2020 EDITION

SALES TOOLS AND

TECHNOLOGIES
100+ vendors in 10 categories
every B2B sales professional should know
Introduction
It's dead simple. Salespeople can't
escape technology. It reduces manual
tasks, improves performance, and overall,
helps you close more deals. Simply
put, salespeople who use technology
outperform their peers
Sales intuition and gut feeling belong to
the past. The modern salesperson trusts
technology to understand which prospects
are most likely to be successful with their
product or service, when to reach out to
those prospects, and what they should be
talking about with them. With the right tools
at hand, salespeople save time on tedious
and time-consuming administrative tasks
and can focus on what matters the most:
providing value for people and businesses.
There's no denying sales technology
improves your process. The question is,
which are the right tools for your business?
Having and using the right software is crowd. To make the list easier to consume,
essential to achieving success in sales. we've divided it into ten categories.
More than ever, an organization's success
In this edition, we've added a new category:
hinges on how quickly and effectively
remote sales and collaboration tools.
they adopt sales technology. But with so
As working-from-home teams become
many choices out there, building a robust
common practice, we took the time to test
sales tech stack for your business can be
tools that help salespeople do their job
overwhelming.
effectively regardless of their location.
New sales tools enter the market every
The tools per category are listed in
day, all promising to help salespeople be
alphabetical order, and the hierarchy of
more efficient and better at their jobs—the
categories is based on the stage of the
options are endless. In short, the possible
funnel where they're used.
winnings for salespeople who tap into the
power of sales technology are great, but Before getting into the list, we're
the sheer number of choices is straight up dedicating a few pages to go through
intimidating. the most important considerations when
investing in sales technology—a refresher
Every year, we test and try these tools.
of what to look for when building your
And every year, we publish our findings. In
sales tech stack.
this eBook, we've listed one hundred B2B
sales tools that we think stand out from the We hope you enjoy the read!
2
Table of
Introduction....................................................................................3
How to choose your sales tech stack...................................4
CRM Software...............................................................................6

