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

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

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

What's our take on the Salesloft Drift acquisition?

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

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

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

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

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

We call it signal-based revenue orchestration.

Trends in Sales and Marketing Tech Stack Consolidation

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

Here's what we mean.

SaaS Mergers: Improving Sales Development?

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

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

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

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

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

Entering the Era of Revenue Orchestration

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

It needs to be combined with action.

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

Drift and Salesloft: A Tale of Two Giants

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

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

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

Drift: The Hero of SaaS

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

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

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

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

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

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

Enter Private Equity

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

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

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

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

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

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

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


$2,500/month: Small Business?

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

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

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

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


Chatbot software listed on G2

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

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


Drift's Employee Count For the Past Two Years

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Drift and Salesloft: A Merger of Equals

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

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

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

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

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

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

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

What would that look like?

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

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

All of this orchestrated by Conductor AI of course.

Salesloft and Drift: Legacy Software Under Fire

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

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

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

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

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

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

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

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

Warmly, the Signal-Based Revenue Orchestration Platform

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

From: Press Release: Warmly Series A Announcement

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

We call the solution signal-based revenue orchestration.

The Issue With Most GTM Teams 

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

This is one of the biggest issues among sales teams.

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

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

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

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

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

And, of course, conversion rates suffer.

The Last Defensible Marketing Moat Is Brand

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

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

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

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

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

All of these efforts lead back to one place:

The website.

Website As The Choke Point To All GTM Investments

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

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

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

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

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

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

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

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

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


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

Quality Data Delivers Qualified Leads

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


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

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

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


Introducing Warmly: AI-Supported Signal-Based Revenue Orchestration

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

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

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

SMB buyers don’t have that luxury.

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

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

But SMB buyers need flexibility. 

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

How Signal-Based Revenue Orchestration Works

You Run Demand Gen As Normal 

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

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

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

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

Warmly Deanonymizes Visitors To Your Website 

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

This begins with website visitor deanonymization.

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


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

Best-In-Class Data Integrations Help Identify Buying Committees 

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

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

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

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

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


Warmly Orchestrates Multi-Threaded Omnichannel Outreach 

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

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

We call this multi-threaded outreach.

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

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

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

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

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

Use Case Examples For Signal-Based Revenue Orchestration

Top of Funnel Orchestration

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


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

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

Middle of Funnel Orchestration

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

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


Bottom of Funnel Orchestration

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


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

Lead Scoring & Revenue Orchestration

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

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

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

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


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

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

Advantages of Signal-Based Revenue Orchestration

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

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

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

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

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

Consolidate Tools to Create a Seamless Buyer Experience

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

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

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

Setup Warmly in Minutes, Not Months

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

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

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

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

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

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

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

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

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

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

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

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

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

Understanding Demand: Creation vs. Selling

‎(Image Source: Freepik)

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

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

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

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

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

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

The Importance of ICP Creation

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

The best teams are getting fed with better pipeline.

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

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

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

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

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


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Wasting Time on The Wrong Activities 

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

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

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

Advantages of AI-powered Revenue Orchestration

Fit 

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

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

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

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

Speed

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

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

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

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

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


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

But the orchestration doesn't end there.

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

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

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

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

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

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

Scale

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

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

What about those that aren't in-market?

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

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

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

Flexibility

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

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

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

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

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

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

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

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

Consistency

Take this example.

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

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

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

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

Personalization

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

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

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

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

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

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

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

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

Adaptive Systems and their Multiplier Effect

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

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

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

The Non-linear Nature of B2B Purchasing

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

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

‎(Image Source)

Redefining the Role of Human Interaction

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

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

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

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

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

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

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

Interested to see Warmly in action? Book a demo.

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

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

TL;DR:

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

Headcount Reduction Accelerating the Agile Organization

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

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

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

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

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

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

Shift Towards Customer Centricity and Account-Based Marketing

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

There are two options to increase revenue:

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

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

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

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

The Importance of Efficient Growth and Timing

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

Understanding the Buyer's Journey

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

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

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

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

Here's an example 6sense workflow:

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

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

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

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

ABM started to work and cut through the noise:

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

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

Limitations of Today's Account-Based Marketing

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

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

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

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

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

The Challenge of Data Silos and Integration

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

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

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

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

The Need for Speed, Coverage, and Consistency in ABM

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

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

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

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

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

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

Up Next: The Era of Account-Based Orchestration

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

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

TL;DR:

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

The Golden Era of B2B SaaS: 2018-2022

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

image

(Image Source)‎

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

The Capital Influx

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

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

GTM Strategies

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

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

"What makes a salesperson great?" — Alan

"Process." — Larson

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


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(Image Source)‎

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

The SaaS Startup Explosion: the 2020s

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

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

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

The Email Deluge and Declining Conversions

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

Conversion rates started declining.

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

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

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

The Pandemic's Impact on Business

Then 2020 ...

The pandemic changes everything.

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

And it all started with B2B SaaS buyers.

The Buyer's Evolution

Let's talk about what happened to the buyer.

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

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

The Rise of Digital Communities

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

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

Content Consumption

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

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

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

B2B Decision-Making

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

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

The Digital Transformation Paradox

Consequently, B2B SaaS underwent a digital transformation overnight.

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

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

The Dark Funnel and Its Impact on B2B Marketing

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


image

(Image Source)‎

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

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

The Informed Buyer

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

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

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

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

Navigating the New Demand Landscape

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

Traditional methods seemed outdated in this new reality.

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

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

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

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

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Best 11 Company Research Tools in 2024

Best 11 Company Research Tools in 2024

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Alan Zhao

Show me your data, and I’ll show you how efficient your sales and marketing campaigns will be. 

Modern sales teams need the best company research solutions so that reps can know who to focus on and how to engage in a way that drives qualified meetings.

The landscape has evolved, so we explored dozens of popular B2B account platforms, testing them firsthand and interviewing real users. 

Solutions that can help you: 

  1. Discover companies that match your ICP.
  2. Enrich them with firmographics and intent data.
  3. Find the right contacts at those companies.
  4. Capture buying signals to help you understand how likely they are to want to buy your product (and why).
  5. Uncover other actionable insights that help reps craft tailored outbound strategies.

Below is the result of our search. The 11 best Company research tools for 2024.

We broke down each solution’s key features, strengths, weaknesses, price, etc.

Before we begin, a few pointers to help you make the best decision.

What Makes a Good Company Research Tool?

This question has no simple answer, as it all depends on your goals and requirements.

However, regardless of your specific use case, there are a few things to keep in mind when buying a company research tool.

1. Is it accurate and has the data coverage you need?

Some company research tools cover international data, while others focus on specific regions.

Make sure that the platform you choose is optimized for your market and the regions where most of your customers are based.

Also, high accuracy and matching rates are a must. There is nothing worse than a good campaign wasted on leads that have outdated information.

2. Can you filter records precisely enough?

Good filtering capabilities are vital for targeted company research, especially when dealing with more specific markets or ICPs.

This is especially important if you want to automate some of your processes without using generic criteria. 

Focus on tools that can be tailored to fit your needs and fine-tuned to your ICP.

3. Do you have the insights you need? 

Tools that go beyond basic B2B contact data can provide a huge competitive advantage.

For example, Keyplay (listed below) can tell you if an account has a free trial or a product tour available on their site, which can be used by reps to hyper-personalized campaigns and stand out from the noise

4. Can it power the rest of your tech stack?

Once prospecting accounts is done, you’ll likely want to do something with the accounts you’ve identified.

Make sure that your company research software connects easily with your existing stack.

5. Can it scale with you?

Look for a tool that:

  • Provides good value for money (e.g., includes a wide range of features regardless of your plan, has native integrations with various CRMs and SEPs, etc.).
  • Doesn’t break the bank at large data volumes.

For example, solutions like Dirft and Cognism start at appealing price points, but costs will rise exponentially as you scale.

Now that you’re equipped with all the basics, time to start reviewing our 11 best company research tools.

What Are the Best Company Research Tools in 2024?

1. Warmly - Reveals and enriches leads on your website.

2. Zoominfo - Sales operating system with a large B2B database.

3. Crunchbase - Vast database of private company data.

4. Cognism - Sales intelligence platform with international coverage.

5. UpLead - B2B database with email verification capabilities.

6. SalesIntel - B2B contact and intelligence provider with human-verified data.

7. LinkedIn Sales Navigator - Native LinkedIn prospecting solution with advanced filters.

8. Keyplay - Enriches contacts with relevant data and lets you set up custom lead scoring.

9. LeadIQ - B2B prospecting solution with real-time tracking of key accounts and data.

10. Apollo - Sales intelligence and engagement platform.

11. Dealfront - B2B database with GDPR-compliant data.

1. Warmly

Warmly is a revenue orchestration platform that identifies website visitors, enriches them with granular data, and helps you convert them.

It has a wide range of features, including automated prospecting and outreach, live engagement capabilities, etc., but three features are vital in the context of efficient company research:

  1. Website traffic deanonymization.
  2. B2B data enrichment.
  3. Intent data enrichment.

Let’s break them down one by one.

Reveal accounts and leads visiting your site

When designed to attract your target audience, your website can be a rich source of potential customers.

You can use it to capture B2B accounts who come to you - as the fact they’re on your website alone can signal that they’re interested in your offering - instead of relying solely on outbound sales. It’s a must-have for any B2B sales strategy.

