggle to find leads who are not only interested but also qualified. This can lead to wasted time and resources spent chasing prospects that are not a good fit.

The way out:

  • Develop Ideal Customer Profiles (ICPs): You can use factors like industry, company size, and purchasing behavior to create your ICPs. This will help you to accurately target the right audience.
  • Use Data Tools: CRM and data analytics tools are used to gather information about your potential leads. Next, you can use your findings to refine your targeting strategies. This way, you’ll ensure that the leads you pursue are more likely to convert.

Low response rates


Many sales emails go unanswered, and this can be frustrating for sales teams.

The way out:

  • Personalize Outreach: Tailor your messages to address the pain points and core needs of each prospect. You can use information from your ICP to create messages that resonate with them.
  • Experiment with Different Channels: Test various communication methods, such as social media, phone calls, and email, to see what works best. Plus, A/B testing different subject lines and content can also help to refine your approach.

Overstuffed sales pipeline

Sales teams often fill their pipelines with too many leads, and this can dilute focus and result in missed opportunities with high-potential prospects.

The way out:

  • Implement Lead Scoring: Use a lead scoring tool to prioritize leads according to their potential to convert. This will enable your sales teams to focus more on leads with higher potential. 
  • Regularly Review Your Pipeline: Conduct periodic pipeline reviews to re-evaluate leads. 

High competition


The B2B space is highly competitive as there are so many brands competing for customers’ attention. This means you need to stand out to get prospects’ attention because they receive countless pitches for similar products or services.

The way out:

  • Differentiate Your Offering: Clearly communicate how your product stands out from the competition. You can include things like case studies, reviews, and testimonials. 
  • Build Relationships: Focus on building relationships and not just selling. 

Long sales cycles


B2B sales cycles can get lengthy and complex, and this makes it pretty difficult to maintain engagement with prospects.

The way out:

  • Map the Buyer’s Journey: This will help you understand the buyer journey of your prospects, so you can tailor your outreach accordingly. 
  • Use Technology to Streamline Processes: You can use tools that automate follow-ups and reminders. With this, you’ll ensure that no prospect falls through the cracks. This can help maintain consistent communication and push deals forward more efficiently.

Improve your B2B prospecting process with the right strategies

The B2B space is quite competitive. 

To stand out from the screaming crowd, you’ll need to stay up-to-date with the most recent trends and strategies. 

You can get started with the strategies we’ve shared here. This way, you’ll gain quality leads with higher chances of converting. 

Also, remember you’ll need to evaluate your prospecting results to see what’s working and what isn’t. 

And if you’d like to increase your rate of converting prospects, you can include Warmly in your strategy.

The platform will help you boost your prospecting efforts by enabling you to identify and engage with prospects until they move down the sales funnel. 

Want to see how it works? Sign up for Warmly’s free plan and convert your prospects in no time.

Best 12 Demand Generation Metrics & KPIs in 2024

Best 12 Demand Generation Metrics & KPIs in 2024

Time to read

Alan Zhao

Demand generation is an important business operation that keeps the business running and profitable. It’s tough but necessary. 

There are numerous ways you can do demand generation and uncountable metrics related to the process you can track. There’s a high chance that the sheer number of demand generation metrics and KPIs might overwhelm you.

In this article, I will tell you the best demand generation metrics and KPIs you must be tracking, why it’s important to track these, and how you track them.

TL;DR

  • You must measure demand generation metrics and KPIs as they will tell you how effective your marketing and sales efforts are.
  • Analyze all the factors listed below. Every business is different, so the factors listed below might or might not be valid for your business. Ultimately, choose metrics and KPIs that affect your business the most.

Factors to Consider When Choosing Demand Generation Metrics that You Must Track

1. Metrics’ Alignment with Business Goal

When shortlisting a metric for demand generation, double-check that it directly supports your company’s BIG goal. This big goal could be:

  • Increasing revenue
  • Improving customer retention
  • Doubling top-line revenue, etc.

Align metrics with specific marketing objectives, such as lead generation, customer segmentation, content performance, and more.

2. Relevance to the Sales Funnel

Choose metrics that correspond to different stages of the buyer’s journey – awareness, consideration, decision, and loyalty. The metrics you choose must be able to track how efficiently each customer moves down the funnel.

3. Data Availability and Quality

When shortlisting demand generation metrics and KPIs to track, data availability and quality are crucial factors that significantly influence the effectiveness of measurement and analysis.

This factor ensures that the metrics you choose to track are accessible, reliable, accurate, and timely.

4. Actionability

Select metrics that give you clear insights into performance and can tell you ways to improve a certain marketing or sales campaign to get your numbers up. Focus on KPIs that, when improved, will have a significant impact on business performance.

5. Timeframe Considerations

Have a balance between the type of metrics you track – short-term and long-term. Determine how often each metric should be reviewed based on its relevance and the pace of your campaigns.

What are the Best Demand Generation Metrics?

This section consists of the best demand generation metrics that a company must track and calculate. This is a ranked list, meaning that the first metric is the most important, and the last is the least important. 

  1. Marketing Qualified Leads (MQLs)
  2. Sales Qualified Leads (SQLs) 
  3. Cost per Acquisition (CPA)
  4. Customer Lifetime Value (CLV)
  5. Return on Investment (ROI)
  6. Marketing Sourced Pipeline
  7. Signups and Activations
  8. Close Rate per Channel
  9. Average Deal Size
  10. Contribution to Total Revenue
  11. Marketing Cycle Length
  12. Content Performance and Engagement

Let’s now discuss each metric in detail—what it is, why it is important to track it, and how to do so.

1. Marketing Qualified Leads (MQLs)

A marketing-qualified lead is a prospect who has engaged with your company’s marketing efforts at a certain level, which indicates he/she might be interested in buying your product. 

Remember, they aren’t someone ready to buy from you immediately. It will take some nurturing for you to convert them into customers.

