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Salesloft Acquires Drift: The Race To AI Powered Revenue Orchestration
Salesloft Acquires Drift: The Race To AI Powered Revenue Orchestration
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Salesloft, one of the industry leading sales engagement platforms, has acquired Drift, the industry leader of conversational marketing (aka website chatbots). No financial terms were disclosed.

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

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

What's our take on the Salesloft Drift acquisition?

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

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

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

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

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

We call it signal-based revenue orchestration.

Trends in Sales and Marketing Tech Stack Consolidation

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

Here's what we mean.

SaaS Mergers: Improving Sales Development?

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

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

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

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

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

Entering the Era of Revenue Orchestration

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

It needs to be combined with action.

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

Drift and Salesloft: A Tale of Two Giants

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

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

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

Drift: The Hero of SaaS

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

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

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

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

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

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

Enter Private Equity

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

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

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

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

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

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

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


$2,500/month: Small Business?

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

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

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

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


Chatbot software listed on G2

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

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


Drift's Employee Count For the Past Two Years

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Drift and Salesloft: A Merger of Equals

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

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

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

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

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

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

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

What would that look like?

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

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

All of this orchestrated by Conductor AI of course.

Salesloft and Drift: Legacy Software Under Fire

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

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

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

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

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

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

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

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

Warmly, the Signal-Based Revenue Orchestration Platform

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

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

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

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

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

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

Warmly: The Signal-Based Revenue Orchestration Platform
Warmly: The Signal-Based Revenue Orchestration Platform
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This article is Part IV of the 4-part series on the shifting landscape of B2B buying and selling, how revenue teams have adapted, and where we think the market is headed.

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

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

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

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

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

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

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

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

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

From: Press Release: Warmly Series A Announcement

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

We call the solution signal-based revenue orchestration.

The Issue With Most GTM Teams 

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

This is one of the biggest issues among sales teams.

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

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

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

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

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

And, of course, conversion rates suffer.

The Last Defensible Marketing Moat Is Brand

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

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

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

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

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

All of these efforts lead back to one place:

The website.

Website As The Choke Point To All GTM Investments

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

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

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

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

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

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

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

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

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


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

Quality Data Delivers Qualified Leads

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


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

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

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


Introducing Warmly: AI-Supported Signal-Based Revenue Orchestration

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

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

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

SMB buyers don’t have that luxury.

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

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

But SMB buyers need flexibility. 

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

How Signal-Based Revenue Orchestration Works

You Run Demand Gen As Normal 

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

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

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

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

Warmly Deanonymizes Visitors To Your Website 

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

This begins with website visitor deanonymization.

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


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

Best-In-Class Data Integrations Help Identify Buying Committees 

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

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

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

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

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


Warmly Orchestrates Multi-Threaded Omnichannel Outreach 

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

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

We call this multi-threaded outreach.

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

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

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

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

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

Use Case Examples For Signal-Based Revenue Orchestration

Top of Funnel Orchestration

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


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

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

Middle of Funnel Orchestration

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

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


Bottom of Funnel Orchestration

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


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

Lead Scoring & Revenue Orchestration

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

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

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

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


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

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

Advantages of Signal-Based Revenue Orchestration

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

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

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

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

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

Consolidate Tools to Create a Seamless Buyer Experience

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

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

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

Setup Warmly in Minutes, Not Months

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

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

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

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

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

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

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

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

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

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

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

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

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

Understanding Demand: Creation vs. Selling

‎(Image Source: Freepik)

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

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

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

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

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

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

The Importance of ICP Creation

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

The best teams are getting fed with better pipeline.

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

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

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

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

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


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Wasting Time on The Wrong Activities 

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

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

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

Advantages of AI-powered Revenue Orchestration

Fit 

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

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

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

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

Speed

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

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

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

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

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


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

But the orchestration doesn't end there.

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

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

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

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

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

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

Scale

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

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

What about those that aren't in-market?

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

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

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

Flexibility

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

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

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

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

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

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

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

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

Consistency

Take this example.

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

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

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

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

Personalization

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

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

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

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

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

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

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

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

Adaptive Systems and their Multiplier Effect

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

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

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

The Non-linear Nature of B2B Purchasing

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

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

‎(Image Source)

Redefining the Role of Human Interaction

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

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

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

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

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

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

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

Interested to see Warmly in action? Book a demo.

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

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

TL;DR:

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

Headcount Reduction Accelerating the Agile Organization

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

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

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

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

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

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

Shift Towards Customer Centricity and Account-Based Marketing

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

There are two options to increase revenue:

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

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

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

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

The Importance of Efficient Growth and Timing

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

Understanding the Buyer's Journey

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

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

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

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

Here's an example 6sense workflow:

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

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

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

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

ABM started to work and cut through the noise:

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

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

Limitations of Today's Account-Based Marketing

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

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

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

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

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

The Challenge of Data Silos and Integration

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

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

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

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

The Need for Speed, Coverage, and Consistency in ABM

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

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

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

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

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

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

Up Next: The Era of Account-Based Orchestration

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

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

TL;DR:

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

The Golden Era of B2B SaaS: 2018-2022

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

image

(Image Source)‎

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

The Capital Influx

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

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

GTM Strategies

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

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

"What makes a salesperson great?" — Alan

"Process." — Larson

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


image

(Image Source)‎

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

The SaaS Startup Explosion: the 2020s

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

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

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

The Email Deluge and Declining Conversions

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

Conversion rates started declining.

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

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

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

The Pandemic's Impact on Business

Then 2020 ...

The pandemic changes everything.

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

And it all started with B2B SaaS buyers.

The Buyer's Evolution

Let's talk about what happened to the buyer.

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

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

The Rise of Digital Communities

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

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

Content Consumption

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

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

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

B2B Decision-Making

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

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

The Digital Transformation Paradox

Consequently, B2B SaaS underwent a digital transformation overnight.

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

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

The Dark Funnel and Its Impact on B2B Marketing

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


image

(Image Source)‎

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

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

The Informed Buyer

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

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

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

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

Navigating the New Demand Landscape

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

Traditional methods seemed outdated in this new reality.

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

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

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

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

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The Best 9 ServiceBell Alternatives & Competitors in 2024

The Best 9 ServiceBell Alternatives & Competitors in 2024

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Alan Zhao

Need to find the best ServiceBell alternative for your GTM team?

This guide reviews the top 9 ServiceBell alternatives and competitors, analyzing each platform to the tiniest details—from key features to pricing structures.

We took several steps to get you the info you need, like:

  1. Testing most of the software ourselves.
  2. Interviewing real users for a more detailed view of their UX and UI.
  3. Sifting through dozens of G2 user reviews to get a more complete idea of the overall customer experience.

Before we begin, let’s answer one key question.

Why Do You Need a ServiceBell Alternative?

ServiceBell is an “allbound” platform that provides options for both outbound and inbound sales and marketing.

As such, it has a few nifty features worth mentioning, such as:

  • AI-powered parallel dialing features that let you dial up to 9 contacts simultaneously, with the AI distinguishing between actual humans and voicemail, allowing sales reps to focus on people.
  • It detects first-party intent and surfaces high-value accounts that show the most interest in your product or services.

However, several downsides to ServiceBell compel many users to look for an alternative solution.

1. Limited integrations

ServiceBell is a relatively new platform, which is one reason it doesn’t integrate with many sales and CRM platforms.

It only integrates with the most popular CRMs, such as Salesforce and HubSpot, stranding users of other CRMs.

Source

2. Prone to lagging and has a learning curve

One of ServiceBell’s upsides is its wide range of features for handling both inbound and outbound channels and engagement.

The downside is that having so many features packed into one product can make it:

  • Difficult to master.

Source

  • Prone to glitches and lags.

Source

Source

3. Expensive 

At first glance, ServiceBell’s plans don’t look that expensive, as there are lots of sales platforms with similar or even higher prices.

However, once you take a second look, you’ll notice a few things:

  • It has separate plans for intent, outbound, and inbound sales, meaning your total subscription fee may be much higher than expected.
  • If you want combined access to all its features, you’ll have to buy Allbound, its bundled plan.
  • The disclosed prices are just starting prices, meaning they can go up.
  • All plans are fairly limited in the number of monthly reveals (e.g., the first tier lets you reveal up to 5,000 visitors while the highest one reveals 25,000 visitors.

Source

And now, without further ado, we present our list of the 9 best ServiceBell competitors in 2024.

What Are the Best ServiceBell Alternatives and Competitors in 2024?

1. Warmly - Reveals the hottest leads on your website and helps convert them.

2. Zoominfo - All-in-one platform for sales and marketing.

3. Apollo - Sales intelligence and engagement tool.

4. Drift - AI-powered chatbot.

5. Demandbase - Account-based marketing and sales software.

6. FlashIntel - GTM platform for revenue teams that leverages cold calling and sales automation.

7. Intercom - AI-driven customer support chatbot platform.

8. Chili Piper - Demand conversion platform with advanced lead routing capabilities.

9. CallRail - Call tracking and analytics that help improve your reps’ outbound performance.

1. Warmly

We’ll start with Warmly, which is our solution.

It’s understandable that you may have some doubts about our impartiality, but we made sure we reviewed Warmly with no bias whatsoever, just like any other platform on the list.

We know its strengths and limitations best, which is why we’re confident that many users will find it to be the best ServiceBell alternative. 

If you don’t want to take just our word for it, you can always sign up for Warmly’s free plan and try it out for size firsthand.

Now that we cleared that up, let’s get to reviewing Warmly!

Warmly is a revenue orchestration platform built to help users detect high-intent leads that land on their website and engage them while they’re still hot.

Several features enable Warmly to achieve this. 

Feature #1: Website intent

Unlike most website visitor identification platforms, Warmly identifies individual as well as company visitors, allowing you to pinpoint the exact person on your website right now.

However, even when Warmly identifies only company accounts, you’ll still be able to easily discern who the vital stakeholders are since Warmly enriches each revealed visitor with essential B2B data, including:

  • Firmographic data (company location, job titles, buying committees, email addresses, phone numbers, etc.). 
  • Technographic data (a business’s tech stack).
  • CRM data ( account owners, ongoing and closed deals, previous interactions with your reps, etc.).
  • SEP data (e.g., interactions with specific outreach campaigns).
  • And much more.

But Warmly doesn’t stop at the basics, as it also provides detailed intent data on every identified lead:

  1. First-party intent data, such as pages visited, time spent on each, filled out forms, etc., because visiting and staying on high-value pages, like pricing, usually indicates that you’re dealing with a red-hot lead.
  2. Third-party intent data that tracks a trail of digital breadcrumbs your visitors left on the web - such as recently researched topics, engagement with certain social posts or ads, visits to competitors’ websites, etc. - which sends a strong signal they’re ready to convert.

Tapping into both first- and third-party intent data provides a much more complete picture of your hottest leads right now, allowing your sales reps to engage them immediately.

Moreover, having detailed intelligence on each lead, including buyer intent data and other information warmly pulled on them, enables reps to create highly personalized sales strategies bound to increase conversion rates.

Learn how to identify website visitors with Warmly here.

Feature #2: Automated outbound sequences

Losing quality leads just because you don’t have enough SDRs to reach out at the right time is a reality many businesses face.

This is why Warmly lets you automate your outbound sales while ensuring that a human can step in whenever necessary.

With Warmly’s Orchestrator, you can automatically add leads who match certain criteria to one of two outbound sequences:

  • Sending them an email.
  • Connecting with them on LinkedIn.

You can build all kinds of Orchestrator flows in just several steps:

  1. Decide which action will trigger the workflow (e.g., a company lands on your website, an important account changes jobs, researches solutions similar to yours, etc.).
  2. Specify which companies to target (e.g., those that match your ICP, show high-intent behavior, etc.) and which you want filtered out (e.g., existing customers).

  1. Specify the personas you want to contact from each company (e.g., marketing executives, content managers, etc.) and how many individuals from each account should be targeted.
  2. Choose the sequence you want (send email, connect on LinkedIn, add to CRM - or all three).
  3. End the workflow and click “Publish”.

You can also set up Slack alerts that will notify the SDR of your choice when a lead comes to your website through one of these outbound campaigns, ensuring they’ll be handled by the most adequate rep.

Feature #3: Live inbound chat

Warmly lets you monitor how leads interact with your website in real-time, enabling you to engage them via text or video chat when they exhibit high-intent behavior.

The “Warm Calls” section of Warmly’s dashboard shows who’s visiting your website right now and provides in-depth data on each identified visitor.

When reps recognize an account that fits your ICP or detect an account that’s visiting high-intent pages, they can:

Check out our Warm Calls best practices to ensure high response rates.

However, your SDRs won’t always be there at the right time to chat up high-value leads.

To avoid missing out on good opportunities, you can also leverage Warmly’s AI Chat, instructing it to engage:

  • All website visitors.
  • Only some segments (e.g., those that match your ICP, show high intent, etc.).

The chatbot will tailor its messaging to each identified visitor, providing them with a personalized experience.

Just like with the outbound feature, you can keep a human in the loop by setting up Slack alerts to notify SDRs when:

  • A target account lands on your website.
  • When a lead asks to speak with a real human or makes a high-intent query in the chatbot.

Pricing

Warmly has a generous free forever plan that lets you reveal up to 500 people and companies visiting your website. This plan is perfect for getting a taste of one of the platform’s basic features.

If you expect higher traffic volumes and need more advanced capabilities, there are three paid plans to choose from:

  1. Startup: $700/mo, includes 3 users, up to 10,000 monthly visitors.
  2. Business: From $1,440 to $1,740 per month, depending on the number of visitors you expect to have. It includes 10 seats.
  3. 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 seamless integrations with sales intelligence tools such as Clearbit, Bombora, and 6Sense, allowing you to get a bundle of products at the price of one.

Integrations

In addition to these data solutions, Warmly also integrates with OpenAI and most modern SEP and CRM platforms, meaning it will easily fit into any business’s existing tool stack.

How does Warmly compare to ServiceBell?

Both ServiceBell and Warmly identify website visitors and enrich them with intent data.

However, Warmly is focused on maximizing your website’s lead generation and conversion potential, with all its features optimized for achieving these goals.

ServiceBell's features are a bit all over the place. It tries to cover both live dials and website video chats equally well but does not really succeed. 

As a result, its platform often lags due to too much going on at once.

The biggest difference, however, is ROI.

With ServiceBell, the number of monthly reveals you get is far too small for the cost. In contrast, Warmly includes all features and integrations in all its pricing plans and provides significantly more monthly credits.

The conclusion?

If you rely on cold calling, then ServiceBell is a superior choice.

If you want to build data-powered workflows that convert more pipeline, try Warmly.

Pros & Cons

✅ Identifies individuals and companies visiting your website.

✅ Enriches leads with intent data and essential B2B data.

✅ Outbound sales on autopilot.

✅ Live video and text chat.

✅ All paid plans include all features + deep integrations with several data providers.

❌ Annual pricing only.

2. Zoominfo

Best for: Managing your sales funnel from top to bottom.

Similar to: Apollo

Zoominfo takes a holistic approach to sales management, providing a wide range of powerful features built to help talent, marketing, and sales teams handle critical business operations.

Its biggest strength by far is its massive B2B database, making Zoominfo a favorable alternative to ServiceBell for users interested in sales intelligence coupled with a variety of other functionalities.

Features

  • Large B2B database with over 260M professional and 100M company profiles and 135M verified phone numbers.
  • Chorus conversational intelligence for analyzing all customer conversations, such as calls, emails, meetings, etc.
  • Automated sales and marketing workflows for putting multichannel outreach on autopilot.

Who is it for?

Zoominfo is best suited for enterprise businesses that need to efficiently manage a broad range of sales processes.

Pricing

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

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

The exact price will depend on:

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

Pros & Cons

✅ Identifies companies visiting your website.

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

✅ Excellent coverage of NAM B2B data.

❌ Expensive.

❌ Can be overwhelming, especially for smaller teams.

❌ Frequent issues with data accuracy.

3. Apollo

Best for: Sales intelligence and CRM enrichment.

Similar to: Zoominfo

Apollo is a B2B sales intelligence, prospecting, and engagement platform.

Similarly to Zoominfo, it offers both a B2B database and sales orchestration options, allowing you to handle everything from prospecting to lead nurturing at a more affordable price.

Therefore, it’s a solid ServiceBell alternative for users who need to streamline the entire sales cycle from a single point of control without necessarily spending a fortune

Features

Apollo.io, a full-stack sales tech platform, bags $100M at a $1.6B valuation | Medial
  • B2B database with 275M contacts and 73M companies with solid international coverage.
  • Various outbound sales engagement options, including automated LinkedIn and email outreach and cold calling coupled with auto call recordings, transcripts, and CRM logs.
  • Monitors and improves email deliverability and has an AI-powered email writing assistant.

Who is it for?

SMBs looking for a well-rounded outbound sales solution.

Pricing

Apollo has a free forever plan that includes unlimited email finder credits, 5 phone number credits, and 10 contact export credits.

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

  1. Basic: $59 per user per month
  2. Professional: $99 per user per month
  3. Organization: $149 per user per month

Note: Professional and Basic plans come with a 14-day free trial.

Pros & Cons

✅ Advanced filtering options for more targeted prospecting.

✅ Good data accuracy.

✅ Lets you build automated outreach sequences.

❌ Dual credit system (you spend one credit for revealing an email address and another for getting a phone number), which scales badly.

❌ Best features available only on its higher tiers.

4. Drift

Best for: Conversational sales and marketing.

Similar to: Intercom

Drift is an AI-powered chatbot platform that engages your website visitors and detects high-intent queries and responses.

It’s a good ServiceBell alternative if you need a chatbot first and foremost.

Features

  • Customizable chatbots powered by Generative AI.
  • Reveals website visitors’ intent scores and notifies reps so they can focus on high-intent ones.
  • Lets you create personalized videos, emails, and messages at every stage of the customer’s journey and engage them live.

Who is it for?

Mid-size to enterprise-level businesses interested in getting an automated SDR present on their website 24/7.

Pricing

Drift has three plans:

  1. Premium: $2,500 per month
  2. Advanced: Pricing not disclosed
  3. Enterprise: Custom price

Drift doesn’t offer a free trial.

Also, some of its most powerful features, such as intent scoring, are add-ons charged extra.

Pros & Cons

✅ User-friendly.

✅ Has a mobile app for on-the-go access.

❌ Very expensive.

❌ Prone to crashes and glitches. 

❌ Often generates low-quality interactions that lead nowhere.

5. Demandbase

Best for: Account-based marketing.

Similar to: FlashIntel

Demandbase is an ABM tool that lets you build automated marketing workflows on top of intent signals.

It’s a good ServiceBell alternative if you want to leverage intent data for orchestrating marketing operations.

Features

  • Real-time website personalization lets you customize your target accounts’ customer journey by displaying tailored copy, offers, images, ads, etc.
  • Account-based marketing orchestration enables you to create customizable workflows (e.g., CRM record edit/creating new ones, trigger plays in marketing automation solutions, etc.) targeting specific accounts/audience segments.
  • Tracks and detects buyer intent signals across channels.

Who is it for?

Marketing teams looking for an ABM solution to target specific accounts and audiences more efficiently.

Pricing

Demandbase has three essential plans that include access to all its core features:

  1. Professional
  2. Enterprise
  3. Elite

No prices are published for any plan.

Also, some of Demandbase’s features, such as its B2B data and personalization options, are available as add-ons only.

If you’re not interested in paying for all of Demandbase’s products, the platform lets you buy “A La Carte,” i.e., purchase only those you need.

In that case, you can choose from 4 product packages:

1. ABX, which includes 3 plans:

  • Professional
  • Enterprise
  • Elite

2. Advertising, that comes with two plans:

  • Self-Serve
  • Supported

3. Sales Intelligence with:

  • Enterprise
  • Elite

4. Data

No prices are published for these either, so you’ll have to contact sales for more details.

Pros & Cons

✅ Lets you build data-driven marketing workflows.

✅ Advanced analytics features that track and analyze target accounts’ online interactions.

❌ Difficult to navigate.

❌ Expensive.

❌ Limited integrations.

6. FlashIntel

Best for: Sales intelligence and data enrichment paired with handling outbound sales. 

Similar to: Apollo, Zoominfo

FlashIntel is a GTM solution with a solid B2B database that includes everything from basic B2B data to social intent, job changes, etc.

It also has cold-calling options and lets you create automated outreach sequences.

FlashIntel has more capabilities than ServiceBell, making it a better choice for GTM teams that need to handle a wider range of business processes.

Features

  • AI-powered parallel dialing option coupled with pre-made cold calling scripts to help you kickstart outreach.
  • Database with 100M+ companies and 1B+ people with advanced search filters and 150+ data attributes for targeted lead list building and prospecting.
  • AI-driven personalized messaging across several channels that leverages the intelligence FlashIntel has on potential customers to deliver tailored customer experiences.

Who is it for?

Revenue teams that need a compact solution to manage prospecting, audience targeting, and engagement from a single platform.

Pricing

FlasIntel has separate plans for its parallel dialer and revenue acceleration package:

1. AI Parallel Dialer: $399 per user per month, billed annually

2. FlashInfo (which basically includes all other FlashIntel’s features) has three plans:

  • Professional: $550 per month, $183 per month per additional user
  • Advanced: $880 per month, $283 per month per additional user
  • Elite: Custom pricing, minimum 5 users

The Parallel Dialer has a trial period, but it’s not free. You can access it for $9.99 for 7 days before being charged its full price.

FlashInfo has a limited free plan.

Pros & Cons

✅ Multiple intent data types, including social intent.

✅ User-friendly.

❌ Separate packages for cold calling and the rest of its features.

❌ Doesn’t integrate with that many CRMs.

❌ Lacks native analytics and reporting capabilities.

7. Intercom

Best for: AI-driven customer support.

Similar to: Drift

Intercom is an AI-powered tool that delivers instant customer support, reducing the volume of support requests that your customer service teams must handle.

It’s a good ServiceBell alternative if you need to put a large chunk of customer support on autopilot.

Features

  • AI-powered multichannel customer support chat widget that can be customized to fit your business requirements.
  • AI Copilot that provides contextual recommendations and summaries and pulls relevant data, boosting support agents’ efficiency.
  • Team inboxes allow the entire customer support team to collaborate on troubleshooting complex issues. 

Who is it for?

Customer success teams that want to streamline part of their operations.

Pricing

Intercom has a 14-day free trial if you want to test it before signing up.

You can upgrade to one of three plans:

  1. Essential: $39 per user per month
  2. Advanced: $99 per user per month
  3. Expert: $139 per user per month

Pros & Cons

✅ User-friendly interface.

✅ AI-driven analytics reports that provide valuable insights into your support operations across channels.

❌ Limited use case - cannot be used for sales and marketing. 

❌ Can get expensive for larger teams.

❌ Often slow to load and fails to assign chats to appropriate support agents.

8. Chili Piper

Best for: Inbound lead routing.

Similar to: Demandbase

Chili Piper is a sales platform that excels at inbound lead routing and qualification.

It primarily uses website forms to identify warm leads, so it’s a viable ServiceBell alternative if you rely heavily on lead-capturing forms.

Features

  • Advanced lead routing options, including automatically removing out-of-office reps from round-robin distribution, allowing you to set up custom triggers based on what’s relevant to your business, etc.
  • Qualifies leads based on the forms they fill out, according to the data in the form, your CRM, or email domain.
  • Meeting scheduling features that enable automated scheduling and rescheduling meetings and auto-detect time zones.

Who is it for?

Chili Piper is best suited for teams focused on inbound sales and lead generation.

Pricing

Chili Piper has an interesting pricing structure.

If you’re just starting, you can choose between:

  1. Chili Cal Free: Base plan that includes just a few essential features
  2. Chili Cal Teams: $22.5 per user per month that includes more advanced features, such as instant booking, round-robin, etc.

Note: Chili Cal Teams is available only for Salesforce users. If you have HubSpot, you can’t access it at all, and if you use another CRM, you won’t get all the functionalities.

If you want additional features, you can upgrade to one of four product packages:

  1. Concierge: $45 per user per month + platform fee $225-$1,500/m based on the number of inbound leads submitted each month
  2. Chat:  $45 per user per month + platform fee of $1,500/month
  3. Distro:  $45 per user per month + platform fee of $225/month
  4. Handoff:  $45 per user per month + platform fee of $225/month

If you want access to all its products, you can opt for the bundled plan dubbed Demand Conversion Platform at $108 per user per month + $1,000/mo platform fee.

You can also create your own combinations:

  1. 2 Products: $25 per user per month per product + 1 platform fee
  2. 3 Products: $20 per user per month per product + 1 platform fee
  3. 4 Products: $18 per user per month per product + 1 platform fee

Chili Cal is included in all plans.

Pros & Cons

✅ Significantly reduces time to lead thanks to its advanced routine options.

✅ Robust CRM integrations. 

❌ Complex pricing, your costs can easily skyrocket.

❌ Has a learning curve.

9. CallRail

Best for: Tracking and analyzing cold calls.

Similar to: Zoominfo Chorus, Apollo

Features

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

Who is it for?

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

Pricing

CallRail has 4 pricing tiers:

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

Each has a 14-day free trial period.

Pros & Cons

✅ User friendly.

✅ Accurate transcripts.

✅ Robust third-party integrations.

❌ Can get expensive.

❌ Limited functionality.

Next Steps: Picking the Perfect ServiceBell Alternative for Your Business

And there you have it folks - a detailed breakdown of everything you need to weigh the pros and cons of each platform against your goals and requirements.

Some are more focused on a single sales and marketing channel or use case - such as CallRail and Intercom - while others provide a wider range of possibilities, like Apollo and Zoominfo.

If taking the middle road appeals the most to you—that is, if you need a solution that is optimized for one specific channel but provides a wide range of features to handle both inbound and outbound sales and marketing—then Warmly might be the ideal fit.

The best way to find out for sure?

Stop reading and start doing!

Sign up for Warmly’s free plan and play around with its capabilities to see how well it suits you.

If you’d like to explore it a bit more first, you can always book a personalized demo with our team.

Try it below ⬇️ ‎

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10 Best (ABM)Account-Based Marketing Software in 2024

10 Best (ABM)Account-Based Marketing Software in 2024

Time to read

Alan Zhao

Email is dead. 

You’ve heard that a bunch lately, haven’t you?

Cold outbound is not dead. But to get results from it and any other sales initiative, you need an effective marketing strategy behind it.

ABM (Account-Based Marketing) software can be the difference between a dry pipeline and a full one, as it helps:

  1. Run targeted and personalized marketing campaigns at scale. 
  2. Achieve good sales and marketing alignment.
  3. Build stronger relationships with leads by letting you tailor your marketing approach to each.
  4. Opening new opportunities for cross-selling and up-selling. 
  5. Allocate resources more efficiently instead of relying on a “spray and pray” strategy.
  6. Make marketing attribution easier, more accurate, and more precise.

However, finding the best account-based marketing tool for your specific use case and business goal is challenging, given the number of platforms on the market today, 

More importantly, ABM has changed from firmographic-based to signal-based.

We crafted a list of the 10 best modern account-based marketing platforms to help you find the one that’s best for your GTM motion and industry.

Before getting into the products - a few things to consider before you pick one ⤵️

What should I look for in Account-Based Marketing software?

🎯 ‎ Scalability

The software you pick needs to scale well as your business grows and expands. 

Be on the lookout for tools that aren’t known to handle large data volumes or have pricing structures that can creep up on you at scale.

🎯 ‎ Integration with your existing tech stack

If you need to completely change the sales and marketing suite you already use to maximize your ABM software, it's better to find an alternative tool that complements your current one.

The features might be amazing, but if it can’t talk to other tools in your arsenal, workflows will fail. 

And you already know that developers don’t have time for your marketing tasks! 


🎯 ‎ The right underlying data

The whole point of having an account-based marketing platform is to detect key accounts and run targeted campaigns to them.

If your tool, or surrounding data infrastructure is lacking, you won’t be able to run tailored campaigns. That’s why tools like Warmly, Koala, and Snitcher have been so popular with marketing teams in 2024.

🎯 ‎ Real-time engagement

“Strike while the iron is hot” is the golden rule of effective marketing strategies, as engaging high-potential accounts is a must if you want to nurture them into conversion.

Check whether the tool you’re interested in has options for engaging high-intent leads while they’re still hot.

And now, our list of the top 10 account-based marketing software ⤵️

What Is the Best Account-Based Marketing Software?

1. Warmly - Best for identifying the hottest leads among your website visitors.

2. Factors.ai - Provides advanced analytics and multi-touch attribution. 

3. Demandbase - ABM platform that leverages intent data and sales intelligence to help you target the right accounts.

4. RollWorks - Best for account-based advertising and retargeting.

5. Mesh - Artificial Intelligence-powered multichannel revenue and marketing attribution.

6. Propensity - ABM tool for SMBs new to account-based marketing.

7. N.Rich - Builds CRM-based ICPs to help you pinpoint your target audience.

8. Snitcher - Identifies website visitors and enriches Google Analytics with the revealed data.

9. Visitor Queue - Website traffic identification paired with real-time website personalization.

10. Signals - Intent signals-driven marketing orchestration platform.

1. Warmly

Note: Although Warmly is a powerful tool for boosting account-based marketing campaigns by providing intent data, it’s primarily aimed at sales teams.