contents
Sales Intelligence and Sales Prospecting..........................13
Sales Acceleration Tools..........................................................18
Sales Gamification.....................................................................23
Sales Analytics Software.........................................................28
Remote Sales and Collaboration Tools..............................33
E-Signature and Document Tracking.................................38
Account-based Marketing......................................................43
Marketing Automation.............................................................48
Customer Service Software...................................................53
How to choose your sales tech stack
Not long ago, a salesperson would get
by with just a phone and the yellow
pages. Now, the average sales rep uses
a dozen apps and tools every single day.
Digital tools and systems have drastically
transformed sales and marketing during the
past decades. With the right technologies
in its arsenal, a company may flourish,
whereas inadequate tools will leave any
company stranded with lengthy and
expensive contracts that bog down the
entire business. More than ever, choosing
the right tools and technologies can make
all the difference.
CRM systems, marketing automation
platforms, even chatbots, are becoming
common practice for many sales
organizations. Because these tools solve
specific problems, oftentimes, businesses
plan and invest in each of these areas
separately. This leads to a disconnected
sales tech stack that serves the needs and
goals of individual departments, rather than
the business as a whole.
The key to choosing the
right tools is collaboration
and cooperation between
different departments to
identify common needs and
make improvements in the
most impactful areas.
Simply adding tools will not make your
teams more productive or drive faster
growth. Instead, the companies that have
adopted a digital and data-driven mindset
into their core activities are already building
more holistic sales and marketing tech
stacks and architectures. Cross-functional
ways of working and shared tools and
technologies are the new black.
However, with at least 830 vendors in the
space and more being added daily, building
your tech stack can quickly become
an overwhelming exercise. The key to
choosing the right tools is collaboration and
cooperation between different departments
to identify common needs and make
improvements in the most impactful areas.
Start by identifying your most pressing
pain point. If your salespeople don't have
enough quality leads to work, you need to
set out to look for a solution that addresses
this problem: a marketing automation tool
streamlining your lead generation, and a
sales intelligence tool to skyrocket your
sales prospecting.
We recommend you build your tech stack
gradually, measuring every single tool for
return on investment. In the long run, a
robust sales and marketing architecture
that spans all areas of the organization
4
will be a significant investment. Use
reliable data to test and validate early
investments.
Focus on key integrations
When building your tech stack—no matter
how complex—it is essential to plan
tight integrations between systems and
tools. The average salesperson logs
into a dozen sales tools every day. Thus,
automation and integrations are essential
to boost productivity.
Successful integrations guarantee you can
develop a data-driven approach to sales.
Data-driven sales is an approach to sales.
The sales process requires and generates
plenty of data, but often this data is stored
in different systems. A CRM collects
internal operation data (what are the
outcomes of your calls and meetings?),
whereas a marketing automation platform When building your tech
accumulates behavioral data (how did stack—no matter how
your leads engage with your content?).
complex—it is essential
Plus, a sales intelligence tool adds external
to plan tight integrations
company data (what are the characteristics
between systems and tools.
of your prospects?). For seamless
alignment, the different tools should "talk"
to each other, so data can automatically be
synced between systems.
With data seamlessly flowing between
systems, all teams have a complete picture
of the whole sales process. Only then you
can feed back the insights data generates
into the process to analyze, iterate, and
improve.
5
CRM Software
 CRM SOFTWARE
As the name suggests, a customer
relationship management (CRM) is a
platform for managing relationships
with your customers. The software helps
you keep track of existing customers,
enhance customer relationships, improve
customer retention, stay on top of
sales and marketing efforts, automate
communication.
But there's much more.
First designed to manage customer
relations, CRMs have matured into
incredibly complex systems with
countless features designed to help
companies and salespeople track and
optimize their entire sales process.
Their most common features nowadays
include anything from data management
to advanced lead scoring and automating
repetitive tasks.
As a result, CRM systems have grown to be most CRMs online in their internet browser.
fully-fledged ecosystems, acting now as the Some vendors charge a flat monthly fee for
backbone of any sales organization. Each a set number of users, but require larger
of these ecosystems favors a set of tools packages or extra fees for additional users.
and technologies, which may integrate
There's a lot to think about when choosing
more seamlessly than others. Consider this
your organization's CRM software. On
when selecting your CRM.
the one hand, there are large vendors,
A company's first investment such as Salesforce and Microsoft
Dynamics, attempting to build ecosystems
For most companies, a CRM is the first
incorporating app marketplaces. On the
and usually the most extensive investment
