Altify’s suite of Salesforce native solutions guide and coach sellers to identify and map key relationships, uncover business insights, align sales processes to buying processes, qualify, manage and execute deals, and grow wallet share in accounts.
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InsideSales Playbooks
Score9 out of 10
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InsideSales Playbooks (formerly XANT Playbooks) aims to help SDRs and AEs quickly build closeable pipeline, by helping salespeople get a hold of more of the right people. InsideSales.com uses their A.I.-platform called Neuralytics to target likely buyers combined with their cadence engine to help sales reps consistently engage all of their prospects in a personalized way. Just like Waze from Google helps drivers get to their destination quickly based on the data from other drivers,…
Altify is very well suited for customer relationship mapping and for use on very large, long term and complex deals. Altify is created and represented as an enterprise-level tool, but even some of its functions are too overbuilt for enterprise level sales activities. Altify is a tool best utilized only for the top level of complex deals within an organization. Features such as customer relationship mapping do have use and benefit for mid to large level deals and is arguably the most valuable tool in the Altify suite. After nearly a year using Altify, my recommendation on its use would be to enable account plans, account management, opportunity management, and sales process manager only to the top strategic account reps in the organization, realizing that they are probably best used purely out of the box as any customizations create other complications. For the rest of the sales teams, the customer relationship mapping feature is the one tool reps would gain the most value out of.
A de minimis incentive was given to thank the reviewer for their time. The incentive was not used to bias or drive a particular response, nor was the incentive contingent on a positive endorsement. More Info
It is well suited for any sales department, to try to get ahold of the person you are trying to get ahold of. Playbooks has increased the number of decision makers that I can get ahold of on a day to day basis. This tool would probably be less suited for people that do not have calls to make outside of the company.
A de minimis incentive was given to thank the reviewer for their time. The incentive was not used to bias or drive a particular response, nor was the incentive contingent on a positive endorsement. More Info
A de minimis incentive was given to thank the reviewer for their time. The incentive was not used to bias or drive a particular response, nor was the incentive contingent on a positive endorsement. More Info
A de minimis incentive was given to thank the reviewer for their time. The incentive was not used to bias or drive a particular response, nor was the incentive contingent on a positive endorsement. More Info
Sales Process Manager: The Altify Sales Process manager's biggest drawback is the lack of usability for the end user. Altify has an out of the box sales process or a custom one can be created based on the company sales process. The drawback is that unless the sales process includes very few items, it can be more cumbersome than helpful. The Rep walks through the Sales Process by selection whether they have "Completed" are "In Progress" or have "Not Completed" the sales process activities at each stage of the opportunity. Altify saves after each selection so there is considerable downtime as the user waits for their selection to be recorded before they can answer the next question. Altify has an option to automatically advance the Salesforce opportunity Sales Stage once a certain % or mandatory steps in the sales process are completed, however this is not entirely useful as it does not advance until the set % or mandatory marked processes within a Sales Stage are completed AS WELL as at least one process from the next sales stage. This becomes very confusing and cumbersome for the users. In most cases, the sales process manager becomes more of a micromanagement tool with managers requiring all items to be marked completed and the Users merely marking items to satisfy that requirement without getting the intended benefit of the guided selling experience.
Account Plans: Account Plans can be grouped in both "does well" and "does poorly" for the Altify Suite. I will outline the bad in this portion of the review. Altify Account Plans do have some ability for customization, however the standard out of the box options are incredibly overbuilt. Filling out all of the information within the Account Plan can consume 40+ man hours for a single Account. While some of this information can be useful and important to note, other portions become more cumbersome than useful. The Completeness and Scorecard portions of the use a number of calculations. These calculations are explained at the bottom of the page but from a user perspective are very confusing and not straightforward. Most users that begin using account plans quickly abandon them because of the difficulty in setting them up correctly and the minimal insights that are gleaned out of the work put into them. One place for the greatest opportunity to improve account plans is in the objectives section, there the user can set objectives and activities (tasks) to meet them. The tasks must be manually selected to create an actual task in Salesforce and this cannot be assigned out to other SF Users. This portion of the Account plan would be improved if it could be used as a holistic account management platform to manage tasks across all the opportunities and potential opportunities, with an ability to assign them out to others in Salesforce within the account team.
Altify Max Insights: Altify max insights is intended to provide coaching advice at the opportunity level. This feature is tied into the opportunity manager. The drawback to this feature is that the insight mainly pertains to whether or not a user filled out all the steps in the opportunity manager: the sales process, the opportunity assessment, strategy, and the customer relationship map. The insights are far less action-oriented and more of a reminder to use the tool components. This tool just doesn't hold value, especially as it is an add on product.
Lack of Customization - While Altify does allow customization of some of their products and components, Altify has a ton of limitations. One of the most frustrating aspects is that all of the processes happen from their "black box" which is the dealmaker opportunity objects that Altify creates. This is essentially a shadow copy of the opportunities within Salesforce that then push changes to the actual opportunity. There is no way to tap into this shadow opportunity to either run custom processes or to even surface the Altify insights in a BI tool such as Einstein. This means that a lot of the use and functionality that Altify does do well cannot be leveraged for company insights or user end improvements.
A de minimis incentive was given to thank the reviewer for their time. The incentive was not used to bias or drive a particular response, nor was the incentive contingent on a positive endorsement. More Info
The ability to filter specific plays or pieces of information so that it's more user-friendly for the overall organization. Essentially, more room to customize the organization of accounts and how you're working them.
The initial onboarding process of accounts results in high levels of tasks - the ability to break these down in an easier way to help with time management would be helpful.
It only took a day to get comfortable with Playbooks. The ease of use and overall usability is fantastic in the sense that it's pretty straightforward once you get enough repetitions in the tool. I also like all of the videos and resources available if support is needed
A de minimis incentive was given to thank the reviewer for their time. The incentive was not used to bias or drive a particular response, nor was the incentive contingent on a positive endorsement. More Info
While Skuid is not a match to what Altify does in terms of capabilities, Skuid did allow us to natively create the functions that we needed within the business in a way that was more useful than the Altify tools out of the box functionality. Altify does not offer anything for a more "light touch" opportunity, which is its greatest drawback. With Skuid we were able to create our own solution for these lighter touch opportunities
A de minimis incentive was given to thank the reviewer for their time. The incentive was not used to bias or drive a particular response, nor was the incentive contingent on a positive endorsement. More Info
The Insidesales Playbooks is by far more intuitive and organized than other programs I have used in the past. Unfortunately I have not had experience with other products that are available out there. I would hope we will see more improvements from the ISDC tool as we all use it more and provide feedback
A de minimis incentive was given to thank the reviewer for their time. The incentive was not used to bias or drive a particular response, nor was the incentive contingent on a positive endorsement. More Info
A de minimis incentive was given to thank the reviewer for their time. The incentive was not used to bias or drive a particular response, nor was the incentive contingent on a positive endorsement. More Info
A de minimis incentive was given to thank the reviewer for their time. The incentive was not used to bias or drive a particular response, nor was the incentive contingent on a positive endorsement. More Info