Warmly is a revenue orchestration platform that helps you identify the hottest leads among your website visitors and enables you to reach out precisely when they’re most likely to convert.

A short disclaimer is in order here.

Warmly is our solution, but we still included it in the top 10 list. 

The reason for that is simple - we know our target market and Warmly’s capabilities well, which is why we’re confident that our platform can deliver excellent results when it comes to:

  • ABM
  • Lead generation and prospecting
  • Sales engagement
  • Improving conversion rates

Of course, not everyone will find Warmly to be a match, which is one of the reasons why we reviewed it as objectively as any other platform on the list. 

It’s in both our and your best interest not to mislead you in any way.

Now that we have cleared that up, let’s examine what makes Warmly one of the sales and marketing teams’ favorite tools.

Feature #1: Website intent

Warmly lets you harness your website’s full sales and marketing potential by uncovering individual and company contacts who visit your website.

It successfully identifies about 65% of companies and 15% of people visiting your website, unlike most website traffic tracking tools that usually reveal only company accounts.

Knowing who’s visiting your website - often pinpointing the exact individual who’s surfing it right now - is crucial for any effective marketing strategy as it:

  • Helps with creating a more accurate ICP based on the accounts that visit your website the most.
  • Provides a rich pool of potentially warm leads.

However, when identifying website visitors, Warmly provides more than just basic B2B data, such as:

  • Firmographic data (job titles, email addresses, geographic locations, phone numbers, etc.). 
  • Technographic data (a business’s tech stack).
  • CRM data (ongoing and closed deals, account owners, previous interactions with your reps, etc.).
  • SEP data (e.g., interactions with outreach campaigns).
  • And more.

It also enriches each identified visitor with granular intent data, including:

  1. Actionable insights into visitors’ website sessions (which pages they visited, where they stayed the longest, which content they downloaded, forms they filled out, etc.).
  2. Third-party intent data that includes purchase intent signals gathered from across the web, such as recently searched-for topics, visits to competitors’ pages, interactions with ads, etc.

Why is intent data important for ABM?

Quality intent data lies at the core of all successful account-based marketing strategies as it reveals:

  • Who your hottest and surging accounts are right now.
  • The perfect time to contact them.
  • The optimal outreach channel for the best results.

In turn, this lets you:

  1. Create better-targeted sales and marketing campaigns.
  2. Equip reps with the intelligence they need to create marketing and sales outreach strategies optimized for success.
  3. Provide excellent customer experiences by creating a tailored approach for each potential customer.
  4. Identify accounts ready to convert and have your sales reps engage them while their interest is at its peak.
  5. Qualify and score leads with accuracy and precision.

Feature #2: Lead routing and alerts

Warmly provides automated lead routing options to avoid quality leads going under the radar.

The platform lets you set up real-time Slack notifications that alert reps when a high-value account lands on your website.

To ensure that each potential customer will be handled by the professional most capable of providing an optimal experience, you can specify the criteria by which a lead will be assigned to a particular rep, such as:

  • Geographic location
  • Industry
  • Previous interactions, etc.

The notifications will be triggered by any action you configure as relevant, such as:

  1. When a quality lead matching your ICP lands on your website.
  2. When a lead asks a high-intent question in the chatbot (e.g., wants to know more about pricing details, a specific product feature, etc.).
  3. When they specifically request to speak with a real person.

Sales reps can take it from there by engaging potential customers via Warmly’s personalized engagement features.

Feature #3: Live engagement

There’s no point in knowing who your hottest leads are right now if you cannot reach out while they’re still hot.

Warmly has several options for engaging leads, including:

  1. AI Chat
  2. Live chat
  3. Live video calls

AI Chat is a Drift-like chatbot that you can instruct to automatically engage leads by shooting contextual messages based on the high-quality data Warmly reveals.

This provides an automated option for keeping leads engaged, ensuring their questions are answered, and delivering a tailored experience for each lead.

The live chat and video call options are where your sales reps get their chance to shine.

Namely, when you go to the “Warm Calls” part of Warmly’s dashboard, you’ll see all the individual and company accounts that are on your website right now.

Clicking on any visitor shows all the intelligence Warmly has on them and lets you monitor their web session in real-time. 

When sales reps detect high-intent behavior, they can reach out by:

  1. Sending a chat message.
  2. Hopping on a video call right from Warmly’s dashboard.

Pricing 

Warmly has a generous free plan that lets you reveal up to 500 people and companies visiting your website. This plan is perfect for trying out the platform’s essential features.

If you expect higher traffic volumes and need more advanced capabilities, there are three paid plans to choose from:

  1. Startup: $700/mo, includes 3 users, up to 10,000 monthly visitors.
  2. Business: From $1,440 to $1,740 per month, depending on the number of visitors you expect to have. It includes 10 seats.
  3. Enterprise: Custom plan. Created for larger-scale users with an estimated traffic of 100,000+ visitors per month. 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 sales intelligence tools such as Clearbit, Bombora, and 6Sense, allowing you to get a bundle of products at the price of one.

Integrations

All of Warmly's paid plans include access to these data solutions, meaning you’ll pay for one platform and get an entire bundle of products.

It also integrates with OpenAI and most modern sales tools (SEPs, Customer Relationship Management platforms, etc.) to ensure easy implementation into your existing tech stack.

Pros & Cons

✅ Identifies both companies and individuals visiting your website.

✅ Provides detailed intent data for each lead, letting you create personalized outreach campaigns.

✅ Versatile sales engagement capabilities.

✅ All paid plans include all features and robust integrations with several data providers.

❌ Annual pricing options only.

2. Factors.ai

Best for: Intent data and marketing attribution.

Factors.ai is a B2B intelligence, marketing attribution, and analytics tool that identifies website visitors and tracks how they interact with your marketing campaigns across channels.

Features

  • Tracks and analyzes cross-channel marketing efforts, enabling more precise ad and retargeting campaign attribution, content attribution, and more.
  • Customer journeys show exactly how a key customer is progressing through the pipeline.
  • Marketing funnel analytics that lets you identify relevant touchpoints and points of friction and detect bottlenecks.

Who is it for?

Good option for teams looking to map out the entire customer journey and create better-targeted marketing and account-based advertising campaigns.

Pricing

Factors.ai has a free plan that lets you reveal up to 200 companies per month and includes 2 seats with access to some of the platform’s most basic features.

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

  • Basic: $249/mo
  • Growth: $799/mo
  • Custom: Custom price

All plans are annual.

Pros & Cons

✅ Advanced campaign analytics that lets you track all relevant KPIs.

✅ Multichannel attribution.

❌ Unintuitive userface.

❌ Identifies company accounts only.

❌ The most relevant features are hidden behind a paywall.

3. Demandbase

Demandbase is a dedicated account-based marketing platform that uses sales intelligence and intent data to help you deliver more personalized experiences.

It also offers sales and marketing orchestration features, allowing your teams to streamline their processes.

Features

  • Customizable forecasting reports that let you score accounts and identify high-value ones.
  • Personalizes website experiences for each detected account by displaying unique images, copy, and CTAs based on the intelligence Demandbase has on them.
  • Lets you build automated sales and marketing workflows on top of buying signals and account intelligence.

Who is it for?

Enterprise businesses looking to boost and track ABM and ABX across levels.

Pricing

Demandbase has three essential plans that include access to all its key features:

  1. Professional
  2. Enterprise
  3. Elite

However, Demandbase doesn’t have one-size-fits-all pricing, as each package is tailored to individual users.

Some of Demandbase’s features, such as its B2B data and personalization options, are available as add-ons only.

If you’re not interested in paying for all of Demandbase’s products, the platform lets you buy “A La Carte,” i.e., purchase only those you need.

In that case, you can choose from 4 product packages:

1- ABX, which includes 3 plans:

  • Professional
  • Enterprise
  • Elite

2- Advertising, that comes with two plans:

  • Self-Serve
  • Supported

3- Sales Intelligence with:

  • Enterprise
  • Elite

4- Data

Again, Demandbase doesn’t publish prices, so you must contact sales for more details.

Pros & Cons

✅ Lets you build data-driven sales and marketing workflows.

✅ Detailed analytics reports.

✅ Targeted B2B advertising and retargeting.

❌ Expensive.

❌ Learning curve.

❌ Limited integration capabilities.

4. RollWorks

RollWorks is an account-based marketing and advertising platform that leverages account-level intelligence and AI-driven actionable insights to help you personalize marketing campaigns.

Features

  • Identifies website visitors, allowing you to detect best-fit accounts and prioritize them accordingly.
  • Lets you create highly personalized multichannel ad campaigns tailored to high-value target accounts' specific needs and detected behaviors.
  • Robust reporting and analytics tools for tracking ABM campaigns performance.

Who is it for?

RollWorks is best suited for mid-size and enterprise-level B2B companies that need to detect and secure high-value accounts and target them with personalized advertising campaigns.

Pricing

RollWorks has separate plans for ABM marketing and advertising.

It doesn’t publish prices, so you’ll have to contact sales for a custom quote.

Pros & Cons

✅ Enhances B2B display advertising.

✅ Detailed account-based analytics that lets you track ROI and marketing attribution.

❌ Opaque pricing.

❌ Steep learning curve.

5. Mesh

Mesh is a revenue marketing platform that unifies and cleans your data across 100+ relevant sources, providing a consolidated picture of your sales and marketing efforts at an account level. 

Features

  • Real-time Slack or email alerts when the platform detects a data anomaly that indicates something with your campaigns is underperforming, allowing you to make timely adjustments.
  • AI-powered multi-channel revenue attribution that analyzes your sales and marketing data to provide a better understanding of each campaign’s ROI and detect which factors influence it the most.
  • Actionable AI-powered recommendations that suggest which actions you should take next to reach your ABM goals.

Who is it for?

Users who want to unify their sales and marketing data across levels and run it through an AI-powered analysis engine that uncovers hidden opportunities and friction points.

Pricing

Mesh doesn’t disclose any pricing details.

You can book a demo or contact sales for more details.

Pros & Cons

✅ Wide range of native integrations.

✅ Identifies anonymous website visitors at the company level.

❌ Better suited for more technical users.

❌ Its reports are difficult to navigate.

6. Propensity

Propensity is an account-based marketing platform designed specifically for small B2B growth teams.

It combines intent data and marketing automation to help users create better-targeted campaigns.

Features

  • Tracks millions of buying signals and matches them against relevant accounts to provide a clear picture of surging and heating accounts.
  • Options for putting prospecting, lead list building, advertising, and multi-channel marketing campaigns on autopilot.
  • 3B+ contact database enriched with intent data that lets you find key contacts.

Who is it for?

Small and scaling B2B teams looking to improve their ABM campaigns by leveraging intent data and automated marketing campaigns. 

Pricing

Propensity has a free trial that lets you identify the top 100 in-market accounts enriched with intent data.

If you want to upgrade, there are two plans to choose between:

  1. Essential ABM: $1,000/mo, built for ABM beginners
  2. Strategic ABM: $2,000/mo, built for more advanced users

Pros & Cons

✅ Unlimited users in both its paid plans.

✅ Versatile functionality.

❌ Can have technical issues that slow it down.

❌ Its account lists can be off.

7. N.Rich

N.Rich is a European account-based marketing platform that provides good coverage of EMEA and APAC accounts.

It delivers a detailed breakdown of your B2B marketing campaigns’ performance in addition to account intelligence.

Features

  • Advanced ABM advertising optimized for tracking and measuring various types of engagement to enable precise attribution and lead qualification.
  • Creates your ICP by analyzing your CRM historical data, pinpointing high-performing accounts, and discovering what they have in common.
  • Real-time opportunity attribution at account and product level that provides a clear understanding of ROI by tracking engagement before and after an opportunity was created.

Who is it for?

Agile, fast-scaling GTM teams whose target customer base is primarily located in EMEA and APAC regions.

Pricing

N.Rich has three pricing plans:

  1. Lite: Starting at $10,470 per year + $1,130 one-time onboarding fee
  2. Growth: Starting $25,560 per year
  3. Enterprise: Custom pricing

There’s no free trial, but you can book a demo.

Pros & Cons

✅ User-friendly interface.

✅ Its reports are detailed and easy to understand.

❌ Annual plans only.

❌ Struggles with pulling data on smaller accounts.

8. Snitcher

Snitcher is a B2B lead generation and sales acceleration tool that identifies website visitors and tracks their engagement with it, mapping out their customer journey.

This makes it a good option for teams looking to build better-targeted, more personalized campaigns on top of intent data.

Features

  • Uncovers companies visiting your website and enriches them with essential B2B and contact data, letting you track their journeys from start to finish.
  • Lets you put lead scoring on autopilot.
  • Integrates with Google Analytics and enriches it with the intelligence it revealed, providing a complete picture of your website performance, target audience, and key accounts.

Who is it for?

Good option for teams keen on getting a robust integration with Google Analytics for a better overview of their website and marketing campaign performance.

Pricing

Snitcher’s pricing is based on the number of identified website visitors.

It starts from €59/mo for up to 100 identifications and can go up to €1.339/mo for up to 10,000 identifications.

If you need more than that, you can get a custom package.

There’s also a 14-day free trial.

Pros & Cons

✅ Native integration with Google Analytics.

✅ All plans include access to all features.

❌ Reveals only company accounts.

❌ Lack of advanced filtering and segmentation.

9. Visitor Queue

Visitor Queue is a website visitor identification platform that lets you personalize your website for specific leads and target audiences, allowing you to provide tailored experiences.

Features

  • Advanced filtering options for creating lead segments or excluding website visitors who don’t match your Ideal Customer Profile from showing up in your dashboard.
  • Lets you display relevant content to key accounts and segments.
  • Identifies company-level accounts visiting your website.

Who is it for?

Marketing and sales teams interested in real-time website personalization to boost their ABM efforts.

Pricing

Visitor Queue has as many as 11 pricing plans whose cost depends on the number of unique companies captured per month:

▶️ 100 companies - $39/mo

▶️ 300 companies - $89/mo

▶️ 500 companies - $109/mo

▶️ 1,000 companies - $189/mo

▶️ 2,000 companies - $299/mo

▶️ 5,000 companies - $469/mo

▶️ 10,000 companies - $749/mo

▶️ 15,000 companies - $989/mo

▶️ 20,000 companies - $1,249/mo

▶️ 30,000 companies - $1,799/mo

▶️ 40,000 companies - $2,299/mo

However, if you want website personalization, you’ll have to pay an extra $200 per month.

There’s also a 14-day free trial available.

Pros & Cons

✅ Unlimited users on each plan.

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

❌ Limited visitor data, only basic contact details.

❌ Integration issues.

10. Signals

Signals uses intent data to help sales and marketing teams create data-driven B2B marketing strategies.

Its lead engagement options, particularly smart chatbots, are its key strength.

Features

  • Lets you build flexible data-intent-powered workflows to streamline ABM operations in a way best suited for your business.
  • Customizable chatbots that use Signals’ intent data to create a tailored approach for each lead.
  • Predictive AI lead scoring based on factors such as how long visitors stay on your website, which pages they visit, whether they align with your ICP, etc.

Who is it for?

SMBs looking to improve their account-based sales and marketing operations by powering them with detailed intent data.

Pricing

Signals has three pricing plans:

  • Team: $899/mo
  • Company: $1,799/mo
  • Enterprise: 5,199/mo

The plans primarily differ in terms of ID credits and access to more advanced features, such as AI Buying Intent Score and real-time alerts.

There’s no free trial, but you can book a demo with Signals’ team.

Signals also offer several add-ons for users who need extra features.

Pros &Cons

✅ Good customer support.

✅ Very customizable.

❌ Has too many features, making it overwhelming for smaller teams.

❌ Learning curve.

Next Steps: Boost Your ABM Campaigns and Convert More Leads with Warmly

No matter which solution you choose in the end, you can’t go wrong - after all, they made it on our list for a good reason.

However, if you’re more interested in optimizing both your marketing and sales efforts from a single platform, Warmly might be the best choice as it:

  • Discovers high-intent leads.
  • Provides the necessary intelligence on each, allowing sales and marketing professionals to create tailored, high-converting strategies.
  • Lets you engage them while they’re still on your website and when they’re most likely to convert.
  • Allows you to put parts of your sales pipeline on autopilot.

Sounds like something you’d like?

Sign up for Warmly’s free plan and start revealing qualified leads today.

Or book a personalized demo with our team to see it in live action first.


‎

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12 Best Factors.ai Alternatives & Competitors in 2024

12 Best Factors.ai Alternatives & Competitors in 2024

Time to read

Alan Zhao

If you’re looking for the best Factors.ai alternative, you’re at the right place because our team:

  • Tested Factors.ai and its competitors to understand each tool’s capabilities.
  • Interviewed real-life users of Factors.ai and the other platforms we took for a test ride.
  • Pored over dozens of user reviews on software rating sites like G2 and Capterra, so you wouldn’t have to.

The result?

A hand-picked list of the top 12 Factors.ai alternatives, with a detailed breakdown of each solution’s features, use cases, pricing, and other factors vital for making an informed decision.

We know you’re eager to check out the list, but let’s quickly look at why people may search for a Factors.ai alternative in the first place.

Why Do You Need a Factors.ai Alternative?

Factors.ai is a B2B marketing analytics and attribution platform that identifies anonymous website visitors and tracks their engagement with your marketing efforts.

As such, it has a few features certainly worth mentioning, like:

  • Multi-touch attribution, including LinkedIn ad campaign attribution, analysis, and retargeting, content attribution, and even offline events analytics, to provide users with a complete picture of their marketing campaigns’ performance and point them toward warm leads.
  • Funnel analysis, which maps out the entire customer journey, lets you track how leads progress through the pipeline, identify touchpoints, and detect bottlenecks.

‎For some users, however, Factors.ai’s downsides outweigh its strengths. ⤵️

1. Identifies only company-level website visitors

While Factors.ai has solid website visitor identification accuracy, it can only identify companies, not individual users.

Source

This can be an issue when dealing with large companies with hundreds or thousands of employees, as pinpointing the exact stakeholders to target could be tricky. 

2. Unintuitive user interface and limited use cases

Many Factors.ai customers mention that its dashboards, analytics reports, and overall interface are difficult to navigate.

Source

Source

So, unless you have a large team of seasoned marketing professionals with enough expertise and time to figure out Factors.ai’s interface, you’ll end up paying for a wide range of features you can’t use to their fullest.

Source

It’s also worth mentioning that Factors.ai is built to optimize marketing efforts, not sales. 

Source

This approach can help align sales and marketing in the long run, but if you’re looking for a sales-dedicated solution first, Factors.ai won’t deliver.

3. More advanced features are gated

Factors.ai pricing plans differ in the number of users, company identification credits, and features included.

Unfortunately, most of its key ABM functionalities, such as customer journey analysis and multichannel marketing attribution, are available only in its highest tier.

Other relevant features, such as LinkedIn attribution, account scoring, and basic workflow automations, are also included in the two most expensive plans alone.

This makes Factors.ai cost-prohibitive for smaller businesses.

Source

And now - our curated list.

What Are the Best Factors.ai Alternatives and Competitors in 2024?

1. Warmly - Enriches website visitors with granular intent data and helps convert them.

2. Koala - Reveals PLG-driven intent data.

3. Qualified - AI-driven buyer intelligence tool.

4. Demandbase - Account-based marketing platform.

5. Clay - Waterfall data enrichment tool.

6. Pocus - Signal-based sales automation platform with a focus on product usage.

7. Dealfront - Website visitor identification paired with a rich database of GDPR-compliant data.

8. Lead Forensics - Website traffic deanonymization platform with a B2B contact database.

9. Zoominfo - Comprehensive sales platform.

10. Common Room - Customer intelligence platform that tracks buyer signals across multiple touchpoints.

11. People.ai - AI-powered sales intelligence tool for GTM teams.

12. Visitor Queue - Website visitor identification combined with real-time website personalization.

1. Warmly

Warmly helps you harness your website’s full sales potential by:

  • Identifying website visitors.
  • Enriching them with intent data.
  • Allowing you to score, qualify, and route leads.
  • Engaging the hottest leads when they’re most likely to convert.

Note: Although Warmly is our solution, we included it on the top 12 list because we’re confident it delivers in those areas where Factors.ai leaves much to be desired.

Of course, we’ll be as objective and unbiased in reviewing it as with any other tool on the list. And if you think we’re exaggerating, you can always sign up for Warmly’s free forever plan and check it out firsthand.

So, let’s closely examine why some Factors.ai users choose Warmly as their preferred alternative.

Feature #1: Website intent

Similarly to Factors.ai, Warmly deanonymizes your website traffic.

However, Warmly’s approach to website visitor identification has a couple of differences.


Firstly, it identifies both companies and individual accounts with high accuracy rates (65% and 15%, respectively), meaning you’ll often know the exact persons visiting your website in real-time.

The setup is easy, so you don’t have to worry if you’re not too technical. You just paste a snippet of Warmly’s code into your website, and you’ll see actual people and companies surfing it in hours.

Note: You can also track visitors who come through specific outreach campaigns by pasting the piece of code into the emails you send. This allows for better marketing attribution and lets you cover more than one lead generation pipeline. 

The real magic happens once Warmly’s identified website visitors because it proceeds to enrich every one of them with:

1 - Essential data you’d expect from any decent intent data solution, such as:

  • Firmographic data (job titles, email addresses, geographic locations, phone numbers, etc.). 
  • Technographic data (a business’s tech stack).
  • CRM data (ongoing and closed deals, account owners, previous interactions with your reps, etc.).
  • SEP data (e.g., interactions with outreach campaigns).
  • And much more.

2 - Detailed intent data, including:

  • First-party intent data, i.e., insights into your visitors’ website sessions that show which pages they visited, where they stayed the longest, which content they downloaded, forms they filled out, etc.
  • Third-party intent data that includes buyer intent signals your visitors left across the web, such as recently searched for topics, visits to competitors’ pages, relevant social media posts, etc.

Why is intent data so important?

Identifying high-intent visitors means you’ll know which are most likely to convert right now.

Namely, granular intent data paints a broader and more complete picture of your visitors' likelihood of converting by providing deep insights into their online buyer behavior, both on your website and beyond.

Additionally, your reps will have all the intelligence on each lead necessary to create tailored sales strategies that are bound to resonate better with leads than a generic approach.

Feature #2: Lead routing and engagement

To avoid high-quality leads falling through the cracks, you can set up automated lead routing by having real-time Slack alerts notify reps when an important opportunity appears.

The notifications can be triggered by any action you configure as relevant, such as:

  1. When a high-value lead that fits your ICP profile like a glove lands on your website.
  2. When they ask a high-intent question in the chatbot (inquires about pricing details, a specific product feature, etc.).
  3. When they specifically request to speak with an actual human.

The automated alerts will immediately go off, looping in sales reps while leads’ interest is peaking.

Sales reps can take it from there by continuing the conversation via text chat or opting to video call them, which brings us to Warmly’s Live Video Chat feature.

When you go to the “Warm Calls” part of Warmly’s dashboard, you’ll see all the companies and people currently on your website.

Clicking on the visitor reveals all the data Warmly has on them and lets you monitor their web session in real time. 

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

Here’s an example 👇

Feature #3: Orchestrator

Warmly lets you put prospecting on autopilot thanks to Orchestrator.

This AI-powered feature adds leads matching your criteria into automated outreach sequences, ensuring no high-intent account goes under the radar.

The automated sequences include:

  • Emailing leads.
  • Firing a contextual chat message.
  • Connecting with them on LinkedIn.

Orchestrator will personalize each email and message it sends based on Warmly’s insights, helping you build rapport.

The best part about the Orchestrator is that you can customize it to your unique needs and outreach goals by specifying the three Ws of sales prospecting: WHO, WHAT, and WHEN.

Give it a go yourself 👇 or watch it in action. 

Pricing

Warmly has a generous free forever plan that lets you reveal up to 500 people and companies visiting your website. This plan is perfect for getting a taste of one of the platform’s essential features.

If you expect higher traffic volumes and need more advanced capabilities, there are three paid plans to choose from:

  1. Startup: $700/mo, includes 3 users, up to 10,000 monthly visitors.
  2. Business: From $1,440 to $1,740 per month, depending on the number of visitors you expect to have. It includes 10 seats.
  3. 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 sales intelligence tools such as Clearbit, Bombora, and 6Sense, allowing you to get a bundle of products at the price of one.

Integrations

All its paid plans include access to these data solutions, meaning you’ll pay for one platform and get an entire bundle of products.

The revenue orchestration platform also integrates with OpenAI and most modern sales tools (SEPs, CRMs, etc.) to ensure easy implementation into your existing tech stack.

How does Warmly compare to Factors.ai?

Warmly has an edge over Factors.ai because it reveals individual visitors as well as companies. 

Both platforms deliver excellent accuracy rates, identifying more than 60% of companies.

It’s worth noting that Warmly offers a wider range of features, especially those designed for on-site lead engagement (e.g., AI Chat, live chat, video calls, etc.), whereas Factors.ai offers nothing similar.

On the other hand, Factors.ai has a superior set of marketing attribution tools, allowing users to track their campaigns’ performance and lead generation success across multiple marketing channels.

While Factors.ai keeps its best features hidden behind a paywall, Warmly includes all its features in every paid plan, which makes it a perfect solution for teams of various sizes and budgets.

Pros & Cons

✅ Identifies both companies and individuals visiting your website.

✅ Enriches leads with granular first- and third-party intent data.

✅ Puts sales prospecting on autopilot.

✅ Versatile sales engagement capabilities.

✅ All paid plans include all features + deep integrations with several data providers.

❌ Annual pricing options only.

2. Koala 

Best for: Enriching website visitors with first-party intent data and product usage intelligence.

Similar to: Warmly, Qualified

Koala is an intent data tool that identifies hot sales opportunities on your website and product, improving lead generation and cross- and up-selling.

It’s a good Factors.ai alternative if you need more detailed intent data paired with intelligence on how existing users interact with your product.

Features

  • Intent scoring lets you identify surging and heating accounts and prioritize them.
  • Provides product usage data intelligence that enables you to monitor how customers interact with your product and identify milestones, which is perfect for PLG companies.
  • Reveals individuals and companies surfing your website and enriches them with first-party intent data.

Who is it for?

Koala is best suited for PLG companies interested in tracking their customers’ product journeys and generating new leads on their website.

Pricing

Koala has a free forever plan, which includes up to 3 users and 250 identified visitors.

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

  1. Starter: $500/mo, up to 3 users ($300 a year per additional user), unlimited visitors.
  2. Business: Custom plan, includes custom number of users, access to automation capabilities, lead scoring, signal reports, and more.

Pros & Cons

✅ Identifies both companies and individual prospects.

✅ Collects product usage data and transforms it into valuable insights for PLG teams.

✅ Lead routing options.

❌ Best features available on its most expensive plan. 

❌ Doesn’t provide third-party intent data.

3. Qualified

Best for: Engaging high-intent visitors on your website.

Similar to: Koala, Warmly.

Qualified is an AI-driven website visitor identification platform with several on-site sales engagement capabilities.

Its deep integration with Salesforce makes it a great Factors.ai alternative for Salesforce users who need more features in website traffic-tracking software.

Features

  • AI Pounce significantly reduces time-to-lead by engaging the hottest leads Qualified revealed and enriched with intent data.
  • AI Offers that surface the most relevant marketing offers to quality leads based on the data and intent signals the platform picked up.
  • AI-powered chatbot that answers leads’ queries, qualifies them by asking relevant questions, schedules meetings, etc.

Who is it for?

Since it’s built on Salesforce’s platform, Qualified is geared toward CRM users who can maximize its sales engagement capabilities.

Pricing

Qualified has three payment plans:

  1. Growth: $3,500 per month, up to 15 users, includes basic AI features, purchase intent signals, data enrichment, and sales engagement options.
  2. Premier: Custom price, includes more advanced options, such as advanced Salesforce integration and ABM-oriented integrations.
  3. Enterprise: Custom price, built for enterprise-level users. Includes AI Chatbot, custom data retention policies, etc.

There’s no free trial for any plan.

Pros & Cons

✅ Identifies website visitors at both company and individual levels.

✅ Direct integration with Salesforce for optimal syncing and enrichment experience (but this makes it a less favorable option for users of other CRM tools). 

✅ Detects intent signals and uses them to automate other parts of the pipeline (e.g., engagement, making offers, etc.).

❌ Costly.. 

❌ Steep learning curve.

4. Demandbase

Best for: ABM marketing

Similar to: Warmly.

Demandbase is an account-based marketing platform that uses sales intelligence and intent data to help you deliver more personalized lead experiences.

It’s a good Factors.ai alternative for users running big ABM campaigns that need more advanced analytics features and orchestration options.

Features

  • Highly customizable predictive analytics to help you score accounts and prioritize high-value ones.
  • Lets you personalize website experiences for each identified account by providing unique images, copy, and CTAs based on the intelligence Demandbase has on them.
  • Automated sales and marketing workflows built on top of detected intent signals and account intelligence.

Who is it for?

Teams looking for a platform optimized for account-based sales and marketing.

Pricing

Demandbase has three essential plans that include access to all its core features:

  1. Professional
  2. Enterprise
  3. Elite

No prices are published for any plan.