other hand, there are some strong players
they make in terms of sales technology.
in local markets designed for small and
CRM adoption alone has grown 113
medium enterprises.
percent since 2016, with 64 percent of
sales professionals reporting that they use To make the choice a little easier, we've
CRM applications in 2018, according to listed ten vendors we've identified as strong
LinkedIn's State of Sales 2018. options.
Today, most CRM solutions are SaaS
platforms where you pay on a per-user,
per-month basis. On-premise installations
are seldom needed, as users can access
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 CRM SOFTWARE
Close
Close gives users an overview of all sales activities by
automatically organizing emails, calls, voicemails, tasks and
reminders in a timeline view. With its build-in one-click calling
and call automation Power Dialer, Close aims to get sales teams
on the phone more.
close.com
Copper
Copper, previously ProsperWorks, is the CRM for G Suite. Copper
scrapes and captures all of your contacts, emails and other
crucial account details so everything's automatically there and
ready for you to start selling.
copper.com
Dynamics 365 - Vainu for Microsoft Dynamics 365 available
Dynamics 365 is a cloud-based enterprise resource planning
and CRM enterprise system. Built by Microsoft for maximum
flexibility and extensibility, it features a strong ecosystems
and caters both small and medium-sized enterprises and large
organizations.
dynamics.microsoft.com
Freshsales CRM
A full-fledged Sales CRM software, offering lead scoring, built-
in phone, email, and activity capture. Freshsales automatically
enriches your leads, contacts and accounts with their social and
publicly listed information to save you the trouble of manually
finding and entering the same.
freshworks.com
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 CRM SOFTWARE
HubSpot - Vainu for HubSpot available
HubSpot has established itself as an innovator in the sales and
marketing scene. It's free CRM tracks customer interactions
automatically–whether they're in an email, across social media,
or ona call. Sync with Gmail or Outlook, and capture every call,
email, or meeting as it happens.
hubspot.com/products/crm
Membrain
Labelled as a sales enablement CRM, Membrain focuses on
making it easier for sales teams to execute their process, coach
better and continually improve. The platform can work along a
traditional CRM or replace it entirely.
membrain.com
Pipedrive - Vainu for Pipedrive available
Pipedrive offers very competitive pricing and a smooth user
experience. The primary view is Pipeline, a clear visual interface
that prompts you to take action, remain organized, and stay in
control of a complex sales process. Pipedrive also has a very
intuitive integration with Vainu.
pipedrive.com
Pipeliner CRM
Pipeliner CRM drive user engagment through its sales-friendly
interface that allows users to easily customize what they see
to make the system their own. There is also a very powerful
reporting engine built-into the product which allows reports to
be generated from any view or area within the system.
pipelinersales.com
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 CRM SOFTWARE
Salesforce - Vainu for Salesforce available
Salesforce needs no further introduction. It is the most
popular and often also the most expensive customer relation
management solution in the world. Salesforce is more than just
a CRM, it's an ecosystem with powerful App marketplace and
almost unlimited number of integration options.
salesforce.com
SuperOffice CRM - Vainu for SuperOffice available
Norwegian SuperOffice CRM ties all sales, marketing and
customer service activities into a single, digital profile. A suite
of integrated applications that give users customizable tools
to boost productivity, improve customer relationships and help
deliver information quickly to those who need it.
superoffice.com
What's new
With nearly 600 vendors, the CRM space is
crowded. Often the first investment into sales
technology, choosing the right platform is a
critical decision.
Sales technology is rapidly changing and CRMs
are gaining new features by adding integrations
with other apps and platforms. Make sure you
pick one CRM that won't limit you down the road.
Potential integrations are as important as the
features of the CRM.
A CRM, however, isn't worth much without fresh,
reliable data in it. Look into feeding real-time
company data into your CRM to enrich and expand
your database. Vainu for CRM ensures your CRM
is up to date with powerful company information
that makes your salespeople more productive.
 CRM SOFTWARE – BONUS: STRONG PLAYERS IN THE NORDICS
Lime
Swedish Lime CRM contains everything users need for a simpler
everyday life: contacts, history, to- do-lists, case management,
deals, and marketing activities.
lime-crm.se
Taimer
Finnish Taimer is all-in-one software offering invoicing, sales
CRM, and project management. Taimer Free CRM is free of
charge and developed for sole traders, entrepreneurs, and single
users. The paid version is specifically tailored for sales teams
and small and medium businesses.
taimer.com
Upsales
Swedish Upsales has developed a powerful all-in-one CRM
and marketing automation software. Users get access to the
information they need anytime and anywhere, with real-time
notifications to keep them up-to-date when a new lead (or sale)
comes in. The app gives users access to sales reports, pipeline
updates, and activity levels.
upsales.com
Visma
Norwegian Visma’s CRM solution can be accessed on any
device. Visma.net is a hosted full featured CRM designed to
give users a full 360° view of their customers and to support all
of their business process needs from contact management to
sales and marketing.
visma.net
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 CRM SOFTWARE – BONUS: STRONG PLAYERS IN THE NORDICS