Warmly can reveal about 65% of companies and 15% of individuals that visit your website. Try it below ⬇️

As a result, your SDRs can design highly personalized outreach.

All it takes is pasting a snippet of Warmly’s code into your website, and new website-generated leads will start trickling down your pipeline in no time.

If you want to identify the companies that interacted with your cold email campaigns as well, you can add Warmly’s code to emails just as easily. 

Enrich visitors with B2B data

Warmly goes beyond basic website visitor identification, enriching each visitor with detailed B2B data, like:

  • Contact details (phone numbers, email addresses, job titles, etc.).
  • Firmographic data (industry, size, employee count, location, and other company data).
  • Technographic data (software tools and technology a company uses).
  • CRM data (ongoing and closed deals, account owners, previous interactions with your reps, etc.).
  • SEP data (engagement with other sales and marketing campaigns, chatbot interactions, etc.).
  • And more.

Leverage intent data and buying signals

Warmly comes included with 2 types of intent data.

Firstly, the platform delivers first-party intent data by monitoring how website visitors interact with your site, and capturing key buying signals such as:

  • Pages they visited, with a focus on high-intent pages (e.g., pricing).
  • Time spent on each page (the longer they stayed on high-intent pages, the better).
  • Asking high-intent questions in the chatbot.
  • Downloading relevant content (such as whitepapers, playbooks, etc.) or filling out forms.

In addition to monitoring website sessions, Warmly pulls third-party intent data from tools such as Bombora, 6Sense, HumanDataLabs, and more.

Insights like:

  • Recently researched topics on the web.
  • Interactions with ads and social media posts.
  • Job change intent.
  • Visits to competitors’ websites.

By uncovering both first- and third-party intent, you better understand which accounts are most likely to convert right now.

Moreover, this approach lets you qualify and score leads more accurately and efficiently allocate sales and marketing resources. Here’s one example ⤵️

Pricing

Warmly offers a free forever plan that lets you reveal up to 500 people and companies visiting your website. It’s the perfect plan for getting a taste of one of the platform’s key features.

If you expect higher traffic volumes and need more advanced capabilities, you can upgrade to one of three paid 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 deep 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 platforms, Warmly integrates with OpenAI and most modern SEP and CRM software, which will easily fit into any business’s tech stack.

Pros & Cons

✅ Identifies both companies and individual website visitors.

✅ Enriches each visitor with detailed B2B data.

✅ Reveals first- and third-party intent.

✅ Provides options for engaging and routing leads.

✅ Includes all features in all paid plans.

❌ Annual pricing only.

❌ No static B2B database.

2. Zoominfo

Best for: Finding North American B2B data.

Zoominfo is a sales operating system with a wide range of features for handling various sales processes, from prospecting to engagement.

It’s most widely known for its massive B2B database with solid accuracy rates.

Features

  • Large B2B database with over 260M professional and 100M company profiles and 135M verified phone numbers.
  • Provides detailed org charts for companies in its database to help you pinpoint vital stakeholders more easily.
  • Tracks buying intent signals, such as researched topics and keywords relevant to your business, letting you uncover potential customers.

Who is it for?

Enterprise-level businesses whose target market is primarily NAM-based.

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 final price depends on:

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

Pros & Cons

✅ Massive B2B database with good matching rates.

✅ CRM enrichment.

❌ Expensive.

❌ Regions outside of North America aren’t covered as well.

3. Crunchbase

Best for: Researching private company data, especially financial information.

Crunchbase has one of the largest B2B intelligence databases for private companies, 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 investors looking for good investment options or startups looking for eligible investors.

Features

  • Holds data on more than 2M companies.
  • Provides a wide range of valuable insights, from a company’s financial health to industry trends and good investment opportunities.
  • Browser extension for collecting data from company websites and LinkedIn search results.

Who is it for?

B2B teams that focus their sales and marketing efforts on the North American private sector.

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

✅ Accurate data.

✅ More detailed financial information than any other B2B database.

❌ Most of its data is on North American companies, EMEA is not covered that well.

❌ Real-time updates and automated CRM enrichment are available only on the Enterprise plan.

4. Cognism

Best for: International B2B sales prospecting.

Cognism boasts a solid database of B2B data with good international coverage.

This makes it a great option for conducting company research and finding relevant contact data for businesses worldwide.

Features

  • B2B database with 70M verified mobile phone numbers (47 million cell phone numbers in the US alone) and global data coverage.
  • Diamond Data Verification is used to verify phone numbers via calls, ensuring accuracy.
  • Several CRM enrichment options for keeping your data fresh and accurate.

Who is it for?

Large teams with an internationally based target audience.

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 intelligence tools.

❌ Non-transparent pricing.

❌ You need a more advanced data package to access phone-verified phone numbers.

5. UpLead

Best for: Real-time B2B email verification.

UpLead is a B2B database and business contact provider with a real-time email verifier and an email finder tool.

It also has a handy Chrome extension for 1-click prospecting and company research anywhere on the web.

Features

  • 155M+ B2B contacts with email addresses and 16M+ company profiles.
  • Real-time email address verification to ensure you’ll get only valid addresses.
  • Tracks 16,000 technology data points, providing insights into a company’s tech stack.

Who is it for?

Smaller teams who rely primarily on cold email outreach and need verified email addresses.

Pricing

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

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

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

Since the paid plans offer limited reveal/export credits, you’ll probably have to buy more. One extra credit costs $0.60 per credit on the Essentials plan and $0.50 on the Plus plan.

Pros & Cons

✅ One credit unlocks both the email address and the phone number of an account, so you won’t have to spend two to reveal the entire contact profile.

✅ Advanced filtering for more detailed company searches.

❌ The most advanced features, such as buyer intent data and advanced filtering, are available only on the Professional plan.

❌ Limited international coverage.

6. SalesIntel

Best for: Human-verified B2B contact info.

SalesIntel is a B2B data provider that boasts high accuracy rates thanks to having each contact run through a layer of human verification every 90 days.

If you need highly accurate and double-checked data, SalesIntel might be a good option.

Features

  • Large database of 90M+ contacts with 17M+ contacts that are human-verified.
  • Research On Demand provides human-verified contact information on any company you need on request.
  • In-depth technographic and firmographic filters.

Who is it for?

GTM teams working with specific or difficult-to-access markets that need verified contact data they can’t find anywhere else.

Pricing

SalesIntel has three pricing plans:

  1. Individual: $69 per month, 1 user only
  2. Teams: $199 per user per month, up to 5 users
  3. Professional: Custom pricing, custom number of users

Pros & Cons

✅ User-friendly.

✅ High data accuracy.

❌ Intent data is available on its highest tier only.

❌ Issues with integrations.

7. LinkedIn Sales Navigator

Best for: LinkedIn-based company research.

Sales Navigator is LinkedIn’s designated sales prospecting tool.

As such, it provides nuanced filters and insights, allowing you to deep-dive into company and individual profiles.

Features

  • 14+ account filters that let you run segmented and precise searches across industries.
  • Account IQ provides Artificial Intelligence-generated profile summaries packed with actionable insights.
  • Data validation ensures that you get only up-to-date contact information.

Who is it for?

Businesses that mainly use LinkedIn for prospecting and company research.

Pricing

LinkedIn Sales Navigator is 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.

✅ Nuanced filtering for more advanced searches.

✅ CRM integrations that let you enrich CRMs and view LinkedIn info about leads, contacts, and accounts directly in your CRM app.

❌ Can be used on LinkedIn only.

❌ Key features are hidden behind a paywall.

❌ Too expensive given its limited use case.

8. Keyplay

Best for: Finding companies that match your ICP through custom scoring systems.

Keyplay is an account-based sales and marketing platform that lets you build targeted lead lists, find ICPs across the market, and track relevant buying signals.

It’s an excellent tool if you need a customizable solution that can be tailored to your specific ICP, letting you run highly targeted searches.

Features

  • AI Lookalike helps you find accounts that match your best-performing clients and deals.
  • Lets you build custom account-scoring systems for better account prioritization.
  • Provides a wide range of advanced filters for highly specific searches, including online presence, tech stack, recruiting velocity, industry categories, etc.

Who is it for?

Account-based sales and marketing teams looking to optimize lead generation and prospecting for target companies.

Pricing

Keyplay doesn’t have a free trial for its paid plans.

However, it has 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 & Cons

✅ Advanced filtering options.

✅ Lets you track custom signals relevant to your ICP and business objectives.

✅ Enables you to create custom ICP scoring systems to identify matching companies more easily.

❌ Offers only annual paid plans.

❌ Doesn’t deliver contact data.

9. LeadIQ

Best for: Tracking relevant contacts and sales triggers in real-time.

LeadIQ is a B2B prospecting platform that lets you find contact data on LinkedIn searches and sync it with your CRM.

Its key strength, however, is its ability to track buying signals and sales-relevant changes in key accounts.

Features

  • Lets you track relevant insights and changes in important prospects’ profiles, such as job changes, promotions, etc.
  • Monitors buying signals, including funding rounds, company news, web searches, etc.
  • Covers millions of verified profiles, emails, and mobile numbers aggregated from various sources.

Who is it for?

Smaller teams more interested in tracking buying signals than gaining access to a static B2B database.

Pricing

Lead IQ has a free forever plan that provides:

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

There are three paid plans for users who need more:

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

Pros & Cons

✅ User-friendly interface.

✅ Lets you monitor relevant changes and other important factors, allowing you to pounce on leads while they’re still hot.