Tracking this metric isn’t as easy as it sounds. None of your prospects would tell you they’re MQLs; you have to track certain metrics to know which prospects stand out as MQLs.

Start by tracking data points like:

  • Content downloads from your website (blogs, e-books, reports, etc.)
  • Subscribers to your newsletter.
  • Repeat visitors to your website.
  • Time spent on the website.

Why Track MQLs?

By tracking MQLs, you can optimize your demand generation strategy. Here’s how:

  • When you focus on leads that have more probability to convert (MQLs), you allocate your sales and marketing resources efficiently.
  • There’s a better chance of an MQL moving down your sales funnel than a cold prospect.

To calculate MQLs, you need a proper lead-scoring system in place. This system will evaluate and rank leads based on their interactions and attributes.

2. Sales Qualified Leads (SQLs) 

SQL is a prospective customer that your sales team has qualified to receive sales materials and buy your product. Unlike MQLs, SQLs exhibit behaviors that indicate a strong likelihood of becoming your paid customers.

Their qualification involves meeting specific benchmarks related to budget, authority, need, and timeline (aka - BANT criteria).

Just like MQLs, you track SQLs by tacking important factors related to your website, like:

  • Repeated visits to your pricing page.
  • Booking a demo.
  • Signing up for a free trial or free version of the product.
  • Have items in their checkout cart.

Why Track SQLs?

Tracking SQLs can help you optimize your sales process and maximize revenue. Here’s how

  • Identifying SQLs will help you increase your conversion rates as they have a better chance of becoming your customers.
  • SQLs are high-quality leads; when you focus on converting them, you have a chance to maximize company revenue.

Like MQLs, to know if a lead is SQL, you must assess all potential leads against predefined criteria.

3. Cost per Acquisition (CPA)

In simple terms, cost per acquisition means the money you are paying to acquire a customer. It considers the cost of a campaign divided by the number of conversions it generates.

Why Track CPA?

  • CPA helps allocate marketing budgets more effectively by identifying which campaigns yield the most cost-effective results.
  • It acts as a benchmark for evaluating the success of different marketing campaigns.

Here’s a formula to calculate CPA:


Total marketing spend: Includes all costs associated with the marketing campaign – advertising expenses, content creation costs, agency fees, etc.

Number of acquisitions: Total number of conversions from your marketing efforts. 

👀 Note: A conversion could be a sale, a lead, a subscription, or any predefined action that signifies acquisition.

4. Customer Lifetime Value (CLTV)

Customer lifetime value is a predictive metric from which you can estimate the total revenue your business might get from a single customer during your relationship with them.

It is important for any business to have an increasing CLTV throughout its life. This can only be done by retaining existing customers and making them loyal to your product.

Why Track CLTV?

  • Measuring CLTV allows you to analyze how much you can spend on acquiring new customers (CAC) while remaining profitable.
  • By identifying customers with higher CLTVs, you can focus retention efforts on your most valuable customers.

Here’s how to calculate CLTV:


Let’s look at an example to understand it better:

Suppose your business has the following data:

  • Total revenue over a period = $100,000
  • Number of purchases = 2,000
  • Number of unique customers = 500
  • Average customer lifespan = 3 years

Step 1. Calculate Average Purchase Value (APV)

APV = $100,000 / 2,000

= $50 

Step 2. Calculate Average Purchase Frequency (APF)

APF = 2,000 / 500 = 4

Step 3. Calculate Customer Value (CV)

CV = $50 X 4 = $200

Step 4. Calculate CLTV

CLTV = $200 X 3 = $600

5. Return on Investment (ROI)

Return on investment is a financial metric that measures the profitability of any investment relative to its cost.

In relation to demand generation, ROI measures the efficiency of your marketing campaigns by comparing the revenue generated against marketing-related expenses.

Why Track ROI?

  • ROI offers a tangible measure of how effectively your marketing efforts convert into revenue. By calculating ROI, you can determine which marketing campaigns deliver the best returns.
  • When you know the ROI of every campaign you run, you can make quick and accurate data-driven decisions.

To calculate ROI, use this basic formula:


Where:

Net profit is the total revenue generated from your marketing campaigns ‘minus’ the total costs.

Cost of investment is the money spent on running these marketing campaigns

So, if you spend $10,000 on a LinkedIn ad campaign that generates $30,000 in sales, your ROI would be:

[(30,000 - 10,000)/10,000] X 100%

= 2 X 100% = 200%

6. Marketing Sourced Pipeline (MSP)

Tracking your marketing-sourced pipeline gives you the number of overall leads generated from all your marketing efforts.

For any business, it's important to know the impact of their marketing efforts on sales, right? MSP does just that. 

It lets you know if your marketing efforts are a success or going in vain.

The metric counts every deal where marketing can be credited as the primary source of conversion—leads generated via content marketing, webinars, paid ads, email campaigns, events, etc.

Why Track MSP?

MSP gives you a tangible measure of how marketing efforts contribute to your company’s revenue goals.

To calculate MSP, identify and add up the total value of all sales opportunities that originated from marketing efforts within a specific time period.


7. Signups and Activations

Signups and activations measure the total number of people creating an account on your website to try your product for free or pay a fee for a monthly or yearly subscription. 

Both these metrics signify a customer’s basic level of interest in your product, meaning that users are willing to invest some of their time and money to explore it.

Why Track Signups and Activations?

  • When you know the monthly or quarterly signups to your website or product, you can measure the success of your marketing efforts in attracting new customers.
  • Measuring activations gives you insights into how well the new users are engaging with your product after signing up.

Here’s how you measure signups and activations:

Signups


Activations

Start by defining what activation means for your business (subscribing to your newsletter, signing up for a free trial, downloading content, etc.). Once defined, you can calculate it:


Bonus


8. Close Rate per Channel

The close rate helps you measure the effectiveness of every sales and marketing channel. It measures the percentage of leads from a specific channel that are converted into customers.