Also, some of Demandbase’s features, such as its B2B data and personalization options, are available as add-ons only.

If you’re not interested in paying for all of Demandbase’s products, the platform lets you buy “A La Carte,” i.e., purchase only those you need.

In that case, you can choose from 4 product packages:

1 - ABX, which includes 3 plans:

  • Professional
  • Enterprise
  • Elite

2 - Advertising, that comes with two plans:

  • Self-Serve
  • Supported

3 - Sales Intelligence with:

  • Enterprise
  • Elite

4 - Data

No prices are published, so you must contact sales for more details.

Pros & Cons

✅ Lets you build data-driven workflows.

✅ Powerful analytics.

❌ Non-transparent pricing, indicating it’s expensive.

❌ Learning curve.

❌ Limited integration capabilities.

5. Clay

Best for: Cross-referencing dozens of data sources for optimal coverage.

Similar to: No one. 

Clay is a waterfall enrichment solution that collects relevant data from numerous online sources. This data can be used to build targeted lead lists, enrich CRMs, improve inbound and outbound sales, and more.

Compared to Factors.ai, Clay delivers more versatile data from multiple sources instead of focusing on your website and product alone.

Features

  • Pulls and compares data from 75+ online sources.
  • Conversational AI-powered web scraper, Claygent, which collects and summarizes important lead information from any place on the web.
  • Options for setting up custom lead scoring systems based on criteria uniquely relevant to your business.

Who is it for?

RevOps are most comfortable using Clay due to its Excel-like interface. Sales and marketing teams might not be that thrilled, though.

Pricing

Clay has a free forever plan that provides 100 monthly search credits and limited access to its features.

If you need more credits and features, you can choose from 4 pricing tiers:

  1. Starter: $149/mo
  2. Explorer: $349/mo
  3. Pro: $800/mo
  4. Enterprise: Custom pricing

The Pro plan has a 14-day free trial.

Pros & Cons

✅ Dynamic lead enrichment that provides high matching rates.

✅ Lets you automate parts of your outbound sales operations, such as generating personalized emails, adding contacts to outreach sequences based on specific criteria, etc.

❌ Steep learning curve.

❌ Credit-based pricing means the costs can easily sneak up on you.

6. Pocus

Best for: Identifying revenue opportunities from product usage.

Similar to: CommonRoom, Warmly.

Pocus lets users automate and streamline sales processes by harnessing the power of AI and intent signals.

It has more sales automation options than Factors.ai, so it might be a good option for users looking for a “set it and forget it” approach to sales pipeline management.

Features

  • AI-powered automations called playbooks let you build various signal-based sales workflows.
  • AI recommendations that help you determine which playbooks perform well and which need to be improved.
  • Identifies website visitors and enriches them with intent data.

Who is it for?

Product-led companies doing sales prospecting from product usage.

Pricing

Pocus doesn’t disclose its pricing structure online. You can book a demo with their sales team.

Pros & Cons

✅ Rich library of playbook templates to help you kickstart inbound and outbound sales.

✅ Seamless integrations with the most popular CRMs.

❌ Difficult to understand data sources, making check-ups and assessments tricky.

❌ Probably expensive.

7. Dealfront

Best for: Accessing European B2B contact and company records.

Similar to: Lead Forensics, Zoominfo

Dealfront (formerly Leadfeeder/Echobot) identifies anonymous website traffic in addition to providing a vast B2B database of GDPR-compliant data.

Due to better data coverage for specific European regions, it’s a viable Factors.ai alternative for users who primarily target the European market.

Features

  • Extensive B2B database focusing on European data (40M+ companies and 180M+ contacts).
  • AI-powered identifier of “lookalike” companies most similar to your best-performing clients.
  • Identifies companies visiting your website.

Who is it for?

Dealfront is best suited for European teams—or businesses operating in Europe—that are interested in having a static database of relevant B2B data in addition to website traffic tracking.

Pricing

Dealfront has separate pricing for sales intelligence and website visitor deanonymization.

There are no fixed prices for its sales intelligence package, as each price depends on several factors, such as:

  • The data packages you need, based on your target geographies
  • How many people on your team need access to the platform
  • What type of actions they perform as part of your sales and marketing strategy

When it comes to website traffic identification, there’s a free plan that lets you reveal up to 100 anonymous visitors per month, excluding all the key features.

The paid plan starts at €99 per month, with the final price depending on the number of identified companies.

It includes 25 free credits for revealing key contact details like email addresses and phone numbers and has a 14-day free trial, so you can try it before committing. 

Pros & Cons

✅ One of the largest databases of GDPR-compliant B2B data.

✅ Provides highly accurate data for specific regions such as DACH and Benelux.

❌ Its website visitor identification isn’t very accurate.

❌ Separate payment plans for sales intelligence and website visitor identification.

❌ Limited functionality.

8. Lead Forensics

Best for: Website visitor identification that comes with a solid international B2B contact database.

Similar to: Zoominfo, Dealfront

Lead Forensics identifies companies landing on your website and enriches them with basic B2B contact and first-party intent data.

Lead Forensics provides unlimited seats in all plans, making it a good Factors.ai alternative for big teams keener on static B2B data than product-led data.

Features

  • Identifies companies visiting your website and delivers details of their website session along with contact details and similar B2B data.
  • Tracks leads who come to your website through online ads, allowing for more precise marketing attribution.
  • Real-time notifications when a business from your ICP list lands on your website.

Who is it for?

B2B sales and marketing teams that need a no-fluff website visitor identification tool that provides only essential info on company-level accounts.

Pricing

Lead Forensics has two plans:

  1. Essential, for SMBs
  2. Automate, for enterprise businesses

Lead Forensics doesn’t publish its pricing structure, meaning you must contact its team directly for a quote.

There’s a one-week free trial for both plans.

Pros & Cons

✅ Lets you create lead segments for easier tracking of qualified leads.

✅ Good data accuracy.

❌ Identifies only company-account visitors.

❌ Opaque pricing structure, with multiple customers mentioning it’s expensive.

9. Zoominfo

Best for: Managing the entire sales funnel.

Similar to: Apollo.io, Outreach.

Zoominfo is a comprehensive sales operating system that packs everything you need to handle the entire sales cycle into a single platform.

However, Zoominfo’s unique selling point is its massive B2B database with excellent NAM coverage. This makes it a preferred alternative to Factors.ai for users who need a rich database paired with versatile sales orchestration features.

Features

  • Extensive B2B database with over 260M professional and 100M company profiles and 135M verified phone numbers.
  • Identifies businesses that land on your website and enriches them with key stakeholder contact details.
  • Chorus conversational intelligence that picks up and analyzes key moments, intent signals, and other relevant points in lead and customer correspondence (emails, phone calls, meetings), providing actionable insights for sales reps.

Who is it for?

Enterprise businesses looking for an all-in-one sales solution.

Pricing

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

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

The exact price will depend on:

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

Pros & Cons

✅ One of the largest B2B databases in the world with high accuracy rates.

✅ Wide range of features that can handle most sales processes.

❌ Primarily NAM coverage, other regions are not represented as well.

❌ Expensive.

10. Common Room

Best for: Capturing buyer intent signals across sources.

Similar to: Pocus, Clay.

Common Room can detect and track many intent signals from social media platforms, community and collaboration apps, company news, and more.

It uses these intent signals as a foundation for building a wide range of automated sales workflows - something Factors.ai doesn’t provide to that extent.

Features

  • AI-powered engine for capturing, summarizing, and scoring intent signals from every account across any available source.
  • Advanced lead scoring.
  • Chrome extension for prospecting anywhere on the web.

Who is it for?

Businesses focused on community-led growth and account-based sales and marketing since it detects and tracks intent signals from multiple sources.

Pricing

Common Room has a free plan limited to 500 contacts and 50 organizations, 2 users, and 2 integrations.

More advanced users can pick one of Common Room’s three paid plans:

  1. Starter:$625/mo, 2 users, up to 35k contacts
  2. Team: $1,250/mo, 3 users, up to 100k contacts
  3. Enterprise: Custom price, 10 users, up to 200k contacts with options for purchasing more

The Team plan has a 14-day free trial.

Note: All plans are annual.

Pros & Cons

✅ Options for setting up automated workflows.

✅ Tracks intent signals across the web.

❌ Annual billing only.

❌ Limited customization options.

11. People.ai

Best for: Tracking all customer-facing activities to analyze reps’ performance and help improve it.

Similar to: Common Room, Koala

People.ai is an AI-powered sales intelligence platform that collects and analyzes customer interactions, helping you uncover hidden opportunities, boost sales reps’ efficiency, and more.

In contrast to Factors.ai, it focuses more on your sales reps’ activities and the progress of each deal and relationship.

Features

People.ai Reviews, Prices & Ratings | GetApp Canada 2024
  • GenAI-driven interface that you can instruct in natural language to give you quick account summaries, highlight deals that are at risk, or find specific deal details.
  • Captures all the contacts your GTM team engages, perpetually enriching your CRM with new data.
  • Creates detailed org charts to help you track how deals advance, identify hidden opportunities, and monitor the overall relationship with specific deals.

Who is it for?

GTM teams who want to improve their sales reps’ efficiency by keeping close tabs on their communication with leads and gain detailed insights into each deal’s health and advancement.

Pricing

Unfortunately, People.ai chose not to publish pricing details.

There’s no free trial either, so you can only book a demo or contact its sales for a custom quote.

Pros & Cons

✅ AI-powered insights that provide visibility into GTM engagement and activity.

✅ User-friendly interface.

❌ Non-transparent pricing structure.

❌ Issues with CRM syncing and data accuracy.

12. Visitor Queue

Best for: Real-time website personalization.

Similar to: Demandbase

Visitor Queue is a UK-based website visitor identification tool with a twist: it lets you personalize your website for specific leads and target audiences.

If website personalization sounds like an interesting addition to your lead generation strategy, this might be a solid Factors.ai alternative to consider.

Features

  • Advanced filtering options for creating lead segments or excluding website visitors who don’t match your Ideal Customer Profile from showing up in your dashboard.
  • Auto-Assignment, that lets you set lead routing on autopilot.
  • Website analytics benchmarking that compares your website performance and traits against industry benchmarks.

Who is it for?

Account-based sales and marketing teams who’d like to deliver customized experiences for leads.

Pricing

Believe it or not, Visitor Queue has as many as 11 pricing plans based on the number of unique companies captured per month:

▶️ 100 companies - $39/mo

▶️ 300 companies - $89/mo

▶️ 500 companies - $109/mo

▶️ 1,000 companies - $189/mo

▶️ 2,000 companies - $299/mo

▶️ 5,000 companies - $469/mo

▶️ 10,000 companies - $749/mo

▶️ 15,000 companies - $989/mo

▶️ 20,000 companies - $1,249/mo

▶️ 30,000 companies - $1,799/mo

▶️ 40,000 companies - $2,299/mo

However, if you want website personalization to come with, you’ll have to pay an extra $200 per month.

There’s also a 14-day free trial available.

Pros & Cons

✅ Unlimited users on each plan.

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

❌ Limited visitor data, only basic contact details.

❌ Integration issues.

Next Steps: Picking the Perfect Factors.ai Alternative

Although we provided all the information you’ll need to make a data-driven decision and shortlisted only the best Factors.ai alternatives, choosing one solution among so many powerful tools is no easy task.

Each has something unique to offer, so it all comes down to your goals, business requirements, and, last but not least, budget size.

There’s one sure way to determine which tool gets the job done your way—and that’s to test it to get a feel for its interface, capabilities, and alignment with your team.

Ready?

While you’re here, try Warmly, which offers a free forever plan with no strings attached.

Subscribe today, and start generating hot new leads from the comfort of your website in hours.

Still unsure? Book a live demo with our team and see firsthand what it can do for your business.


‎

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Best 10 Koala Alternatives & Competitors to Try in 2024

Best 10 Koala Alternatives & Competitors to Try in 2024

Time to read

Alan Zhao

Exploring Koala alternatives to find the perfect intent data tool for your specific use case?

Koala is great to start, but when you’re building your V1 and ready to scale, it’s time to graduate to a solution that can do full chat, automation & workflows.

We prepared a list of the top 10 Koala alternatives, compiling each platform’s key features, strengths and limitations, pricing, and use cases - in one place to help you make an informed decision.

To ensure you’ll get the most complete overview of all software tools, we:

  • Tested some of them ourselves to get a feeling of their UI and UX.
  • Talked to real users to hear their take on their pros and cons.
  • Sifted through dozens of user reviews on reputable software rating sites (e.g., Capterra and G2) so you wouldn’t have to.

But first, let’s get a closer look into why you might need a Koala alternative.

Why Switch to a Koala Alternative?

Although Koala has only been on the market briefly, it’s already gained popularity among users thanks to its solid product offering.

Some of its standout features include:

  • Tracks product usage data and translates it to actionable insights, letting you monitor your customers’ product journeys and detect important milestones.
  • Intent and ICP scoring, allowing sales reps to identify surging accounts and prioritize those that fit into your ICP the best. 

However, Koala has several downsides that users may find to be dealbreakers over some of the alternatives listed below.

1. Missing 3rd-party enrichment and visitor data

Koala focuses on first-party intent data collected from your website, email marketing campaigns, and product usage.

It doesn’t provide options for tracking third-party intent data (your lead’s entire digital buyer journey, including researched topics, interactions with competitors’ ads, etc.).

Source

It also can't identify visitors in real-time. As a result, you may miss "hot" leads or won't have the data you need to engage.

Source

2. Not enough sales engagement and automation options

Koala lets users set up automated outbound campaigns that add prospects showing relevant intent to email sequences.

It also enables automatic lead routing and activity monitoring via Slack alerts.

That’s pretty much all Koala offers regarding sales automation and engagement.

You can’t create intricate sales playbooks or directly engage leads when they’re showing high intent (compared to Warmly, for example).

Source

3. Its best features are gated for top-tier users

Most users consider Koala's best features to be automated outbound campaigns, lead scoring, intent signals reports, and auto CRM syncs.

Source

The problem?

All of them are available only on Koala's most expensive Custom plan, meaning that lower-tier users won’t be able to enjoy its most powerful capabilities.

This will be a major issue if you cannot commit to expensive tooling before testing its value.

And now, let’s get to the juicy part - the list of the top 10 Koala alternatives.

What Are the Best Koala Alternatives in 2024?

  1. Warmly - Identifies website visitors, enriches them with quality intent data, and helps you convert them.
  2. Qualified - AI-powered conversational marketing platform.
  3. Pocus - Signal-based selling platform for go-to-market teams.
  4. Common Room - Customer intelligence solution that uses AI to pick up intent signals from multiple sources.
  5. Clay - Waterfall data enrichment platform.
  6. Demandbase - Account-based marketing software that lets you automate key sales processes.
  7. Lead Forensics - Lead generation tool with a large B2B contact database and options for identifying anonymous website traffic.
  8. Zoominfo - All-in-one sales platform.
  9. 6Sense - Intent data provider that tracks and uncovers third-party buying intent signals.
  10. Signals - Sales and marketing automation tool whose workflows are triggered by intent signals.

1. Warmly

Warmly is a revenue orchestration platform built for sales and marketing teams looking to unlock their website’s full revenue potential.

Unlike Koala, Warmly can identify individual leads visiting your site and automate all engagement channels based on enrichment and intent data.

These 3 features make prospects choose Warmly over Koala 👇 ‎

Feature #1: Website traffic deanonymization

Like Koala, Warmly identifies anonymous website visitors at both company and prospect levels, in stark contrast to most website traffic tracking software.

All it takes is pasting a snippet of Warmly’s code into your website, and the platform will reveal the people and businesses surfing it in real-time.

Additionally, you can paste the code into outbound email campaigns to track leads that came through each, allowing you to cover more than one lead generation channel.


Similarly to Koala, Warmly proceeds to enrich each identified lead with relevant data, including:

  • Firmographic data (job titles, email addresses, company addresses, phone numbers, etc.). 
  • Technographic data (software tools and technology a business uses).
  • CRM data (ongoing and closed deals, account owners, previous interactions with your reps, etc.).
  • SEP data (e.g., interactions with specific outreach campaigns).
  • And much more.

In addition to these data enrichment essentials, the revenue orchestration platform also reveals buyer intent data.

Here’s where the first key difference between Warmly and Koala comes into play, as Warmly provides not one but two types of intent data:

  1. First-party intent data that includes all the details of your leads’ web sessions, such as the pages they visited, which pages they spent most time on, what content they downloaded, etc.
  2. Third-party intent data that provides insight into leads’ entire buyer journey by uncovering recent topics they researched on the web, visits to competitors’ websites, interactions with Google and social media ads, etc.

Why is this important?

First-party intent data is a powerful tool in every marketing and sales strategy because the way leads interact with your website lets reps recognize when they’re ready to buy.

However, only when you combine it with third-party intent data do you get a complete picture of a lead’s likelihood to convert.

The outcome?

Sales and marketing reps will be enabled to:

  1. Design better targeted and hyper-personalized sales and marketing campaigns tailored to each lead based on in-depth insights.
  2. Qualify and score leads more precisely and accurately.
  3. Identify the hottest leads and zoom in on them first.
  4. Recognize potential leads that fit your Ideal Customer Profile best and create designated engaging and nurturing strategies.

‎

Feature #2: Orchestrator

This AI-powered capability lets you run prospecting and outreach on autopilot.

AI Prospector automatically adds website visitors who match certain criteria - e.g., fit your ICP, exhibit high-intent behavior, etc. - to sequences, such as:

  • Sending a personalized web chat message.
  • Firing a contextual email.
  • Connecting with them on LinkedIn.

One of the best parts of the AI Prospector is that it can be fully customized to meet your business requirements and goals, allowing you to configure the WHO, WHAT, and WHEN of prospecting.

As a result, you’ll get an omnipresent SDR ready to engage your ideal leads whenever Warmly detects them on your website.

Give it a go yourself 👇or watch it in action. 

Feature #3: Live prospecting 

In addition to the AI Prospector, Widely provides a suite of other functionalities that let you handle all aspects of prospecting and lead engagement from a single point of control.

Firstly, you can set up Slack notifications that will automatically alert sales reps whenever:

  • A high-value lead lands on your website.
  • A lead makes a high-intent query in the chatbot or asks to speak to a real human.
  • Take other actions that qualify them as high-intent accounts.

You can configure the alerts to route each lead to the most appropriate sales rep based on various criteria (e.g., location, industry, account ownership, etc.).

This way, you’ll ensure that no qualified lead goes through your website unnoticed, as sales reps will be notified whenever an important opportunity occurs.

When it comes to options for engaging leads, Warmly provides two:

  1. Live chat that lets sales reps take over from the platform’s AI-powered chatbot.
  2. Live video calls that let reps hop on video calls with warm leads straight from Warmly’s dashboard.

Both features can be accessed from the “Warm Calls” section of Warmly’s dashboard, which:

  • Shows who’s on your website right now.
  • Provides every visitor’s curated data profile.
  • Lets you monitor their web sessions in real time.
  • Enables you to engage them immediately.

Pricing

Warmly has a free forever plan that lets you reveal up to 500 people and companies visiting your website, which is perfect for getting a taste of one of the platform’s essential capabilities.

If you expect higher traffic volumes and need more features, you can pick one of three plans:

  1. Startup: $700/mo, includes 3 users, up to 10,000 monthly visitors.
  2. Business: From $1,440 to $1,740 per month, depending on the number of visitors you expect to have. It includes 10 seats.
  3. 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 sales intelligence tools such as Clearbit, Bombora, and 6Sense.

Integrations

Warmly provides access to these providers’ databases on all its paid plans, meaning you’ll get an entire bundle of products for the price of one.

It also integrates with OpenAI and most modern sales tools (SEPs, CRMs, etc.).

How does Warmly compare to Koala?

Both Koala and Warmly provide accurate and granular website visitor identification, revealing companies and individual prospects.

However, that’s where all similarity stops.

While Koala focuses on PLG and account-based marketing features, providing options for monitoring product usage and automated ICP fit scoring, Warmly aims to deliver a more "execution-based" solution.

Unlike Koala, which only lets you automate outbound follow-up emails, Warmly provides a wide set of prospecting and engagement options, ranging from live calls and chats to AI-powered autopilot prospecting and chatbots.

Note that while Koala has lower entry prices than Warmly, its best features are available only on its highest tier.

Koala does have amazing lead scoring capabilities. It's a solid choice if that's what you're looking for.

Ultimately, both Koala and Warmly are good intent data solutions in their own way.

Koala might be a better fit for PLG companies that are more interested in tracking how users interact with their product than creating lead scores that also include website activity and firmographics.

And if you’re looking for intent signals, plus the ability to engage prospects based on those signals, Warmly is for you.

Pros & Cons

✅ Identifies companies and individuals visiting your website.

✅ Enriches leads with granular first- and third-party intent data.

✅ Sales prospecting on autopilot.

✅ Sales engagement options.

✅ All paid plans include all its features.

❌ Annual pricing options only.

2. Qualified

Best for: Engaging high-intent visitors on your website.

Similar to: Warmly, 6Sense.

Qualified is a website visitor tracking platform that includes an AI-powered chatbot assistant.

It’s a good alternative to Koala if you’re looking to harness the power of AI to automate various sales and marketing processes, such as lead routing, engagement, crafting tailored offers, etc.

Features

  • AI Pounce engages visitors using a highly personalized approach based on the intent data Qualified revealed.
  • AI-powered chatbot SDR that answers leads’ queries, asks questions to qualify them, schedules meetings, etc.
  • Optimized for Salesforce data enrichment because it’s built on its platform.

Who is it for?

Qualified is the best match for enterprise-grade Salesforce users who want to enrich their CRMs with quality data automatically and have an AI assistant to help them manage other sales processes.

Pricing

Qualified has three payment plans:

  1. Growth: $42k/year MINIMUM, up to 15 users, includes basic AI features, purchase intent signals, data enrichment, and sales engagement options.
  2. Premier: Custom price, includes more advanced options, such as advanced Salesforce integration and ABM-oriented integrations.
  3. Enterprise: Custom price, built for enterprise-level users. Includes AI Chatbot, custom data retention policies, etc.

Pros & Cons

✅ Identifies website visitors at both company and individual levels.

✅ Deep Salesforce integration for optimal syncing and enrichment experience. 

✅ Tracks intent signals.

❌ Very expensive. 

❌ Geared toward Salesforce - doesn't support HubSpot.

❌ Can only automate website chats.

❌ ‎ Doesn't reveal contact-level data.

3. Pocus

Best for: Identifying revenue opportunities from product usage.

Similar to: Common Room, Endgame.

Pocus is an AI-driven product-led sales platform that lets users streamline sales operations using AI, product, and intent data.

It provides more options for building automated workflows than Koala, making it a good alternative for users looking to put a solid chunk of their product-led sales opportunities on autopilot.

Features

  • AI-powered automations called playbooks let you build intricate signal-based sales workflows.
  • AI recommendations that help you determine which playbooks perform well and which need to be improved.
  • Seamless integration with product data sources like Segment and Snowflake.
  • Enriches CRMs with intent data gathered from 14+ providers.

Who is it for?

Product-led companies doing sales prospecting from product usage.

Pricing

Pocus doesn’t disclose its pricing structure online.

All you can do is book a demo and see what its team has to offer for your specific use case.

Pros & Cons

✅ Rich library of playbook templates to help you kickstart inbound and outbound sales.

✅ Seamless integrations with the most popular CRMs.

❌ Requires product data cleanups before it's usable by sales teams.

❌ Difficult to understand data sources, making check-ups and assessments tricky.

❌ Seems to be viable for Enterprise-sized PLG companies only.

4. Common Room

‎Best for: Tracking various intent signals across sources.

Similar to: Pocus, Warmly.

Common Room is optimized for picking up a wide range of intent signals from all kinds of online sources, including social media posts, collaboration and community apps, company news and events, etc.

Unlike Koala, it lets you set up sales workflows based on the intent signals it captures.

Features

  • AI-driven waterfall data enrichment to ensure high accuracy and matching rates.
  • Chrome extension that lets you find prospects anywhere on the web.
  • AI-powered tool for capturing, summarizing, and scoring buying signals from every user and account across any trackable source.

Who is it for?

Mid-to-large-sized companies with high website traffic volumes.

Pricing

Common Room has a free plan limited to 500 contacts and 50 organizations, 2 users, and 2 integrations.

More advanced users can pick one of Common Room’s three paid plans:

  1. Starter:$625/mo, 2 users, up to 35k contacts
  2. Team: $1,250/mo, 3 users, up to 100k contacts
  3. Enterprise: Custom price, 10 users, up to 200k contacts with options for purchasing more

The platform offers a 14-day free trial for its Team plan.

Note: All plans are annual.

Pros & Cons

✅ Options for setting up automated workflows.

✅ Tracks intent signals across the web.

❌ Annual billing only.

❌ Limited customization options.

❌ Can't support waterfall enrichment.

5. Clay

Best for: Maximizing data coverage while saving time.

Similar to: No one.

Clay is a waterfall enrichment solution. It collects relevant data from dozens of online sources and translates it into actionable insights, letting users create targeted lead lists.

It provides better data coverage than Koala and has an AI-driven research agent that enables highly specific online searches.

Features

  • Lets you build and enrich targeted lead lists by cross-referencing over 70 data sources.
  • Conversational AI-powered web scraper, Claygent, that you can use to collect and summarize relevant data on your leads anywhere on the web.
  • Options for setting up custom lead scoring systems.

Who is it for?

Clay’s spreadsheet interface makes it RevOps teams' favorite data enrichment tool, while sales and marketing people often find it too complicated.

Pricing

Clay has a free forever plan that provides 100 search credits per month and limited access to its features.

If you need more credits and features, you can choose from 4 pricing tiers:

  1. Starter: $149/mo
  2. Explorer: $349/mo
  3. Pro: $800/mo
  4. Enterprise: Custom pricing

The Pro plan has a 14-day free trial.

Pros & Cons

✅ Dynamic lead enrichment that provides high matching rates.

✅ Lets you automate parts of your outbound sales operations, such as generating personalized emails, adding contacts to outreach sequences based on specific criteria, etc.

❌ Steep learning curve.

❌ Credit-based pricing can easily result in overspending.

6. Demandbase

Best for: Account-based marketing.

Similar to: LeadForensics

Demandbase is another buyer intent software that lets you build automated workflows on top of intent signals.

It’s a viable Koala alternative if you plan to run large-scale ABM campaigns and need access to advanced analytics and marketing automation.

  • Optimizes B2B advertising across levels by using intent data, detailed analytics for KPI tracking, multichannel reach, and segmentation.
  • Highly customizable predictive analytics to help you score accounts and prioritize high-value ones.
  • Provides in-depth B2B sales intelligence data.

Who is it for?

Sales and marketing teams looking to power their ABM strategies with intent data and sales intelligence.

Pricing

Demandbase has three essential plans that include access to all its core features:

  1. Professional
  2. Enterprise
  3. Elite

No prices are published for any plan.

Also, some of Demandbase’s features, such as its B2B data and personalization options, are available as add-ons only.

If you’re not interested in paying for all of Demandbase’s products, the platform lets you buy “A La Carte,” i.e., purchase only those you need.

In that case, you can choose from 4 product packages:

1 - ABX, which includes 3 plans:

  • Professional
  • Enterprise
  • Elite

2 - Advertising, that comes with two plans:

  • Self-Serve
  • Supported

3 - Sales Intelligence with:

  • Enterprise
  • Elite

4 - Data

‎Again, no prices are published, so you’ll have to contact sales for more details.

Pros & Cons

✅ Excellent B2B advertising feature suite. 

✅ Lets you build data-driven workflows.

❌ Non-transparent pricing, indicating it’s expensive.

❌ Learning curve.

❌ Limited integrations.

7. Lead Forensics

Best for: Website visitor identification coupled with a solid proprietary B2B database.

Similar to: Zoominfo

Lead Forensics identifies companies landing on your website and enriches them with first-party intent data and essential B2B data you’d expect from a data enrichment platform.

If you have a large team that doesn’t need granular intent data, Lead Forensics might be the best Koala alternative because it provides unlimited seats in all plans.

Features

  • Identifies companies visiting your website and provides details of their website session along with contact details and other basic information.
  • Options for uploading your ICP lists and getting real-time notifications when a business from the list lands on your website.
  • Lets you track leads who’ve come to your website through online ads, allowing for better marketing attribution.

Who is it for?

B2B sales teams that need straightforward website identification software paired with a solid B2B contact database.

Pricing

Lead Forensics has two plans:

  1. Essential, built for SMBs
  2. Automate, for enterprise businesses

Lead Forensics doesn’t publish its pricing structure, meaning you have to contact its team directly for a quote.

There’s a one-week free trial for both plans.

Pros & Cons

✅ Lets you create lead segments for easier tracking of high-value visitors.

✅ Good data accuracy.

❌ Identifies only company-account visitors.

❌ Opaque pricing structure, with multiple G2 reviewers mentioning it’s costly.

8. Zoominfo 

Best for: Managing entire sales processes.

Similar to: Apollo.io, Outreach, HubSpot

Zoominfo is an all-in-one sales operating system that provides users with everything they need to handle the complete sales cycle - from prospecting to converting high-quality leads.

Zoominfo’s key advantage, which makes it widely popular among users, is its massive B2B database. 