❌ Emphasis on North America, limited European coverage.

❌ Contact tracking is an add-on whose price starts at $5,000 per year.

10. Apollo

Best for: B2B sales intelligence combined with sales engagement options.

Apollo is a B2B database and sales engagement platform with solid international coverage of B2B data.

Its wide range of features makes it attractive for users looking for an all-in-one sales solution.

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.
  • Robust filtering options for running precise searches.
  • Apollo Chrome extension for researching companies anywhere on the web.

Who is it for?

Sales teams of various sizes that need a well-rounded prospecting solution with additional features for managing other parts of the sales cycle.

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.

❌ 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.

11. Dealfront

Best for: Researching European companies.

Dealfront is a B2B sales intelligence tool built for sales and marketing 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 solution.

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.

Who is it for?

GTM teams whose target companies are located in Europe.

Pricing

Dealfront has separate pricing for its sales intelligence and website traffic deanonymization.

Dealfront's sales intelligence plan does not have flat fees, so you’ll need to contact its team for precise pricing details.

When it comes to website visitor identification, there’s a limited free plan that only lets you 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 & 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.

❌ Issues with website traffic deanonymization, as users report frequent inaccuracies.

Next Steps: Identify Who Your Hottest Leads Are Right Now

By now, you should have a clearer idea of what company research tool is good for you.

Zoominfo and Apollo are good options if you need massive B2B databases, while platforms like Keyplay and LeadIQ deliver a more dynamic company research experience.

Some are focused on a single channel only—like LinkedIn Sales Navigator—while others, like SalesIntel and UpLead, can tackle any lead source on the web.

In the end, it’s up to you to make the call. 

If you decide that you need a solution that goes beyond basic company research and prospecting, then Warmly’s the ideal choice, as it allows you to detect companies that:

  1. Best fit your ICP.
  2. Are most likely to convert right now.

Why take just our word for it?

Sign up for Warmly’s free plan and experience its capabilities firsthand.

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

Best 10 B2B Marketing Tools in 2024

Best 10 B2B Marketing Tools in 2024

Time to read

Alan Zhao

No efficient B2B marketing strategy would be complete without B2B marketing tools—and for good reason.

B2B marketing software platforms help improve sales and marketing efforts across levels by:

  • Allowing you to run tailored marketing campaigns on scale.
  • Enabling you to fine-tune outreach strategies to your target market and ICP.
  • Providing leads and existing customers with highly personalized experiences.
  • Boosting B2B marketing teams’ productivity by automating repetitive processes and letting them focus on areas that matter most.
  • Driving collaboration between sales and marketing teams.

However, for a B2B marketing tool to achieve all this, it has to be aligned with your unique use case, business objectives, and budget size.

That's where this guide comes in.

We tested dozens of B2B marketing tools, sifted through user reviews, and interviewed long-term users to find the best B2B marketing software for various user types and requirements.

As a result, we compiled a list of the top 10 B2B marketing tools, ensuring everyone will find their perfect match.

B2B Marketing Software Categories

Since there’s a wide variety of B2B marketing solutions, we divided them into 5 essential categories:

  1. Lead enrichment tools that help you find the hottest leads and ICP matches.
  2. Search Engine Optimization (SEO) tools to ensure your content is optimized for success.
  3. Marketing automation tools to increase marketing efficiency.
  4. Content creation tools to create content that converts.
  5. Ad management tools that help you manage ad campaigns and ensure you’re targeting the right audience.

As most of these tools are not mutually exclusive, you can combine several to create your unique marketing suite tailored to your specific marketing strategy. 

A Few Factors to Consider when Buying a B2B Marketing Tool

There are several characteristics every B2B marketing tool should have, such as:

Intuitive interface (for both managers and contributors)

Prioritize B2B marketing tools with user-friendly interfaces that are easy to learn and navigate.

Avoid overly complex tools that require extensive training or IT support. These platforms are supposed to be used by marketing and salespeople, not technical teams.

Cost-effectiveness (especially at scale)

Ensure that your chosen solution offers a good balance of functionality and size.

Also, ensure that the tool scales well, meaning that the costs won’t explode in your face as your business grows.

Automation capabilities

If you aren't automating, one of your competitors likely is.

Functionalities such as automated workflows, triggered actions, and AI-powered features can significantly boost the success rate of your B2B marketing efforts.

Solid integration range

Your systems must talk to each other to operationalize the best marketing strategy. Make sure the platforms you choose play well with each other.

Personalization flexibility

Sometimes, this means having the right data plugged into your systems.

Sometimes, it means having a platform that can handle deep personalization.

Either way, you can't compete in 2024 without hyper-personalizing campaigns.

Enough said. Let’s dive into our top 10 list!

What Are the Best B2B Marketing Tools?

1. Lead enrichment tools:

  • Warmly - Reveals and enriches website visitors.
  • Datanyze - Affordable 1-click lead enrichment from any web source.

2. SEO tools:

  • Ahrefs - Suite of SEO products for optimization across levels.
  • Frase - Content optimization tool and AI content writer.

3. Marketing automation tools:

  • Marketo - Cross-channel marketing orchestration.
  • Drip - Email marketing solution.

4. Content creation tools:

  • Descript - AI-powered video and podcast editor.
  • Copy.ai - Automated creation of various content types, from blogs to product descriptions.

5. Ad management tools:

  • RollWorks - Account-based marketing and advertising platform.
  • Metadata - All-round management of paid social ads.

Lead enrichment tools:

1. Warmly

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

Disclaimer: Although Warmly is our platform, we won’t try to convince you to choose it at all costs. We know who Warmly is best suited for marketing and sales teams that want to boost website lead generation and conversion rates.                                                            If that’s you, all the better. If not, we’re sure one of our other solutions will do the trick.

Warmly is a revenue orchestration platform that improves sales and marketing strategies by:

  • Identifying website traffic.
  • Enriching each identified visitor with granular data.
  • Automating essential sales and marketing processes.

Let’s look at some key features that make Warmly stand out in the lead enrichment category.

Feature #1: Website visitor identification

Warmly identifies both companies and individuals visiting your website, letting your marketing team:

  • Figure out if your website is optimized to attract your target audience.
  • Detect leads that best match your ICP.

Identify actual stakeholders surfing your website, allowing reps to create a hyper-personalized approach

The platform also offers options for tracking website traffic that came through specific email campaigns, allowing for:

  • More precise marketing attribution.
  • A deeper understanding of which approach works best with your leads.

The whole setup process is easy. 

All it takes is pasting a snippet of Warmly’s code into your website - or emails - and the platform will start identifying companies and persons that land on your website in minutes.

Feature #2: B2B and intent data enrichment

Once Warmly identifies website visitors, it proceeds to enrich each with:

  1. B2B data, including:
  • Contact details (phone numbers, email addresses, job titles, etc.).
  • Firmographic data (industry, size, employee count, location, and other company data).
  • Technographics (a business’s tech stack).
  • CRM data (account owners, ongoing and closed deals, previous interactions with your sales and marketing reps, etc.).
  • SEP data (e.g., interactions with specific outreach campaigns).

2. First-party intent data, which consists of insights into their website session, such as:

  • Pages they visited, with a focus on high-intent pages (e.g., pricing, specific features, comparison with competitors, etc.).
  • Time spent on each page.
  • High-intent questions they asked the chatbot.
  • The content they downloaded (such as whitepapers, playbooks, etc.) or forms they filled out.

3. Third-party intent data that provides insights into your lead’s entire digital buyer journey, like:

  • Recently researched topics on the web.
  • Interactions with ads and social media posts.
  • Job change intent.
  • Visits to competitors’ websites.

Enriching each lead with in-depth data enables marketing and sales teams to:

  • Better understand which leads are most likely to convert right now.
  • Create tailored sales and marketing campaigns that resonate with each individual lead.
  • Qualify and score leads more accurately, allowing for optimal allocation of sales and marketing resources. 
  • Identify potential bottlenecks and high-churn areas on your website.

Try it 👇 ‎

Feature #3: Automated outreach

Warmly lets you create automated sales and marketing sequences, leveraging data it uncovered on your website visitors.

The platform’s Orchestrator feature adds website visitors that meet certain requirements (i.e., match your ICP or show high-intent behavior on your site) to automated outreach campaigns like:

  • Sending personalized emails.
  • Connecting with qualified prospects on LinkedIn. 
  • Sending contextual LinkedIn DMs to key accounts.
  • Adding leads to outbound sequences.

The Orchestrator has an intuitive workflow-building interface that lets you customize each part of the flow, including:

  1. The automation trigger, i.e., the signal or activity that will initiate the workflow (e.g., identified company lands on your website or visits a high-intent page, etc.).
  2. Filter accounts you want to add to the sequence (by size, industry, deal stage, etc.).
  3. Specify which personas you want to be targeted in each account (by role, seniority, etc.).
  4. Decide on the number of personas you want included from each company.
  5. Choose the automated sequence you want to add them to (LinkedIn, email, or both).

This way, you’ll ensure that no qualified lead goes under the radar, as the Orchestrator will automatically detect and engage them in real-time.

Pricing

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

If you expect higher traffic volumes and need more advanced capabilities, you can upgrade to one of three paid options:

  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 deep 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 

Warmly integrates with OpenAI and most modern SEP and CRM software, in addition to the data solutions we mentioned above, meaning it will easily fit into any business’s tech stack.

Pros & Cons

✅ Identifies both companies and individual website visitors.