Why Track Close Rate per Channel?

Measuring the close rate for each channel will help you identify your ‘hero channel’ to convert prospects into buyers. 

Suppose you generate your leads via two marketing channels – LinkedIn and email marketing. By measuring the close rate for each of these channels, you can know which one converts better.

Here’s a formula you can use to calculate close rate per channel:


If you get 200 leads from LinkedIn in a month, 50 of those get converted into customers, your close rate is:

[50 / 200] X 100 = 25%

This means that 25% of the leads coming in from LinkedIn convert into customers.

9. Average Deal Size

The average deal size tells you about the revenue generated from a single customer transaction. The metric gives you valuable insights into the effectiveness of your sales strategies and the overall health of your revenue streams.

Why Track Average Deal Size?

  • Tracking average deal size helps you predict future income as it establishes a baseline for expected revenue per deal.
  • Knowing the average deal size for different customer segments helps your sales team focus on sales that will increase the deal size month over month.

👀 Note: When tracking average deal size, remember that you might have different average deal sizes for various product lines or customer segments. For example, you might have a lower average deal size for a basic paid plan of your tool and a higher one for an enterprise-grade plan with all the features.

Formula to calculate average deal size:


10. Contribution to Total Revenue

Contribution to total revenue is a metric that you must measure when you have taken care of all other demand generation metrics from this list. 

The metric gives you a perspective into the bigger picture of what percentage of business an individual channel brings in.

This individual channel is a specific source that gets you customers—a marketing channel, product line, or customer segment. 

Why Track Contribution to Total Revenue?

Tracking contribution to total revenue helps you understand which specific sector or channel brings in the most and least revenue for your company.

Calculating this metric involves identifying the revenue generated from a specific channel and expressing it as a percentage of the total company revenue.

For example, if I want to find out the contribution of a certain marketing channel, the formula would be:


11. Marketing Cycle Length

The marketing (or sales) cycle length is the average amount of time you take to move a prospect down your sales funnel and convert them into a buyer. This metric tracks the entire duration of a customer’s marketing journey. 

One way a marketing journey could flow is this:

The first interaction with your website

⬇️

Checking out the pricing page

⬇️

Adding the product to their cart or filling in the signup form for a free plan

⬇️

Upgrading the free plan to a paid plan

Why Track Marketing Cycle Length?

  • Knowing how long it typically takes to convert a lead into a customer allows you to forecast sales and allocate resources accordingly.
  • Knowing the time it takes for lead conversion gives you insights into buyer behavior, which can, in turn, help you make important business decisions.

Here’s a formula you can use to calculate marketing cycle length:


12. Content Performance and Engagement

Let’s face it; it's a rare chance your business might only be using one form of content to bring in all the conversions you get. 

No matter the type of content you use – video, blogs, illustrations, case studies, etc.- there are quantitative ways to measure its success, depending on how you distribute it.

For example, if you want to track how your social media content is doing, you can easily track the impressions, likes, shares, comments, and more to know the performance of your posts.

Several email marketing tools can help you analyze your email copy and subject line, giving you a sneak peek into your email content's performance.

Similarly, for every type of content you use online, find a SaaS tool that quantitatively measures content performance and engagement.

Why Track Content Performance and Engagement?

  • It provides valuable feedback on what types of content your audience engages with, allowing you to tailor future content to their preferences and needs.
  • Engaging content is more likely to capture attention and encourage prospects to enter your marketing funnel. Knowing what content keeps your audience hooked will increase lead-generation opportunities.

To calculate content performance and engagement, track some key metrics like:

  • Page views and unique visitors: Total number of times a page is viewed and the number of unique individuals.
  • Average time on page: The average time users spend on a specific page of your website.
  • Bounce rate: Percentage of users who leave your website after viewing only one page.

And more.

Create More Demand with Warmly

Tracking and analyzing all demand generation metrics manually is not easy. 

If you are an extremely small business that tracks only a couple of metrics, you can do it manually. But, when you have multiple demand generation channels with several metrics and KPIs to track and analyze, you need a tool like Warmly.


Warmly is a revenue orchestration platform that identifies website visitors, detects their buying intent across channels, and helps convert them via automated, semi-automated, and human-operated functionalities.

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.

What is SaaS Sales: In-Depth Guide for 2024

What is SaaS Sales: In-Depth Guide for 2024

Time to read

Alan Zhao

There were times when software was a product, something you installed on your computer locally after purchasing a license – a one-time purchase and lifetime use, like Microsoft Office, Oracle, etc.

As the technological world evolved, software became an important aspect, so much so that it had to be flexible and scalable, which led to the development of SaaS: Software as a Service. 

SaaS offers more agility and scalability regardless of your business size. Despite this, it was hard to sell SaaS perpetually since there was no hard product value associated with it. So, there came a need to derive sales methodologies for selling software as a service.

In this article, we'll introduce you to SaaS sales, what it is, how it works, its types, key metrics, and the best practices.

What is SaaS Sales?

SaaS sales is the process of selling cloud-based software through a subscription model.

Unlike traditional software sales, which were one-time affairs with fairly simple sales funnels, modern SaaS sales require a more recurring effort on one buyer.

Did you know that the SaaS industry will be worth ~$318 billion by the end of 2024?


Source

Traditional software sales had short, rigid sales cycles involving – Awareness, Discovery, Evaluation, Intent, and Purchase. A prospect would pass through the sales cadence once in the software lifecycle, get a perpetual incense, and never look back.

Since the traditional funnel ends as soon as you make a deal or purchase, there is no purpose in retargeting a converted customer or expecting recurring business. 

This scenario changed with subscription-based SaaS pricing models.

Product teams now focus on making the product indispensable while the SaaS sales teams sell this indispensability, an inherent need. 

Is SaaS Sales More Rewarding than Traditional Software Sales?

