About This Constellation ShortList™

Sales engagement platforms simultaneously tackle some of the biggest obstacles to traditional customer relationship management (CRM) system usage among sellers and help to reduce the administrative workload. Sellers can then focus their efforts where they make the most impact. These complements to CRM systems focus on the mechanics of selling: what to say, when to say it and what to do next.

Designed around the working styles and primary needs of sellers rather than managers, sales engagement platforms integrate with and pull data from the tools sellers use, including email, phone and collaboration systems. They automate information and activity capture, vastly improving the scope and accuracy of what’s captured in CRM. They provide programmed email cadences that can be deployed by sellers as needed. Some also automate customer meeting and call scheduling. Sellers benefit but managers also gain more accurate and timely visibility into how their sales teams are performing.

In addition to improving data collection, these systems provide an intuitive workspace that presents customer and account information to sellers, as well as prioritized activities and guidance on next best actions. Machine learning (ML) pulls relevant information for communications and identifies behaviors that improve the likelihood of success. Streamlined interfaces let sellers work where they’re most productive— whether in email, CRM or a dashboard-type environment.

Threshold Criteria

Constellation considers the following criteria for these solutions:

  • Email and calendar integrations
  • Automated, programmable email cadences
  • Prioritized actions and guided next steps for sellers
  • Actions and responses triggered by customer behaviors
  • Integrated activity capture in CRM
  • Improved deal visibility
  • Increased pipeline accuracy
  • Sales best practice identification and sharing

The Constellation ShortList™

Constellation evaluates around 20 solutions categorized in this market. This Constellation ShortList is determined by client inquiries, partner conversations, customer references, vendor selection projects, market share and internal research.

  • Conversica
  • Outreach
  • Microsoft Dynamics 365 Sales
  • Salesforce Sales Cloud
  • SalesLoft
  • RevenueGrid

Frequency of Evaluation

Each Constellation ShortList will be updated once per year. There could be an update after six months, should the analyst deem it necessary.

Evaluation Services

Constellation clients may work with the analyst and research team to conduct a more thorough discussion of this Constellation ShortList. Constellation can also provide guidance in vendor selection and contract negotiation.

 

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