✅ Enriches each visitor with detailed B2B and intent data.

✅ Automates sales and marketing outreach.

✅ Includes all features in all paid plans.

✅ Deep integrations with data solutions enable you to get a bundle of products at the price of one.

❌ Annual pricing only.

2. Datanyze 

Best for: Simple lead enrichment on company websites and LinkedIn search results.

Datanyze is an easy-to-use lead enrichment and prospecting tool with a Chrome extension that lets you scrape relevant B2B data online.

It provides particularly detailed information on current industry trends and rising technologies, making it a nifty tool for conducting market analysis and identifying businesses that use products similar to yours.

Features

  • Chrome extension for revealing basic 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., letting you create a warm introduction.
  • Market Share Reports provide actionable insights into industry trends, rising technologies, and key market competitors across various industries (e.g., marketing automation, email hosting, e-commerce, and more).

Who is it for?

Datanyze’s affordable pricing and user-friendly interface make it a good option for smaller marketing teams with basic needs.

Pricing 

Datanyze has a 90-day free trial that includes just ten monthly contact information credits.

Since you’ll probably need more, there are two paid plans to choose from:

  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.

✅ Strong technographics coverage.

❌ Data is often outdated.

❌ Limited functionality - no automation features or intent data enrichment.

SEO tools:

3. Ahrefs

Best for: Getting an all-in-one SEO toolset.

Ahrefs is one of the most popular platforms for handling SEO thanks to its wide range of powerful features, which cover everything from content to website optimization.

If you’re into digital marketing, at least one of Ahref’s numerous tools will probably be a good match.

Features

  • Unified SEO dashboard for monitoring SEO performance of all your projects, from blogs to web pages.
  • Site Explorer lets you research your competitors’ websites, including backlinks, organic search results, paid traffic performance, and website structure, allowing you to create content that outperforms them.
  • Keywords explorer helps you find the best-performing keywords in your industry along with difficulty scores, ranking potential, etc.

Who is it for?

Ahrefs is best suited for enterprises relying mostly on digital marketing to generate leads.

Pricing 

Ahrefs has 5 pricing tiers:

  1. Starter: $29 per month, limited access to Site Explorer, Keywords Explorer, and Site Audit.
  2. Lite: Starts at $129 per month, 1 user included, $40 per additional user, up to 3 users in total.
  3. Standard: Starts at $249/mo, 1 user, $60 per additional user, up to 6 users in total.
  4. Advanced: Starts at $449/mo, 1 user, $80 per additional user, up to 11 users in total.
  5. Enterprise: Annual only, starts at $14,990 per year, 3 users, $1,000 per additional user, you can add unlimited users.

Pros & Cons

✅ Lets you handle various SEO elements from a single platform.

✅ Intuitive interface.

✅ Strong backlink analysis.

❌ Very expensive.

❌ Frequent issues with data inaccuracies.

4. Frase

Best for: Optimizing written content such as blogs.

Frase helps you create optimized content by taking you from keyword research to creating article outlines and optimizing them for high SERP rankings.

It can significantly boost your writers’ efficiency, ensuring they have all the help they need to create the best-performing content from start to finish.

Features

  • Runs SERP research for you, analyzing best-ranked articles and delivering actionable insights, such as word count, domain rating, and heading count.
  • Lets you quickly create outlines by using headings from top SERP results or letting AI generate one based on those results.
  • Helps optimize content by providing a list of topics best-performing competitors covered, keywords you should use, and more.

Who is it for?

Frase is best suited for content agencies that need to optimize blogs at scale.

Pricing 

Frase has a free trial that lets you optimize one document for one search query.

If you want to optimize more documents and additional features, you can choose from three plans:

  1. Solo: $15/mo, 1 user, 10 SEO documents
  2. Basic: $45/mo, 1 user, 30 SEO documents
  3. Team: $115/mo, 3 users ($25 per additional user), unlimited SEO documents

Pros & Cons

✅ Intuitive interface that provides good user experience.

✅ Lets you create and re-use templates for content briefs, custom AI prompts, etc.

✅ Enables unified content creation by letting you research, write, and optimize content from a single point of control.

❌ The AI writer often creates repetitive, generic content.

❌ Sometimes includes irrelevant results in the SERP research, making optimizing content for the intended topic more difficult.

Marketing automation tools:

5. Marketo

Best for: All-in-one B2B marketing automation.

Marketo is Adobe’s B2B marketing automation platform that lets you build and run marketing campaigns across various channels.

In addition to creating marketing workflows, Marketo has other advanced features that enable account-based marketing, multi-touch attribution, and email marketing, allowing you to cover various marketing channels and needs.

Features

  • AI-powered audience building and segmentation lets you automatically create targeted audiences by applying filters (demographics, firmographics, simple and cross-channel behavior, etc.).
  • Cross-channel personalization enables real-time personalization of web pages, emails, social media, ads, and SMS, in addition to letting you create responsive landing pages with lead-capturing forms.
  • Offers a variety of triggers that set off workflows, including actions such as lead filling out a form, visiting a specific page on your website, or when their lead score changes.

Who is it for?

Marketo is best suited for enterprise businesses that need to run cross-channel marketing campaigns on scale.

Pricing 

Marketo has 4 pricing plans:

  1. Growth
  2. Select
  3. Prime 
  4. Ultimate

The platform doesn’t offer fixed subscription fees for any package, meaning you’ll have to contact sales for a custom quote.

Pros & Cons

✅ Robust reporting features.

✅ Lets you create all kinds of marketing campaigns and run them on autopilot.

❌ Expensive.

❌ Unintuitive interface that may be overwhelming for marketing professionals.

6. Drip

Best for: Automating email marketing campaigns.

Drip is an email marketing software that claims to reduce bounce rates and improve open and response rates.

Its user-friendly interface makes it a popular tool for email sequencing among B2B marketers.

Features

  • Visual drag-and-drop workflow builder lets you create automations of various complexity and set up custom rules to tailor them to your specific goals.
  • Dynamic segmentation analyzes relevant data from your email campaigns, store, website, and integrated tools and creates targeted audience segments, ensuring each lead gets added to the sequence that will resonate the most with them.
  • Intuitive email builder lets you add store products directly into emails, promote top-sellers to newcomers, and send dynamic content like cart URLs.

Who is it for?

E-commerce marketers that want to generate more qualified leads and get more conversions through their email campaigns.

Pricing 

Drip has a 14-day free trial that lets you try it out.

Its pricing is based on your list size and send volume.

It starts at $39 per month for lists of 1-2,500 people and goes up to $1,899 for 165,001-170,000 people.

If you need more than that, Drip offers custom packages as well.

Pros & Cons

✅ Easy to use.

✅ Solid range of integrations allows you to connect it to the rest of your sales and marketing suite.

❌ Can be costly for larger users.

❌ Doesn’t perform as well outside of the e-commerce industry.

Content creation tools

7. Descript

Best for: Creating and editing video content.

Descript is an AI-driven video editor with a wide range of features built to help B2B marketers improve their video marketing strategies.

Its feature-rich interface allows almost anyone to create professional-looking videos faster and more easily.

Features

  • AI helps curate the videos most likely to go viral, allowing you to choose the version that will perform the best.
  • Near-real-time translation, captions, and auto-transcription.
  • Automatically removes filler words and fixes eye contact, making it appear like you were looking at the camera the whole time (even if you were actually reading from a script).

Who is it for?

Marketing teams who use video content as a vital part of their marketing strategies.

Pricing 

Descript has a free plan that provides limited access to its features. 

If you like what it can do for you, you can upgrade to one of four paid plans:

  1. Hobbyist: $19/mo
  2. Creator: $35/mo
  3. Business: $50/mo
  4. Enterprise: Custom pricing

Pros & Cons

✅ Good transcription and caption accuracy.

✅ Wide range of features allows for versatile use cases - from ads to podcasts.

❌ Issues with audio editing.

❌ Learning curve.

8. Copy.ai

Best for: Generating various types of written content.

Copy.ai is a versatile GTM platform that offers solutions for sales and marketing teams.

However, one of its most prominent strong points is its ability to generate all kinds of content, from product descriptions and LinkedIn posts to social media content and blogs.

Features

  • Automates SEO content production from research to creating article briefs to writing the entire piece from scratch.
  • Lets you transform transcripts into blogs, social posts, press releases, etc., allowing for content repurposing.
  • Enables automatic localization and translation of landing pages and product marketing content, allowing you to easily tap into the global market.

Who is it for?

Content marketing teams that want to speed up the process of creating written content and optimizing it for different audience segments.

Pricing 

Copy.ai has a free forever plan that includes 1 user, up to 2,000 words in chat, and limited access to its features.

For more, you can subscribe to one of three paid options:

  1. Starter: $49/mo, 1 user, unlimited words in chat.
  2. Advanced: $249/mo, up to 5 users, and access to advanced sales and marketing workflows.
  3. Enterprise: Custom pricing, custom number of users and more advanced features geared toward large-scale users.

Pros & Cons

✅ User-friendly interface.

✅ Optimized for creating various content types.

❌ Can’t create original content, human editing and proofreading are required.

❌ Limited information on more niche topics.

Ad management tools

9. RollWorks

Best for: Account-based advertising.

RollWorks is a powerful tool for managing account-based marketing and advertising.

It lets you create, run, track, and optimize ad campaigns from a single platform.