Short answer: Yes

Long answer: 👇

Subscription-based SaaS sales models are major cost savers for customers who can't afford hefty license fees, allowing them to pay as they go monthly or annually.

It's more like renting software rather than purchasing it. 

As a SaaS owner, selling your software on a subscription-based model allows for:

  • Easy Scalability: As and when the need arises, businesses are free to upgrade or downgrade their feature requirements and usage anytime they deem necessary, leading to more efficient operations, which boosts customer trust and product reliability.
  • Cloud-First Environment: Unlike traditional software, SaaS is easy to maintain, fix, or upgrade over the cloud without disrupting customer business. Businesses don't have to worry about system bugs, feature breakages, or security updates. 
  • Value Pricing: Most SaaS products have dedicated features made for different customer segments, defying the one-size-fits-all theory. A smaller business may operate on the lowest price plan, while an enterprise could choose exhaustive and expensive plans to absorb it all.

How Does SaaS Sales Work? 

SaaS sales emphasize long-term customer relationships and recurring revenue to distinguish itself from traditional software sales. 

Here's what the typical SaaS sales funnel looks like 👇

Lead Generation (Awareness Stage)

Awareness generally results from marketing campaigns run for the product. Here, the prospect has learned about your product and is interested in engaging with and exploring your offerings. 

⬇️ 

Personalized Reach Out (Engagement Stage)

This stage is necessary for subscription-based or enterprise pricing models (more on this below). Here, you engage with the leads via digital channels of your choice: an email, a phone call, or a targeted ad.

This stage is beneficial to push new buyers down your sales funnel and requires you to:

  • Position your product for a use case for their business
  • Build trust by showcasing genuine testimonials 
  • Engage more on digital and social channels 
  • Be accommodative towards pricing and plans

⬇️ 

Customer Onboarding

The stage wherein you Acquire the prospect and onboard them to your product, introduce them to the functionalities and training material they might need.

Accompany this process with a dedicated POC to help them feel secure and attended. On top of that, you can:

  • Offer a consulting or Q&A session to engage
  • Allow them a free trial or demo of your product 
  • Present the value your product offers via customer success stories

⬇️ 

Customer Retention

SaaS sales focuses on maintaining long-term relationships with customers. This, in return, helps you build a recurring business. 

You can achieve this by incorporating customer success strategies. Provide ongoing support, regular updates, dedicated account representatives, and engage with customers to ensure they derive maximum value from the product.

What are the Cycles of a SaaS Sales Process?

A typical SaaS sales cycle has six key stages. Here's a quick breakdown:

Phase 1: Prospecting

This involves identifying potential leads that align with your ideal customer profile (ICP) to effectively target the right market segments. Techniques such as content marketing, social media outreach, and referrals are commonly used to generate interest and attract prospects. 

Phase 2. Lead Qualification

The leads generated from prospecting consist of both qualified and unqualified buyers. That is buyers who are just curious about your software and those who are genuinely interested in purchasing it. 

Moving a lead through the qualification process is more like two-factor authentication. It ensures that your sales team is presented with qualified leads with the highest likelihood of conversion, thereby reducing sales cycles and customer acquisition costs.

Phase 3. Need Analysis

This stage is about building trust and rapport with your prospect. You establish interactions with them, understand their needs, and value their expectations of your software. 

This stage looks different for every company since SaaS sales cycles can vary wildly depending on the type of product on offer.

Phase 4. Proposal

After understanding the prospects' needs, sales teams present a tailored proposal that outlines how the software can address those needs effectively. You demonstrate product features, pricing options, and potential ROI.

However, this is the stage with most objections. 

Prospects might counter your proposal with common objections, such as high pricing, fear of commitment, competitor offers, and more. 

The key to winning your proposal is being an active listener. Hear out your prospects and counter them with something better. 

For example, if they say:

  • Expensive pricing: Show them your product value
  • Fear long-term commitment: Offer a free trial or 30-day money-back guarantee
  • Not the sole decision maker: Ask for a conference set up with all key stakeholders. 

Do all, and make sure your proposal makes an impact. 

Phase 5. Closure

The hours before signing a deal are filled with anxiety and doubts. You still need to get them onboarded, retained, and set up the eventual upsell.

If your prospects are on the verge of their free trial or product demo, then you could try a few things to make them commit to a subscription, such as:

  • Offer a likable discount that doesn't cut into your profits
  • Create urgency by adding a 'Valid till today' tag
  • Give them one or two months for free if they decide to bill annually

Additionally, proactively approach them for any last-minute questions, concerns, or objections they have; this might be the pivotal point in decision-making.

Phase 6. Onboarding

Once you've closed the deal, you'll need to get the user through onboarding.

According to Zendesk, more than half of the customers who buy online would switch to a competitor after just a single bad experience.


This way, you have better chances of cross-selling and up-selling co-products and add-ons. 

The ball is in your court. But how can we improve customer onboarding exactly?

As such, investing in self-service support systems always proves beneficial.

  • Automate onboarding flows like welcome emails and getting-started guides
  • In-app guidance and documentation
  • Help guides and troubleshooting content

Do all, and ensure that fresh signups don't huddle any obstacles.

What is the Best Structure for Building a SaaS Team?

At its core, a professional trying to sell software as a service requires unique skills, like product knowledge, consultative selling (soft selling rather than hard selling), and technical know-how.

However, your SaaS team structure highly depends on your business size and the human resources you can employ. 

For early-stage companies with 1 to 20 employees, a lean structure is essential. Typically, this includes:

  • Founder (CEO): Drives vision and strategy.
  • CTO: Manages technology and product development.
  • CSO (Chief Sales Officer): Responsible for sales strategy and execution.
  • CMO (Chief Marketing Officer): Handles marketing efforts to generate leads.

As the company grows, roles can become more specialized, adding positions like customer success managers and dedicated sales representatives.