So, if that’s the primary thing your team is after - in addition to sales automation features - Zoominfo is a superior choice to Koala.

Features

  • Extensive B2B database with over 260M professional and 100M company profiles and 135M verified phone numbers.
  • Sales automation capabilities for streamlining phone and email outreach. 
  • Identifies businesses that land on your website and enriches them with key stakeholder contact details.

Who is it for?

Zoominfo is the best pick for enterprise-scale users looking for a comprehensive sales solution.

Pricing

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

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

The exact price will depend on:

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

Pros & Cons

✅ One of the largest B2B databases in the world with high accuracy rates.

✅ Vast range of features apt for covering most sales processes.

❌ Limited intent data.

❌ Primarily NAM coverage, other regions are not represented as well.

❌ Expensive.

9. 6Sense

Best for: Accessing reliable, accurate, and actionable B2B data.

Similar to: Demandbase, Qualified

6Sense is best known for its data, as it detects and analyzes 500B+ intent signals per month, in addition to tracking millions of buyer and company profiles, technologies, etc.

It also lets users create data-driven workflows to streamline their sales and marketing efforts, making it a good Koala competitor.

💡 ‎Note: Warmly includes access to 6sense intent data and others like Clearbit and Bombora on all plans.

Features

  • Identifies website visitors and ties them in with the intent data it revealed, creating detailed lead profiles for easier scoring, qualification, and routing.
  • Lead capturing form optimization.
  • Automatic data enrichment for acquiring, enhancing, cleaning, and syncing relevant data in your CRMs.

Who is it for?

Sales and marketing teams that need first-rate intent data first and foremost.

Pricing

6Sense has a free plan that includes only 50 monthly credits with access to some of its basic features.

For more, you can upgrade to one of three premium options:

  • Team 
  • Growth
  • Enterprise

6Sense is yet another platform that doesn’t publish prices for any of its plans.

💡 ‎Note: Warmly includes access to 6sense intent data and others like Clearbit and Bombora on all plans.

Pros & Cons

✅ Quality intent data.

✅ Sales prioritization dashboards for a compact overview of your most relevant and surging accounts.

❌ Expensive.

❌ Difficult to navigate.

10. Signals

Best for: Engaging and scoring website visitors via an Artificial Intelligence-driven chatbot.

Similar to: Qualified, Warmly, Koala.

Signals is another platform that leverages intent data to help sales and marketing teams create data-driven outreach strategies.

Its lead engagement options, particularly smart chatbots, make it a better choice than Koala for users who expect more versatility from their solution.

Features

  • Lets you build flexible data-intent-powered workflows to streamline sales operations in a way best suited for your business.
  • Customizable chatbots that use Signals’ intent data to create a tailored approach for each lead.
  • Predictive AI lead scoring based on relevant criteria such as how long visitors stay on your website, which pages they visit, whether they align with your ICP, etc.

Who is it for?

SMBs looking to improve their sales operations by fueling them with relevant sales intelligence and intent signals.

Pricing

Signals has three pricing plans:

  • Team: $899/mo
  • Company: $1,799/mo
  • Enterprise: 5,199/mo

The plans primarily differ in terms of ID credits and access to more advanced features, such as AI Buying Intent Score and real-time alerts.

There’s no free trial, but you can book a demo with Signals’ team.

Signals also offer several add-ons for users who need extra features.

Pros &Cons

✅ Stellar customer support.

✅ Very customizable.

❌ Has too many features, making it somewhat overwhelming for smaller teams.

❌ Learning curve.

Next Steps: Choosing the Perfect Koala Alternative for You

Now that you have all the necessary info, making the final call should be easier.

All that’s left to do is weigh each tool’s use cases, unique strengths, and potential drawbacks against your specific needs and expectations.

The best way to find out how well a platform aligns with your goals?

You can take it for a test ride—provided there’s a free trial—to get the hang of what it can do for you.

One thing is certain. 

If you’re looking to maximize your website’s conversion potential and access a wide suite of features without spending a fortune, Warmly is the best platform to start with.

Subscribe to its free plan and learn how it can boost your sales efficiency before you know it.

Prefer to see it in action first? No problem! Book a live demo tailored to your business and explore its functionality before signing up.

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Zoominfo Pricing Guide for 2024: Is It Worth It?

Zoominfo Pricing Guide for 2024: Is It Worth It?

Time to read

Alan Zhao

Zoominfo’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 Zoominfo's pricing policy, including the factors that influence the total platform costs.

Once you have a clearer picture of its pricing, you might decide ZoomInfo isn't for you. Don’t worry—we’ve also got you covered.

We’ll offer an alternative solution that ticks all the boxes Zoominfo doesn’t, giving you another option to consider.

But first, let’s delve into the key subject - Zoominfo pricing options.

Zoominfo Pricing Plans

Marketed as a “Sales OS,” Zoominfo offers a wide range of features to meet the needs of various user types.

As a result, it offers three separate plans for Sales, Marketing, and Talent teams.

There are no fixed subscription fees for any of the plans because they depend on several factors.

According to Zoominfo’s team, the total price is influenced by:

  1. Features and functionality you want included in the package.
  2. Number of licenses, i.e., number of users.
  3. Credit usage.

Other Zoominfo Pricing Factors to Consider

In addition to this basic information, there are a few more details you need to be aware of to gain a better understanding of just how expensive Zoominfo can get:

1. The credit cost varies

A credit-based pricing model is always problematic to some extent, as credits tend to be used up much faster than expected.

With Zoominfo, however, things get even more complicated.

The cost of Zoominfo credits depends on the type and depth of information a user requires. The credit price increases if you need more in-depth B2B intelligence, such as technographic, org charts, department budgets, and real-time alerts when a relevant company event happens. 

Basic credits offer only demographic and firmographic details.

2. Some of Zoominfo’s most advanced features are add-ons

Although you might think that Zoominfo’s Sales and Marketing plans include all the core features you need to streamline vital sales processes, that’s not the case. 

Functionalities crucial for your outreach efforts to succeed, such as tracking intent signals and sales engagement options, are only available as add-on solutions (Streaming Intent and Engage) that Zoominfo charges separately. 

This means that its best features are hidden behind a high paywall.

Source

The pricing for add-ons is also credit-based.

3. Integrations will cost you extra

Zoominfo integrates with various CRMs, sales automation, and marketing automation tools. 

However, there’s usually a base cost for installing and using these integrations, requiring a purchase of minimum bulk credits for initial use.

If your usage exceeds the credit limit, you can always buy more - resulting in extra costs.

Now that we have clarified some of Zoominfo's pricing's most confusing aspects, let’s examine the key features each of its pricing tiers includes.

4. You’re locked into yearlong contracts

ZoomInfo doesn’t do monthly contracts. To purchase the solution, their account executives will force you into an annual agreement. 

It’s a worthwhile option if you’re convinced it is the right solution for you, as annual contracts are cheaper than monthly recurring ones. However, this can be an issue if you’re still on the fence and want to validate the product.

Zoominfo Sales Plan

Zoominfo Sales is designed for sales teams looking to accelerate the sales cycle.

As such, it includes:

  • Access to its vast B2B contact database that provides intelligence such as accurate email addresses, direct dial numbers, and mobile phone numbers.
  • Chorus conversational intelligence.
  • Website visitor tracking.
  • Deep company insights and basic intent data.
  • Sales engagement apps and integrations.

However, as explained above, if you need more granular intent data and access to Zoominfo’s native sales engagement options, the total price will be increased.

This kind of pricing policy is especially problematic for smaller-scale users with tight budgets.

Source

If your credit consumption exceeds the limits, you’ll have to pay extra for additional credits.

The Sales plan comes with a free trial, but we can’t say how long the trial period is, as there’s no clear information on that either.

Zoominfo Marketing Plan

Zoominfo built this plan to help marketing teams create better-targeted marketing campaigns and increase their ROI.

It provides features like:

  • Essential B2B contact data and company insights. 
  • Out-of-the-box integrations with various marketing solutions (e.g., HubSpot, Marketo, etc.).
  • Ad Targeting perfect for account-based marketing.
  • Lead-capturing form optimization.
  • Website Chat.
  • Website visitor tracking.

There’s no free trial for the Marketing plan, but you can book a demo.

Zoominfo Talent Plan

In addition to its sales and marketing solutions, Zoominfo lets HR teams leverage its vast datasets.

To help recruiters be more efficient in finding the best talent, the Talent Plan includes the following features:

  • Accurate contact data and sophisticated filtering for advanced searches.
  • Integrations with engagement and similar apps.
  • Real-time relevant candidate alerts.
  • Team collaboration options.

Like Marketing, the Talent plan doesn’t have a free trial, but you can book a demo.

Is Zoominfo Expensive?

Let’s look at what we know so far about Zoominfo pricing:

  1. It’s credit-based, which is a major issue for big-scale users who ingest larger data volumes.
  2. Not all credits cost the same - the more in-depth intelligence you need, the more you’ll pay.
  3. Although its website claims to include a wide range of features in each plan, once you scratch beneath the surface a bit more, you find that the most advanced ones are charged extra.
  4. The pricing plans are annual, although depending on your package, you can negotiate other payment options and frequencies.
  5. Its team doesn’t even publish a rough estimate of the pricing range, so we are urging you to contact them directly for a quote.

Considering all the factors, it’s fair to say that Zoominfo is definitely on the more expensive end of the scale.

Source

Another point worth mentioning, as it sheds a specific light on Zoominfo’s value for money, is that quite a few users complain about Zoominfo’s data, mentioning inaccuracies, missing and stale data, etc.

Source

Source

How Much Does ZoomInfo Actually Cost?

According to software reseller Vendr, here is what ZoomInfo will actually cost you: 

SalesOS Pricing

  • For companies with a headcount of 200, pricing ranges from $24,800 to $44,200
  • For companies with a headcount of 1,000, pricing ranges from $50,200 to $113,800
  • For companies with a headcount over 1,000, pricing ranges from $83,200 to $161,900

What Happens at Renewal? 

Again, according to software reseller Vendr, ZoomInfo customers can get discounts at renewal 👇

  • "We were able to achieve an additional 6.41% discount upon renewal to help get the annual value closer to budget constraints. Insight was posted recently."
  • "We were able to get the annual 10% uplift removed by committing to an early renewal (signed 45 days in advance). Insight was posted recently."

A Better Option than Zoominfo?

If paying what might easily turn out to be thousands of dollars for a platform that doesn’t really deliver optimal results doesn’t sound tempting, we’ve got an alternative that might be more to your liking, as it:

  • Has transparent pricing with no hidden costs.
  • Doesn’t come with expensive add-ons.
  • Doesn’t charge you extra for its integrations.

This solution is Warmly - a revenue orchestration platform that lets you reveal, enrich, and convert website visitors.

In the following section, we’ll explore how Warmly achieves this.

Warmly’s Features

Warmly aims to provide a suite of tools capable of tackling complete sales funnel management.

However, three of its features make it a particularly suitable alternative to Zoominfo:

  1. AI Prospector
  2. Sales engagement
  3. Lead enrichment

Let’s break them down one by one.

1. AI Prospector

The AI Prospector is the SDR that’s available 24/7, constantly on the look out for warm leads, and ready to engage them whenever.

This feature lets you add leads that fit certain criteria to automated outreach sequences, such as:

  1. Connecting with them on LinkedIn. 
  2. Sending a personalized cold email.
  3. Firing a chatbot message.

This lets you engage warm leads while they’re surfing your website - that is, when their interest in your product is probably the highest.

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:

By automating simple engagement actions such as this, you’ll provide SDRs with more time to do what they excel at: nurture leads and close more deals.

Try it yourself 👇or watch it in action. 

2. Sales engagement (Warm Calls and Routing)

No sales platform is complete without sales engagement options.

Unlike Zoominfo, which charges extra for its Engage capability, Warmly provides sales engagement features on all its paid plans.

In addition to an AI-powered chatbot, which you can train to engage potential leads in a way that best resonates with your business goals and brand image, you have options to reach out to leads via text or video chat straight from Warmly.

If you head to the “Warm Calls” section of Warmly’s dashboard, you’ll see the people and businesses visiting your website right now.

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.

Live video chat was one of Warmly’s functionalities that helped Caddis Systems increase website conversions by 500% in 7 days.

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.

Additionally, you can set up Slack notifications to alert sales reps when:

  • A high-value lead lands on your website.
  • A lead makes a high-intent query in the chatbot (e.g., asks about pricing, a particular feature, etc.).
  • A lead requires to speak to an actual human.

Slack alerts can be configured to forward specific leads to the most suitable sales rep based on a range of criteria (account ownership, location, previous interactions, etc.), allowing you to handle lead routing at the same time.

3. Lead enrichment

Like Zoominfo, Warmly includes options for identifying anonymous website visitors, but there’s a significant difference between the two platforms.

Zoominfo can only reveal companies that land on your website.

Warmly, on the other hand, identifies both companies and people, often allowing you to uncover the exact stakeholders surfing your website right now.

All it takes is pasting a piece of Warmly’s code into your website, and you’ll start identifying about 15% of individuals and 65% of companies that land on your website.

You can also paste the code snippet into email outreach campaigns, which allows you to track leads coming from particular sequences and makes attribution much easier.

Behavioral Signals used this trick to detect leads coming through their email campaigns. Combining this with other Warmly’s features allowed them to source $7M in their sales pipeline.

Learn how to start tracking website visitors here.

While Warmly doesn’t have a large static B2B database like Zoominfo, it still enriches your leads with all the essential data, including:

  1. Firmographic data (job titles, email addresses, company locations, mobile phone numbers, etc.). 
  2. Technographic data (a business’s tech stack).
  3. CRM data (ongoing and closed deals, account owners, previous interactions with your sales reps, etc.).
  4. SEP data (interactions with previous outreach efforts, e.g., email campaigns, ads, etc.)

However, it doesn’t stop there, as it also provides first and third-party buyer intent data:

  1. First-party buyer intent data includes valuable insights into leads’ interactions with your website, such as:
  • The pages they visited.
  • Which pages they spent the most time on.
  • The content they downloaded.
  • Which forms they filled out, and more.

2. Third-party intent data, on the other hand, is a sort of a digital breadcrumb trail, giving insight into leads’ entire web journeys, including things like:

  • Recently researched web topics.
  • Visits to competitors’ websites.
  • Job posts.
  • Social media interactions, etc.

Quality intent data plays a key role in businesses’ sales and marketing strategies, as it can uncover hidden gems that can boost conversion rates. 

Find out how intent data boosted VioletX’s growth by 400%.

Thanks to it, your sales and marketing reps can:

  1. Easily recognize the hottest leads among website visitors and focus on them first.
  2. Create tailored outreach approaches for each lead.
  3. Determine when they’re most likely to convert and engage them at that exact time.
  4. Qualify and score leads with more efficiency and precision.

Note: Warmly provides intent data in all paid tiers without additional charges.

Integrations 

Warmly integrates with powerful data solutions, such as Bombora, 6Sense, Clearbit, etc., providing access to their datasets in each pricing plan.

This means you’ll get a bundle of data products for the price of one solution, which packs a wide range of features designed to accelerate your sales pipeline.

Warmly also has seamless integrations with all the popular CRM and sales solutions, allowing it to fit into various tech stacks easily.

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:

  1. Startup: $700/mo, includes 3 users, up to 10,000 monthly visitors.
  2. Business: From $1,440 to $1,740 per month, depending on the number of visitors you expect to have. It includes 10 seats.
  3. 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 the paid plans provide access to all of Warmly’s features and include integrations with Clearbit, Bombora, and 6Sense.

Convert More Qualified Leads with Warmly

There’s no denying that Zoominfo is a powerful tool with thousands of satisfied users.

It offers a broad set of features, with an emphasis on its vast B2B database, which probably has the most complete coverage of North American businesses.

At the same time, it can’t be said that Zoominfo is an affordable solution.

Its credit-based pricing, the fact that it charges different amounts for different data types, and its non-transparent pricing structure make it a less-than-ideal option for many.

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.

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.


‎

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16 Sales Intelligence Tools to Close More Deals in 2024

16 Sales Intelligence Tools to Close More Deals in 2024

Time to read

Alan Zhao

Sales intelligence tools are a valuable addition to any business’s tech stack, as they allow for:

  • Better-targeted prospecting.
  • More successful lead generation efforts.
  • Creating personalized sales strategies.
  • Improving conversion rates across levels.

However, to enjoy all the benefits of sales intelligence software, you’ll have to find one perfect for your needs, market, and goals - and we’re here to help.

We did all the tedious research for you and came up with the 16 best B2B sales intelligence platforms for modern sales teams.

Most importantly, we included a wide range of tools so you can find the best solution for your specific sales strategy.

Let’s go! 

Factors to Consider when Buying a B2B Sales Intelligence Solution

A few quick tips before we get to our list ⤵️

Is the Data Accurate? 

A sales intelligence platform is only as good as its data. If the data is outdated, inaccurate, or lacking, the entire platform will only succeed in creating a mess in your sales process.

Does it have the right type of data?

Some sales intelligence software provides only the most basic lead and prospect information, such as contact details. However, you'll need more granular data for more precise and efficient lead generation, including technographic, first and third-party buyer intent, etc.

Can you scale without breaking the bank?

Can the platform scale easily with your business, or will an increase in needs and data volumes break the bank? 

This is one of the most crucial questions before committing to a tool, and the hidden drawbacks of tools like ZoomInfo and Demandbase. 

Does it play well with your tech stack?

Ensure that your platform of choice integrates well with the rest of your tool stack, particularly emphasizing other sales solutions like CRM and SEP platforms.

And now, let’s finally look at our curated list.

What Are the Best Sales Intelligence Tools in 2024?

  1. Warmly - Best for identifying and converting website visitors.
  2. Gong - AI-powered revenue intelligence platform.
  3. Clari - Enterprise revenue platform that provides sales intelligence, engagement, and forecasting options.
  4. People.ai - AI-driven sales intelligence tool for GTM teams.
  5. RevenueGrid - Sales intelligence platform perfect for Salesforce users.
  6. Affinity - Relationship intelligence platform.
  7. Outreach - Sales execution platform built for sales leaders.
  8. Fireflies.ai - AI meeting assistant that collects vital insights from interactions with leads.
  9. Clay - Cross-references data across 70+ reliable data sources for optimal coverage.
  10. Apollo.io - All-in-one sales automation and intelligence platform.
  11. Lusha - B2B sales data intelligence and prospecting tool.
  12. Keyplay - B2B database with custom filtering and advanced lead scoring.
  13. Cognism - International coverage of B2B sales intelligence.
  14. LeadGenius - Custom-curated sales data intelligence for particular industries.
  15. Zoominfo - Enterprise-level sales operating system.
  16. Crunchbase - Massive database of private company data.

1. Warmly

Warmly is a revenue orchestration platform that lets users:

  • Identify anonymous website visitors.
  • Enrich them with in-depth data.
  • Convert them by leveraging Warmly’s in-depth insights and sales engagement options.

Let’s take a closer look at some of its standout features:

Feature #1: Reveals leads on your website

Warmly reveals the companies and individuals that land on your website, allowing you to easily figure out who might be interested in buying right now.

Website visitor tracking is very easy to set up: Paste a snippet of Warmly’s code into your website, and you’ll start identifying anonymous website visitors in hours.

You can also track leads that come through specific outreach campaigns. Pasting the code snippet into your cold emails will do the trick, and Warmly will take care of the rest.

Knowing who’s visiting your website is just the start. Next, Warmly enriches your records with the intent data sales teams need to craft campaigns that book meetings.

Feature #2: Intent enrichment

Warmly will enrich each identified lead or account with data going beyond what most sales intelligence platforms usually offer.

In addition to firmographics, demographics, CRM, technographic data, etc., Warmly also reveals intent data, including:

First-party intent data 

These are insights into visitors’ website sessions, uncovering details such as the pages they visited, the pages they spent most time on, PDFs they downloaded, forms they filled out, etc.

Third-party intent data 

This type of intent data paints a much wider picture of a potential lead’s interest in your solution, as it provides insights into their overall web activity, including recently searched-for topics, social media posts, job posts, etc.

Thanks to Warmly’s deep integrations with intent data solutions such as Bombora, 6Sense, People’s Data Labs, etc., you'll have access to both intent data types.

Feature #3: Warm calls

Warmly provides several options for engaging hot leads while they’re on your website, one of which is Warm Calls.

The “Warm Calls” section of Warmly’s dashboard reveals who’s visiting your website right now, in addition to all the details and intent intelligence it has on them.

This lets SDRs assess which leads are most likely to convert right now and engage them by hopping on a video call straight from Warmly.

Moreover, you can set up Slack notifications that will alert sales reps when a high-quality lead lands on your website.

This allows reps to tune into leads’ website sessions and engage them via chat or video call when the time is right.

Pricing 

Warmly has a free forever plan that lets you reveal up to 500 people and companies visiting your website, which is perfect for getting a taste of one of the platform’s essential capabilities.

If you expect higher traffic volumes and need more features, you can pick one of three plans:

  1. Startup: $700/mo, includes 3 users, up to 10,000 monthly visitors.
  2. Business: From $1,440 to $1,740 per month, depending on the number of visitors you expect to have. It includes 10 seats.
  3. 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 sales intelligence tools such as Clearbit, Bombora, and 6Sense, allowing you to get a bundle of products at the price of one.

Integrations 

As mentioned above, Warmly’s plans include expensive data solutions that you would otherwise have to purchase separately. 

It comes bundled with Clearbit, Bombora, People Data Labs, 6Sense, and OpenAI and integrates with most modern sales platforms (CRMs, SEPs, etc.).

Pros & Cons

✅ Identifies both companies and individuals visiting your website.

✅ Enriches each revealed visitor with granular first and third-party intent data.

✅ Includes access to comprehensive data solutions on all its paid plans.

✅ Sales engagement features.

✅ Job Change Tracking and Warm Intro functionalities for further advancing lead generation and outreach efforts.

❌ Annual plans only.

2. Gong

Gong is a revenue intelligence platform that harnesses the power of AI to analyze all interactions your team has had with prospective customers, translating them into actionable insights.

Features

  • Gong’s AI model processes the entire context of all correspondence with your leads, highlighting key topics, top questions, and overall relationship dynamics.
  • Tracks over 300 unique signals to predict the outcome of any deal, allowing reps to prioritize winning deals.
  • Detailed analytics reports that track KPIs and can be integrated with CRMs or other business intelligence tools.

Pricing 

Gong doesn’t have fixed subscription fees.

Instead, it has potential users fill out a simple questionnaire and specify their team size and requirements to get a custom quote. 

The pricing depends on the number and type of licenses you need.

Pros & Cons

✅ Easy to use.

✅ Its AI model provides concise and actionable insights that boost sales reps’ efficiency.

✅ Can be used for coaching new reps.

❌ Non-transparent pricing.

❌ Limited features compared to some other sales intelligence software on the list.

3. Clari

This sales intelligence platform offers a suite of 6 key products that can be used individually or combined to cover various parts of the sales pipeline.

Note that each product is charged separately.

Features

  • Allows for setting up multi-step automated sales engagement cadences across LinkedIn, email, SMS, etc.
  • Lets you create collaborative workspaces enriched with intent signals for sales and revenue teams for a joined overview and control over key deals and accounts.
  • Forecast feature gathers crucial data across several points of truth, allowing you to predict revenue and equip reps with actionable insights.

Clari - Recent News & Activity

Pricing

Clari is another sales intelligence tool that doesn’t disclose its prices.

It has separate plans for each of its 6 core packages:

  • Inspect - For managing deals, accounts, teams, etc.
  • Groove - Sales engagement.
  • Align - Accelerates the sales cycle by creating collaborative workspaces.
  • Copilot - Conversational intelligence.
  • Forecast - Predicts revenue and deal success.
  • Capture - Auto sync of all relevant data with your CRMs.

Pros & Cons

✅ High accuracy of its forecasting capabilities.

✅ Wide range of features for sales and RevOps teams.

❌ Each of its 6 products is charged individually.

❌ Limited intent signals.

4. People.ai

People.ai is another sales intelligence platform that harnesses the power of AI to collect and analyze all customer-facing activities and match them to appropriate contacts, accounts, and opportunities in your CRM.

Features

People.ai Reviews, Prices & Ratings | GetApp Canada 2024
  • GenAI-powered interface that you can instruct in natural language to give you quick account summaries, ask for specific details on a deal, or have it highlight deals that are at risk.
  • Captures all the contacts your GTM team engages and constantly enriches your CRM with new data.
  • Automatically creates detailed org charts to help you track how deals advance, identify hidden opportunities, and monitor the overall relationship with specific deals.

Pricing

Unfortunately, People.ai doesn’t publish any pricing details.

There’s no free trial either, so you can only book a demo or contact its sales for a custom quote.

Pros & Cons

✅ Its AI-powered insights provide visibility into vital parts of your pipeline.

✅ User-friendly interface.

❌ Opaque pricing structure.

❌ Issues with data syncing and accuracy.

5. Revenue Grid

Revenue Grid deeply integrates with Salesforce, allowing seamless data syncing and enrichment.

This makes it a perfect sales intelligence tool for sales and marketing teams that use this CRM.

Features

  • Automatically captures all sales activity and data and adds them to Salesforce.
  • Inbox sidebar lets you manage Salesforce from your inbox (e.g., create and edit records, use Salesforce email templates, etc.).
  • Revenue Signals alert reps when an important change happens in an account or suggests which action to take next.

Sidebar customization - Revenue Grid Knowledge Base

Pricing

Revenue Grid has one essential plan, Activity Capture 360, which includes its core features, such as CRM syncs, meeting scheduler, etc.

It has two more modules you can subscribe to at an extra cost for additional features:

  1. Sales Engagement
  2. Revenue Forecasting

Revenue Grid doesn’t publish prices for any of its plans.

Pros & Cons

✅ Seamless integration with Salesforce that allows you to sync your emails and calendar with the CRM as well.

✅ Intuitive interface.

❌ Individual lead analytics can be off.

❌ Sometimes links data with incorrect fields or accounts.

6. Affinity 

Affinity is a relationship intelligence solution built for users who rely on building and maintaining rapport with potential customers to find, nurture, and close more deals.

As such, it’s primarily used by sales professionals, financial services providers, real estate businesses, etc.

Features

  • Tracks and automatically records all sales activity any team member has taken in your CRM.
  • Provides detailed analytics reports of deal flows, allowing you to understand where deals are coming from, how they’re advancing, who on the team is having the biggest impact, etc.
  • Sheds light on connections you and your team members have with key stakeholders in high-value accounts, uncovering the potentially best path to successfully closing deals.

Affinity Software - 2024 Reviews, Pricing & Demo

Pricing

Affinity has 4 plans to choose from:

Essential: $2,000/user/year for contact creation and enrichment, activity capture, and dealflow management.

Scale: $2,300/user/year for everything in Essentials plus analytics, mobile app, and more volume.

Advanced: $2,700/user/year for everything in Scale plus AI, scaled activity tracking, and deeper enrichment. 

Essential: Contact Sales for everything in Advanced plus SSO, permissions, data exports, and API access.

Pros & Cons

✅ Reveals potentially relevant relationships between your organization and valuable leads that can help you close more deals.

✅ Relieves your sales teams of tedious manual work by automatically populating CRM records.

❌ Has a learning curve.

❌ Issues with managing larger data sets.

7. Outreach 

Outreach provides valuable sales insights for both sales reps and sales leaders.

SDRs can use the intel to close more deals, while GTM team leaders are enabled to monitor the entire pipeline.

Features

  • An easy-to-navigate dashboard that tracks sales teams’ performance across the pipeline.
  • Conversational intelligence that attends and records live meetings, captures real-time transcription and delivers on-demand information.
  • Buyer sentiment analysis that allows sales reps to optimize their outreach strategies.

Pricing

Similarly to some other tools on our list, Outreach has five separate packages for its core functionality:

  1. Engage: Sales engagement capabilities
  2. Call: Includes live call monitoring, integrated sales dialer, call summary, etc.
  3. Meet: Provides access to conversational intelligence
  4. Deal: A unified view of all deals and their stages
  5. Forecast: Predicts revenue and deal success

And yes, you guessed it right - Outreach is yet another platform that doesn’t disclose its prices.

Pros & Cons

✅ Provides a solid overview of important sales metrics, allowing leaders to make data-driven decisions.

✅ Lets you set up automated sales engagement sequences.

❌ Prone to glitches and freezing.

❌ Issues with CRM integrations.

8. Fireflies.ai 

Fireflies.ai transcribes, summarizes, and analyzes meetings with leads, providing sales reps and managers with insights into key moments, topics, and action items. 

Features

  • Transcribes and summarizes meetings across Zoom, Google Meet, Teams, and other video call platforms.
  • Lets you create custom topic trackers to easily find details relevant to your business goals.
  • Allows you to filter conversations by speaker, detect buyer sentiment, identify talk-to-listen ratio, etc.

Fireflies.ai - Recording & Transcription App Integration - Pipedrive Marketplace

Pricing

Fireflies.ai has a free forever plan with unlimited transcriptions, limited AI summaries, and 800 minutes of storage per seat, and access to some of its basic features.

More advanced users can choose from three paid plans:

  • Pro: $18 per user per month
  • Business: $29 per user per month
  • Enterprise: $39 per user per month

Pros & Cons

✅ Has a mobile app, providing on-the-go access to its meeting assistant.