Features

  • Lets you create highly personalized multichannel ad campaigns tailored to your target accounts' detected online behaviors and needs.
  • Allows you to build custom dynamic account and contact lists with extensive filters to keep your advertising audiences fresh and relevant.
  • User-friendly campaign set-up engine provides targeting and retargeting best practices, helping you build winning campaigns.

Who is it for?

RollWorks is best suited for mid-size and enterprise B2B companies that want to find and target high-value accounts with personalized advertising campaigns.

Pricing 

RollWorks has separate plans for ABM marketing and advertising.

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

Pros & Cons

✅ Robust analytics tools for measuring marketing performance.

✅ Solid range of integrations.

❌ Steep learning curve.

❌ Non-transparent pricing.

10. Metadata

Best for: Paid social media ad campaign management.

Metadata lets you create and run targeted and personalized ad campaigns for various audience segments.

It simplifies multichannel ad campaign management by allowing you to automate various parts of the process, such as ad and budget optimization.

Features

  • Automatically optimizes campaigns and budgets by letting you set up relevant criteria (e.g., campaign objectives, audience segments you want to target, etc.).
  • Campaign experimentation lets you test several campaign versions with different audiences, messaging, offers, etc., uncovering insights into what works and what doesn’t.
  • Lets you visualize every customer interaction with your ads and website, allowing you to better target and retarget them with personalized campaigns based on the insights the platform revealed.

Who is it for?

Advertising agencies that juggle multiple clients or large businesses that need a holistic approach to managing advertising campaigns.

Pricing 

Metadata has 4 pricing plans:

  1. MetaMatch: From $295/mo
  2. Spotlight: From $1,200/mo
  3. DemandHub: From $4,200/mo
  4. Agency: From $12,000/mo

The DemandHub plan has a few optional (and mandatory add-ons), including:

  • Onboarding package (obligatory): $5,000 one-off
  • Google Search: $495/mo
  • Spotlight: From $500/mo

Pros & Cons

✅ Automatic ad optimization across B2B marketing channels.

✅ Nuanced audience targeting options.

❌ Very expensive.

❌ Difficult to master.

Next Steps: Start Capturing More MQLs & SQLs

Now, all that’s left is to decide which solution—or solutions—best fits your vision and business goals.

Each of these B2B marketing tools is good in its own way, although some offer more versatile use cases and a wider range of features than others.

One thing is certain, though.

Many potential customers visit your website daily, so a website traffic deanonymization platform—like Warmly—is a good place to start when crafting any marketing strategy.

In addition to identifying website visitors, Warmly also enables you to:

  • Detect the leads that are most likely to convert right now.
  • Handle marketing attribution.
  • Design winning outreach sequences based on buying signals the platform detected.

The best way to find out for sure if Warmly can deliver is to try it on for size.

Sign up for Warmly’s free plan and provide your sales and marketing teams with a swarm of qualified leads.

Or, if you’d prefer to see the platform in live action first, book a personalized demo with our team, and we’ll be happy to show you around.

Why B2B Sales Teams Need Contextual and Actionable Insights

Why B2B Sales Teams Need Contextual and Actionable Insights

Time to read

Alan Zhao

‎This blog post was co-created with the team at Pod, the first AI pipeline coach for B2B sellers.

Since the dawn of modern-day B2B sales, a battle has been brewing between the sellers who think a fully personalized, human approach is always best and those who believe 100% tech-supported (or entirely AI-led) selling is the future. 

Unfortunately, if you’re here for a straight answer to the above dilemma, we can’t give you one. The secret to successful B2B sales lies somewhere between ‘chatbots will die out’ and ‘our AI bots are 100% independent, and we human sellers retain no responsibility for their work’ (as an airline argued recently.) 

Successful selling has always been about knowing your customer. That means building out your ICP before you start selling, plus empowering your sales team to adapt to the prospect in the moment—whether that means adapting an offer or signing a deal on conditions. 

This kind of sales process requires a combination of best-in-class data and the personal relationship-building that only a human sales rep can do. Luckily for B2B sales teams, getting top-quality data to inform your selling strategy has never been easier. 

The Consequences of Flying Blind in B2B Sales

Any B2B company worth its salt knows that data is vital to operational decision-making. According to McKinsey research, companies that employ a data-driven sales method report above-market growth and an EBITDA that’s 15% to 25% higher. 

Surprisingly, though, many sales teams still aren’t using their data effectively. 40% of companies say their sales teams lack the right account intelligence to sell effectively, and 60% of marketers say the data they do have is unreliable.

Whether you’re yet to gather sales intelligence or collecting mountains of inaccurate or outdated data, the consequences for your B2B sales process are monumental. 

Inefficiency 

At any given time, as few as 15% of your buyers are actually in market. Combine this stat with the average B2B sales conversion rate, which stands at a little over 2%, and it’s obvious that the chance of inefficient selling is high for B2B sellers.

There’s also a very small window for converting each prospect. Talking to people who aren’t ready, aren’t the decision-makers, or aren’t even part of your ideal ICP (or all three) is a significant drain on your sales resources, which—let’s face it—are probably already stretched. 

When B2B sellers spend just two hours a day actually selling, you need to make those hours count. (Or find a way to reduce admin time and grant your SDRs more selling time, but we’ll cover this later.) 

Missed opportunities

What’s even worse for your revenue than selling to prospects who aren’t ready to buy? Missing the opportunity to sell to people who are. 

B2B buying cycles are getting longer. Typically, buyers don’t engage with sellers until about 70% of the way through the decision-making process, by which point, the chances of influencing a decision are slim. 



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Without accurate data to identify these decision-makers early, you’re likely letting ideal prospects slip through the net instead of giving yourself time to nurture the right people. 

On the other side of things, you should be fighting to keep those customers that you’ve already converted. Just a 5% increase in customer retention can lead to anywhere between a 25% to 95% profit increase—but unless you fancy manually reaching out to every existing customer and asking if they need additional services, you’ll need sales enablement tools to help you out. 

Poor customer experience

Cold door-to-door selling might be a thing of the past, but receiving email marketing for a product you have no interest in and no intention of buying can be just as annoying. 

Not only does intensive cold outreach increase your risk of selling to people who aren’t the right fit (see point one above), but it can also impact the overall customer experience. 

If you’ve been spamming a prospect for weeks who simply isn’t interested, chances are they’ll remember that experience in the future—and may pass you up for a competitor who understands them better.

Cold outreach can be a valuable tool, but only when you know who it is you’re selling to. That’s where personalized selling can come into play: giving your prospect what they need at the most opportune time. 

Enabling the Right Action at the Right Time

No B2B seller should be flying blind when talking to a prospect. The moment you hop on a call with them, you should be absolutely sure that you’re speaking to someone who can buy from you (“I’ll need to discuss this with X” is the last thing you want to hear) and is showing intent to purchase.  

Understanding who will buy and when they’re ready to buy are the biggest factors influencing your success in B2B sales. Accurate sales insights are the only way to get this information. 

Without comprehensive sales data, you’re essentially leaving your B2B sales reps stranded in the Wild West of sales calls without any of the tools they might need to survive. Grit and creativity will only get sales reps so far when the person they’re selling to just isn’t right.

Accurate research into your ICP, leads, and sales process turns every interaction with B2B buyers into a warm interaction, giving your team the best chance of converting. 

What are Contextual and Actionable Insights?

The best sales teams make decisions based on real-time data from three distinct areas of a prospect’s profile. 

Everything starts with your ICP. If you’re following an account-based marketing strategy, this includes insights related to your target companies and their firmographic data. 

After gathering data on your ICP, look at the data on your leads. How are you determining what an MQL or an SQL is? Do you have fully-enriched data on each of your leads?  

Finally, your sales reps can use signal data to determine whether the leads arriving at your website are in the market to buy and how likely they are to purchase at any given moment. This signal data provides the crucial ‘timing’ component to your sales strategy, ensuring your reps devote their valuable time to people more likely to convert. 

Together, these three data strands help you tap into buyer behavior and interest across the entire sales funnel. 


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ICP data

To build an effective sales funnel, you need to start with an accurate list of ‘right fit’ accounts. Both internal data (from your CRM) and external research can help you better understand who you’re targeting and why.

Start with the existing data in your CRM. Gather and analyze metrics such as the number of repeat customers and closed won or closed lost deals to determine which kinds of accounts typically buy from you. 

Afterward, you can use sales enablement software to help you identify similar accounts in the categories of repeat customers or closed wins. 

Meanwhile, closed lost data is a valuable source of information on why certain B2B buyers don’t purchase. For example, you can track how many closed lost accounts have recently purchased a competitor product, giving you a time frame for re-engaging. 

Lead data

Once you’ve clarified the types of accounts you want to prospect and adjusted your demand creation strategy accordingly, you should notice an uptick in qualified leads. Ideally, the process of acquiring qualified leads should be assisted by a tailored SEO strategy.

Your first step should be enriching your lead data as it enters your CRM. Data enrichment tools can fill your CRM with up-to-date contact information and identify additional buying committee members. 

Other data you can extract from your leads to influence your selling strategy include firm and technographic data. This could consist of company details such as:

  • Company size
  • Location
  • Revenue
  • Their current tech stack
  • Recent software renewals/purchases

Signals

Buying signals can massively enhance your sales strategy. In the past, sellers were limited to collecting signal data from lead magnets, newsletter sign-ups, and in-person interaction at a trade show or conference. Today, however, there are far more ways to understand if a prospect is likely to buy.