WebCRM
Danish WebCRM is a configurable, easy-to-use and highly
secure cloud-based CRM system. It enables proactive account
management and marketing–and through simplicity and clarity
it leads to easier and faster results.

webcrm.com

12
Sales Intelligence and
Sales Prospecting
 SALES INTELLIGENCE AND SALES PROSPECTING
The sales intelligence vertical is still young
and relatively undefined. This makes it far
from easy for first-time buyers to compare
sales intelligence solutions and decide
which one is right for their business.
In a broad sense, sales intelligence refers
to a wide range of technologies that help
salespeople find, monitor, and understand
information on prospects' and existing
clients' daily business.
Sales intelligence helps salespeople know
precisely who they should be talking
with, what they should be talking about,
and when they should reach out to them,
and put all the relevant information in
front of them when they’re having that
conversation. As a result, injecting data
from a sales intelligence platform into
your CRM can truly transform your sales
process. A combination of company
insights and a clean and tidy CRM has In sales intelligence, local data plays a
the potential to create a well-oiled sales critical role, which makes the category
machine that delivers relevance at a scale. more fragmented geographically than
others. Legislation such as GDPR makes
In short, sales intelligence eliminates the
Europe, for example, a more challenging
previously manual process of locating
market to have contact information on.
the relevant insights you need, while
verifying them for accuracy and giving you
a complete overview of every prospect.
Most tools come with notification features,
alerting the users of organizational changes
that can open up a window of opportunity,
or informing them of when a new company
falls into the description of their ideal
customer profile.
Sales intelligence eliminates the previously manual process
of locating the relevant insights you need, while verifying
them for accuracy and giving you a complete overview of
every prospect.
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 SALES INTELLIGENCE AND SALES PROSPECTING
Adapt
Adapt’s suite of products offers B2B contact and company
data across multiple industries. Users get access to millions of
business contacts so they can find the right connects to building
qualified leads and engaging with prospects faster.
adapt.io
Clearbit
Clearbit is a marketing data engine for customer interactions.
The software help users understand their customers on a
deeper level, identify future prospects, and personalize every
single marketing and sales interaction.
clearbit.com
D&B Hoovers
One of the largest company databases with more than 100
million people and 200 million company profiles. Delivered
through the Dun & Bradstreet Data Cloud, D&B Hoovers' data
and insights help users accelerate revenue, manage risk, and
lower cost.
dnb.com
HG Insights
HG Insights focuses in particular on providing insights on the
website tech companies used. The solution provides marketers
with accurate technographic insights, based on advanced data
science, to build better forecasts and precisely target their
campaigns at scale.
hginsights.com
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 SALES INTELLIGENCE AND SALES PROSPECTING
InsideView
InsideView aims to position itself as a modern company
database that integrates seamlessly with Microsoft Dynamics
CRM, specifically. In addition to basic company and people data,
InsideView also provides relevant news mentions and social
media feeds of companies.
insideview.com
Leadfeeder
Leadfeeder is a sales intelligence tool that helps companies
uncover more about their anonymous website visitors so that
they can convert promising visitors into sales leads. Leadfeeder
shows who visits your website, how they found you, and what
they're interested in.
leadfeeder.com
Owler
Founded nearly ten years ago, Owler is a community-based
business information and insights platform. Owler provides
salespeople with real-time news, alerts, and insights to help
them close more business and stay on top of their competitor's
moves.
owler.com
LinkedIn Sales Navigator
Most salespeople use LinkedIn, but only some utilize LinkedIn's
paid premium offering, Sales Navigator. This tool makes it easy
to build prospect lists based on decision makers' job titles and
responsibilities. Users can also monitor relevant discussions,
allowing salespeople to find more meaningful ways to engage.
business.linkedin.com/sales-solutions/sales-navigator
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 SALES INTELLIGENCE AND SALES PROSPECTING
Vainu
Vainu is building a sales intelligence platform that helps
salespeople and marketers move forward. Vainu is powered
by technology to collect, read and understand all company
information ever written, and make this easily consumable for
the salesperson.
vainu.com
ZoomInfo Powered by DiscoverOrg
ZoomInfo Powered by DiscoverOrg collects most of its data by
interviewing and researching companies systematically a few
times each year.The solution is especially useful for business-
to-business sales teams targeting IT departments
zoominfo.com
What's new
Sales managers and marketers are increasingly
using data and insights from sales intelligence
software to define and implement strategies. The
need to combine external and internal data makes
integrations a critical characteristic of any sales
intelligence platform worth its salt.
With the addition of new datasets—such as real
estate data, credit ratings, or vehicle information,
intent data and triggers events is making
prospecting more effective and specialized.
Sales Acceleration Tools
 SALES ACCELERATION TOOLS
In sales, speed is everything. Sales
acceleration software aims to speed up
sales by automating administrative tasks
and streamlining sales processes. By
eliminating time-consuming manual tasks,
salespeople have more time to have more
sales conversations and close more deals.
This category of tools helps salespeople
improve both efficiency and effectiveness
with better engagement and organization
through the entire sales ecosystem.
Spearheaded by sales ops teams, sales
acceleration is more of an umbrella term
for all tools that move buyers through the
sales funnel faster and shorten the sales
cycle. Coaching tools, email tracking
software, tools for predictive analytics,
sales engagement software, and outbound
sales dialers, to name some, then all belong
to this category of technology.
In other words, sales acceleration makes
the work of sales reps and marketers
easier, helping them work more
productively and achieve better results.
Vendors in this category seem to believe
in a systematic, multi-channel approach,
where you cover all bases to get attention
from the right buyers. Minimizing human
effort through automation is a key part of
keeping outreach efforts manageable.
As the sales acceleration market consists
of a wide range of tools with a wide variety
of features, finding the right one for your
organization is like looking for a needle in
a haystack. Sales acceleration helps
salespeople improve both
Next, we've listed ten comprehensive sales
efficiency and effectiveness
acceleration tools here. This should make
searching the right sales acceleration tools
with better engagement and
for your business easier. organization through the
entire sales ecosystem.
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 SALES ACCELERATION TOOLS
Aircall
Aircall is a complete business phone and call center software in
one. With Aircall, users can manage their entire phone system,
set up dynamic and intelligent call queues, create personalized
caller journeys, and automatically route calls to the right
representative from anywhere in the world.
aircall.io
Chorus
Chorus is a conversation intelligence platform that helps users
act on the insights surfaced from the conversations with
prospects and customers. Powered by artificial intelligence,
Chorus handles the work to capture, summarize, and enter call
notes into users' CRM.
chorus.ai
ConnectLeader
Aimed at all types of sales roles, ConnectLeader provides sales
acceleration technologies to help sales teams identify the right
prospects, obtain accurate contact data, and enable accelerated
communication. The platform uses sales connectivity
optimization features and lead nurturing solutions.
connectleader.com
Gong.io
Gong is a conversation intelligence platform especially
designed for salespeople. It captures all the sales
conversations, phone calls, web conferences, and email. Gong
then uses artificial intelligence to uncover the stuff won deals
are made of.
gong.io
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 SALES ACCELERATION TOOLS

