Outreach Review

It is being used by one department (sales) and it addresses outbound and inbound sales tasks, call, and email data. Inbound teams use templates and sequences to respond to leads, and outbound teams use it as a task manager to keep track of ABM marketing initiatives. Some AEs have access to Outreach still but do not lean on it as heavily as the prospecting and inbound teams.

I look at outbound numbers and see open rates. The actually reporting tab is hardly used by my team as it doesn't capture the information that is most relevant for our roles (such as appointments set, new contacts or companies added, etc). I typically use the raw email data from Outreach to generate my own reports, using data I capture from excel. My role is somewhat unique though as I don't call people and also do not have daily activity numbers to hit - it's all about quality in my position.

The inbound team doesn't look at reports very often, but managers do: they have daily activity goals to hit (and call) and Outreach does a good job of capturing that data.

It was great getting set up, but a lot of times it doesn't seem like our use case (specifically on the ABM outbound team) is typical. When I've asked for additional features or resources, they seemed surprised that we were doing outbound in the way we were and told us to switch our model essentially - which doesn't work well for our market position. Sometimes tool suggestions didn't show understanding of what we're doing.