The first kind of signal you want to track is buyer intent: any signal that shows that a potential customer is researching or showing interest in your product or service. 

Intent signals can be divided into first-party (data that comes from your website or direct interactions with prospects) and third-party (signals collected by external software like Bombora or 6sense), and you should use a combination of both to evaluate interest. 

Other buying signals could come from the company itself. For example, if it’s just raised a funding round or has recently been hired in a key decision-maker role, you can assume it’s somewhere in the market for a new purchase. 

Not all intent signals show the same amount of intent, so evaluating the intent data you receive (or using a platform that evaluates it for you) is essential. 

Someone from a right-fit company engaging with your social content and subscribing to your newsletter is good, but if they arrive on your website and navigate directly to your pricing page, that’s an even stronger signal. 

This kind of signal-based selling is becoming more critical for sales teams. However, buying signals are part of a broader B2B sales strategy that draws accurate data from various sources to make smarter sales decisions. 

Insight-Driven Sales Strategies for Your B2B Sales Team

So, you’ve decided to turn to a more data-driven sales strategy. How do you give your sales team the best chance of success?

1. Gather the right data.

Not all data is created equally. Consider the source of any third-party data you’re considering using in your strategy and how accurate or up-to-date you expect it to be.  

Likewise, although we’ve outlined a range of data you could use, not every signal will be relevant to your company. Efficient data-driven sales depend on choosing the right data, not all the data.

2. Train and empower B2B sales teams.

The latest HubSpot Sales Trends report found that 82% of sales professionals say building relationships and connecting with people is the most important and most enjoyable element of selling. Spending weeks implementing new software is the opposite of empowering, meaning sales reps have less time than previously. 

So, preparing your sales team is just as important as finding the right data. Find tools that can make evaluating all those juicy insights quick and seamless. 

It’s not about cramming your tech stack full of trending AI assistants but selecting the tools that offer instant insights and a clean UX to boost sales productivity. 

3. Evaluate and refine. 

A data-driven sales strategy provides more opportunities for iterative improvements—but only if you regularly evaluate sales performance. 

Additionally, the problem for many sales teams when implementing a data-driven approach is adding too many tools simultaneously. Almost half of sales professionals are overwhelmed by the number of tools in their tech stack, and 29% said that actually reducing their tech stack would make them more efficient. 

So, if something isn’t working, reevaluate your strategy. The core advantage of a data-driven sales process is providing holistic insights, and your operations should be adaptable enough to change if necessary.  

Top Tools for Optimized Sales Insights

1. Warmly

Warmly combines best-in-class intent data with seamless tech stack integrations to help your sales teams work smarter, not harder. Starting with website visitor deanonymization, live video chat, and AI chatbots, we enrich your CRM with accurate prospect data and pull in buyer intent data to show you which prospects are really in the market to buy. 

After that, the magic really happens. Warmly uses those insights to automatically implement outreach sequences to the best-fit prospects. This personalized messaging co-occurs across email, chatbot, and LinkedIn, enabling you to find your prospects wherever they are and nurture them accordingly. 

2. Pod


Pod is the first AI pipeline coach for B2B sellers. It gives Account Executives direction on what deals to focus on and the information they need to close those opportunities. 

When sellers log into Pod, they can find their deals prioritized, telling them exactly what to focus on and what is at risk. Then, throughout the workday, Pod keeps reps focused on the sales tasks, including preparing for meetings and prioritizing upcoming sales deals. 

3. LinkedIn Sales Navigator

LinkedIn is a powerful space for B2B selling, and LinkedIn Sales Navigator helps you harness the power of that social network more efficiently. It can help you prioritize accounts engaging with your content and give you essential company signals like recent hires or job changes.

4. ZoomInfo

ZoomInfo is a full-stack GTM solution for enterprise organizations. Its capabilities range from visitor identification and intent data to marketing, talent outreach, and hiring. Given its extensiveness, ZoomInfo can be an excellent option for teams with the budget to invest in an end-to-end solution. 

5. HubSpot

Since it acquired Clearbit, HubSpot has significantly enhanced its sales enablement solutions. Clearbit is now the ‘HubSpot Native Data Provider,’ providing users of HubSpot’s sales solutions with tools like real-time data enrichment. Like ZoomInfo, it’s not the best solution for smaller sales teams. Still, given the breadth of HubSpot’s features and market-leading marketing solutions, it can be a valuable all-around solution. 

The Future of B2B Sales: Warmbound

‎We built Warmly to empower smaller sales teams to sell more efficiently by prioritizing warm leads over all leads. If signal-selling is the next trend in B2B sales, warmbound is the inevitable next step. 

Warmbound means identifying only the most accurate warm signals and using them to inform your outreach strategy. When all the data you’re reviewing points to a prospect being genuinely interested in your brand and product, your sales team can sell faster.

Interested in seeing how we enable smarter, warmer selling? Book a demo today, or get started with Warmly for free.

Best 16 Sales Tools to Close More Deals in 2024

Best 16 Sales Tools to Close More Deals in 2024

Time to read

Alan Zhao

In 2024, modern revenue teams' sales tools will have completely changed due to AI and a tightening of companies’ budgets. 

If chosen wisely, the best B2B sales tools can significantly improve your teams' performance, accelerate your sales cycle, and boost conversion rates.

The key is to find the B2B sales software that is perfect for your specific use case, business requirements, and budget.

In this guide, we reviewed the top 16 sales tools for 2024 - covering their features, advantages and limitations, pricing structures, and more.

We divided them into 8 categories:

  1. Signal-based selling
  2. All-in-one sales 
  3. Sales prospecting
  4. Lead generation 
  5. Sales automation 
  6. Account-based sales
  7. Sales intelligence
  8. Data enrichment

Let’s go!

What to Look for in a Sales Tool?

Before we get to the list, we’ll quickly outline a few key questions you should consider when buying B2B sales software, according to what keeps coming back in public reviews and online communities.

1. Will sales teams actually adopt it?

Reps are busy. They already spend a quarter of their time on non-sales activities.

If you try to introduce software that takes them out of their workflows or isn’t easy to use, it’s a waste of money, regardless of its capabilities or features.

It’s such a crucial part of modern sales tools that Dooly built a multi-million dollar business simply by making a smoother interface on top of Salesforce. 

Otherwise, you’ll spend a lot of time and money on rep training and depend too much on the solution’s customer support team.

2. Does it play well with others?

Modern sales tools integrate well with the rest of your tech stack, such as CRMs, productivity and collaboration platforms, analytics software, etc.

Before subscribing, check which out-of-the-box integrations the tool you’re interested in offers and how easily it can be connected to other third-party solutions without tapping into developer resources or consultants.

3. Will costs sneak up on you?

Be wary of gatekeeping too many features and volume-based pricing that increase exponentially. 

4. Are AI features just a marketing stunt?

Every sales product claims to be “AI-powered.” Most of them plug ChatGPT for simple use cases that add little value. 

Some solutions listed below are expectations, and have truly introduced novel capabilities that either save salespeople time or improve the quality of their work. 

Is it an all-in-one sales solution, or is it more focused on one sales segment, e.g., prospecting, engagement, etc.?

💡 Tip: Look for concrete mentions of AI-enabled capabilities in case studies or public reviews, like this one 👇

What Are the Best Sales Tools in 2024?

Signal-based selling:

  • Warmly - Enriches visitors with intent data and helps convert them.
  • Koala - Reveals first-party intent and product usage data.

All-in-one sales:

  • Zoominfo - Sales operating system.
  • Apollo - Sales intelligence and automation in one.

Sales prospecting:

  • LinkedIn Sales Navigator - LinkedIn-based prospecting.
  • Lusha - Sales prospecting anywhere on the web.

Lead generation:

  • Chili Piper - Inbound lead routing.
  • LeadGenius - Industry-specific lead generation.

Sales automation:

  • Clay - Personalized outreach powered by intent data.
  • Outreach - Cold email outreach on autopilot.

Account-based sales:

  • Demandbase - One of the more popular account-based marketing and sales platforms.
  • Keyplay - Advanced filtering and custom lead scoring for better targeting.

Sales intelligence:

  • Gong - AI-powered revenue intelligence platform.
  • Fireflies.ai - AI-driven meeting assistant.

Data enrichment:

  • Clearbit - AI-powered data enrichment.
  • Clay - Waterfall data enrichment.

Signal-Based Selling

1. Warmly

We’ll start with Warmly - our solution.

Disclaimer: We won’t try to convince you to choose our platform at all costs. We know that Warmly is the best fit for growing sales teams looking to drive more pipeline from their existing traffic and orchestrate intent-based campaigns that convert. 

Unsure if that’s you? Subscribe to our free plan and try it out - no strings attached.

Warmly is a revenue orchestration platform that:

  1. Identifies website visitors
  2. Enriches them with B2B and intent data.
  3. Automates sales operations (e.g., prospecting, engagement, etc.).

Let’s look into why Warmly’s stands out in the signal-based selling category ⤵️

Reveal and enrich your website visitors

Most signal-based data and workflow solutions can identify accounts, but not visitors. Warmly finds both and gives your sales reps the data they need to craft outbound that prospect reply to. 

This feature can be a game-changer when dealing with larger companies, as the right message at the right time to the wrong person won’t generate a qualified meeting.

Secondly, it lets you track visitors who come to your website through specific email campaigns, allowing for more precise marketing attribution. 