In later-stage companies with 50+ Employees, the team structure becomes more complex:

  • C-Suite Executives: Including CFO, COO, and CPO to oversee various departments.
  • Sales Team: Comprising account executives, sales development representatives (SDRs), and customer success managers.
  • Marketing Team: Product marketers, content marketers, and demand generation specialists.
  • Product Team: Featuring product managers, UX/UI designers, and QA engineers.

This structure allows for clear role definitions and accountability across departments. 

What are the Key SaaS Sales Models?

Choosing the right SaaS sales model can make or break your business.

Essentially, you can choose from three types of SaaS sales models:

  • Self-service.
  • Transactional.
  • Enterprise sales.

Let's have a closer look at them.

The Self-Service Sales Model


Source

This model works best for low-cost, high-volume products.

Instead of having dedicated sales executives, this model relies on marketing to generate revenue. That is, creating product awareness via educational content, blogs, white papers, and interactive demos and allowing potential customers to complete a purchase autonomously without ever interacting with a sales rep.

This is common for lower-cost B2C or B2B products that don't necessarily require much customization beyond offering tiered pricing models that make it easy to land and expand the customer base.

However, this requires that your customers be willing and able to service themselves, able to understand the product value, and curious to use it. 

Freemium pricing models and free trials are common pricing strategies to attract customers. Some SaaS businesses using this model are Zoho and Dropbox. 

Transactional Sales Model


Source

This model works best when you have a high-cost SaaS product.

Let me get this straight.

The most human thing is to hesitate at least once when taking a risk, maybe with your decision or money. And when that happens, the urge to interact with a human behind the desk is surreal. 

The transactional sales model combines elements of both self-service and enterprise sales models. 

It works on a hybrid model with an in-house sales team assisted by marketing content to build awareness and convert potential clients into customers. 

In this model, marketing plays a crucial role in nurturing and feeding qualified leads into the sales pipelines. Then, sales and support executives take up a more personalized sales approach through various channels, including phone calls and emails, to convert sales.

This way, the entire revenue generated is split between the sales and marketing departments while also testing out the synergy between teams. 

The sales cycle in this model tends to be shorter than in enterprise sales but longer than in self-service models. It involves multiple touchpoints with potential customers to build trust and address concerns.

Usage-based pricing or a Pay-as-you-go pricing model is a great fit for a Transactional Sales Model in which customers are charged per transaction or usage event.

Enterprise Sales Model


Source

The model is reserved for big-ticket clients (enterprises) who require extensive customizations and support before becoming your customers. 

Enterprise companies often require sophisticated solutions that integrate seamlessly into their existing tech stack.

That said, these organizations are willing to invest heavily in your product. Since the deal size is big, the sales cycle for enterprise SaaS can extend from several months to over a year due to the product complexity and the need for thorough evaluations by various decision-makers within the organization.

Besides, this model requires a dedicated sales operation to identify, nurture, and build new business relationships, as well as close and support customers on hefty annual contracts. 

What are the Challenges in SaaS Sales?

Closing a SaaS sale isn't always rewarding. Like every other product sale in the market, it has its challenges and limitations. Let's look at some common challenges in SaaS sales and how to overcome them.

1. High Chun Rates

Did you know that the yearly churn rate of a SaaS company targeting SMBs can be as high as 58%?


Source

Churn is one of the biggest challenges for SaaS companies. These days, customer churn happens because it's extremely easy to opt for a new product, especially with a dedicated migration team to move all your data.

Customers may leave due to dissatisfaction with the product, lack of engagement, or better offers from competitors. High churn rates severely impact revenue.

How do you overcome high churn rates?

To reduce churn rates:

  • Invest in customer relationship management techniques.
  • Lead out customer success initiatives that focus on smooth onboarding, ongoing support, and engagement strategies.
  • Showcase proactiveness with regular check-ins and provide excellent customer service to ensure customers derive maximum value from the product and stay loyal in the long run.

2. Lower Customer Retention

SaaS sales are not a one-off process; they are recurring ones instead. After a newly acquired customer exhausts the free trial or subscription plan, the sales cycle starts from net zero. 

Yet again, you need to convince them to buy in, run follow-up campaigns, or engage directly via email or call. Although time-consuming, retaining existing customers is 5 times less expensive than acquiring new customers.

In fact, your business can grow by retaining your customers because you are more likely to upsell annual contracts, new features, upgrades, and new products.

For example:

James has just exhausted his monthly subscription to your software. He's now looking for a certain feature that your competitor is offering, but you're not. An ideal customer retention strategy, in this case, would involve offering James an upgraded plan with this feature coupled with a generous discount for being a loyal customer. 

How to improve customer retention?

Prospects frequently raise objections related to cost, integration, and software effectiveness. Proactively addressing these concerns will help maintain momentum in the sales process.

Understanding customer retention in the SaaS realm is paramount. Regularly analyze usage patterns, feedback, and engagement levels to refine offerings and enhance retention strategies. In essence, quantifying retention provides actionable insights to bolster long-term client relationships and product sustainability. - Ajit Pathak, VP Sales

3. Lengthy Sales Cycles

Several variables, such as software cost, customer intent, and product complexity, determine the length of the SaaS sales cycle. 

The average sales cycle lasts 84 days. For an Annual Contract Value (ACV) of less than $5K, the cycle will last around 40 days. If the ACV is over $100K, the cycle will last 170 days—around five and a half months.

In the enterprise world, with a bad lead, these could amount to a serious expense!

How do you bail out from long sales cycles?

Sales reps don't have much control over the sales cycle length. But if you're a SaaS business owner, you can take some steps to shorten it.

  • Consider cutting down on a 30-day free trial to 14 days.
  • Promote a hybrid sales approach, giving prospects access to self-help resources and educational content.

What are the Key SaaS Sales Metrics to Track?

Overall, five key SaaS sales metrics are commonly used to gauge SaaS sales performance and growth:

1. Customer Lifetime Value (CLTV)


Customer lifetime value (CLV) is the total revenue or profit generated by a customer over the entire course of their relationship with your business.