Outreach
Mailshake
Outreach is designed to help enterprises accelerate revenue
Mailshake allows you to send personalized cold emails at scale,
growth by optimizing every interaction throughout the customer
engage with prospects via phone and social media, and build
lifecycle. Outreach manages all customer interactions across
all-in-one sequences. The goal is to improve connect rates with
email, voice and social, and leverages machine learning to guide
sales cadences that engage with prospects in multiple social
reps to take the right actions.
channels.
outreach.io
mailshake.com

PersistIQ
Mindtickle
PersistIQ is a sales engagement platform that has an intuitive
MindTickle helps sales managers develop, coach and improve
and clean user interface. One of its unique selling points
the performance of their teams independent of their location.
is simplicity; they say the platform has zero onboarding
The technology correlates sales capabilities to business
complexity. PersistIQ's powerful platform integrates into your
outcomes, so you can directly tie sale enablement impact to
existing workflow, CRM, and marketing automation systems.
revenue.
persistiq.com
mindtickle.com

21
 SALES ACCELERATION TOOLS

Xant
An intelligence sales cadence application that helps users
to understand who to target. Xant prioritizes contacts and
accounts based on their likelihood to engage and buy, ensuring
reps focus on the best leads first.
xant.ai
Reply
Reply is an artificial intelligence-backed sales acceleration
machine to reach out to a target audience and scale
communications. Reply offers comprehensive CRM integrations,
features rich API, and the power of Zapier to automatically sync
data and keep CRM records up to date.
What's new
Sales acceleration tools first grew popular in high-
volume markets such as the U.S. and the U.K.
The technology is predicted to win more ground
also in smaller markets in the coming years as a
result of the increasing difficulties for salespeople
to reach prospects all over.
Sales acceleration is another category where
global leaders, such as SalesLoft and Outreach,
are starting to emerge. We expect to see
continuous innovation in this area, since engaging
with prospects through traditional methods is
getting harder each year.