✅ Highly accurate transcriptions and summaries.

✅ Affordable.

❌ Has a learning curve.

❌ Issues with accurately identifying buyer sentiment.

9. Clay

Clay is a data enrichment solution that collects data from 75+ sources, transforming it into actionable sales intelligence.

If you’re a fan of Excel, you’ll love its spreadsheet interface. If not, Clay might be too complex for your liking.

Features

Score leads based on several criteria | Clay.com


  • Waterfall data enrichment goes through tens of different data sources to find matches, maximizing coverage while saving time.
  • AI-powered web scraper that scrapes company websites, LinkedIn search results, and other online sources for information.
  • Advanced filtering options let you quickly find the data you need.

Pricing

Clay has a free forever plan that provides 100 search credits per month and limited access to its features.

If you need more credits and features, you can choose from 4 pricing tiers:

  1. Starter: $149/mo
  2. Explorer: $349/mo
  3. Pro: $800/mo
  4. Enterprise: Custom pricing

You can try Clay out with a 14-day free trial of its Pro plan.

Pros and Cons

✅ Dynamic data enrichment, with data aggregated from 70+ different sources.

✅ AI message drafter uses the intelligence Clay collected to create personalized emails.

❌ Complex interface.

❌ The costs can quickly add up due to its credit-based pricing model.

10. Apollo

Apollo is a B2B sales intelligence tool with features like lead prospecting, sequences and sales coaching. It lets users manage the entire sales process from a single platform.

Its versatile pricing plans and powerful yet simple interface make it a top choice for running smart sales processes.

Features

Apollo.io, a full-stack sales tech platform, bags $100M at a $1.6B valuation | Medial
  • Large B2B database with 275M contacts and 73M companies boasting high accuracy rates.
  • AI-powered conversational intelligence engine that analyzes communication with leads, including emails, phone calls, meetings, etc., providing actionable insights for sales reps.
  • Email deliverability improvement through guided inbox setups, authentication checks, actionable deliverability scores, etc.
  • Multi-touch and multi-channel cadences, with both automated and manual options. 

Pricing 

Apollo has a free forever plan that includes unlimited email finder credits, 5 phone number credits, and 10 contact export credits.

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

  1. Basic: $59 per user per month
  2. Professional: $99 per user per month
  3. Organization: $149 per user per month

Note: Professional and Basic plans come with a 14-day free trial.

Pros & Cons

✅ Solid data accuracy.

✅ Lots of features.

✅ Advanced analytics with a 360-degree view of your sales performance KPIs.

❌ The costs can easily sneak up thanks to its dual credit system (you spend one credit for revealing an email address and another for getting a phone number).

❌ Key features hidden behind a paywall.

❌ Clunky CRM integrations.

11. Lusha

Lusha is a powerful sales prospecting tool and B2B intelligence database with good international coverage.

On the sales intelligence front, it’s a cost-friendly solution for businesses looking to leverage buying signals and activity data to fire personalized sequences. 

Features

  • 45M CCPA-compliant North American contacts and 21M GDPR-compliant European contacts.
  • Chrome extension for 1-click prospecting on LinkedIn or company websites.
  • Allows for creating automated email outreach sequences that leverage Lusha’s data.
  • Smart lead scoring with factors like industry trends, engagement activity, job changes, technographics, and more. 

Pricing 

Lusha has a free-forever plan with 50 email and 15 phone credits.

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

  1. Pro: Starting at $49 per user per month 
  2. Premium: Starting at $79 per user per month
  3. Scale: Custom price

The total costs will depend on the number of phone credits you need. 

Each plan claims to include unlimited email credits. However, there’s actually a cap on 2,000 revealed emails per month, so keep that in mind.

Pros & Cons

✅ Good coverage of buying signals for lead scores.

✅ Easy to use and affordable.

✅ Allows for 1-click LinkedIn prospecting.

❌ Gatekeeps most sales intelligence features (bulk enrichment, CRM enrichment, intent signals, etc.) for top-tier users.

❌ Limited phone number data and issues with its accuracy.

12. Keyplay

This B2B sales intelligence software allows users to create custom lead scoring and set up bespoke buying signals they want to track.

This makes it a good solution for account-based marketing and sales.

Features

  • Lets you filter account lists with very detailed criteria like hires by role or type of sign-up flow for advanced searches.
  • Allows you to build custom lead scoring systems without using code and set up custom signal tracking tailored to your business needs and ICP.
  • AI Lookalike helps you find accounts that match your best-performing clients and deals.

Pricing 

Keyplay doesn’t have a free trial for its paid plans.

However, it does have a free forever plan that provides access to its basic features, and subscribing to the PeerSignal community lets you access a more limited number of records. 

If you need more records and advanced features, you can subscribe to one of two paid plans:

  1. Growth: $12,000/year
  2. Scale: Custom pricing

Pros and Cons

✅ Highly customizable lead scoring features. 

✅ Nuanced signal tracking, including HR tech, accounting software, recruiting activity, etc., helping you find attractive prospects more efficiently.

❌ Integrates with just two CRMs, Hubspot and Salesforce.

❌ Annual plans only.

13. Cognism

Cognism is a B2B sales intelligence database that provides tools to refine your ICP and target account list, ensuring a strategic and targeted approach.

It’s important to note that it doesn’t have advanced features engagement features like some of the other solutions on this list.

Features

  • B2B database with 70M verified mobile phone numbers (47 million cell phone numbers in the US alone) and global data coverage.
  • Several CRM enrichment options for keeping your data fresh and accurate.
  • Diamond Data Verification is used to verify phone numbers by calls, ensuring accuracy.
  • Combines lead, account and event data to provide a full picture on every record.

Pricing 

Cognism doesn’t have one-size-fits-all pricing packages. Instead, the price is tailored to each customer’s needs.

However, there are several things we can tell you about the price:

  • There are two types of data to choose from: Platinum and Diamond, with the latter being more accurate as it goes through several verification layers.
  • The price comes with a flat platform fee that includes support, maintenance, onboarding, and initial setup. 

For more details, it’s best to contact Cognism’s sales.

Pros & Cons

✅ Global data coverage with high matching rates.

✅ Chrome extension for LinkedIn prospecting.

✅ More verified phone numbers than most B2B sales intelligence tools.

❌ Opaque pricing structure.

❌ You need a more advanced data package to access phone-verified phone numbers.

14. LeadGenius

This sales intelligence tool is an excellent option for marketing and sales teams whose sales and marketing efforts are focused on specific industries.

Namely, the platform provides bespoke data curated explicitly for each client.

Features

  • Provides on-demand precision data and detailed insights based on users’ ICP, target market, and other unique business requirements.
  • Combines AI-powered engines and human experts to ensure the data is industry-relevant and verified.
  • Artificial Intelligence-powered web scraper that collects custom-tailored actionable insights from anywhere on the web.

Pricing 

LeadGenius is yet another sales intelligence solution with a non-transparent pricing policy.

The only thing stated is that each price is based on the needs and scale of a user’s business.

Contact sales for more pricing details.

Pros & Cons

✅ Collects and delivers on-demand precision data tailored to a business’s unique goals and needs.

✅ Includes several verification layers.

✅ Tracks 40M+ businesses and 350M+ decision-makers. 

❌ Limited functionality, no sales automation, customer engagement, etc., meaning you’ll have to invest in more tools to manage the entire sales funnel.

❌ Non-transparent pricing.

15. Zoominfo 

Zoominfo has one of the largest B2B sales data intelligence databases, making it an attractive solution for marketing and sales teams looking to manage the entire sales pipeline from a single platform.

However, its hefty price tag makes it the best option primarily for enterprise-level users.

Features

  • Extensive database with over 100M company and 260M professional profiles, and 135M verified phone numbers.
  • Sales automation options that enable adding leads to various sequences (e.g., cold email campaigns, LinkedIn connector campaigns, etc.) triggered by specific buying signals.
  • Copilot, AI-driven assistant that can summarize key info on each important lead, give outreach suggestions based on Zoominfo’s data, uncover potential sales opportunities, etc.

Pricing 

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

The website doesn’t reveal actual numbers, so you’ll have to contact sales for a custom quote.

The exact price will depend on several factors, including:

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

Pros & Cons

✅ Wide range of features.

✅ Solid CRM integrations.

✅ User-friendly interface.

❌ Primarily NAM coverage, doesn’t have as much data on other regions.

❌ Limited intent data.

❌ Expensive.

16. Crunchbase

Crunchbase boasts one of the largest intelligence databases for private company data, with a special focus on financial data (funding rounds, investors, etc.).

This makes it a valuable tool not only for B2B sales and marketing teams but also for startups looking for investors or investors looking for good investment options.

Features

  • Holds data on more than 2M companies.
  • Provides a wide range of valuable insights, from a company’s financial health to industry trends, good investment opportunities, etc.
  • Chrome extension that lets you pull data from websites and LinkedIn search results.

Pricing

Crunchbase has 2 pricing packages:

  1. Pro: $99 per user per month when billed monthly or $49 on the annual plan
  2. Enterprise: Custom pricing

The Pro plan has a 7-day free trial.

Pros & Cons

✅ Provides relevant data for versatile user types and use cases.

✅ User-friendly interface.

❌ Most of its data is on North American companies, EMEA is not well covered.

❌ Real-time updates and automated CRM enrichment are available only on the Enterprise plan.

Boost Conversion Rates with Warmly’s In-Depth Intent Data

There you have it, folks, everything from static B2B sales intelligence databases to dynamic intent data providers, sales automation tools, and more.

All that’s left is to decide which one is best for you.

This depends on various factors, but the key question is whether you’re looking for sales intelligence alone or would prefer a more comprehensive solution.

If you go for the second option, then Warmly might be the platform you’re looking for because it:

  • Lets you harness your website’s full potential as a lead-generation source.
  • Delivers much more than a static database, providing insight into who’s most likely to buy your product right now.
  • Offers functionality for engaging leads straight from your website.

The best way to find out if Warmly can help you accelerate the sales cycle?

Sign up for its free plan or book a live demo with our team to see it in action.


‎

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Clearbit Pricing: Is There a Better Option in 2024?

Clearbit Pricing: Is There a Better Option in 2024?

Time to read

Alan Zhao

If you’re seriously considering buying Clearbit, we bet one thing is bugging you—Clearbit’s pricing.

With so little reliable online information and all the changes this data provider has undergone since late 2023, understanding whether it offers good value for your hard-earned money can be tricky.

This guide is here to help you understand Clearbit's pricing policy, helping you answer the question: Is Clearbit worth it?

Plans are rumored to start at around $3,600 per year with limited volume and go up to $100,000+ for larger companies.

Should you decide that Clearbit is not the most affordable option after we’ve detailed its product offering, we’ll provide an alternative solution with transparent pricing and a very special trait you may care about to drive more sales.

Let’s begin by covering the changes introduced into Clearbit's pricing and features since the HubSpot acquisition.

What’s New with Clearbit Pricing?

As you probably know, Clearbit was officially acquired by HubSpot in November 2023, becoming the “HubSpot Native Data Provider.”

This resulted in a total transformation of Clearbit’s pricing plans and the discontinuation or conversion of some features into add-ons.

Source

Before the acquisition, Clearbit had a couple of tiers:

  • Enrichment Plans, which included:
  • Free 
  • Growth 
  • Business 
  • Platform Plans, such as the Standard Bundle

Shortly after the acquisition, Clearbit created a new pricing structure called Sales Intelligence for Hubspot, including a Free, Growth, and Business plan.

However, the pricing structure has changed slightly in the meantime.

Clearbit’s Pricing Plans

Judging by the information available on Clearbit’s website and documentation, the pricing structure now looks like this:

▶️ Clearbit has no free trial.

▶️ There’s a single volume-based plan called Clearbit for Business.

▶️ Forms, Capture, and Advertising features are add-ons that incur additional costs.

▶️ There are a number of free tools with usage volume limitations.

Firstly, we’ll look at the tools you can use for free.

Does Clearbit Have Free Tools?

The several features Clearbit offers for free are a continuation of its Free Plan, which was available until last year.

They include the following:

  1. Visitors. The Visitor dashboard reveals up to 50 companies that visit your website.
  2. HubSpot CRM Integration. Sync companies identified in your Target Markets and Visitors directly with your HubSpot CRM.
  3. Target Markets. With it, you can access any B2B company on the web and create a comprehensive audience of companies that might be qualified leads. The free version displays up to 100 companies.
  4. Clearbit Connect. A free Chrome extension that finds verified emails from anywhere on the web. You get 10 free reveal credits.

Once you upgrade to its premium version, you’ll get more credits for each feature.

Clearbit for Business

Clearbit for Business is Clearbit’s only paid plan at the moment.

It’s primarily focused on data enrichment, meaning that subscribing will provide you with:

  • Real-time data enrichment, with data from 250+ sources condensed into 100+ people and company attributes.
  • Website visitor identification at a company level.
  • Target Markets without the 100-company cap.

The Clearbit Prospector feature, which lets you sift through its datasets to find people and companies that fit into your ICP, seems to have been discontinued.

How Much Does Clearbit Actually Cost? 

When it comes to the actual price of the Clearbit for Business plan, there are no fixed subscription fees, as the cost depends on a few factors:

  • Number of contacts in your database.
  • Number of monthly credits.
  • Add-on capabilities.

We’ve heard from Clearbit customers and public reviews that contracts quickly reach 5 figures and can easily ramp to $80,000+ for large organizations. 

White-labeling Clearbit’s API will guarantee a 5-figure annual contract.

So, to get a closer estimate of how much Clearbit would cost your organization, it’s best to contact its sales for a custom quote.

Note that the credits offered on the paid plan are notoriously easy to spend, meaning you might need to purchase more before they renew. 

Source

Unused credits, on the other hand, cannot be rolled over to the next month.

Also, the fact that the pricing depends on your database size can be problematic for large-scale users.

Source

Clearbit Add-Ons

Clearbit offers several of its capabilities as add-ons, meaning you are charged extra to include them in the Clearbit for Business plan.

The three optional add-ons include Forms, Advertising, and Capture.

1 - Forms

Forms allow for form shortening and dynamic enrichment. This means that the lead-capturing form will auto-fill with Clearbit's data on a lead as soon as they enter their email, hiding all the additional fields. 

2 - Capture

Capture automatically creates Salesforce records of the website visitors Clearbit identified who fit into your target Audience. This feature is designed for Salesforce users, as the regular paid plan includes automatic sync with HubSpot.

3 - Advertising

This capability allows you to be more specific about the audiences that see your LinkedIn, Facebook, and Google ads. You can show them to new companies or employees not in your records yet, display them to companies and individuals from Clearbit’s dataset that fit into your Ideal Customer Profile, or retarget specific people from your existing records.

Unfortunately, we can’t say how much Clearbit charges for its add-ons because its team again chose not to disclose actual prices.

One thing is for sure, though. Whenever a company chooses not to publish its pricing fair and square, it’s expensive, almost without exception. 

Any Surprises at Renewal? 

Source

Want to Access Clearbit without Breaking the Bank?

Let’s sum up a few key points of Clearbit pricing:

  • After HubSpot acquired it, Clearbit dropped to one paid plan and offered several free tools with tight limitations.
  • Clearbit’s pricing is primarily volume-based, depending on the size of the datasets you want to enrich and the number of credits you spend per month.
  • It has limited credits that get eaten up quickly since credit is consumed whenever Clearbit successfully appends data to a record and when a form is filled out/shortened.
  • If you need access to form optimization or have a CRM other than HubSpot, you’ll have to pay extra for additional capabilities.
  • Its pricing structure is opaque, leaving potential customers wondering how much it will actually cost them.

Source

All these factors together amount to a simple conclusion - Clearbit can get very expensive, fast.

Source

When weighing Clearbit’s pros and cons, you should also remember that it has fairly limited features, with the biggest emphasis on enrichment features. 

What should you do if you: 

  • Want Clearbit’s data? 
  • Find it too expensive?
  • Want more than B2B enrichment data?

🎯 Enter Warmly - a revenue orchestration platform that lets you reveal, enrich, and convert website visitors.

In addition to having a wider range of features than Clearbit, Warmly has another ace up its sleeve - it includes access to Clearbit’s vast database in all its paid plans.

Let’s explore some of Warmly’s core functionalities and integrations to understand better what makes it a popular alternative to Clearbit for many sales and marketing teams.

Warmly’s Features

Although Warmly has a variety of features that can help improve B2B lead generation and sales efficiency, here we’ll look into the 3 key features that make it a unique solution:

  • Website Intent
  • AI Prospector
  • Sales Engagement

1. Website traffic deanonymization

Similarly to Clearbit, Warmly identifies anonymous website visitors, providing sales teams with a rich source of potential leads.

However, while Clearbit can reveal only companies that landed on your website, Warmly takes it a step further by revealing individual prospects.

All it takes is pasting Warmly’s code snippet into your website, and you’ll start uncovering about 65% of companies and 15% of individual accounts that visit your website in minutes.

Tip: You can add the snippet to emails to track leads who’ve come through specific email campaigns. As a result, you’ll improve attribution and be able to tweak and adjust email campaigns that underperform.

2. Record enrichment

Warmly integrates with most popular CRMs, allowing for easy data syncs between the platforms.

Therefore, once it identifies the individuals and companies visiting your website, Warmly proceeds to enrich your CRM records - or create new ones when new leads are revealed - with all the relevant data it has on them, such as:

  1. Firmographic, including all relevant company details, such as phone numbers, email addresses, locations, etc.
  2. Technographic, uncovering a business’s tech stack.
  3. SEP data, like engagement with specific email campaigns.
  4. CRM data, such as account ownership, deal stage, ongoing and closed deals, etc.

Most importantly, Warmly regularly updates its data, ensuring that your records stay fresh, relevant, and accurate.

3. Intent enrichment

In addition to traditional record enrichment, Warmly also delivers intent data, allowing users to get a better idea of:

  1. Who their hottest leads are.
  2. When’s the best time to reach out.
  3. What sales approach is most likely to work with them.

The platform delivers two types of intent data:

  • First-party intent data, which are essentially leads’ interactions with your website. It includes insights such as the pages they visited, time spent on each page, downloaded whitepapers, etc.
  • Third-party intent data that provides a deeper understanding of a lead’s readiness to buy, It includes intel like topics they recently searched for on the web, social media posts, companies’ job posts, etc.

Gaining insights both into your leads’ website session and following the entire trail of digital breadcrumbs they left while interacting with other websites, social media, ads, etc., lets you qualify and score leads more confidently.

Embedded Data Sources 

As mentioned above, Warmly’s plans include expensive data solutions that you would otherwise have to purchase separately - Clearbit included. 

In addition to Clearbit, it comes bundled with Bombora, People Data Labs, 6Sense, Connect the Dots, and OpenAI and has seamless integrations with most modern sales platforms (CRMs, SEPs, etc.).

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:

  1. Startup: $700/mo, includes 3 users, up to 10,000 monthly visitors.
  2. Business: From $1,440 to $1,740 per month, depending on the number of visitors you expect to have. It includes 10 seats.
  3. 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 the paid plans provide access to all of Warmly’s features and include integrations with Clearbit, Bombora, and 6Sense.

Ready to Start Converting More Website Visitors?

Ultimately, there’s no simple answer to whether Clearbit is worth it.

It’s undoubtedly a powerful data enrichment solution that compiles data from hundreds of reliable web sources, providing high matching rates and quality intent data.

However, its non-transparent and credit-based pricing structure can be off-putting for many, especially since Clearbit doesn’t include that many features in its offering.

Warmly, on the other hand, offers straightforward pricing and a comprehensive suite of features.

It also includes Clearbit—as well as several other data solutions—in all of its paid plans, making it a more attractive alternative in more ways than one.

As remarked by one of our users:

Juan C., Verified G2 Reviewer

But why take just our (or Juan’s) word for it?

Sign up for Warmly’s free plan and start revealing website visitors today.

Or, if you’d like to see all of its functionalities in action, book a live demo with our team.

Related reading

Clearbit vs Zoominfo vs Warmly: Which One Is the Best in 2024?

10 Best Sales Prospecting Tools in 2024

The 12 Top Lead Enrichment Tools for GTM Teams in 2024

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11 Best B2B Lead Generation Tools in 2024

11 Best B2B Lead Generation Tools in 2024

Time to read

Alan Zhao

B2B lead generation tools are a necessary element in any serious business’s tech stack, as they:

  • Boost efficiency and productivity of marketing and sales teams.
  • Support business growth and expansion thanks to their scalability.
  • Help find higher-quality leads.
  • Improve outreach and marketing campaigns’ targeting and success rates.
  • Provide a competitive advantage by discovering qualified leads faster and reducing time-to-lead.

However, finding the best lead generation software for your use case can be tricky, as there are so many viable solutions.

Our detailed review is here to help you narrow down your search.

We compiled a list of the 10 best B2B lead generation tools, with an in-depth breakdown of each solution’s features, pricing, shortcomings, and more.

Let’s begin!

A Few Extra Notes to Help You Decide

There are several factors you should consider to ensure you’ll make the best possible choice, including:

1. Will costs sneak up on you? 

Different users have different budget sizes, so what’s affordable to you might be too expensive for others. It’s up to you to assess.

Nonetheless, to avoid breaking the bank regardless of your budget size, focus on solutions with transparent pricing structures and no hidden costs that could sneak up on you.  

2. Can it integrate with your stack?

Even the most powerful tool won’t do you any good if it doesn’t play well with your existing tech stack. 

It’s much easier to find a lead generation provider that integrates with your CRM, SEP, and other intelligence platforms than replace them altogether.

3. Does it play where your leads play?

Some lead generation platforms are optimized for a single channel—such as email or social media—while others are more versatile and allow for a multichannel approach.

When picking a solution, focus on those optimized for your primary lead generation channel and target audience.

And now, it's time for the best part - the top 10 list!

What Are the Best B2B Lead Generation Tools?

  1. Warmly - Captures qualified leads on your website and helps convert them.
  2. Clay - Compiles data from 75+ validated sources to help you build targeted lead lists.
  3. OptinMonster - Optimizes your website for lead generation.
  4. Zoominfo - Enterprise-level sales tool.
  5. Dealfront - Helps generate leads by combining sales intelligence with website traffic tracking.
  6. LinkedIn Sales Navigator - Good choice for LinkedIn-based lead generation.
  7. Hootsuite - Solid option if social media is your primary lead generation channel.
  8. Leadpages - Builds converting landing pages.
  9. LeadGenius - Industry-specific lead generation platform.
  10. Apollo.io - Versatile sales engagement and intelligence tool.
  11. Keyplay  - Provides advanced filtering and custom lead-scoring features.

1. Warmly

Warmly is a lead enrichment solution that captures quality leads on your website and enriches them with intent data.

The revenue orchestration platform also provides options for engaging and converting leads without leaving your website.

Let’s get a closer look at some of its key features.

Feature #1: Reveal leads on your website

Your website can be a rich source of high-quality leads, provided you have the tools to identify them.

And that’s one of the things Warmly does - it reveals both companies and individuals that land on your website, often allowing you to pinpoint the exact person visiting your website right now.

Gaining insight into who’s visiting your website is an essential part of any lead generation strategy, as it helps you understand:

  1. Whether your website is even attracting the right audience.
  2. Which businesses are your potential leads based on their interest in your product.

However, those insights alone are not enough for accurate lead scoring and qualification, as you still know nothing about what pages your visitors are looking at, whether they’ve already shown interest in similar solutions, etc.

That’s why Warmly enriches each identified visitor with buyer intent data, providing a complete picture of their likelihood to convert.

Website visitor tracking, coupled with intent data, helped Arc move from a “best guess” approach to attribution to a 200% ROI in 6 months.

This data includes:

  1. Firmographic data (job titles, email addresses, company locations, phone numbers, etc.). 
  2. Technographic data (a business’s tech stack).
  3. CRM data (ongoing and closed deals, account owners, previous interactions with your sales reps, etc.).
  4. First-party buyer intent data, i.e., website session insights, including pages visited, time spent on each page, downloaded content, etc.
  5. Third-party buyer intent data, such as topics recently searched for on the web.
  6. And much more.

This type of granular intent data provides all the key intel that successful lead generation depends on:

  1. Who are your hottest leads?
  2. When is the perfect time to contact them?
  3. What is the best method of reaching out?

It’s also worth mentioning that you don’t have to be a tech geek to make the most of Warmly’s website visitor identification and enrichment feature.

All you need to do is paste a snippet of Warmly’s code into your website, and you’ll start detecting high-value leads in hours.

Tip: You can also add Warmly’s snippet to emails, enabling you to track leads who’ve come through specific cold email campaigns. This allows for better marketing attribution and lead targeting.

Feature #2: AI Prospector

Finding an SDR who’ll be present at all times and always ready to engage hot leads is not a simple task, especially considering things like different time zones.

Once the platform has identified anonymous website visitors and enriched them with intent data, you can have Warmly’s AI Prospector automatically engage prospective customers who match specific criteria (e.g., location, seniority, pages visited, etc.) by:

  • Firing a personalized email.
  • Connecting with them on LinkedIn.
  • Sending a chat message that will resonate with them (e.g., by referring to the web page they’re currently looking at).

AI Prospector is highly configurable. You can specify WHO you want it to contact, WHAT action to take, and WHEN to do it:

WHO: 

  • Which accounts should be targeted based on the chosen segments (e.g., company size, industry, etc.)
  • What specific personas from each account should be added to workflows (e.g., sales reps, marketing executives, etc.)

WHAT:

  • How many contacts from each account should be targeted
  • Which action should be taken (e.g., send personalized email or LinkedIn message)

WHEN:

  • How often should the Prospector search for profiles fitting the set criteria and run workflows

This way, you’ll constantly have new warm leads trickling down the funnel on autopilot.

Try it yourself 👇or watch it in action. 

 Feature #3: Routing and alerts

While the AI Prospector can handle repetitive sales processes, some tasks—like lead nurturing and successful deal closing—require human attention.

Warmly lets you set up automated Slack notifications that will alert a sales rep when:

  • A high-caliber lead matching the criteria you set up lands on your website.
  • A lead asks a high-intent question in the web chat (e.g., inquires about the price, free trial, demo, a particular product feature, etc.) or specifically requires to speak with an actual human.

This way, sales reps will be immediately notified when a hot lead is surfing your website, allowing them to engage them while their interest in your solution is at its peak.

Moreover, the Slack notifications are highly configurable, letting you handle lead routing on autopilot.

Namely, you get to decide what lead will be assigned to which SDR based on:

  • Prior interaction with the lead.
  • Account ownership.
  • The rep’s experience with a given account’s industry.
  • Other relevant criteria.

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.

Inbox Pirates were able to close a 4-figure deal in just two weeks on Warmly’s free plan.

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

  1. Startup: $700/mo, includes 3 users, up to 10,000 monthly visitors.
  2. Business: From $1,440 to $1,740 per month, depending on the number of visitors you expect to have. It includes 10 seats.
  3. 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.

Integration options

All of Warmly’s plans provide access to expensive data solutions that you would otherwise have to buy separately. 

It comes bundled with Clearbit, Bombora, People Data Labs, 6Sense, and OpenAI and integrates with most modern sales platforms (CRMs, SEPs, etc.).

Pros & Cons

✅ Identifies website visitors at company and prospect level.

✅ Enriches each identified lead with in-depth intent data, allowing for precise lead qualification and scoring.

✅ Provides sales engagement options.

✅ User-friendly.

✅ All plans include comprehensive data solutions.

❌ Big jump from the free to the first paid plan.

2. Clay

Clay is a waterfall enrichment solution, meaning it consolidates relevant data from dozens of online sources. This allows users to create targeted lead lists enriched with accurate data.

Its Excel-like interface makes it a favorite tool of RevOps teams, while sales and marketing people may find it a bit too complex.

Features

  • Cross-references 75+ data sources, maximizing data coverage and making lead generation and prospecting more accurate and targeted.
  • Conversational AI-powered web scraper, Claygent, that can be instructed to pull and summarize relevant data on your leads.
  • Vast library of customizable templates for outbound lead generation campaigns.

Pricing

Clay has a free forever plan that provides 100 monthly search credits and limited access to its features.

If you need more credits and features, you can choose from 4 pricing tiers:

  1. Starter: $149/mo
  2. Explorer: $349/mo
  3. Pro: $800/mo
  4. Enterprise: Custom pricing

The Pro plan has a 14-day free trial.

Pros & Cons

✅ Dynamic lead enrichment that provides high matching rates.

✅ Integrates with a solid range of CRMs and other sales tools.

✅ Allows for automating writing personalized email copy, setting up automated lead scoring systems, etc.

❌ Steep learning curve.

❌ Credit-based pricing can easily result in overspending.

3. Zoominfo

Zoominfo is a powerful sales operating system with a large B2B database and sales engagement features. It primarily covers North American companies and contacts. 

The platform offers complete sales pipeline management, sales cadences, and sales coaching. ZoomInfo is a solid option if you rely on direct sales to generate leads. 

Features

  • B2B database with over 260M professional and 90M company profiles and 135M verified business phone numbers.
  • Chorus conversational intelligence that analyzes correspondence with leads and customers, allowing you to discover hidden opportunities, determine which parts of your pipeline underperform, etc.
  • Enriches lead capture forms, meaning you’ll get all the necessary data on a lead from just their email, as the platform will auto-populate the rest.