By measuring CLTV time-to-time, SaaS businesses can:

  • Keep churn rate low and increase revenue per customer over time.
  • Build cross-sell and up-sell strategies. 
  • Boost customer loyalty and retention.
  • Reduce customer acquisition costs since existing customers are retained.
  • Identify issues and phases in the lifecycle and improve the product or service offerings.

Here's how some SaaS brands improve on CLTV.

  • Zendesk focuses on expanding its product suite to increase LTV. They optimize for cross-selling and upselling to existing customers. 
  • Shopify offers a large ecosystem of apps, plugins, and premium store themes to increase customer lifetime contribution to business revenue. 

2. Customer Acquisition Cost (CAC)


Customer Acquisition Cost (CAC) is the total sales and marketing cost incurred to acquire a new customer.

As a SaaS business owner, calculating CAC is crucial for your business because it helps determine how much you can afford to spend on cultivating new customers—and still make a profit.

A high CAC means that you're spending more on acquiring new customers than their lifetime value. If you have low CAC, it means that each customer is bringing in enough revenue to cover the total cost of acquiring them.

3. Monthly Recurring Revenue (MRR)


Monthly Recurring Revenue is the total expected revenue generated from all active subscriptions on a monthly basis. 

Put simply, it's the sum of monthly payments agreed upon by contract between the client and the SaaS provider.

For example, if you've 10 accounts and each pays $50/month, your MMR equals $500/month. 

MRR is a powerful metric for companies that use a subscription-based business model. It allows them to predict future revenue, identify growth trends, pinpoint problem areas, and make strategic decisions.

4. Churn Rate


Churn Rate is the rate at which users stop using your software (cancel or don't renew) during a particular period of time. It's calculated by dividing the total unsubscribers by the total users at the start of the period and multiplying the result by 100.

The churn rate is crucial for SaaS businesses due to its impact on other key metrics like CAC and CLTV. The higher the churn rate, the lesser the customer lifetime value and the more frequently your business would incur CAC.

According to Baremetrics, both small and large SaaS companies saw monthly churn rates of around 3.5% through the first quarter of 2024.


What are the Best Practices for SaaS Sales in 2024?

To ramp up your SaaS sales, you must adhere to these 2 best practices:

1. Leverage Automation Tools

Automation tools like Zapier and HubSpot automate lead collection and scoring. You can use them to trigger follow-up emails, schedule appointments, centralize user objections, and create custom workflows using trigger and action elements to automate literally any SaaS sales process.  

“The LinkedIn Sales Navigator is a useful sales account management and analysis tool, and the added AI capabilities make it better. Tools like Discover Org or contact search tools like Lusha are good armory for a sales representative or leader.” - Akhil Minocha, VP of Sales, CAST.

2. Personalize Messaging

By using insights from customer interactions (like website behavior or social media activity), sales reps can initiate conversations that feel relevant and timely, triggering emotions and immediate action from customers. 


“Personalizing offers based on customer needs, preferences, and behavior increases the relevance and appeal of your cross-sell and upsell campaigns. Utilize tools like dynamic content, chatbots, and recommendation engines to customize messages and offers. Incentives such as discounts, free trials, or bonuses can enhance the perceived value. Ensure that personalization is balanced and does not compromise profitability.” - Stacey Carachure, Client Relations Expert.

Increase Your SaaS Sales with Warmly

We hope this guide gives you an in-depth understanding of what SaaS sales actually is. If you want a tool to help you with things like:

  • Prioritizing leads to focus on.
  • Engaging and nurturing leads with automated campaigns.
  • Enable reps to reach out to hot leads straight from your website.

Sign up to Warmly.

Growth Marketing vs Demand Generation: What Are the Differences? (2024)

Growth Marketing vs Demand Generation: What Are the Differences? (2024)

Time to read

Alan Zhao

Growth marketing vs demand generation - which strategy should you focus your efforts and resources on first?

To answer this question, you need to have a thorough understanding of each approach, its goals, and how it aims to achieve them.

And that’s exactly what you’ll learn in this article, as we’ll:

  • Break down both demand generation and growth marketing.
  • Explain their key differences in detail.
  • Help you figure out when to use one and when the other for best results.

What is growth marketing?

Growth marketing is a holistic and dynamic strategy that focuses on the entire customer journey - from acquisition to retention - with the ultimate goal of driving sustainable business growth. 

Unlike traditional marketing, which usually focuses on top-of-the-funnel activities such as brand awareness and lead generation, growth marketing addresses every stage of the customer lifecycle.

As a result, growth marketing has a few unique characteristics that make differentiating it from traditional approaches much easier, such as:

  1. Reliance on experimentation - Growth marketers often employ A/B testing and other data-driven methods to determine the most effective strategies for optimizing user engagement and conversion rates. This experimental mindset lets marketers quickly identify what works and what doesn’t.
  2. Continuous improvement - Instead of focusing all their efforts on a single, large-scale campaign, growth marketing is more intent on deploying smaller-scale strategies, which they constantly test and refine over time. 
  3. Specific tactics - Growth marketing aims to cover all stages of the marketing funnel, from lead acquisition to nurturing and final conversion, which is why it uses a wider variety of techniques compared to traditional marketing, including:
  • A/B testing, i.e., testing different variations of content, ads, landing pages, and more, to identify what drives the highest conversion rates.
  • User acquisition strategies, which encompass developing targeted campaigns to attract new users, often leveraging channels such as social media, SEO, and paid advertising.
  • Retention campaigns to keep existing customers engaged, such as personalized email marketing, loyalty programs, and in-app messaging.


The one thing that makes growth marketing an important strategy to include in your marketing arsenal is its impact on long-term customer growth and revenue.

By optimizing every touchpoint in the customer journey, growth marketers increase the efficiency of their marketing efforts and foster stronger customer relationships. 

