Item: Outreach
Rating: 7
Author: CJ Holmes

Overall Satisfaction with Outreach

Usability

When Outreach is annoying, I would say it hurts AE adoption. For SDRs (whose primary responsibilities are enabled by the product) it does not hurt adoption at all.

Use Cases and Deployment Scope

Outreach is being used by the sales organization, both AEs and SDRs. It is being used to accelerate prospecting and "outreach" to build pipeline. It is nominally being used for reporting, metrics, trends, and A/B testing. Mostly it is being used to structure and execute pipeline building strategy.

Pros and Cons

Pros

Good user interface - easy to use
Insights in a single place to customize your Outreach message
Decent integration with Gmail and Salesforce.com

Cons

Gmail Integration doesn't always work (must refresh browser)
Not well positioned to support opportunity management automation

Reports Used with Outreach

I generally look at my stats and my opens to see if a sequence strategy is tracking. I don't use reports NEARLY enough.

Return on Investment

As an individual contributor, Outreach has enabled my success, but it is impossible to prove ROI for me - I am not certain.

Working with the Outreach CSM Team

Always been knowledgeable and helpful. Ultimately, they are not wizards that make all problems go away and since I don't own our Outreach environment, it has lessened my willingness to push the boundaries.

Alternatives Considered

I've also used Salesloft (Sept - Dec 2016) and found Outreach easier to use, better, more empowering, etc. Small sample size though and my Salesloft use is 12 months dated.

Other Software Used

LinkedIn Sales Navigator, Salesforce.com, LearnCore

Likelihood to Recommend

I would argue that Outreach has better ROI if the organization is more sophisticated (true owner, visibility over use, organization runs the admin work and user just executes sequences and messaging). The triggers and insights can definitely help guide the go-to market prospecting strategy. If the primary goal is just sequencing an SFDC integration, probably not worth the price vs. some competition.

Comments

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AE Outreach User