Pricing

Zoominfo has separate plans for Talent, Sales, and Marketing teams, each providing access to features most useful to that team.

It doesn’t reveal actual prices, meaning you’ll have to ask sales for a custom quote.

The exact price will depend on several factors, including:

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

Pros & Cons

✅ One of the biggest B2B databases.

✅ Accurate data.

✅ Feature-rich, including sales automation, lead enrichment, advertising, etc.

❌ Very expensive, best suited for enterprises.

❌ Limited intent data.

❌ Its website traffic deanonymization functionality can only reveal companies.

4. Dealfront

Dealfront is the result of the merger of Leadfeeder (a website visitor identification solution) and Echobot (a sales intelligence platform).

It provides a B2B database oriented on European data, and options for tracking website traffic.

Features

  • Identifies companies visiting your website.
  • Provides data on 40M+ companies and 180M+ contacts, with 30M+ companies and 83M+ contacts in Europe alone.
  • Allows you to build and display targeted ad campaigns to raise brand awareness among companies matching your ICP or retarget website visitors.

Pricing

Dealfront has separate plans for sales intelligence and website traffic deanonymization.

Dealfront's sales intelligence plan does not have flat fees, so you’ll need to contact its sales team to get a quote.

For its website visitor identification feature, there’s a limited free plan that identifies up to 100 monthly website visitors, excluding all other Dealfront features.

The paid plan starts at €99 per month, with the final price depending on the number of identified companies.

You also get 25 free credits for revealing contact details like email addresses and phone numbers. If you exceed the limit, you’ll pay extra.

Note: The website visitor identification plan has a 14-day free trial.

Pros & Cons

✅ GDPR compliant.

✅ Excellent coverage of European data and specific regions such as DACH and Benelux.

✅ Over 30 trigger events you can set up to alert you when a relevant change in an important lead’s profile occurs (e.g., job changes, bankruptcy notices, etc.).

❌ Limited international coverage - tricky if your market is outside the EU.

❌ Its website visitor identification leaves much to be desired, as it often delivers inaccurate results and can only track companies.

5. LinkedIn Sales Navigator

LinkedIn Sales Navigator is LinkedIn’s native prospecting and lead generation platform.

It allows users to improve their LinkedIn outreach efforts by letting them tap into the platform’s rich prospect pool. 

From Navigator, you can search for companies and contacts that fit the demographics of your best customers and build lead lists. 

Features

  • Advanced filtering options that allow for segmented and precise searches across verticals.
  • Tracks key signals indicating the right time to engage inbound leads (e.g., job change, specific LinkedIn post, etc.).
  • Provides valuable insights to help you discern which accounts best match your ICP.
  • Export lead lists to utilize them in sales engagement tools. 

Pricing

LinkedIn Sales Navigator is notorious for its pricing. It’s one of LinkedIn’s most expensive solutions.

It has three pricing tiers:

  1. Core at $74.31 per month when billed annually. 
  2. Advanced at $125.87 per month when billed annually.
  3. Advanced Plus at a custom price.

If you need access to features such as CRM integrations, data verification, etc., you'll have to upgrade to the Advanced Plus plan.

Pros & Cons

✅ Optimized for LinkedIn prospecting and lead generation.

✅ Provides 50 InMails per month to reach out to potential leads even when you’re not connected.

❌ Best features are kept behind a high paywall.

❌ Doesn’t directly integrate with other platforms. 

6. Hootsuite

Hootsuite is a B2B sales and marketing software tool built for businesses that use social media for lead generation.

It’s our best pick if you rely on social media content for lead generation. 

Features

  • It lets you automate and schedule posts on various social media platforms, allowing for a “set it and forget it” approach.
  • Gives valuable insights into the best time to post based on your target audience preferences, location, time zone, etc.
  • AI-content generator optimized for creating captions.

Pricing

Hootsuite offers three pricing plans:

  1. Professional: $99/mo, includes 1 user and 10 social accounts
  2. Team: $249/mo, includes 3 users and 20 social accounts
  3. Enterprise: Custom price, starts at 5 users and 50 social accounts

The first two plans have a 30-day free trial.

Note: All plans are annual.

Pros & Cons

✅ Easy to use.

✅ Integrates with all major social media platforms.

✅ Affordable and scalable.

❌ Prone to glitches.

❌ No social media automation like Phantom Buster.

7. Leadpages

Leadpages allows users to create custom landing pages and websites optimized for lead generation and conversion.

It’s similar to Unbounce, with handy conversion tools to capture leads. We’ve heard from customers that combining a website optimizer with Warmly’s website deanonymization is the best way to drive more revenue from your existing traffic. 

Features

  • Vast library of pre-built landing page templates to help users with various skill levels and marketing expertise create converting pages.
  • A visual drag-and-drop landing page builder paired with an AI-powered text generator.
  • Leads Library for a quick overview of leads generated through Leadpages’ solutions.

Pricing

Leadpages offers three plans:

  • Standard: $49/mo, 5 landing pages
  • Pro: $99/mo, unlimited landing pages
  • Advanced: Custom price for larger teams that need more customization options

There’s a 14-day free trial period that lets you try Leadpages before committing. 

Pros & Cons

✅ Excellent customer support.

✅ Intuitive interface and lots of customizable templates for an easy start.

❌ Limited functionality.

❌ Its website-building options leave much to be desired (versus a Webflow).

8. LeadGenius

LeadGenius is different than most lead generation and prospecting tools because it doesn’t have a standard B2B database.

Instead, it delivers on-demand data for B2B marketing and sales teams targeting highly specific industries.

Features

  • Provides custom-curated precision data and insights based on users’ ICP, target market, and other specific needs and criteria.
  • Combines the power of AI and human insight to ensure that the data is accurate and relevant to the industry in question.
  • Configurable AI-powered web scraper you can train to collect specific insights from anywhere on the web.

Pricing

LeadGenius opted against revealing its prices.

The website only states that each price is based on the needs and scale of a user’s business.

Pros and Cons

✅ Enables highly specific and tailored data enrichment.

✅ Covers 40M+ businesses and 350M+ decision-makers. 

✅ Combines several control layers when collecting and verifying data, including both AI-driven and human checks.

❌ Non-transparent pricing.

❌ Limited features.

9. Apollo.io

Apollo is a well-known sales engagement platform designed to help B2B sales and marketing teams streamline their lead generation efforts and other sales operations.

It includes everything from a B2B database to prospecting and sales automation. 

Features

  • Massive B2B database with 275M contacts and 73M companies with high matching rates.
  • AI-powered lead scoring based on the criteria you set up according to your ICP.
  • Meeting scheduler that allows for setting up and holding various meeting types from its platform.

Pricing

This sales tool has a free forever plan that provides unlimited email finder credits, 5 phone number credits, and 10 contact export credits.

Users who need more can upgrade to one of three paid plans:

  1. Basic Plan: $59 per user per month
  2. Professional Plan: $99 per user per month
  3. Organization Plan: $149 per user per month

You get a discount if you opt for annual billing.

Note: All paid plans except Organization come with a 14-day free trial.

Pros and Cons

✅ Wide variety of robust features that enable complete sales pipeline management.

✅ User-friendly interface.

✅ Solid data accuracy.

❌ Low-quality integrations, making data exports difficult.

❌ Most advanced features are omitted from its basic plan, pushing you to upgrade.

❌ Dual credit system, meaning that you spend one credit for revealing an email address and another for getting a phone number.

10. Keyplay

Keyplay helps users find leads that match their ICP by allowing them to set up custom intent signals and lead scoring systems.

It’s a good option if you need to filter leads by somewhat non-traditional criteria.

Features

  • AI Lookalike helps you find accounts that match your best-performing clients and deals.
  • Allows you to build custom lead scoring systems without using code.
  • Tracks intent signals and lets you set up custom signals tailored to your industry and needs.

Pricing

Keyplay doesn’t have a free trial for its paid plans.

It does, however, have a free forever plan that provides access to its basic features, and subscribing to the PeerSignal community lets you access a more limited number of records. 

If you need more records and advanced features, you can subscribe to one of two paid plans:

  1. Growth: $12,000/year
  2. Scale: Custom pricing

Pros and Cons

✅ Highly customizable lead scoring features. 

✅ Nuanced signal tracking, including HR tech, accounting software, recruiting activity, etc., helping you find qualified leads more efficiently.

✅ User-friendly interface.

❌ Integrates with only two CRMs, Hubspot and Salesforce.

❌ Offers only annual paid plans.

11. OptinMonster

OptinMonster is another lead generation software for people who want their website to be the primary lead source.

It takes a different approach from Warmly, focusing its feature set on optimizing websites for conversions.

Features

  • Exit-Intent Technology that detects when website visitors are about to leave and offers personalized discounts, shows relevant campaigns, etc.
  • OnSite Retargeting lets you show fresh and targeted campaigns and offers to recurring visitors or subscribers.
  • Page-level targeting that displays personalized offers based on the section of your website potential customers are currently on.

Pricing

OptinMonster has 4 pricing plans:

  • Basic Plan: $9.97/mo
  • Plus Plan: $19.97/mo
  • Pro Plan: $29.97/mo
  • Growth Plan: 49.97/mo

Note that these are all yearly plans.

Although there’s no free trial, the company's sales team promises a complete refund if you're unsatisfied within the first 14 days of subscribing.

Pros & Cons

✅ Lots of integrations, including email marketing tools, CRMs, etc.

✅ Many versatile website optimization options, such as pop-ups, lead capture forms, coupon wheels, etc.

✅ A/B testing and detailed analytics.

❌ Has a learning curve.

❌ Its form builder is difficult to use.

❌ Its most advanced features are reserved for high-tier users.

Boost Lead Generation and Improve Conversion Rates with Warmly

All the solutions that made it on our list are good, so it all comes down to your specific needs, goals, and budget.

However, if you care about driving your website’s lead generation potential way up, Warmly might be your ideal solution.

With it, you can easily identify high-quality leads on your website and reach out precisely when they’re ready to convert—all from a single platform.

The best way to find out if Warmly is right for you is to subscribe to its free forever plan and try it yourself.

You can always book a live demo with our team to see it in action first.


‎

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9 Best Data Enrichment Tools in 2024

9 Best Data Enrichment Tools in 2024

Time to read

Alan Zhao

Reliable data enrichment tools are the one thing you can’t go without if you’re in B2B sales or marketing, as they enable:

  • Highly targeted prospecting.
  • More successful lead generation.
  • Better conversion rates across channels.

In this article, we’ll offer a curated list of the 9 best data enrichment tools, analyzing each platform’s strengths, drawbacks, and pricing policies to help you make an informed decision. 

But first, let’s quickly explain what factors you need to consider when choosing a data enrichment tool.

Key Things to Look for in a Data Enrichment Platform

1. Data Accuracy

Suppose a data enrichment platform keeps giving you inaccurate or stale data or struggles to find information on a lead. Your campaign’s response rate will be low, bounce rate high, and you’ll waste money buying crappy leads.

It’s the most common drawback flagged in public reviews for tools like ZoomInfo and Demandbase.

2. Data granularity

Some platforms provide only basic contact information, which is not enough to create efficient marketing and sales campaigns.

Without granular buyer intent data, you can’t qualify leads, recognize the hottest ones, and engage them when they’re ready to convert.

That’s why tools like Warmly, Koala, Clay, and Keyplay are being widely adopted by modern GTM teams.

3. Suitability for your target audience

Different lead enrichment software provides different data types, which can be relevant if you’re focused on a highly specific vertical.

Make sure that the platform you choose is specialized for the exact industry your target market is in or that it is versatile enough to cover different verticals, data types, and use cases.

For example, Dealfront is recognized as a reliable data enrichment tool for the EU, but struggles with US-based records.

4. Range of features and integration capabilities

Chances are you’ll need separate tools for sales engagement, website traffic identification, buying intent signal detection, sales engagement, etc.

Your lead enrichment solution needs to fit in that mix. Try finding a solution that provides broader core functionalities and can easily be integrated into your existing GTM stack.

And now, let’s see which data enrichment platforms made it to our top 9 list ⤵️

What Are the Best Lead Enrichment Tools in 2024?

1. Warmly - Identifies website visitors, enriches them with detailed intent data, and helps you convert them.

2. Zoominfo - Sales OS with a massive static B2B database.

3. Albacross - Reveals B2B intent data for the European market.

4. Clearbit - Data enrichment veteran (recently acquired by HubSpot).

5. Koala - Newcomer in the intent data enrichment/website traffic identification arena.

6. Clay - Waterfall data enrichment provider.

7. Datanyze - Affordable data enrichment tool with a Chrome extension for 1-click prospecting.

8. LeadGenius - Custom-curated B2B data for vertical-specific users.

9. BuiltWith - Technographic data enrichment.

1. Warmly 

Warmly is a revenue orchestration platform built for users looking to make the most of their website’s hidden potential.

It identifies website visitors, enriches them with granular intent data, and provides options for converting them on the spot.

Feature #1: Website traffic deanonymization 

Knowing who’s visiting your website can significantly improve lead generation and boost your sales efforts by pointing your sales reps toward potentially hot leads.

Warmly reveals website visitors in real time, letting you drive more revenue from your existing web traffic.

However, the platform comes with a nifty trick up its sleeve.

Unlike most website traffic tracking software, it identifies both company and individual-level visitors with high accuracy rates, often allowing you to capture the exact person surfing your website right now.

The whole process is very easy, too, meaning you don’t have to be a tech genius to start identifying anonymous website visitors.

All it takes is pasting a snippet of Warmly’s code into your website, and you’ll start revealing companies and people surfing your website right now.

Tip: The snippet can also be added to your email campaigns. That way, you’ll know which leads came through a specific campaign, allowing for easier attribution and creating a tailored lead nurturing strategy.

But it doesn’t end there. 

Warmly enriches each identified visitor with in-depth intelligence, as we’ll explain below.

Feature #2: Record enrichment

Once Warmly reveals the individuals and companies surfing your website, it creates new records in your CRM or enriches existing ones with the data it uncovered, such as:

  1. Firmographic data (job titles, email addresses, company names and addresses, phone numbers, and other company details.). 
  2. Technographic data (software tools and technology a business uses).
  3. CRM data (ongoing and closed deals, account owners, previous interactions with your reps, etc.).
  4. SEP data (engagement with email campaigns, chatbot interactions, etc.).
  5. And more.

As a result, your CRM data will always be fresh, clean, and accurate, eliminating the need for manual record entries and corrections.

Feature #3: Intent enrichment

In addition to identifying website visitors, Warmly provides options for tracking their website sessions.

This gives you access to first-party intent data on each revealed lead, as their interactions with your website can clearly indicate whether they’re interested in your solution and how much. 

This data includes:

  • Pages visited on your website.
  • Time spent on each.
  • Downloaded content, etc.

It’s important to note that, unlike most other data enrichment platforms that provide only one type of intent data, Warmly also offers third-party intent data.

Thanks to its deep integrations with comprehensive data solutions such as Bombora, 6Sense, Clearbit, etc., the platform lets you reveal:

  • Topics your leads recently searched for on the web.
  • Whether they visited competitors’ websites.
  • Job posts that can provide insights into what projects are a priority at a certain company, which operational challenges they face, etc.
  • Job change data, allowing you to automate the following processes (e.g., update the CRM with new data, add them to new advertising sequences, etc.) and ensure you won’t lose a high-performing client or warm lead.

Why should you care about intent data?

Intent data is important for several reasons.

It allows you to:

  • Immediately recognize website visitors who fit into your Ideal Customer Profile and focus on them from the start.
  • Identify the hottest leads on the brink of conversion and have your sales reps engage them while their interest is at its peak.
  • Create hyper-personalized, highly-targeted prospecting and sales outreach strategies based on the intel Warmly delivered.
  • Provide optimal customer experiences by creating a tailored approach for each lead.
  • Qualify and score leads with precision and accuracy.

Using a combination of first- and third-party intent data lets you create a 360-degree view of every lead’s readiness to buy.

This means sales professionals won’t have to wander in the dark anymore, struggling to single out high-value leads and find the best approach.

Instead, they can concentrate on what matters most—engaging and converting hot leads.

Find out how Stage booked a qualified meeting on day one of using Warmly, thanks to website intent.

Pricing

Warmly offers a free forever plan that allows you to reveal and enrich up to 500 people and companies who visit your website.

You can close 4-figure deals even on the free plan - just like Inbox Pirates did.

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

  1. Startup: $700/mo, includes 3 users, up to 10,000 monthly visitors.
  2. Business: From $1,440 to $1,740 per month, depending on the number of visitors you expect to have. It includes 10 seats.
  3. 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

As mentioned above, Warmly’s plans include expensive data solutions that you would otherwise have to purchase separately. 

It comes bundled with Clearbit, Bombora, People Data Labs, 6Sense, and OpenAI and integrates with most modern sales platforms (CRMs, SEPs, etc.).

Pros & Cons

✅ Identifies individual and company visitors.

✅ Enriches each revealed visitor with granular first and third-party intent data.

✅ Provides sales engagement options.

✅ Includes comprehensive data solutions on all its pricing tiers.

✅ User-friendly.

❌ Big jump from the free to the first paid plan.

2. Zoominfo 

Zoominfo has one of the most extensive static B2B databases available today, providing detailed contact information on companies and stakeholders.

Its wide range of integrations lets sales and marketing teams enrich leads across their solutions, like Salesforce or Marketo. 

Features

  • B2B database with over 260M professional and 90M company profiles and 135M verified business phone numbers, focusing on the NAM market.
  • Advanced data enrichment options, including automatic data cleansing, auto-discovery of related companies and contacts, etc.
  • Lead-capturing form optimization allows you to shorten forms to a single or a few fields, and the platform will auto-populate the rest.

Pricing

Zoominfo has three distinct plans for Talent, Sales, and Marketing teams.

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

The exact price will depend on several factors, including:

  • Features and functionality.
  • Number of licenses.
  • Credit usage.
  • Other opaque criteria.

Pros & Cons

✅ High data accuracy.

✅ Versatile, can be used by marketing, sales, and HR teams.

✅ Wide array of functionality.

❌ Very expensive.

❌ Limited intent data.

❌ Primarily NAM coverage, other regions are underrepresented.

3. Clearbit 

Clearbit is a real-time data enrichment tool that collects data from 250+ proprietary and external sources and transforms it into over 90 B2B attributes for individual and company profiles.

However, since it was recently acquired by HubSpot, Clearbit is primarily oriented toward HubSpot record enrichment and might not work as smoothly with other CRMs.

Features

  • Automatic data refreshes when a change is detected.
  • Can reveal companies visiting your website.
  • Form optimization.
  • White-labeled API to enrich records in your own SaaS product.

Pricing

Clearbit doesn’t reveal its pricing structure, meaning you’ll have to contact sales for more details.

The volume-based plan can include add-on functionalities like Forms, Advertising, and Capture. (The add-ons are probably charged extra).

❗Note: Warmly's pricing plans include access to Clearbit’s extensive database.

Pros & Cons

✅ Accurate data.

✅ Can be integrated into your app as a white-label solution.

✅ Pulls data from a variety of sources.

❌ Opaque pricing.

❌  Only company-level identification.

❌ Some of its key features are only available as add-ons.

4. Koala 

‎Koala reveals and enriches website visitors at account and prospect levels.

It’s a new platform, so it’s yet to make a name for itself, but its capabilities look promising.

Features

  • Reveals first-party data (i.e., which pages potential leads visited, what articles they read, which documents they downloaded, etc.).
  • Provides an ICP score for each identified visitor.
  • Allows for setting up automated workflows, such as sending follow-up emails, syncing intent data with CRMs, etc.

Pricing

Koala has a free forever plan, which includes up to 3 users and 250 identified visitors.

If you need more, you can choose between two plans:

  1. Starter: $500/mo, up to 3 users ($300 per additional user), unlimited visitors
  2. Business: Custom plan, includes custom number of users, access to key features such as automation, lead scoring, signal reports, and more

Pros & Cons

✅ Identifies companies and individuals visiting your website.

✅ Easy to navigate.

✅ Plays well with various CRM and sales solutions.

❌ First-party data only.

❌ Intent signals, lead scoring, and automations are available only on the priciest plan.

5. Clay 

Clay is a data enrichment tool popular for its “waterfall enrichment” capabilities. Clay’s data is extremely accurate since it cross-references data from 50+ sources. 

Its Excel-like interface makes it more suitable for revenue operations. Sales and marketing pros can struggle with it and have a hard time making the most out of Clay.

Features

  • Analyzes and cross-references 50+ data sources to find accurate matches, optimizing data coverage while saving time.
  • AI-powered web scraper Claygent can be trained to do detailed lead research for you.
  • Has pre-built templates for standard marketing and sales processes.

Pricing

Clay has a free forever plan that provides 90 monthly search credits and limited access to its essential features.

If you need more, you can choose from 4 plans:

  1. Starter: $149-$229/mo
  2. Explorer: $349-$699/mo
  3. Pro: $800-$2,000/mo
  4. Enterprise: Custom pricing

A 14-day free trial lets you taste Clay’s Pro plan.

Pros & Cons

✅ Versatile pricing plans.

✅ Dynamic data enrichment process, with data collected from dozens of sources.

✅ Seamless integrations with CRMs and cold email tools.

❌ Complex interface.

❌ The costs can easily sneak up on you.

6. Datanyze

Datanyze is a simple prospecting and data enrichment tool that offers a Chrome extension for scraping relevant B2B data online.

Its affordable pricing makes it a viable option for smaller-scale users with basic needs.

Features

  • Browser extension that lets you reveal contact details anywhere on the web.
  • Enriches relevant prospects with “icebreaker” data, such as information from their social media profiles, local news publications, company news, etc., helping you create a warm conversation.
  • Market Share Reports deliver valuable insights into industry trends, rising technologies, and key market competitors (e.g., marketing automation, email hosting, etc.).

Pricing

Datanyze has a 90-day free trial that includes just ten monthly contact information credits.

Since you’ll probably need more, you can upgrade to one of two plans:

  1. Nyze Pro 1: $29/mo, 80 credits, additional credit at $0.363
  2. Nyze Pro 2: $55/mo, 160 credits, additional credit at $0.344

Pros & Cons 

✅ Budget-friendly.

✅ Easy to use.

❌ Data is often outdated.

❌ Minimal functionality.

7. LeadGenius

LeadGenius provides custom-curated precision data for users dealing with highly specific markets.

It combines the power of AI with human insight to deliver the most accurate and tailored data.

Features

  • Provides custom data unique to users’ businesses, Ideal Customer Profiles, and requirements.
  • Each relevant data point is verified by actual people, ensuring accuracy.
  • Has a dedicated team of experts to help you define your specific ICP attributes, allowing for more targeted prospecting.

Pricing

LeadGenius is another data enrichment software with an opaque pricing structure.

The website only states that each price is based on the needs and scale of a user’s business.

Pros & Cons

✅ Excellent for industry-specific data enrichment.

✅ Tracks data on 40M+ businesses and 350M+ decision-makers.

✅ Has a customizable Chrome extension that can reveal bespoke data based on your criteria.

❌ Non-transparent pricing.

❌ Limited features - focused on enrichment alone.

8. Albacross 

Albacross is a website visitor identification and data enrichment platform geared toward European-based leads.

It’s a solid option if your prospects are in the EU. 

Features

  • Identifies company-level website visitors and enriches them with first-party data.
  • Translates IP addresses into rich firmographic data with 90+ B2B attributes.
  • You can receive real-time alerts in your Customer Relationship Management systems or team collaboration tools when a company that fits into your ICP lands on your website.

Pricing

Albacross has two pricing tiers:

  1. Self Service: €79 per month, lets you reveal up to 90 companies.
  2. Growth: Custom price, unlimited companies.

There’s a 14-day free trial for its Self Service plan.

Pros & Cons

✅ GDPR-compliant.

✅ User-friendly.

✅ Excellent customer support.

❌ The first pricing tier lets you identify just 90 anonymous website visitors per month.

❌ Reveals only company visitors.

❌ Poor CRM integrations.

9. BuiltWith

BuilWith is a data enrichment platform focusing on e-commerce and internet technology data.

This allows users to explore and determine their TAM, improve prospecting, and personalize outreach efforts.

Features

  • Has a vast database with 100,000+ web technologies and 670M+ websites, providing valuable insights into which sites use shopping carts, analytics, hosting, etc.
  • Advanced filtering option for easier segmentation and lead routing.
  • Helps you find potential qualified leads by identifying companies that use technologies similar to your best-performing records or companies that might benefit from your product.

Pricing

BuiltWith doesn’t have a free trial or a plan, meaning you have to subscribe to one of its three plans from the start:

  1. Basic: $295/mo
  2. Pro: $495/mo
  3. Team: $995/mo

Pros & Cons

✅ Fairly accurate.

✅ Delivers a nearly 360-degree view of a company’s technology stack.

❌ Its most affordable plan is very limited, pushing you to upgrade.

❌ Provides technographic data only.

What Next?

We tried to include versatile tools in our best data enrichment software list, ensuring a solution for different budget sizes, preferences, skill levels, and specific requirements.

Now that you’ve got all the details and information, it’s time to move on to the next step: 

Take a few tools that are your top picks for a test ride and see how well they suit you (provided they have a free trial).

While you’re here, why not start with Warmly? 

Its free forever plan lets you identify and enrich up to 500 company-level visitors per month while providing access to most of its features.

Subscribe to Warmly’s free plan to reveal, enrich, and convert hot leads.

Or, if you prefer to see Warmly’s key features in action before signing up, you can always book a live demo with our team.

Related reading:

10 Best Sales Prospecting Tools in 2024

The 12 Top Lead Enrichment Tools for GTM Teams in 2024

11 Best Dealfront Alternatives & Competitors in 2024

9 Best Lead Forensics Alternatives and Competitors in 2024

The 10 Best ZoomInfo Alternatives for 2024

8 Clearbit Competitors & Alternatives Worth Considering

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Clearbit vs Zoominfo vs Warmly: Which One Is the Best in 2024?

Clearbit vs Zoominfo vs Warmly: Which One Is the Best in 2024?

Time to read

Alan Zhao

‎Your search has come down to Clearbit vs ZoomInfo, but a question remains: Which platform is best for your specific use case?

Each tool has its perks, limitations, and areas where it excels. 

Clearbit excels at white labeling data enrichment, while ZoomInfo bundles everything you need to run sales operations. 

Problem is, static B2B databases are losing momentum, as modern sales teams realize how much more effective it is to engage prospects based on intent data and behavioral signals. 

That’s why this guide will include a bonus option - Warmly - as it successfully fills in the gaps left by the other two platforms.

So, in this in-depth review, we’ll discuss the features, pricing structure, integrations, and user experiences of all three enrichment tools, providing you with everything you need to make the right decision.

Here are a few key takeaways from our research:

  • Warmly is the ideal solution for identifying and converting website visitors at both company and individual levels. 
  • Clearbit is a good choice if you need real-time B2B data enrichment and access to first-party buying intent data of companies that landed on your website.
  • Zoominfo is best if you want all your sales processes under one platform, including B2B records, sales engagement, and coaching.

And now, without further ado, let’s start by analyzing each platform’s key features.

Don’t have time to read the entire piece? Sign up for Warmly’s free plan and try out its functionality firsthand.



Features - Clearbit vs Zoominfo vs Warmly

Although all three platforms are primarily geared toward lead enrichment and website traffic identification, they have unique features and capabilities you may care about more than others.

Let’s look at which core features set them apart, starting with Warmly.

Warmly Features

Warmly is a revenue orchestration platform that helps sales teams identify anonymous website visitors and engage them in ways that drive more deals.

It’s the top choice if you want to move away from cold leads and connect with people who are actually interested in your solution. 

In a nutshell: signal-based selling > cold selling.

The most popular Warmly features for Clearbit and ZoomInfo customers are the following:

1. Website Intent

While most website visitor identification tools can only reveal companies, Warmly identifies both companies and individual accounts with high accuracy rates.

It reveals approximately 65% of companies and 15% of individuals, allowing you to pinpoint the exact stakeholder surfing your website and adjust your outreach efforts accordingly. 

That’s not all.

Warmly enriches each identified visitor with granular buyer intent data so you can score leads based on their level of interest in your solution.

The platform detects and reveals several types of intent signals, including: 

  1. Firmographic data (job titles, email addresses, company info, cell phone numbers, etc.). 
  2. Technographic data (tools and technology a business primarily uses).
  3. CRM data (ongoing and closed deals, account owners, previous interactions with your SDRs, etc.).
  4. Website session insights, i.e., pages visited, time spent on each page, clicked links, downloaded content, etc.
  5. Third-party buyer intent data, such as topics recently searched for on the web.
  6. And much more.

Why are intent signals so important?

8 minutes after using Warmly for lead generation, Kandji booked 2 qualified meetings, that’s why.

Also, B2B databases like Clearbit are becoming commoditized, and they all have very similar data. In fact, Clearbit comes bundled with Warmly. Intent data is where the real money is at.