Consequently, this leads to higher customer lifetime value (CLTV), improved retention rates, and more predictable and scalable revenue growth.

What is demand generation?

Unlike growth marketing, which encompasses the entire marketing funnel, demand generation is a strategy with a much narrower focus.

Demand generation aims to create awareness of your brand, nurture leads, and ultimately convert them into loyal customers. 

Therefore, at its core, demand generation focuses on building awareness first and foremost. 

The goal is to ensure your target audience knows who you are, what you offer, and why they should care. 

Beyond awareness, demand generation emphasizes nurturing leads, which is critical for turning initial interest into genuine intent to purchase. 

By providing valuable, relevant content and experiences that address specific pain points or needs, marketers can move prospects further down the funnel, fostering a stronger connection to the brand.

Finally, the end goal of demand generation is to convert prospects into customers. 

This requires a carefully thought-through approach that aligns marketing and sales across levels, ensuring that leads are captured and effectively guided toward making a purchase. 

Demand generation involves a mix of strategies that enable marketers to achieve these goals, such as:

  • Content marketing - Creating and distributing high-quality content, such as blog posts, white papers, and videos, that educates your audience and drives engagement.
  • Lead magnets - Offering valuable resources, like eBooks, templates, or checklists, in exchange for contact information, which helps capture leads for further nurturing.
  • Social media engagement - As everyone’s on social media today, it’s an excellent place to drive brand visibility and build meaningful contact with potential customers.
  • Webinars - Hosting educational or informational webinars that provide value to attendees while subtly positioning your products or services as solutions to their challenges.

Just like growth marketing, demand generation has a crucial role in your overall sales and marketing strategy.

Namely, demand generation helps keep your brand top-of-mind for potential customers by maintaining a steady flow of valuable content and engagement opportunities. 

This consistency ensures that when prospects become ready to make a purchase, your brand is one of the first they consider, increasing your chances of achieving conversions.

How do growth marketing and demand generation approaches differ?

Given their different goals, growth marketing and demand generation significantly differ in focus, overall approach, and outcomes.

Let’s look at each strategy a bit closer.

Growth marketing 

Growth marketing is proactive and experimental by nature.

As such, it is characterized by a fast-paced, data-driven approach where marketers constantly test and refine their strategies to achieve quick wins. 

The primary goal is short-term optimization, that is, maximizing conversions, boosting engagement, and improving customer acquisition metrics as quickly as possible.

As a result, growth marketing often centers on specific, measurable goals, such as increasing website traffic, improving click-through rates, or enhancing user retention.

So, to achieve these goals and ensure that the entire funnel is optimized for pushing prospects further down toward conversion, growth marketers run A/B tests, experiment with new channels, and tweak campaigns continuously to uncover what drives the best results.

In addition to testing and experimenting, growth marketing involves other tactics and approaches, such as:

  1. Creating highly targeted campaigns for each customer segment, leading to higher engagement and conversion rates.
  2. Referral programs that enable you to create a strong lead acquisition pipeline using existing customers.
  3. Improving user onboarding experiences to improve overall user experience and boost retention rates.
  4. Email marketing to attract, engage, and nurture leads throughout the funnel.
  5. Loyalty programs like special discounts or exclusive offers to long-term customers to improve customer retention.
  6. Paid advertising and retargeting campaigns to engage and re-engage leads.


While this focus on short-term success makes growth marketing ideal for startups or businesses looking to scale rapidly, it could also lead to overlooking the wider picture - the importance of establishing a strong brand presence.

Demand generation

In contrast, demand generation takes a more nurturing and long-term focus. 

While growth marketing seeks to optimize every touchpoint quickly, demand generation is about laying the foundation for sustainable brand growth over time. 

It involves building awareness, nurturing long-term relationships, and guiding prospects through the buying journey to convert them into loyal customers. 

Therefore, the main goal of demand generation is to create consistent and enduring demand for the brand across markets, which requires a more strategic approach that focuses on the entire customer journey - including post-purchase engagement.

This is why demand generation efforts are typically slower to yield results.

At the same time, they are crucial for establishing a strong brand presence and nurturing leads that may need more time to be ready to convert.

Some of the most widely used techniques that help raise brand awareness and generate demand include:

  1. Content marketing and SEO are the best combination for establishing thought leadership within the industry and gaining potential customers’ trust.
  2. Webinars can also position you as an industry leader and let you directly engage and interact with leads.
  3. Social media engagement adds a more personal note to how leads interact with your brand.
  4. Customer testimonials to build trust by showcasing positive experiences other people have had with your brand.
  5. PPC campaigns to display your brand in front of potential leads.


Which metrics matter in growth marketing vs demand generation?

To track the efficiency of demand generation and growth marketing, you need to keep a close eye on vital metrics and KPIs.

The difference between growth marketing and demand generation goals and focus translates into the metrics you need to track for each.

Namely, growth marketing is often more short-term, focusing on quick optimizations that can drive rapid business results. 

As a result, its key metrics can provide immediate feedback on how a certain strategy works, enabling marketers to quickly refine it.

On the other hand, demand generation has a longer-term focus, aiming to build a steady stream of qualified leads and ensure sustainable growth over time. 

Therefore, its metrics are critical for understanding the cumulative impact of marketing efforts on the sales pipeline and overall business growth.

Here’s a quick overview of the key metrics you must monitor for each strategy.

Growth marketing metrics

As mentioned above, growth marketing is typically focused on rapid experimentation and optimization, which requires tracking specific metrics that provide immediate insights into the effectiveness of various tactics.