The tool enriches each identified visitor with:

1. Essential B2B data, such as:

  • Firmographics (job titles, email addresses, company addresses, phone numbers, etc.). 
  • Technographics (a business’s tech stack).
  • CRM data (account owners, ongoing and closed deals, previous interactions with your sales representatives, etc.).
  • SEP data (e.g., interactions with specific outreach campaigns).

2. First-party intent data (i.e., visitors’ interactions with your website), including:

  • Which pages they visited.
  • How long they stayed on each page.
  • The forms they filled out.
  • The content they downloaded (e.g., whitepapers, playbooks, case studies, etc.).

3. Third-party intent data (i.e., insights into visitors’ entire digital buyer journey), including:

  • Recently searched for topics.
  • Ads they clicked on.
  • Social media posts they posted/interacted with.
  • Job changes.
  • Visits to competitors’ websites.

Signal-based automation (prospecting, engagement, and lead routing)

Warmly offers several options for streamlining sales processes, letting you:

  • Automate manual, repetitive tasks.
  • Shorten time-to-lead.
  • Replace SDRs in activities that don’t require human attention.

Here’s how ⤵️

1. Orchestrator

Warmly’s Orchestrator adds leads that match certain criteria (i.e: match your ICP or show high-intent behavior on your site) to automated engagement campaigns like:

  • Sending contextual emails.
  • Connecting with qualified prospects on LinkedIn. 
  • Sending personalized DMs to key stakeholders.
  • Adding leads to outbound sequences.

You can build workflows of various complexity and scale with Orchestrator, as it lets you customize:

➡️ ‎ The orchestration trigger, i.e., the signal or activity that will initiate the workflow (e.g., identified company lands on your website, identified prospect visits a high-intent page, etc.).

➡️ ‎ Account-level targeting (e.g., size, deal stage, industry, etc.).

➡️ ‎ Lead-level targeting (e.g., role, seniority, etc.).

➡️ ‎ The number of personas you want to be included from each company.

➡️ ‎ The sequence you want to add them to (LinkedIn, email, or both).

➡️ ‎ CRM sync to automatically create new records or edit existing ones based on the Orchestrator’s activity.

You can also choose to have Warmly’s AI engage prospects live on your site. 

2. AI Chat

Timing is everything. 

That’s especially true for website visitors. 

AI Chat engages leads that land on your website and showcase certain behaviors.

The chatbot can be trained to answer product-specific questions, book meetings, offer product tours, share case studies, and more.

While AI Chat can automatically engage all website visitors, you can configure it to target only:

🎯 ‎ Certain visitor segments (i.e., visitors who came via an email campaign or those who fit your champion persona).

🎯 High-intent visitors (i.e., accounts visiting pricing pages, read a competitor comparison blog, etc.).

‎

3. Automated lead routing

Automated lead routing lets you set up automated Slack alerts that will notify sales reps when a website visitor:

  • Comes through one of your outbound campaigns, indicating that they’re interested in learning more.
  • Asks a high-intent question in the chatbot (inquires about the pricing or a specific feature).
  • Asks to speak with a human SDR.
  • Is part of a highly-qualified account or takes high-intent actions on your site (to be defined by you).

Alters can be customized to alert the right rep based on criteria such as previous interactions, account ownership, industry, experience, etc.

Or you can opt for round-robin lead routing. 🔄

Note: Alerts can be used separately from other automation options. 

Live engagement

While some processes can be automated, companies like Caddis Systems grew website conversions by 500% in 7 days by engaging prospects in real time on their sites.

Warmly helps them nurture leads into qualified conversions via text chat and live video calls.

In the “Warm Calls” section of Warmly’s dashboard, you’ll find all the qualified visitors surfing your website right now.

Clicking on each will reveal enriched profiles and let you monitor their web session in real time. 

Once reps assess that a visitor is qualified enough, they can:

  1. Send a contextual message, emphasizing they're talking to a real human.
  2. Initiate a video call right on the website.

The two options can be combined for the best results, as you don’t want to jumpscare your leads by video-calling them out of the blue. Here’s an example 👇

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

Pricing

Warmly offers a free forever plan that lets you reveal up to 500 people and companies visiting your website. It’s the perfect plan 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 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 paid plans provide access to all of Warmly’s features and include deep 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 integrates with OpenAI and most modern SEP and CRM software, meaning it will easily fit into any business’s tech stack.

Pros & Cons

✅ Identifies both companies and individuals visiting your website.

✅ Enriches identified visitors with B2B and intent data.

✅ Lets you streamline sales prospecting, outreach, and engagement.

✅ Enables live video calls.

✅ Automated lead routing.

✅ All features and integrations are included in each paid plan.

❌ Annual pricing only.

2. Koala

Best for: Revealing first-party intent and product usage data.

Koala is a new website visitor identification solution that also provides product analytics.

Combining first-party intent data and insights into how customers interact with your product helps unearth new lead generation and cross- and up-selling opportunities.

Features

  • Reveals website visitors and enriches them with first-party intent data.
  • Intent and ICP scoring enables you to identify heating accounts and prioritize those that best fit your ICP. 
  • Tracks product usage data and translates it to actionable insights, letting you monitor your customers’ product journeys and detect important milestones.
  • Has options for automating email outreach.

Who is it for?

Koala is a good fit for Product-Led Growth businesses that want to track their customers’ product journeys and important touchpoints and capture new leads on their websites.

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

✅ Tracks product usage and translates it into actionable insights.

✅ Automated lead scoring.

✅ Solid CRM integrations.

❌ No third-party intent data.

❌ Best features kept behind a paywall.

❌ Limited automation options.

❌ No live engagement features.

All-In-One Sales

3. Zoominfo 

Best for: Managing the entire sales process from a single point of control.

Zoominfo is one of the most popular sales tools thanks to its wide range of features and massive B2B database.

However, it’s worth noting that it comes with a price tag to match.

Features

  • Large B2B database with over 260M professional and 100M company profiles and 135M verified phone numbers.
  • Automated multichannel sales workflows (such as cold email or cold calling campaigns) triggered by specific buying signals.
  • AI-driven sales assistant, Copilot, which can summarize key info on each important lead, give outreach suggestions based on Zoominfo’s data, uncover potential sales opportunities, etc.

Who is it for?

Enterprise businesses that need to streamline a variety 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.

How much you'll actually pay depends on:

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

Pros & Cons

✅ Excellent B2B data coverage, especially regarding phone numbers.

✅ Wide range of features for handling various sales operations.

✅ CRM enrichment.

❌ Expensive.

❌ Limited website visitor identification functionality.

❌ Not as many automation options, focused on email outreach primarily.

4. Apollo

Best for: Sales intelligence and automated email outreach.

Apollo is a B2B sales intelligence and engagement platform that aims to provide a holistic approach to sales and marketing.

It has a solid range of features built to help GTM teams handle most of their day-to-day operations from a single platform.

Features

  • B2B database with 275M contacts and 73M companies with solid international coverage.
  • Automates email outreach, monitors and improves email deliverability, and has an AI-powered email writing assistant.
  • Inbuilt dialer for cold calling that comes with call recordings, transcripts, and CRM logs.

Apollo.io, a full-stack sales tech platform, bags $100M at a $1.6B valuation | Medial

Who is it for?

GTM teams that need a solution optimized for outbound sales.

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 put email outreach on autopilot while reducing bounce rates.

❌ 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.

Sales Prospecting

5. LinkedIn Sales Navigator 

Best for: LinkedIn prospecting and lead generation.

LinkedIn Sales Navigator is LinkedIn’s native sales prospecting solution built to provide unlimited access to LinkedIn’s vast prospect pool.

Unlike third-party browser extensions that can get you banned from LinkedIn, Sales Navigator can be freely used on the platform, which is essentially its key selling point.

Features

  • Advanced filtering options that let you run segmented and precise searches across industries.
  • Tracks key signals indicating the right time to engage quality prospects (e.g., job change, posting or interacting with a particular LinkedIn post, etc.).
  • Lets you export prospect lists, which you can feed into sales engagement platforms. 

Who is it for?

Businesses that rely on LinkedIn as their primary prospecting and lead generation source.

Pricing 

LinkedIn Sales Navigator is 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.

✅ Nuanced filtering.

✅ Provides 50 InMails per month to contact even the prospects you’re not connected with.

❌ Limited use case.

❌ No automation options.

6. Lusha 

Best for: Finding B2B prospects anywhere on the web.

Lusha is a sales prospecting tool and B2B intelligence database with good international coverage.

In addition to its prospecting database, it has a Chrome extension that lets you scrape relevant data and build targeted prospect lists on LinkedIn, company websites, etc.

Features

  • 45M CCPA-compliant North American contacts and 21M GDPR-compliant European contacts.
  • Chrome extension for 1-click prospecting on LinkedIn, company websites, and CRMs.
  • Lets you create automated email outreach sequences that leverage Lusha’s data.

Who is it for?

SMBs looking for a multichannel sales prospecting solution.

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, keep in mind that a limit is in fact set on 2,000 revealed emails per month.

Pros & Cons

✅ Various filters (such as technology, funding, buyer intent, etc.) for better-targeted prospecting.

✅ Budget-friendly.

✅ User-friendly interface.

❌ Most of its advanced filters (e.g., intent signals) and sales intelligence features (bulk enrichment, CRM enrichment, etc.) are available to top-tier users only.

❌ Limited phone number data and issues with its accuracy.

Lead Generation

7. Chili Piper

Best for: Reducing time to lead.