Combining website visitor identification with granular buyer intent data lets you:

  1. Quickly recognize individuals and businesses that fit into your Ideal Customer Profile and narrow down on them instead of dispersing your resources randomly.
  2. Easily detect high-quality leads, allowing your sales reps to focus their attention on them.
  3. Create hyper-personalized outreach strategies for each lead based on detailed insights provided by Warmly (third-party intent data, the pages visited on your website, downloaded resources, etc.).
  4. Engage leads when they’re most likely to convert.
  5. Provide your sales reps with vital intelligence on each lead, enabling them to close more deals.

Simply put, intent signals paired with website visitor tracking answer all the questions essential for sales and marketing teams looking to boost their performance, such as:

  • Who is visiting your website, i.e., does it attract your target audience or random visitors?
  • Who are your hottest leads?
  • When’s the right time to reach out?
  • How to approach them?

Learn how website intent enabled Stage to land a qualified meeting on the first day of using Warmly.

All you need to do is paste Warmly’s code snippet to your website, and you’ll start detecting warm leads within a few hours.

Note: You can also add the snippet to your emails, and track leads that come through specific marketing campaigns. This allows for better attribution and lets you better understand what approach works best with your target market.

2. AI Prospector

No sales rep can be available and present on your website 24/7.

This means that some high-quality leads will inevitably fall through the cracks simply because no one was there when it mattered the most.

Warmly’s AI Prospector takes care of this issue by allowing you to engage warm leads whenever necessary.

Once Warmly has identified qualified website visitors, the AI Prospector can add them to automated sequences, such as:

  • Connecting on LinkedIn.
  • Send personalized emails or add them to cadences on Outreach or Salesloft.
  • Firing a website chat.

You can define WHO the AI Prospector should include in the sequence, WHAT action it should take, and WHEN it should do it:

WHO: 

  • Which accounts should be targeted based on the chosen segments (e.g., company size, industry, etc.)
  • What specific personas from each account should be added to workflows (e.g., sales reps, marketing professionals, etc.)

WHAT:

  • How many prospects from each account should be contacted
  • Which action should be taken (e.g., send personalized email or LinkedIn message)

WHEN:

  • How often should the Prospector look for accounts and profiles that fit the set criteria and run sequences

Discover how AI Prospector and other Warmly functionalities helped Caddis Systems increase website conversions by 500% in 7 days.

As a result, no high-caliber prospect will ever go to waste again.

Try it yourself 👇or watch it in action. 

 💡Note: To access AI Prospector, you must be on one of Warmly’s paid plans.

3. Sales Engagement

In addition to revealing website traffic, enriching leads with intent data, and handling prospecting, Warmly lets you engage qualified leads straight from your website.

There are a few engagement options that you can use together or alternately for the best results.

AI Chat

The AI Chat is essentially an AI-powered chatbot that can be trained to fit how your prospects expect to be reached from your site.

For instance, you can configure it to:

  • Automatically initiate warm conversations with high-fit leads using the intel provided by Warmly.
  • Answer various product-specific questions.

However, sometimes, you’ll want actual humans to take over. For instance, a lead could:

  • Make a high-intent query, such as asking about the pricing or a detailed explanation of a product feature.
  • Ask to speak to an actual human.
  • Take any other action or make a query you configure as relevant in the settings.

When that happens, an SDR will immediately be notified via Slack, allowing them to step into the chat using one of the other two sales engagement options: text chat or video call.

Live chat and video calls 

You can use live chat and video calls separately from the AI Chat.

Namely, when you go to the “Warm Calls” section of Warmly’s dashboard, you’ll see who’s visiting your website right now.

If you detect a hot lead or a prospect who fits into your ICP, you can contact them via text chat or hop on a video call, using Warmly’s actionable insights to make a warm intro and increase the chances of getting a response.

This nifty feature helped Behavioral Signals go from first intent signals to actual meetings in just 2 weeks, leading to nearly $2M in their pipeline.

Clearbit Features

Clearbit is a real-time data enrichment platform combining data from 200+ public and proprietary sources into a comprehensive B2B database with 389M professional profiles and 50M company records.

This allows it to enrich your leads and account records as lists directly within the GTM platforms you use or in your product.

Its most popular features include:

1. Data Enrichment

‎Clearbit's key strength is its data enrichment feature. The platform enriches leads with over 100 relevant B2B data attributes like:

  • Business emails
  • Job roles
  • Social profiles
  • Seniority level, etc.

It also runs automatic updates of direct contact details, keeping data fresh. 

2. Reveals companies visiting your website

Clearbit has a rich IP address database that matches IPs against companies that land on your website. 

Then, it provides insights into the companies it identified, creating a clearer picture of their intent level and allowing you to adjust your sales and marketing efforts accordingly.

‎3. Form optimization

Potential customers are more likely to fill out short forms. 

Clearbit optimizes your forms by removing fields it can auto-populate. 

For example, website visitors can fill out only their email addresses, and Clearbit will automatically fill in the company name and domain.

Zoominfo Features

Zoominfo is a comprehensive sales platform for go-to-market teams that combines sales intelligence with various sales engagement and basic automation options.

While its massive B2B contact database - with 100M+ companies, 260M+ contact records and 135M+ verified mobile phone numbers - is Zoominfo’s key selling point, it has a few other features worth mentioning:

1. AI Copilot

This artificial intelligence-powered sales assistant delivers quick account summaries, provides sales reps with actionable insights into high-fit leads, recommends which actions they should take, and helps with drafting personalized emails.

2. Automated workflows

Zoominfo allows for creating simple automated sales workflows, such as adding leads to email campaigns, setting up reminders to connect with them on social media, including them in a call sequence, etc.

3. Chorus

Chorus is Zoominfo’s conversational intelligence tool (acquired in 2021). It analyzes emails and calls to help sales managers coach reps.

Integrations - Clearbit vs Zoominfo vs Warmly

Warmly

Warmly integrates with all the relevant B2B intent data providers, such as Bombora, 6Sense, People Data Labs, and Clearbit. 

These solutions are usually purchased alongside Clearbit or ZoomInfo. With Warmly, they’re included in all pricing tiers.

Moreover, the platform has native integrations with OpenAI, Slack, ConnectTheDots, and most modern sales solutions (CRMs, SEPs, etc.).

Clearbit

Since Clearbit was recently acquired by HubSpot, the native integration with HubSpot is seamless.

It also has solid integrations with Salesforce, Marketo, Drift, Google Analytics, Chili Piper, and others. However, there is uncertainty around what HubSpot will do with Clearbit’s integration with other providers.

Zoominfo

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

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

Integrations in a nutshell 

While Zoominfo has the largest number of individual app integrations - including vertical-specific software, such as HR - Warmly provides more integrations with intent data providers.

Most importantly, those integrations are included in each plan, whereas Zoominfo separates its integrations depending on the pricing tier you subscribe to.

Clearbit lags behind, mainly because it focuses on its native integration with HubSpot and its ability to be integrated into any solution, which can be positive if that’s what you need.

Pricing - Clearbit vs Zoominfo vs Warmly

Price is the factor that often matters most when deciding on a software tool—not the price itself but unknown variables surrounding pricing, which may not be clear from the start.

Below, we’ll explain each solution’s pricing structure so you can better assess its value.

Warmly

Warmly has a generous free plan that lets you reveal and enrich up to 500 monthly website visitors. It also provides real-time Slack alerts and access to third-party intent signals.

If you have higher website traffic and want more features, you can choose between two tiers:

  1. Business: From $700 to $1,740 per month, depending on your expected traffic volume. It includes up to 10 seats and all of Warmly’s features.
  2. Enterprise: Custom pricing. Designed for users with an estimated traffic of 100,000+ visitors per month who need more customization options. Includes up to 20 seats, advanced AI personalization, custom integrations, etc.

💡 Note: All plans include integrations with sales intelligence platforms such as Clearbit, Bombora, and 6Sense.

Clearbit

Clearbit doesn’t disclose its pricing publicly, meaning it has custom plans tailored to each individual user.

However, there are a few things we do know:

  • It’s volume-based.
  • It starts at 5 figures ($10,000+) and can reach 6 or 7 figures. 
  • It can include add-ons such as:
  • Forms (form optimization).
  • Advertising (audience targeting and retargeting).
  • Capture (automatically create CRM accounts for website visitors who match your ICP).

Zoominfo

Similarly to Clearbit, Zoominfo doesn't reveal its exact pricing.

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

These custom packages differ primarily in the app integrations and features they include, as each is geared toward distinct user types.

You’ll have to contact Zoominfo’s team for a quote, but we know that the price will depend on several factors:

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

💡 Note: ZoomInfo is considered an expensive sales engagement platform, starting at 5 figures and quickly climbing to 6 or 7 figures.

Reviews - What Are the Users Saying?

There’s nothing better than actual customer feedback to help you understand what to expect from each platform. 

Warmly Reviews

TLDR: Warmly sets itself apart with the quality of warm leads it reveals and is particularly favored by small and medium-sized businesses. 

Source

“Simplicity in setting up and using from the start is what we like best about Warmly. The ability to see top-of-funnel leads visiting our website, what pages, how long, etc., and then being able to put them into the correct workflows.

It helps out rev ops leaders work from one platform to drive our ABO workflows and continue to build our top-of-funnel pipeline while generating better-qualified leads for our sales teams to pursue. The lead intelligence is also extremely helpful.” - G2 Review 

Source

“I've been using Warmly for website visitor identification. First of all - the free trial gives you plenty of "leads" so you can see it first hand. Second - it seems to capture more of the organizations that visit our site (more warm leads). Third - the data is much more comprehensive. It's easier to see the page flow that users take, and it's able to see what forms they submit (at least for me - I use Elementor forms). Fourth - the UI is great, you can see the main pages visited directly on the main UI, so you can easily set up filters to separate high-intent traffic and general traffic.

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

Source

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

Clearbit Reviews

TLDR: Clearbit does what it’s supposed to do, and does it well! If you’re considering Clearbit, it’s important to note that the platform has quite a learning curve if you want to integrate it into your product or existing sales tools, as remarked by several customers.

Source

“From my perspective, I found Clearbit's platform to have a bit of a learning curve. It took me some time to navigate and fully utilize its features effectively. Additionally, I encountered occasional discrepancies in the data provided, which required me to verify information from other sources. Simplifying the user experience and ensuring more consistent data quality would greatly improve my overall experience with Clearbit.” - G2 Review

You might also experience other UX issues, as Clearbit’s interface isn’t as intuitive as you’d like.

Source

“Clearbit has gone through a number of UX changes recently, and not all have been for the better. Their most recent visitor report, in particular, is much more difficult to read and use. Their credit-based system is fairly unintuitive, and our team has found that the names/titles they have from a data enrichment standpoint aren't terribly useful for our audience.” - G2 Review

Finally, it’s worth mentioning that Clearbit is primarily focused on the US market and, as mentioned before, can reveal and enrich only companies visiting your website.

Source

“Clearbit has really great firmographic information, especially for larger or medium size orgs. Primarily limited to the US, though. Has been very easy to implement. The implementation team and most recent CSM has been great, but we definitely experienced some issues with continuity due to changes on the Clearbit side with their organization. Match rate on the people size is much lower, but I understand that they are working on tightening things up.” - G2 Review

Zoominfo Reviews

TLDR: You can do everything in ZoomInfo. It excels at sales sequencing. Sometimes the data is inaccurate and intent signals are weak. Yearlong contracts also bother customers. 

Source

“I would say the thing I dislike about ZoomInfo is not getting accurate intent signals on my feed that are pertaining to my specific customer base. I had already uploaded my module and set up my feed to get intent signals but it keeps showing companies that are not in my CRM.” - G2 Review

Moreover, several reviews mentioned Zoominfo’s data being outdated or incorrect.

Source

“The main problem with Zoominfo sales is the authenticity of the contacts. Most of the time, we get outdated or wrong information.” - G2 Review

Also, there are issues with companies’ classification, which can lead to inaccurate search results and prolong your sales and marketing efforts.

Source

“Also, the classification of industries/verticals can be sometimes completely misleading. When filtering the companies, it would be nice to have more information about their solutions/products in the description field.” - G2 Review

Wrapping Up? Here’s What We Recommend Next 

Hopefully, by now, you’ll have a clearer idea of the platform best for you.

If you’re looking for a massive static B2B database that focuses on North America, Zoominfo might be the best choice. 

Clearbit, on the other hand, provides more intent signals coupled with real time enrichment capabilities but includes only first-party data and doesn’t have a wide range of features like Warmly and Zoominfo.

Finally, look into Warmly if you want a solution that:

  • Identifies both companies and individuals visiting your website.
  • Reveals which of those visitors are willing to speak to your teams based on a combination of first and third-party intent data.
  • Lets you generate more qualified conversations by engaging leads while they’re still hot.

Sounds about right?

Subscribe to Warmly’s free plan and start revealing and converting hot leads today.

Or book a live demo to see it in action before signing up.

Related reading

13 Best Cognism Alternatives for 2024

11 Best Dealfront Alternatives & Competitors in 2024

The 10 Best ZoomInfo Alternatives for 2024

10 Best Sales Prospecting Tools in 2024

The 12 Top Lead Enrichment Tools for GTM Teams in 2024

8 Clearbit Competitors & Alternatives Worth Considering


‎

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9 Best Lead Forensics Alternatives and Competitors in 2024

9 Best Lead Forensics Alternatives and Competitors in 2024

Time to read

Alan Zhao

While Lead Forensics can be a solid tool for revealing anonymous website visitors, you’ll need to explore Lead Forensics alternatives if you want:

  • More granular B2B data 
  • Website visitor identification enriched with intent data
  • Individual-level identification

In this in-depth review, we analyzed the 9 top Lead Forensics alternatives to help you make a well-informed decision.

And don’t worry, we’ll be as thorough as it gets because we:

  1. Tested some of the tools firsthand
  2. Talked to long-term users to get a clearer idea of each platform’s strengths, limitations, and best use cases
  3. Read hundreds of customer reviews on software rating sites (e.g., Capterra and G2) so you won’t have to go through them yourself.

Let’s begin by diving into some of Lead Forensics’ key drawbacks.

Why Switch to a Lead Forensics Alternative in the First Place?

1. Identifies only company-level accounts 

Another common issue with website traffic deanonymization platforms is that Lead Forensics only reveals companies that landed on your website. 

There are no options for individual-level identification.

Lead Forensics has a database of B2B IP addresses, which can be used to identify the company that landed on your website but not users (unlike some alternatives below).

Source

It provides a list of potential decision-makers and key stakeholders in the company, along with basic contact and company details, but they aren’t tied to who actually visited.

Source

In a nutshell, here’s what Lead Forensics does 👇

‎Now compare that to Warmly 👇

2. Hefty price tag 

While Lead Forensics doesn’t disclose its actual pricing on the website, many users commented that it’s expensive too expensive for what you get.

Source

The pricing is primarily based on your website traffic volume, but other factors also come into play.

Namely, all of Lead Forensics’ most advanced features are limited to users of its highest-tier plan.

Moreover, it only offers annual plans, which means you’ll be locked into a contract right from the start, which can be frustrating for small and mid-sized businesses.

Source

3. Complex UI and issues with integrations

Lead Forensics can be a bit intimidating for beginners and users who aren’t that tech-savvy. 

Source

Also, it tends to get glitchy when dealing with larger data volumes, and its integrations with third-party tools leave a lot to be desired.

Source

4. No in-depth buying intent signals

You need more than basic firmographic data to turn website visits into booked sales calls or effective marketing campaigns. 

If you expect to detect visitors with high buyer intent or get a detailed breakdown of the individuals visiting your website, you’d better look for an alternative solution.

Source

And now, here’s our list of the top Lead Forensics competitors.

10 Best Lead Forensics Competitors and Alternatives

  1. Warmly - Best for revealing and converting website visitors.
  2. Koala - New player in the intent data space. Similar to Warmly.
  3. Qualified - AI-powered website deanonymization and sales engagement.
  4. Zoominfo - All-in-one sales operating system.
  5. Clearbit - Data enrichment software (now part of HubSpot).
  6. Dealfront - GDPR-compliant B2B sales intelligence platform and website visitor identification.
  7. Visitor Queue - Website visitor tracking and website personalization packed into one.
  8. Albacross - First-party B2B intent data geared toward the European market.
  9. Leadinfo - B2B website visitor identification with sales engagement options.

1. Warmly


Warmly is a revenue orchestration platform that combines website visitor identification with granular intent data.

This allows you to recognize qualified leads that have landed on your website and convert them by engaging them while their interest in your product is at its peak.

Feature #1: Website Intent 

Unlike most other website traffic deanonymization platforms, Warmly identifies both companies and individuals that land on your website.

It reveals about 65% of companies and 15% of individual accounts, allowing you to pinpoint the exact people you need to reach out to.

All it takes is pasting a snippet of Warmly’s code to your website, and the platform will start revealing warm leads in hours.

Tip: You can also add Warmly’s snippet to emails, enabling you to track leads who’ve come through specific email campaigns. This allows for more accurate marketing attribution and better targeting.

Learn how to add Warmly’s snippet to your website here.

But Warmly doesn’t stop at that.

Each revealed visitor is enriched with detailed intent data, including:

  1. Firmographic data (job titles, email addresses, company addresses, phone numbers, etc.). 
  2. Technographic data (software tools and technology a business uses).
  3. CRM data (ongoing and closed deals, account owners, previous interactions with your reps, etc.).
  4. Website session insights, i.e., pages visited, time spent on each page, etc.
  5. Third-party buyer intent data, such as topics recently searched for on the web.
  6. And much more.

Why are intent signals so important, you may ask?

They allow you to:

  • Immediately recognize qualified leads who match your Ideal Customer Profile and have your SDRs focus their attention on them.
  • Create hyper-personalized, highly-targeted outreach strategies for each lead based on the in-depth insights Warmly provides (search intent, pages visited on your website, content they downloaded, etc.).
  • Contact leads when they’re most likely to convert.
  • Qualify and score leads with high precision and accuracy, providing your sales reps with all the intel they need to close more deals.

Tapping into first and third-party intent data proves to be a killer combination for revenue teams looking to capture and convert more leads because it creates a complete picture of a lead’s interest in your product.

This approach answers three questions vital to your sales efforts’ success:

  • Who are your hottest leads?
  • How do you approach them?
  • When is the perfect time to contact them?

Feature #2: Sales Engagement

Good data is useless if you can’t use it in time. 

Warmly gives you a few automated and semi-automated options for engaging leads while they’re on your website, which you can combine for optimal results. 

Learn how Namecoach used Warmly’s sales engagement workflows to book 26 qualified meetings in 6 months. 

AI Chat

First, there’s the AI Chat - a GenAI-powered chatbot that you can train to:

  1. Answer various product-specific questions. 
  2. Initiate personalized warm conversations using the contact and intent data revealed by Warmly.

Most importantly, your SDRs can easily be looped in the flow whenever human attention is required, as the platform will immediately notify them via Slack when a lead:

  • Makes a high-intent query, such as asking about the pricing or how a certain product feature works.
  • Asks to speak with an actual human.
  • Takes any other action you configure as important in Warmly’s settings.

Sales reps can then proceed via the other two sales engagement options: live text chat or video call, which can be accessed directly from Warmly’s dashboard.

AI Chat helped Kandji book 2 qualified meetings in under 10 minutes. Learn more about their strategy here.

Live chat and video calls

When you go to the “Warm Calls” section of Warmly’s dashboard, you can see who’s visiting your website right now.

Next to each lead, you’ll find a detailed breakdown of all the data Warmly collected on them, allowing you to identify important or hot leads, which you can then engage by:

  1. Sending a personalized chat message to the lead
  2. Hopping on a video call straight from Warmly 

The Live Video Chat feature enabled Pump to close $20,000 in the first week.

For example, you can send leads personalized sales outreach based on what they’re viewing live on your site ⤵️

Tip: You can set up automated Slack alerts to notify SDRs when a qualified lead or account lands on your website. This lets them react without constantly monitoring the dashboard.

Feature #3: AI Prospector

Want an omnipresent SDR who watches your website and is ready to pounce on hot leads whenever necessary?

The AI Prospector is the answer to your prayers. It can automatically add qualified leads to automated sequences. 

For instance, it can:

  1. Connect with them on LinkedIn. 
  2. Fire a contextual cold email.
  3. Send a personalized chatbot message.

You can specify WHO the AI Prospector should focus on, WHAT it should do, and WHEN  it should do it:

1 - WHO: 

  • Which accounts should be targeted based on the chosen segments (e.g., company size, industry, etc.)
  • What specific personas from each account should be added to workflows (e.g., sales reps, marketing executives, etc.)

2 - WHAT:

  • How many contacts from each account should be targeted
  • Which action should be taken (e.g., send personalized email or LinkedIn message)

3 - WHEN:

  • How often should the Prospector search for profiles fitting the set criteria and run workflows

This functionality prevents high-value leads from falling through the cracks because no sales rep could engage them in time. 

At the same time, your SDRs will have more time to focus on nurturing qualified leads and personalizing their customer journey from start to finish.

Try it yourself 👇or watch it in action. 

 💡 Note: To gain access to AI Prospector, you need to be on one of Warmly’s paid plans.

Pricing

Warmly has a free forever plan that lets you reveal and enrich up to 500 website visitors, in addition to custom filtering, Slack notifications, and buyer intent data.

If you expect higher traffic volumes or want more features, you can upgrade to one of two paid plans:

  1. Business: From $700 to $1,740 per month, depending on how many visitors you expect to have. It includes up to 10 seats and all of Warmly’s features.
  2. Enterprise: Custom pricing. Designed for users with an estimated traffic of 100,000+ visitors per month who need more customization options. Includes advanced AI personalization, custom integrations, etc.

💡 Note: All plans include integrations with sales intelligence platforms such as Clearbit, Bombora, and 6Sense, which you would otherwise have to pay for separately.

Integrations

Although some other Lead Forensics alternatives have lower starting prices, Warmly is bundled with several data solutions you would otherwise have to buy separately.

It integrates with most modern sales solutions (CRMs, SEPs, etc.) and includes Clearbit, Bombora, People Data Labs, 6Sense, and OpenAI in its packages.

How does Warmly compare to Lead Forensics?

Feature
Warmly
Lead Forensics
Website De-Anonymization
✅
❌
Reveals Leads
✅
❌
Live Video Chat
✅
❌
Account and Lead Scoring
✅
✅
Custom Lead Filtering
✅
✅
Intent Data Enrichment
✅
❌
Auto-Prospecting
✅
❌
Job Change Tracking
✅
✅
Integrations with GTM tools
✅
✅
Static Contact and Account Database
❌
❌
Sales Engagement
✅
❌

Let’s start with both platforms' core features - website visitor identification.

Lead Forensics can identify companies visiting your website, whereas Warmly can reveal companies and individual users.

Warmly enriches identified visitors with detailed intent data, which is an option Lead Forensics lacks.

You should also keep in mind that Lead Forensics doesn’t offer any sales engagement features, so you’ll have to handle that manually or use other solutions.

It’s worth noting that although Lead Forensics is an expensive solution with an opaque pricing structure, both its plans provide unlimited seats. Warmly, on the other hand, has a limited number of users on each plan.

Finally, Lead Forensics gets the job done if you need company-level website visitor identification alone and don’t need granular details on individual prospects or buying intent.

Pros and cons

✅ Identifies individual and company visitors.

✅ Enriches each identified lead with granular intent data.

✅ Sales engagement features.

✅ Provides access to third-party intent data platforms in all its plans.

✅ Transparent pricing with no hidden costs.

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

❌ Doesn’t include unlimited users.

2. Koala

Koala is the new kid on the block in the website traffic identification space. It’s already gaining in popularity thanks to its solid range of features and ease of use.

It’s a good Lead Forensics alternative for teams who need more granular insights that are easy to leverage.

Features 

  • Provides details on leads’ web sessions (pageviews, downloads, form-fills, etc.) and enriches each lead with data from your contact enrichment database and your CRM.
  • Options for creating automated workflows, e.g., sending follow-up emails to high-intent accounts, auto-syncing intent signals with your CRM software, etc.
  • ICP scoring will help you identify accounts that are the best match.
  • Developer-friendly SDK will connect Koala’s website data to internal systems. 

Pricing

Koala has a free forever plan, which includes up to 3 users and 250 identified visitors,

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

  1. Starter: $500/mo, up to 3 users ($300 per additional user), unlimited visitors
  2. Business: Custom plan, includes custom number of users, access to automation features, lead scoring, signal reports, and more

Pros and cons

✅ Identifies both companies and individual prospects.

✅ Easy to use and integrate with other tools.

✅ Developer-friendly.

❌ Unlike Warmly, no third-party intent data like search topics and buying intent.

❌ Popular features are included in its most expensive plan.

3. Qualified

Qualified is a website visitor tracking platform that harnesses the power of AI to help you lift your website conversion rates and drive sales conversations.

It’s a good Lead Forensics alternative for GTM teams who want to automate lead generation efforts and want to keep Salesforce as the source of truth.

Features 

  • Reveals anonymous visitors at individual and company levels.
  • Optimized for enriching and automating Salesforce CRM because it is built natively on the Salesforce Platform.
  • AI-powered chatbot that can make personalized offers to ideal prospects who landed on your website or schedule meetings.

Pricing

Qualified has three payment plans:

  1. Growth: $3,500 per month, up to 15 users, includes basic AI features, buyer intent signals, data enrichment, and sales engagement options
  2. Premier: Custom price, includes more advanced options, such as advanced Salesforce integration and ABM-oriented integrations.
  3. Enterprise: Custom price, built for enterprise-level users. Includes AI Chatbot, custom data retention policies, etc.

Pros and cons

✅ Robust integration with Salesforce, perfect for Salesforce users who want a lead enrichment solution.

✅ Excellent customer support.

✅ Real-time analytics with actionable insights to monitor your campaign progress.

❌ Steep learning curve.

❌ Difficult to navigate.

❌ Other integrations aren’t as seamless as the Salesforce one.

4. Zoominfo

Zoominfo is an “all-in-one” sales platform with a vast B2B database, website visitor identification, and sales engagement options.

It allows sales teams to handle the entire sales cycle from a single point of control. It’s more expensive than Lead Forensics but can handle other parts of your sales process.

Features

  • Massive B2B database with over 260M professional and 100M company profiles and 135M verified phone numbers.
  • Conversational intelligence for analyzing lead interactions (customer calls, emails, meetings).
  • Identifies businesses that land on your website and enriches them with key stakeholder contact details.
  • Ability to export lead and accounts lists to most GTM tools.

Pricing

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

Zoominfo doesn’t disclose prices on its website, so you must contact its sales team for a custom quote.

The exact price will depend on:

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

Pros and cons

✅ High data accuracy and matching rates.

✅ User-friendly.

✅ Wide range of features for sales and marketing operations.

❌ Expensive and offers annual plans only.

❌ Limited intent data.

❌ Primarily NAM data coverage, other regions are underrepresented.

5. Clearbit

Clearbit is an AI-powered intent data tool with global coverage and real-time data enrichment. Like Lead Forensics, it does not provide intent data.

It’s an option to replace Lead Forensics; however, since the HubSpot acquisition, integrations to other CRM products have been pretty limited.

Features 

  • Leverages over 100 business data attributes for companies and individual contacts, providing an in-depth overview of potential customers' information.
  • Automatically refreshes records as soon as a change is made.
  • Can identify companies visiting your website in real time.

Pricing

Clearbit is another platform that doesn’t disclose prices, meaning you’ll have to contact its team for accurate pricing details.

The plan is volume-based and can include add-on packages like Forms, Advertising, and Capture. (The add-ons are probably charged extra).

❗Note: Warmly's pricing plans include access to Clearbit’s vast B2B contact and intent data database.

Pros and cons

✅ Real-time data enrichment.

✅ Collects data from 250+ reliable sources.

✅ Can be white-labeled into your app.

❌ Some of its features are available as add-ons only.

❌ Uncertain future as part of the HubSpot family..

6. Dealfront

Dealfront is the result of a merger of two platforms: Echobot, a sales intelligence solution, and Leadfeeder, website visitor identification software.

As such, it combines a B2B database with options for uncovering hidden leads visiting your website. 

It’s a decent alternative to Lead Forensics if you do business in Europe.

Features

  • Extensive B2B database focusing on European data (40M+ companies and 180M+ contacts).
  • Advanced filtering options for better lead segmentation.
  • AI-powered identifier of “lookalike” companies that are most similar to your best-performing customers.

Pricing

Dealfront has separate pricing for sales intelligence and website visitor deanonymization.

There are no fixed prices for its sales intelligence package, as each price depends on several factors, such as:

  • The data packages you need, based on your target geographies
  • How many people on your team need access to the platform
  • What type of actions they perform as part of your sales strategy

When it comes to website traffic identification, there’s a free plan that allows you to reveal up to 100 anonymous website visitors per month, excluding all the key features.

The paid plan starts at €99 per month, with the final price depending on the number of identified companies.

It includes 25 free credits for revealing key contact details like email addresses and phone numbers and has a 14-day free trial, so you can try it before committing. 

Pros and cons

✅ One of the largest databases of GDPR-compliant B2B data.

✅ Provides highly accurate data for specific regions such as DACH and Benelux.

✅ Solid number of CRM integrations.

❌ Its website visitor identification isn’t very accurate.

❌ Separate payment plans for sales intelligence and website visitor identification.