Therefore, some of the most important metrics and KPIs include:

  1. Customer lifetime value - CLV measures the total revenue a business can expect from a customer throughout their relationship with the company. In growth marketing, understanding CLV helps marketers identify the most valuable customer segments and tailor their strategies to maximize ROI from these segments.
  2. Customer acquisition cost - CAC calculates the cost of acquiring a new customer. Growth marketers closely monitor CAC to ensure that their acquisition strategies are cost-effective and sustainable. A low CAC relative to CLV indicates a healthy growth strategy.
  3. Conversion rates - Conversion rates track the percentage of users who take a desired action, such as signing up for a newsletter, making a purchase, or downloading an app, converting from a prospect to a qualified lead or a paying customer. This metric is critical in growth marketing, where the goal is often to optimize specific touchpoints in the customer journey to increase conversions.


Demand generation metrics

Demand generation, on the other hand, emphasizes building brand awareness, nurturing leads, and driving long-term growth, which is why it prioritizes metrics that track the effectiveness of these activities over time. 

Key demand generation metrics include:

  1. Marketing-Qualified Leads - MQLs are leads that have shown a sufficient level of interest or engagement to be passed on to the sales team. Tracking the number and quality of MQLs helps demand-generation teams understand the effectiveness of their lead nurturing efforts.
  2. Lead-to-customer ratio - This metric measures the percentage of leads that ultimately convert into paying customers. A high lead-to-customer ratio indicates that demand generation efforts effectively nurture leads and guide them through the sales funnel.
  3. Pipeline contribution—Pipeline contribution assesses the impact of marketing efforts on the overall sales pipeline, including the number of opportunities created and their revenue potential. This metric helps demand generation teams demonstrate the direct impact of their activities on the company’s bottom line.


How to choose between growth marketing and demand generation?

When deciding between growth marketing and demand generation, you should consider several key factors, including:

  1. Company goals - If your primary objective is to scale quickly and gain market share, growth marketing may be the better choice due to its focus on rapid experimentation and optimization. Conversely, demand generation might be more appropriate if your goal is to build brand awareness and cultivate long-term customer relationships.
  2. Customer lifecycle - Growth marketing focuses equally on acquisition and retention, meaning that it can be used throughout the customer lifecycle to ensure optimal results. Demand generation is more suitable for the top and middle stages, as it helps both raise brand awareness and create interest in your product.
  3. Industry type - Fast-paced, highly competitive industries, such as tech startups or e-commerce, often benefit from the agility and speed of growth marketing. In contrast, industries with longer buying cycles, such as B2B services or high-value products, may require demand generation’s more deliberate and relationship-focused approach.
  4. Sales cycle - Growth marketing is well-suited for shorter sales cycles where quick wins and rapid scaling are possible. Demand generation is ideal for longer, more complex sales cycles where building trust and nurturing leads over time is crucial to closing deals.


However, it’s important to understand that demand generation and growth marketing are not mutually exclusive.

In fact, a hybrid approach combining elements of growth marketing and demand generation can often be the most effective strategy. 

For example, a hybrid approach might involve using growth marketing tactics to quickly acquire new leads and then applying demand generation strategies to nurture those leads through the sales funnel. 

This lets you capitalize on quick wins while ensuring sustained growth over time.

Overall, when deciding on an approach, you must align your marketing strategy with your primary goals to ensure that your efforts will actually move you in the right direction.

What are some examples of successful growth marketing and demand generation campaigns?

Finally, the best way to understand demand generation and growth marketing is through practical examples of companies successfully deploying them as part of their overall sales and marketing strategies.

Growth marketing strategy: Airbnb

A few years back, Airbnb built one of the most successful growth marketing strategies, which enabled it to increase bookings by 25% in some markets.

The company achieved this by leveraging a tested and tried growth marketing approach - referral programs.

They incentivized existing users by offering them the possibility to earn up to $100 for every person they invited to the platform.


Source

But it didn’t end there. 

Airbnb also offered $25 off their first trip to new users who have been invited to encourage them to accept the invitation.

Moreover, Airbnb applied another growth marketing technique - A/B testing.


They experimented with different email copy and design, emphasizing different angles of the overall messaging to see which resonated better with existing and prospective users.

This approach resulted in a significant increase in new users and bookings made on Airbnb, making it a resounding success.

Demand generation strategy: StraightIn

StraightIn is a LinkedIn marketing agency that was looking to drive demand for its services by cutting through the noise of similar solutions.

The agency used several key demand generation tactics - email marketing, social media engagement, and paid ads - in an effort to drive traffic to its website, which was optimized for conversions.

However, although this multichannel approach yielded excellent results, with StraightIn’s website generating thousands of visitors per month, its team quickly realized its strategy had a flaw.

Namely, they were unable to capture most of the leads landing on their website, as not everyone was keen on filling out forms or downloading materials.

This is when they decided to implement Warmly into their system.

Warmly enabled them to identify the companies and individuals visiting StraightIn’s website, in addition to providing relevant B2B and intent data on each.

This way, StraightIn’s team was able to:

  1. Identify website visitors and determine which of them fit their ICP the best.


  1. Pinpoint and prioritize leads most likely to convert based on intent level and focus their nurturing efforts on them.


From that point, StraightIn’s approach evolved into a more hybrid strategy, as its team leveraged Warmly’s intent insights to segment users according to their interest level and add them to personalized outreach campaigns.

Thanks to Warmly’s Orchestrator, they put this process on autopilot, ensuring that no quality leads fall through the cracks.


The results?

  1. An overall increase in email engagement rates.
  2. A reduction in LinkedIn Ad spend.
  3. Closing two deals worth $10k in total in under two weeks.

Next steps

Your primary business goals will be key in choosing between growth marketing and demand generation.

Both are efficient and useful in their own way, with one focusing on immediate results and the other on building long-term relationships.

In most cases, a hybrid approach might work the best, ensuring you won’t miss out on any opportunities.

Ultimately, you know your business best, and with all the info you picked up here, making the right choice won’t be as tough.

Remember, though, that your website is an essential part of all marketing strategies, so it's always a good idea to put effort into unlocking its optimal lead acquisition potential—and Warmly can help with that.

Want to find out how?

Sign up for Warmly’s free plan and start filling your pipeline with qualified leads within minutes.

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