Chili Piper is a demand conversion platform that excels at qualifying and routing inbound leads.

It heavily relies on website forms to detect warm leads, so it’s a good option if lead capturing forms a vital part of your lead generation strategy.

Features

  • Customizable lead qualification rules, allowing you to use your CRM data or data captured in web forms.
  • Advanced lead routing options that include letting you set up customized routing triggers, auto-removing out-of-office sales professionals from round-robin distribution, etc.
  • Chatbot that can engage leads, book meetings, and handle lead routing.

Who is it for?

Chili Piper is best suited for teams that primarily rely on inbound lead generation and sales.

Pricing 

Chili Piper has a specific pricing structure.

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

  1. Chili Cal Free: Base plan that includes just a few essential features
  2. Chili Cal Teams: $22.5 per user per month 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 software, 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. 

✅ Customizable lead qualification rules that can be fine-tuned to your business.

❌ Complex pricing policy, the costs can quickly add up.

❌ Optimized for Salesforce, users of other CRMs can’t access its full potential.

8. LeadGenius 

Best for: Industry-specific lead generation.

LeadGenius is a B2B lead generation platform that delivers custom-curated precision data tailored to each client’s specific needs and customer base.

This approach helps you find ideal leads more easily, especially if they’re coming from a specific vertical.

Features

  • Provides on-demand data and detailed insights based on users’ ICP, target market, and other unique business requirements.
  • Combines AI and human expertise to ensure the data it delivers is industry-relevant and verified.
  • Artificial Intelligence-powered web scraper that collects custom-tailored actionable insights from anywhere on the web.

Who is it for?

Sales teams dealing with specific industries and lead bases that need bespoke data beyond typical B2B intelligence.

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

✅ Delivers bespoke data tailored to your needs.

✅ Tracks 40M+ businesses and 350M+ decision-makers. 

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

❌ Non-transparent pricing.

❌ Limited functionality.

Sales Automation

9. Clay 

Best for: Data-driven inbound and outbound sales automation.

Clay is a data enrichment and sales automation tool that leverages relevant lead data to build sales workflows.

It can automate inbound and outbound lead generation and outreach.

Features

  • Automated lead scoring based on the criteria you set up and the data Clay uncovers.
  • AI-powered assistant that does automatic lead research, drafts personalized emails, and adds them to email sequences.
  • Library of outreach sequences templates to help you kick-start outbound.

Who is it for?

GTM teams looking to automate and scale their outreach by leveraging quality data.

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.

However, if you’re interested in using Clay to automate outbound, you’ll have to choose between the Pro and Enterprise plans, as they’re the only ones that let you automate outreach at scale.

Pros & Cons

✅ Helps create personalized outreach sequences based on the data points it collects.

✅ Can be used for data and CRM enrichment as well.

✅ AI-powered agent for pulling data from anywhere on the web and crafting tailored messages based on it.

❌ Learning curve.

❌ Automation features available only on its highest tiers.

❌ Doesn’t have native email sequencing capabilities, you need to connect it with an email outreach tool.

10. Outreach 

Best for: Automated email outreach.

Outreach is a sales execution platform that helps sales teams close more deals by putting parts of the sales pipeline on autopilot.

Its strongest feature is email sequencing, making it perfect if you mostly rely on cold email outreach for lead generation and sales.

Features

  • Automated email sequences, including auto follow-ups, out-of-office detection, and sentiment analysis.
  • Automated syncing of all reps’ activities with your Customer Relationship Management tools.
  • Customizable templates of outreach sequences.

‎

Who is it for?

Outreach is the best fit for larger teams that want to streamline their outreach via email.

Pricing 

Outreach has five pricing plans:

  1. Engage
  2. Call
  3. Meet
  4. Deal
  5. Forecast

Each is geared toward a specific team and business requirements (e.g., revenue forecasting, deal management, sales engagement, etc.).

If automated sales engagement is what you’re looking for, then the Engage package would be best suited.

Pros & Cons

✅ Intuitive interface.

✅ Solid range of integrations with CRM and other popular sales tools.

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

❌ If you want more than sales automation, you’ll have to buy several product packages.

❌ Limited customization options.

Account-Based Sales

11. Demandbase

Best for: Advanced account-based sales and marketing.

Demandbase is an account-based sales and marketing platform that uses sales intelligence and intent data to help you create better-targeted campaigns across levels.

It also has orchestration features, allowing your teams to streamline sales activities more efficiently.

Features

  • Real-time website personalization lets you customize the customer journey of your target accounts by displaying unique copy, offers, images, ads, etc.
  • Account-based marketing orchestration enables you to create customizable workflows aimed at specific accounts/audience segments.
  • Customizable forecasting reports that let you score accounts and identify high-value ones.

Who is it for?

Larger businesses looking to boost and track ABM and ABX across channels.

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 for any of these plans, so you must contact sales for more details.

Pros & Cons

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

✅ Actionable analytics reports.

✅ Targeted B2B advertising and retargeting.

❌ Expensive.

❌ Learning curve.

❌ Limited integration capabilities.

12. Keyplay

Best for: Building customized target accounts list and account prioritization.

Keyplay helps users find prospects who fit their ICP and prioritize the hottest accounts by tracking various relevant signals.

It’s highly customizable, meaning it can easily fit into different business goals and requirements.

Features

  • AI Lookalike helps you find accounts that match your best-performing clients and deals.
  • Lets you build custom account-scoring systems for better prioritization.
  • Tracks intent signals and lets you set up custom signals tailored to your industry and needs.

Who is it for?

Businesses looking to find their TAM more efficiently and design better-performing marketing and sales strategies for converting high-value accounts.

Pricing 

Keyplay doesn’t have a free trial for its paid plans.

However, it has 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 & Cons

✅ Highly customizable lead scoring features. 

✅ Nuanced signal tracking, including HR tech, accounting software, recruiting activity, etc., helping you find qualified leads more efficiently.

❌ Integrates with only two CRMs, Hubspot and Salesforce.

❌ Offers only annual paid plans.

Sales Intelligence

13. Gong

Best for: Analyzing customer interactions and unearthing actionable insights.

Gong is a sales intelligence platform that harnesses the power of AI to analyze various interactions your team has had with potential customers, translating them into valuable 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.
  • Robust analytics tools that track KPIs and can be integrated with your CRM software or other business intelligence tools.

Who is it for?

Large sales teams looking to improve their performance and productivity by discovering hidden opportunities and bottlenecks in their communication with leads.

Pricing 

Gong doesn’t have fixed subscription fees.

Instead, it urges potential users to complete a simple questionnaire and specify their team size and requirements to get a custom quote. 

The pricing depends on the number and type of licenses you need.

Pros & Cons

✅ User-friendly interface.

✅ Its AI model provides concise and actionable insights that boost sales efficiency across levels.

✅ Can be used for coaching new reps.

❌ Non-transparent pricing.

❌ Limited features.

14. Fireflies.ai

Best for: Analyzing sales calls with potential customers and detecting important touchpoints, potential opportunities, buyer sentiment, etc.

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.

Who is it for?

Sales teams that use video meetings for prospecting and closing deals.

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.

✅ Highly accurate transcriptions and summaries.

✅ Affordable plans.

❌ Has a learning curve.

❌ Issues with accurately identifying buyer sentiment.

Data Enrichment

15. Clearbit

Best for: HubSpot data enrichment.

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.

HubSpot acquired it late last year, which resulted in some of its features being discontinued and Clearbit becoming primarily oriented toward HubSpot record enrichment.

Features

  • Automatic data refreshes when a change is detected.
  • Form shortening for capturing more leads without losing relevant data.
  • White-labeled API to enrich records in your own SaaS product.

Who is it for?

HubSpot users looking for quick, seamless, and accurate CRM enrichment. 

Alternatively, since it can be white-labeled, Clearbit might be a good choice if you have a SaaS product you want to improve by embedding a rich B2B database.

Pricing 

Clearbit doesn’t reveal its pricing structure, meaning you’ll have to contact sales for more details.

The plan is volume-based and 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.

❌ Some of its key features are only available as add-ons.

16. Clay 

Best for: Waterfall enrichment.

Clay made our list twice. This time, for its remarkable waterfall enrichment capabilities.

Features

  • Data coverage of 75+ data enrichment tools ensures that all your account and contact records have the most up-to-date information.

Who is it for?

GTM teams looking to automate and scale their outreach by leveraging quality data.

Pricing 

See section #9 above.

Pros & Cons

See section #9 above.

Next Steps: Finding the Best Tool for You

Now that you’ve got all this information at your fingertips, what next?

Well, there’s only one thing left to do.

The best way to find out which of these powerful tools is the best fit for your specific use case is to take a few of them you like the most on a test ride and see how well they perform firsthand.

If increasing website conversions and automating a good part of your prospecting and outreach efforts sparked your interest, then you might start with Warmly.

Subscribe to its free plan and start identifying quality leads that land on your website today.

Want more information on Warmly? Book a live demo with our team, and we’ll be happy to show you what Warmly can do for you.


‎

The Best 9 ServiceBell Alternatives & Competitors in 2024

The Best 9 ServiceBell Alternatives & Competitors in 2024

Time to read

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 ⬇️ ‎

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.


‎

12 Best Factors.ai Alternatives & Competitors in 2025

12 Best Factors.ai Alternatives & Competitors in 2025

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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Related reading:

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.

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.


‎

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.


‎

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

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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Alan Zhao
Head of Marketing
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