About This Constellation ShortList™

Sales Productivity solutions are software or applications that help optimize seller performance and productivity. These solutions can provide insights about buyers who facilitate meaningful buyer-seller conversations, automate administrative customer relationship management (CRM) tasks, analyze email and calendar activity to recommend next-best actions. These solutions reduce the busywork associated with researching potential clients, communicating with them, and administrative data entry. 

These offerings automatically capture sales activity and customer engagement activities, thereby delivering two primary benefits to organizations: first, they deliver more time for sellers to engage with customers, and secondly, they deliver sales management with accurate and up-to-date data for forecasting. Vendors are innovating in the space to incorporate artificial intelligence (AI) to surface key customer and prospect insights for better personalized engagement. 

New to the Constellation ShortList for 2018 include Conversica and LinkedIn PointDrive. Conversica is an AI-based solution that facilitates initial sales conversations through email to qualify leads for sellers. 

LinkedIn’s PointDrive solution creates a trackable, centralized sales content portal for prospects, thereby reducing the amount of manual attachments sent by a seller. Other solutions include, Tact, which facilitates the voice-enabled updates of sales activity and analyzes email communication, calendar entries, and contacts. Outreach helps Inside Sales teams, such as sales development representatives (SDR), track emails or outbound calls and suggest the best next touch points. Accompany helps sellers prepare for meetings by analyzing emails and calendar entries to provide briefings about meeting participants. 

These Sales Productivity solutions enable sales professionals to dedicate more time to selling and decrease the time they spend on research and administrative tasks.

Threshold Criteria

Constellation considers the following criteria for these offerings:

  • Delivers relevant prospect and customer insight to sellers
  • Mobile accessible
  • Email and calendar integration 
  • Delivers detailed insights about the person, account, or deal 
  • Automated CRM activity capture

The Constellation ShortList

Constellation evaluates around 20 solutions categorized in the Sales Productivity category. This Constellation ShortList is determined by client inquiries, partner conversations, customer references, vendor selection projects, market share, and internal research. Other considerations include the vendor’s CRM integrations, mobile capabilities, and ability for sellers to discover prospect or customer insights through data.

  • Accompany
  • Conversica
  • LinkedIn PointDrive
  • Outreach
  • Tact

Frequency of Evaluation

Each Constellation ShortList evaluation will be updated every 180 days as needed.

Evaluation Services

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

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