7. Visitor Queue 

Visitor Queue is a UK-based website visitor identification tool with a twist: it lets you customize and personalize your website for specific leads and segments.

Features 

  • Wide range of customizable filters you can use to create lead segments or exclude website visitors who don’t match your Ideal Customer Profile from showing up in your dashboard.
  • Auto-Assignment, allowing for leads who fall into a specific category to be automatically assigned to the sales rep in charge of managing them.
  • You can send emails to warm leads directly from the platform.

Pricing

Believe it or not, Visitor Queue has as many as 11 pricing plans based on the number of unique companies captured per month:

▶️ 100 companies - $39/mo

▶️ 300 companies - $89/mo

▶️ 500 companies - $109/mo

▶️ 1,000 companies - $189/mo

▶️ 2,000 companies - $299/mo

▶️ 5,000 companies - $469/mo

▶️ 10,000 companies - $749/mo

▶️ 15,000 companies - $989/mo

▶️ 20,000 companies - $1,249/mo

▶️ 30,000 companies - $1,799/mo

▶️ 40,000 companies - $2,299/mo

If you also want website personalization, you’ll have to pay an extra $200 per month.

There’s also a 14-day free trial available.

Pros and cons

✅ Unlimited users on each plan.

✅ Easy to navigate.

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

❌ Limited visitor data, only basic contact details.

❌ Integration issues.

❌ Email-only customer support.

8. Albacross 

Albacross is a B2B lead generation software tool designed primarily for the European market.

It’s an affordable Lead Forensics alternative but does not match Warmly, Koala and Qualified’s capabilities and ease of use.

Features 

  • You can receive real-time alerts on Slack, Microsoft Teams, CRM, or email when customers who fit your ICP land on your website.
  • Launch customized account-based marketing campaigns based on the insights in their database or the account list you want to target.
  • Provides detailed intent data on leads it captures.

Pricing

Albacross has two paid plans:

  1. Self Service: €79 per month, includes up to 100 identified companies.
  2. Growth: Custom price, unlimited companies.

The Self Service plan comes with a 14-day free trial.

Pros and cons

✅ Excellent customer support.

✅ Solid intent data.

❌ Very limited low-tier plan, pushes you to choose the more expensive option.

❌ Clunky CRM integrations, which make data exports messy.

9. Leadinfo

Leadinfo is a website visitor identification tool that specializes in automated multi-touch sales cadences when qualified accounts visit your site.

It’s a good replacement for Lead Forensics but its cost can ramp up quickly if you have a lot of incoming traffic.

Features

  • Identifies leads from 195 countries and holds data on 220M companies and 300M profiles to match companies with key decision-makers.
  • Provides pre-built templates for email and LinkedIn outreach campaigns based on different scenarios.
  • 70+ native integrations for connecting your entire tech stack.

Pricing

Leadinfo’s pricing is based on the number of identified companies per month.

It starts at $59 per month for up to 50 companies and goes up to $799 for up to 5000 companies.

If you need more, there’s a custom plan for large-scale users.

However, there’s a catch.

You'll have to pay extra to create automated outreach campaigns or screen record visitors’ website sessions, as these are only available as add-ons.

Pros and cons

✅ User-friendly interface.

✅ Accurate and detailed data.

❌ Identifies company accounts only.

❌ Sales engagement features are available only as optional add-ons charged additionally.

How to Choose the Best Lead Forensics Alternative for You?

The answer to this question depends entirely on your needs and budget.

All the platforms on our list can improve lead generation and make your sales efforts more targeted and data-driven. Some, however, have an edge over others in areas modern sales teams care about.

For instance, Dealfront and Zoominfo have large static B2B databases, Visitor Queue offers attractive website customization options, while platforms like Koala and Leadinfo enable automating basic workflows.

However, if you’re looking for a platform that:

  • Identifies both companies and individuals that visit your website,
  • Offers a wide variety of sales engagement options,
  • Has transparent pricing with no hidden costs,
  • Provides the most granular first and third-party intent data...

...then Warmly is your ideal choice.

Sign up for its free plan to capture and convert more qualified leads today.

And if you’d like to see it in action before subscribing, you can always book a live demo to see what it can do.

Related reading:

11 Best Dealfront Alternatives & Competitors in 2024

The 10 Best ZoomInfo Alternatives for 2024

10 Best Sales Prospecting Tools in 2024

The 12 Top Lead Enrichment Tools for GTM Teams in 2024

8 Clearbit Competitors & Alternatives Worth Considering

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13 Best Cognism Alternatives & Competitors in 2024

13 Best Cognism Alternatives & Competitors in 2024

Time to read

Alan Zhao

Looking for the best Cognism alternatives?

If so, you’ve come to the best place because we researched and reviewed as many as 13 Cognism alternatives, including Warmly, Dealfront, Zoominfo, Lusha, Kaspr, Clay, LeadGenius, LeadIQ, Keyplay, Clearbit, Apollo, UpLead, and RocketReach.

We tested and tried most of the tools ourselves, in addition to interviewing long-term users and going through customer reviews on official software rating platforms, such as G2 and Capterra.

Consequently, we created this in-depth breakdown of the best Cognism alternatives’ features, strengths, drawbacks, and pricing structures.

This way, you’ll have everything you need to make an informed decision by the time you finish reading this article.

Before we dive in, let’s quickly explore some of the main reasons why users tend to switch from Cognism.

Why Do You Need a Cognism Alternative in the First Place?

1. It’s expensive

Even though Cognism doesn’t disclose actual prices on the website, the users are unanimous in their verdict - Cognism is too expensive, especially given what you get for your money.

‎Source

Cognism has a solid B2B database with international data coverage and the widest range of verified mobile numbers - 70M global cell phone numbers, with 47M in the US alone - but that’s pretty much all you’ll get from the platform.

There are no advanced prospecting, lead generation, or sales engagement features, so you’ll have to subscribe to different products to manage your sales funnel completely.

This means you’ll have to pay a hefty sum for using Cognism alone and buy an additional suite of tools which can easily bust even more generous budgets.

2. You need Diamond Data for accurate results

Cognism has two data packages - Platinum and Diamond.

The Diamond package contains more accurate data with higher match rates as it goes through additional verification levels.

‎Source

For example, mobile phone numbers are phone-verified, meaning that Cognism’s team calls those numbers to ensure they’re active and used by the right contact.

Additionally, intent data and phone verification on demand are available only with the Diamond Data package.

However, the package you opt for will directly impact the final price, which can be too much for many potential users, especially SMBs and startups.

Source

3. Limited functionality when it comes to industry-specific data

Cognism struggles with finding data related to specific verticals.

Source

This is a direct result of the platform's basic filtering functionality, making highly targeted searches and segmentation nearly impossible.

Source

The same goes for businesses looking to expand to regions beyond NAM and AMEA, as users report issues with finding Asian-based contacts in particular.

Source

And now, it’s time to dive into the best part—our in-depth review of the best Cognism alternatives.

Top 13 Cognism Competitors and Alternatives

  1. Warmly - Best for revealing and converting website visitors.
  2. Dealfront - Widest coverage of GDPR-compliant European data.
  3. Zoominfo - Comprehensive B2B sales OS.
  4. Lusha - Affordable and accurate B2B database.
  5. Kaspr - LinkedIn-based sales prospecting tool.
  6. Clay - Waterfall data enrichment software.
  7. LeadGenius - Custom-sourced B2B data for industry-specific users.
  8. LeadIQ - B2B prospecting and lead enrichment platform that enables real-time tracking of relevant data.
  9. Keyplay - B2B database with advanced filtering and custom lead scoring.
  10. Apollo - Sales engagement and intelligence tool.
  11. Clearbit - Comprehensive data enrichment solution.
  12. UpLead - Sales intelligence software with email verification features.
  13. RocketReach - Large B2B database that includes mobile phone numbers, email addresses, and social media profiles.

1. Warmly

‎Warmly is a comprehensive revenue orchestration solution that enables sales teams to capture and convert high-quality leads from their website traffic.

It combines website visitor identification with in-depth intent data, allowing you to recognize qualified leads who are looking for a solution just like yours and engage them while they’re hot.

Here are some of the features that let Warmly improve your website conversion rates:

Feature #1: Website Intent 

Warmly specializes in deanonymizing website traffic.

This means it can identify your website visitors at both company and individual levels with high accuracy rates.

However, Warmly doesn’t stop there.

It proceeds to enrich each identified visitor with detailed intent data, including:

  • Firmographic data (job titles, email addresses, company addresses, phone numbers, etc.)
  • Technographic data (the tools and software the company uses, helping you pinpoint whether they might be interested in your product)
  • Buyer intent (e.g., topics recently searched for on the web, indicating their interest level)
  • CRM data (previous interactions with marketing or sales reps, ongoing and closed deals, account owners, etc.)
  • Website session details (pages visited, time spent on each page, returns to specific pages, etc.)

This data and insights allow your marketing and sales teams to:

  1. Easily detect website visitors who fit into your Ideal Customer Profile and focus on them instead of indiscriminately wasting time on accounts that are clearly not a match.
  2. Improve their marketing and sales strategies, making them more personalized and targeted for each lead.
  3. Engage with leads when they’re most likely to convert.
  4. Qualify and score leads with more precision and accuracy.

Without granular intent data, sales teams are forced to rely on their gut instinct, which often delivers results that are barely “good enough.”

Identifying website visitors and tracking intent signals allowed VioletX to experience over 400% growth year over year.

As remarked by Megan Fulton, VioletX’s COO and co-founder: 

“In today's business world, where 80% happens digitally and asynchronously, I felt I was missing out on more than half the story without having visibility into the digital business world. Questions arose: Does my website effectively communicate with customers? Can I simplify communication and business transactions? Who visits my site? Prospects or existing customers? What are their intentions? Warmly bridges the gap between my two worlds.”

As the competition keeps getting tougher and customers’ expectations continues to rise, businesses that really mean business can’t afford to miss out on buyer intent.

Want to start tracking website traffic and identifying website visitors? Learn how to easily add Warmly’s code snippet to your website - or even emails - and start capturing more qualified leads today.

Feature #2: AI Prospector

Having a sales rep who’s always available and around, ensuring that no quality leads fall through the cracks, is any business’s dream come true.

That’s precisely the role Warmly’s AI Prospector fills in. 

The AI Prospector automatically adds the leads and prospects Warmly detected on your website to personalized sequences, such as:

  1. Connecting with a prospect on LinkedIn 
  2. Sending them an email
  3. Engaging them in a website chat

To perfectly adjust the AI Prospector to your unique needs and requirements, you can specify several things:

1 - WHO: 

  • Which accounts should be targeted based on the chosen segments (e.g., company size, industry, etc.)
  • What specific personas from each account should be added to a workflow (e.g., sales reps, marketing reps, etc.)

2 - WHAT:

  • How many contacts from each account should be added
  • Which action should be taken (e.g., send personalized email or LinkedIn message)

3 - WHEN:

  • How often should the Prospector search for profiles fitting the set criteria and run the workflows

This feature solves the old time-to-lead issue, allowing each valuable lead to be engaged while letting your SDRs focus on the ones who respond and deliver a personalized experience.

Try it yourself 👇or watch it in action. 

💡Note: To gain access to AI Prospector, you need to be on one of Warmly’s paid plans.

Feature #3: Live Chat and Calls

While Warmly has an AI-powered chat that you can train to work like a genuine 24/7 SDR, sometimes you’ll want actual people to take over.

This strategy helped Kandji land 2 qualified meetings in just 8 minutes.

The options for engaging leads in a live website chat or a video call let your reps do just that.

If you go to the “Warm Calls” section of the Warmly dashboard, you’ll get an overview of all the prospects visiting your website right now.

‎You can then tune into a visitor’s web session in real time and monitor:

  • How they interact with your website
  • Which page they’re at 
  • What segments they’re most interested in
  • Whether they engaged with the chatbot and how, etc.

Warmly will also provide all the other relevant details on the lead - such as account and contact info and deal stage if they’re in your CRM system - delivering a complete overview your SDRs need to tailor their approach and strike at the right time.

When the sales professionals step in, they can take one of two actions based on the specific lead’s preferences and funnel stage:

  1. Send a personalized chat message to the lead, specifying that they’re talking to an actual human and not a bot and referencing the page they’re visiting at the moment, for example
  2. Hop on a video call straight from Warmly

To ensure that you’ll get to engage the highest-intent leads, you can set up automated Slack notifications to alert SDRs when they land on your website instead of constantly checking Warmly’s dashboard.

Check it out here:


💡Note: Live Calls is not available on Warmly’s free plan. 

Pricing

Warmly has a generous free plan that lets you identify and enrich up to 500 website visitors per month.

Find out how Inbox Pirates closed a 4-figure deal in just 2 weeks on Warmly’s free plan.

If you get more monthly traffic and need access to Warmly’s more advanced features, you can pick one of the two pricing plans:

  1. Business: From $700 to $1,740 per month, depending on how many visitors you expect to have. It includes up to 10 seats and all of Warmly’s features.
  2. Enterprise: Custom pricing. Designed for users with an estimated traffic of 100,000+ visitors per month who need more customization options. Includes custom AI personalization, advanced integration capabilities, etc.

💡 Note: All plans include integrations with sales intelligence platforms such as Clearbit, Bombora, and 6Sense, which you would otherwise have to pay for separately.

Integrations

Although some other Cognism alternatives on the list have lower entry-level prices, Warmly’s plans include data solutions that would otherwise cost you a lot more. 

The platform integrates with most modern sales solutions (CRMs, SEPs, etc.) and comes bundled with Clearbit, Bombora, People Data Labs, 6Sense, and OpenAI.

How does Warmly compare to Cognism?

Feature
Warmly
Cognism
Website De-Anonymization
✅
❌
Live Video Chat
✅
❌
Account and Lead Scoring
✅
✅
Custom Lead Filtering
✅
✅
Data Enrichment
✅
✅
Auto-Prospecting
✅
❌
Job Change Tracking
✅
✅
Integrations with GTM tools
✅
✅
Static Contact and Account Database
❌
✅
Verified phone numbers
❌
✅
Prioritized geographies
NAM
EMEA & APAC

Unlike Cognism, Warmly is not a static B2B database.

Instead, it offers a wide range of features allowing comprehensive sales cycle management and improvement, including website traffic deanonymization at company and individual levels, granular buyer intent data, lead engagement options, etc.

While Cognism also integrates with Bombora and provides buyer intent data to an extent, you should note that:

  1. It’s included only in its Diamond Data package, whereas Warmly offers access to intent data on all its plans.
  2. Warmly integrates with more than one intent database, making its data richer and more accurate.

Price is another area where Warmly has an edge over Cognism. Cognism doesn’t have a good value-for-money ratio or a free plan and has an opaque pricing structure. 

Warmly, on the other hand, has a transparent pricing policy with no hidden costs and a free forever plan, with all its features included in both of its paid plans.

However, it’s fair to say that Cognism has better EMEA coverage and a more extensive base of verified phone numbers than Warmly.

Ultimately, if all you need is a static B2B database with solid NAM and EMEA coverage—and you’re willing to pay its hefty price tag—then Cognism could do the trick for you.

And if you’re looking for a more comprehensive sales solution that can help improve your lead generation and boost conversion rates, then Warmly is a better choice by far.

Pros and Cons

✅ Website visitor identification at both company and individual levels.

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

✅ Enriches each identified visitor with in-depth intent data.

✅ Includes access to several intent data providers in its pricing packages.

✅ Transparent pricing structure.

❌ Significant difference between the free plan and the first paid tier.

❌ Doesn’t have as much EMEA coverage as Cognism.

2. Dealfront

Dealfront is a B2B sales intelligence tool built for GTM teams focused on the European market.

The platform was created by merging Echobot (sales intelligence software) and Leadfeeder (website visitor identification software), combining their key features into a single sales tool.

Features

  • Provides data on 40M+ companies and 180M+ contacts, with 30M+ companies and 83M+ contacts in Europe alone.
  • In-depth data from specific European regions, such as DACH, Benelux, Nordics, etc.
  • Identifies companies visiting your website.

Pricing

Dealfront has separate pricing for its sales intelligence and website traffic deanonymization.

There are no flat fees for Dealfront's sales intelligence plan, so you’ll need to contact its team for precise pricing details.

When it comes to website visitor identification, there’s a limited free plan that only allows you to identify up to 100 monthly website visitors, omitting all other Dealfront features.

The paid plan starts at €99 per month, with the final price depending on the number of identified companies.

You also get 25 free credits for revealing contact details like email addresses and phone numbers. If you exceed the limit, you’ll pay extra.

Note: The website visitor identification plan has a 14-day free trial.

Pros and Cons

✅ Solid international coverage.

✅ GDPR-compliant data.

✅ 30+ trigger events you can set up to alert you when a relevant change in a prospect’s profile occurs (e.g., job changes, bankruptcy notices, etc.).

❌ Separate and non-transparent pricing plans for sales intelligence and website visitor identification.

❌ Limited website traffic deanonymization, as it can identify only companies and even those with a low accuracy level.

❌ Focused on the European market, with a particular emphasis on the DACH region, with other regions being underrepresented. 

3. Zoominfo

‎Zoominfo is one of the largest B2B databases on the market.

Over time, it added more features, transforming into a comprehensive sales platform with a wide range of capabilities.

Features

  • Extensive database with over 260M professional and 100M company profiles, and 135M verified phone numbers.
  • Chorus conversational intelligence that lets you analyze all correspondence with leads (email, video calls, emails) and gain valuable insights, helping you improve sales and marketing strategies.
  • Dynamic ad targeting solution based on 300+ intent signals and company attributes to ensure your business is put in front of your optimal audience.


Pricing

Zoominfo has 3 pricing tiers for Sales, Talent, and Marketing teams. 

Every package offers a specific suite of features for each team’s requirements. 


Zoominfo doesn’t disclose its pricing structure. It only specifies that the costs depend on several factors:

  • Features and functionality
  • Number of licenses
  • Credit usage

Pros and Cons

✅ Massive B2B database with high data accuracy and match rates.

✅ Wide range of features that allows for efficient sales process management.

✅ Easy to use.

❌ Expensive.

❌ Limited intent data.

❌ Focused on North America coverage, data from other regions doesn’t have as high accuracy rates.

4. Lusha

Lusha is an affordable B2B sales database with international coverage and lead enrichment options.

Features

  • 45M CCPA-compliant North American contacts and 21M GDPR-compliant European contacts.
  • Dashboard analytics that helps you track your team’s sales and marketing efforts, success, and productivity across levels.
  • Browser extension for scraping prospects anywhere on the web, from LinkedIn pages to company websites.


Pricing

Lusha has a free-forever plan with 50 email and 15 phone credits.

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

  1. Pro - $49 per user per month 
  2. Premium - $79 per user per month
  3. Scale - Custom price


Note: There’s a discount on annual billing.

Pros and Cons

✅ Affordable pricing plans.

✅ GDPR & CCPA compliant data.

❌ CRM integrations are available only to highest-tier users.

❌ Low cell phone number accuracy and coverage.

5. Kaspr


Kaspr is a Chrome extension built for pulling prospect data from LinkedIn, creating basic LinkedIn outreach workflows, and simple lead management.

Features


  • Scrapes prospect data from anywhere on LinkedIn (search results, groups, posts, etc.).
  • Enables automating LinkedIn outreach from top to bottom.
  • Has a solid database of verified emails and phone numbers (500M+).

Pricing

Kaspr has a free forever plan with:

  • Unlimited email credits
  • 5 phone credits
  • 5 direct email credits, and
  • 10 export credits

It has three plans for users who want more:

  1. Starter: $65/user/mo
  2. Business: $99/user/mo
  3. Organization: $99/user/mo


Note that the Organization plan is available only on an annual subscription and includes a minimum of 5 users.

Every plan includes unlimited B2B emails discovery, but there are differences in the number of direct email, phone number, and export credits. 

The plans also differ in features and customization options.

Pros and Cons

✅ User-friendly interface.

✅ Easily integrated with CRM tools.

❌ Can get your LinkedIn account flagged and suspended for suspicious activity.

❌ Limited to LinkedIn-based prospecting and lead generation.

6. Clay


Clay is a lead enrichment platform that pulls data from 75+ sources, allowing optimal data coverage and high accuracy rates.

Its spreadsheet interface makes it perfect for revenue operations teams, but sales professionals often find it a bit intimidating.

Features


  • Waterfall data enrichment sifts through and cross-references tens of different data sources, maximizing coverage while saving time.
  • AI-powered web scraper that can handle in-depth prospect research, providing individual and company-level data.
  • Rich library of templates that help users jumpstart their outbound operations. 

Pricing

Clay has a free forever plan that provides 100 search credits per month and limited access to its features.

If you need more credits and features, you can choose from 4 pricing tiers:

  1. Starter: $149/mo
  2. Explorer: $349/mo
  3. Pro: $800/mo
  4. Enterprise: Custom pricing


You can try Clay out with a 14-day free trial of its Pro plan.

Pros and Cons

✅ Dynamic data enrichment, with data aggregated from 70+ different sources.

✅ Seamless integrations with various CRM systems.

✅ Options for setting up basic automations of certain sales operations (e.g., creating lead and prospecting lists, lead scoring, etc.).

❌ Difficult to use.

❌ The costs can easily add up, as credits tend to be spent quickly.

7. LeadGenius


What sets LeadGenius apart from other B2B data solutions is that it focuses on providing custom-curated precision data for sales and marketing teams operating in highly specific verticals.

Features


  • Delivers on-demand precision data and insights based on users’ ICP, target market, and other specific business requirements.
  • Combines AI and human judgment when compiling and verifying data for best results.
  • Customizable web scraper that can be instructed to pull unique insights from anywhere on the web.

Pricing

LeadGenius’s website doesn’t disclose actual prices.

The only thing stated is that each price is based on the needs and scale of a user’s business.


You need to contact its team directly to get more pricing details.

Pros and Cons

✅ Enables highly specific and tailored data enrichment.

✅ Covers 40M+ businesses and 350M+ decision-makers. 

✅ Combines several layers of control when collecting and verifying data, including both AI-driven and human checks.

❌ Non-transparent pricing.

❌ Limited features.

8. LeadIQ


LeadIQ is a B2B database that lets users track relevant sales triggers and generate personalized emails via its AI-powered writing tool.

Features

  • Allows for tracking relevant insights and changes in important prospects’ profiles, such as job changes, promotions, etc.
  • Covers millions of verified profiles, emails, and mobile numbers aggregated from various sources.
  • AI-powered email generator that lets you quickly create personalized emails based on the data the platform pulled.

Pricing

Lead IQ has a free forever plan that provides:

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

There are three paid plans for users who need more:

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


Pros and Cons

✅ Easy to use. 

✅ 1-click Salesforce data enrichment.

❌ Emphasis on North America, limited European coverage.

❌ You need an add-on for Salesforce enrichment, whose price starts at $5,000 per year.

❌ Various glitches and technical issues are a common occurrence.

9. Keyplay

Keyplay is a sales prospecting tool that helps find leads that fit into your ICP by enabling you to create custom lead scoring and intent signals.

Features

  • AI Lookalike helps you find accounts that match your best-performing customers and deals.
  • Options for building custom lead scoring systems without using code.
  • Tracks a wide range of intent signals and allows for configuring custom signals fitted to your specific industry.

Define your ICP with lookalikes and signal-based scoring.


Pricing

Keyplay doesn’t have a free trial for its paid plans.

However, it does have a free forever plan that provides access to its basic features, and subscribing to the PeerSignal community lets you access a more limited number of records. 

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

  1. Growth: $12,000/year
  2. Scale: Custom pricing


Pros and Cons

✅ Highly customizable. 

✅ Nuanced signal tracking, including HR tech, accounting software, recruiting activity, etc., helping you find ideal customers more efficiently.

✅ User-friendly interface.

❌ Integrates with only two CRMs, Hubspot and Salesforce.

❌ Offers only annual paid plans.

10. Clearbit


Clearbit is a comprehensive data enrichment platform that combines proprietary and public data with the power of LLMs to provide accurate data and real-time insights on potential leads.

Features


  • Real-time data enrichment with over 100 B2B attributes aggregated from 250+ data sources.
  • Form shortening for capturing more leads without losing relevant data.
  • Instant lead scoring and routing thanks to granular industry categorization, corporate hierarchies, job roles and seniority tags, etc.

Pricing

Clearbit is yet another platform that doesn’t disclose actual prices, meaning you’ll have to contact its team for accurate pricing details.


The only thing stated on the website is that the plan is volume-based and can be configured to include add-on packages like Forms, Advertising, and Capture.

This means that you’ll probably be charged extra if you opt for add-ons.

Note: Warmly's pricing plans include access to Clearbit’s rich database.

Pros and Cons

✅ Variety of buyer intent signals to help you identify qualified leads.

✅ Integrates with various platforms and CRMs.

✅ User-friendly.

❌ Opaque pricing.

❌ Some of its features are available only as add-ons that are charged extra.

11. Apollo


Apollo is one of the more popular sales engagement tools built to help GTM teams streamline various sales processes.

Features

  • Massive B2B database with 275M contacts and 73M companies and high accuracy rates.
  • Email deliverability improvement through guided inbox setups, authentication checks, deliverability scores, etc.
  • Detailed analytics dashboard for monitoring and tracking KPIs.
  • Deal management options, which allow for using Apollo as a simple CRM.


Pricing

Apollo has a free forever plan that provides unlimited email finder credits, 5 phone number credits, and 10 contact export credits.

Larger-scale users can upgrade to one of three paid tiers:

  1. Basic: $59 per user per month
  2. Professional: $99 per user per month
  3. Organization: $149 per user per month


You get a discount if you opt for annual billing.

Note: All paid plans except Organization come with a 14-day free trial.

Pros and Cons

✅ Versatile features that enable sales teams to handle all sales processes from a single platform.

✅ Intuitive interface.

✅ Solid data accuracy.

❌ Low-quality integrations, making data exports difficult.

❌ If you need access to its most advanced features, you’ll hit a paywall quickly.

❌ Dual credit system, meaning that you spend one credit for revealing an email address and another for getting a phone number.

12. UpLead


UpLead is a B2B database that includes a real-time email verifier and an email finder tool, in addition to a nifty browser extension for one-click prospecting.

Features


  • 155M+ B2B contacts, with 16M+ global companies tracked.
  • Verifies email addresses you need in real-time.
  • Data enrichment with 50+ data points.

Pricing

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

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

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


Since the paid plans offer a limited number of reveal/export credits, you’ll probably have to buy more. One extra credit costs $0.60 per credit on the Essentials plan and $0.50 on the Plus plan.

Note: UpLead claims to refund credits if it fails to find accurate contact details.

Pros and Cons

✅ One credit unlocks the email address and the phone number of an account, meaning you won’t have to spend two to reveal an entire contact.

✅ Chrome extension LinkedIn Prospector.

✅ Detailed filters.

❌ The most advanced features, such as purchase intent, are available only on the Professional plan.

❌ Short trial period and no free plan.

❌ Limited international coverage.

13. RocketReach


RocketReach is a business intelligence tool that provides comprehensive B2B data, including prospects’ social media profiles and traditional contact details.

Features

  • Vast B2B database with 700M+ individual profiles, 60M+ companies, 330M+ email addresses, and 150M+ phone numbers.
  • AI-powered recommendations help you find potential customers who match your existing high-performing leads.
  • Easy creation of detailed prospect lists with in-depth filters that are automatically updated, generating more leads over time.


Pricing

RocketReach has a free plan that provides just 5 searches per month.

What’s interesting about its pricing is that it has two sets of pricing packages, one for individuals and the other for teams.

When it comes to individual pricing tiers, there are three to choose from:

  1. Essentials: $70 per user per month, includes up to 70 lookups/user 
  2. Pro: $140 per user per month, includes up to 200 lookups/user
  3. Ultimate: $300 per user per month, includes up to 500 lookups/user


Opting for annual single-user pricing tiers will give you unlimited lookups on each plan.

There are also 3 multi-user packages:

  1. Team Pro: $83 per user per month
  2. Team Ultimate: $207 per user per month
  3. Custom: Custom pricing


All the team plans are annual and include 2-5 users.

Pros and Cons

✅ Chrome extension for easy LinkedIn prospecting.

✅ Provides social media links to help you get a well-rounded picture of potential leads.

✅ Easy to use.

❌ The costs add up very quickly.

❌ Its lowest tier includes only email searches - and it isn’t even cheap.

Start Converting Website Visitors with Warmly Today

Now that you’ve got a detailed overview of the best Cognism alternatives and competitors, there’s just one thing left to do - pick the platform that’s best for you.

Ideally, you’ll take some of these tools for a test ride, as that’s the only way to get a proper grasp of their capabilities and overall user experience.

If you’re keen on getting the best value for money and unlocking your website’s full potential, why not start with Warmly?

Sign up for its free plan and start capturing and converting more leads today without ever leaving your website.

Or, if you prefer to see Warmly’s comprehensive features in action first, you can always book a live demo.

Related reading:

11 Best Dealfront Alternatives & Competitors in 2024

The 10 Best ZoomInfo Alternatives for 2024

10 Best Sales Prospecting Tools in 2024

The 12 Top Lead Enrichment Tools for GTM Teams in 2024

8 Clearbit Competitors & Alternatives Worth Considering

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