reply.io
Sales Gamification
 SALES GAMIFICATION
Sales demands a good amount of grit and
persistence. Simply put, at times, the job
can be frustrating. By adding contests
and games elements into day-to-day work,
you can keep your team productive and
boost motivation. After all, salespeople are
competitive by nature, aren't they?
There's no sales team that never used a
leaderboard or ran a sales competition
to boost activity. Gamification and
competition enhance the sales process
by adding competition and recognition
as additional motivation for sales
representatives. Technology helps organize
these competitions and games.
Sales gamification software allows sales
managers to choose which metrics their
team will be judged by, and the tool will
rank employees based on their success
against those metrics. Most tools offer
ranking displays with employees' scores
in real-time, based on data pulled from the
team's CRM system.
Stack-ranked leaderboards are the most
common and most traditional form
of sales team competition, but some
software allows for more complex team
games, one-on-one challenges, and mini-
games for working on individual skills and
performance goals.
By making the data available company-
wide, you amplify the competitive spirit
between reps and engage them in a play-
to-win culture. You also allow sales reps
to see which metrics they are hitting and
which ones they're behind on, hopefully
encouraging them to put more work into the
sales tasks they need to improve the most.
Sales departments aren't the only ones
using gamification software. Many
vendors include features that make them
work just as well for enhancing employee
performances in customer support,
marketing, and human resources.
Consider these two points when shopping
for sales gamification software: a)
there's such a thing as too much when
it comes to gamification in sales, and
b) the administration required from the
sales manager to keep the competitions
running must be justified by the winnings
from improved company culture and sales
results.
To help you pick the right, easy-to-use,
sales gamification software for your
business, we have listed ten of the top tools
on the market.
24
 SALES GAMIFICATION
Ambition
Ambition creates dashboards for every employee, manager, and
executive so they can track what's important day-in and month-
out. It monitors and coaches behavior down to how hard and
smart each employee is working.
ambition.com
Bunchball
Bunchball's service gamification product intends to help
companies improve customer loyalty and online engagement
using game mechanics such as badges, team points, leader
boards for websites, social communities, mobile applications,
and desktop and enterprise applications.
bunchball.com
CRM Gamified
CRMGamified is a gamification add-on designed solely for
Microsoft Dynamics CRM. The tool drives engagement and
comes with game mechanics such as badges, levels, and
leaderboards. Data gathered by the CRMGamified platform is
contained within the user's CRM system and stays there.
crmgamified.com
Funifier
Funifier uses points, badges, challenges, and over 100 other
game techniques to keep salespeople motivated. Challenges
can be assigned for any type of task, from something simple
such as responding to an email, to more complex tasks with
multiple steps and deliverables.
funifier.com
25
 SALES GAMIFICATION
GameEffective
GamEffective is a gamification platform designed for sales,
customer service, and employee training and development. The
platform provides insights into employee's behaviors and uses
narrative-based gamification to empower teams and individuals
and drive them towards success.
gameffective.com
Hoopla
Hoopla's platform aims to engage users by pulling performance
data from the applications they already use and broadcasting
live updates on big-screen TVs, the web, and mobile devices.
hoopla.net
LevelEleven
LevelEleven is a performance management suite for leaders of
customer-facing teams to motivate, engage, and coach around
key behaviors that drive results. The platform incentivizes
performance in sales and service teams to boost productivity
and output.
leveleleven.com
Plecto
Plecto is a dashboard software designed to motivate and
engage employees to perform better. The platform adds
gamification features that take the addicting elements from
games and apply these to work-life situations.
plecto.com
26
 SALES GAMIFICATION
ThinkSmart
ThinkSmart helps companies improve sales performance
through motivation, reporting, and loyalty programs. The
reporting dashboard helps users track important indicators like
who are the top performers, what rewards motivate individuals,
and who is not earning points in real-time.
thinksmartone.com
Zoho Motivator
Zoho motivator is an add-on feature built on top of Zoho CRM.
It captures data from users' CRM account to give them real-time
insights into their sales activities, giving them an idea of which
behaviors they need to improve and the tools to do it.
zoho.com/motivator
What's new
Sales gamification features are being increasingly
embedded into sales processes and other
categories of sales tools, such as CRMs. As such,
you want to take gamification into account when
investing in a CRM ecosystem.
Also, take into consideration that other
departments, such as marketing or human
resources, can engage with games and elements.
Besides game mechanics, we've also seen a
number of these gamification platforms introduce
coaching elements to help develop sales training
programs.
Sales Analytics Software
 SALES ANALYTICS SOFTWARE
As the old saying goes, "if you can't
measure it, you can't improve it."
Businesses are demanding more complex
data analysis capabilities that go beyond
a manual compilation of spreadsheets
and charts. In the age of big data, sales
analytics has become an important part
of every sales report. To do the job, sales
managers and SalesOps teams are tapping
on one more piece of software.
Sales analytics technology is a term used
to describe tools and systems that enable
sales professionals and managers to
effectively track, evaluate, and enhance
the performance of their sales activities,
while predicting trends and results, and
finding relevant insights. They provide
sales managers with a granular view,
breaking sales down into understandable
pieces when reviewing where salespeople,
products, and campaigns are performing With several major vendors in this space,
the best, and where they should improve. choosing the right sales analytics software
can be overwhelming. To narrow the
Your choice of sales analytics system
options down, we've listed ten of the most
greatly depends on your choice of CRM.
renowned sales analytics software tools on
The technology reports on CRM data to
the market today.
reveal sales insights and forecast future
performance. For this reason, sales
analytics tools are usually implemented
on top of CRMs, and use algorithms based
on existing data to reveal insights, though
some serve as both the CRM system of
record as well as the analytics tool itself.
As sales and marketing become even more
data-driven every year, there will be more Sales analytics tools track,
and more players and innovation happening evaluate, and enhance
in the sales analytics category. In addition
the performance of sales
to just analyzing data and coming up with
activities, while predicting
recommendations, these tools start taking
trends and results, and
a more holistic approach in helping cater to
all the needs of the SalesOps function.
finding relevant insights.
29
 SALES ANALYTICS SOFTWARE
Aviso
Aviso is an artificial intelligence-driven platform built to drive
accurate sales forecasting and improve pipeline management.
It helps sales executives and CFOs deliver accurate forecasts,
sales managers move deals through the pipeline faster, and
reps close more deals with smart selling signals.
aviso.com
Clari
Clari automatically captures activity data from user's CRM,
email, meetings, and file activity too and logs it back to their
CRM. Thereafter, Clari applies advanced machine learning
and artificial intelligence to identify risk and surface predictive
insights.
clari.com
Datahug by CallidusCloud/SAP
Datahug is a collaborative forecasting and pipeline management
solution, built in Salesforce, that enables sales teams to
increase sales velocity and reduce pipeline risk. The solution
gives deep visibility into the sales pipeline while reducing the
burden on salespeople to update CRM.
datahug.com
Datapine
Datapine is a business intelligence tool for small and medium-
sized companies that aims to improve performing database
analysis by making complex functionalities available to non-
technical persons. With an easy-to-use, drag and drop interface,
it is easy to get started with Datapine.
datapine.com
30
 SALES ANALYTICS SOFTWARE
Geckoboard
With crisp and catchy visuals, Geckoboard’s dashboard displays
the mantra and metrics that matter and keeps everyone aware of
their respective roles in meeting daily targets and long-term goals.
The software allows sales managers to monitor key performance
indicators and make critical adjustments in real time.
geckoboard.com
Looker
Looker simplifies business intelligence with modeling
language that lets any employee leverage the work of your
best data analysts. Any user can create easy-to-read reports,
visualizations, and dashboards to explore patterns in data and
understand what's happening at any given moment..
looker.com
Domo
Domo's cloud platform provides a suite of business intelligence
tools for any sort of team. These tools crunch data across all
your teams and departments to provide statistical analyses
and actionable insights capable of moving the needle on every
metric that matters.
domo.com
Olono
Olono's offers managers an overview of all sales and marketing
activities to help reduce risk, increase win rates, and shorter
sales cycles. The platform also offers recommendations and
best next actions, customized by role, defined by best practices,
custom processes and machine learning.
olono.ai
31
 SALES ANALYTICS SOFTWARE

People.ai
People.ai is a fast-growing young company with 100M in
funding. The platform frees users from manual data entry by
automatically capturing all contacts and customer activity
data, dynamically updating the CRM, and providing actionable
intelligence across all management tools.
people.ai
What's new
In addition to analyzing sales performance, the
tools in this category are building predictive
systems based on artificial intelligence and
machine learning to predict sales. These models
can estimate, for example, customer lifetime value
from a very small amount of usage data. This way,
a company can adjust their customer acquisition
costs based on real future cash flows from those
customers. Companies investing in sales analytics
will be able to gain huge competitive advantages.

Tableau
Tableau is an interactive data visualization platform that is
gaining traction among sales organizations. As most business
information solutions, it offers a variety of features for sales
such as report building, pipeline tracking, and insights discovery.

tableau.com
Remote Sales and
Collaboration Tools
 REMOTE SALES AND COLLABORATION TOOLS
Thanks to the surge of an always-on
society, remote sales teams have become
common practice. Face to face meetings
and a firm handshake are no longer a
requirement to close six-figure deals.
Armed with the right tools, any sales
representative can sell a product
worldwide effectively and companies
can manage work-from-home teams.
Technology has made possible and
frequent closing deals remotely thanks to
online meetings, video conferences, and
e-signature tools.
Video conferencing software is the first and
most common tool of any team working
remotely. No longer the punchline of many
jokes, today the technology exhibits strong
audio and video quality that reduce hiccups
in communication for remote employees,
potential prospects, or outside stakeholders
regardless of travel capability. To facilitate Armed with the right tools,
collaboration and boost productivity, many any sales representative
tools offer additional features outside video
can sell a product worldwide
conferencing itself, providing file sharing,
effectively and companies
white boarding, and screen sharing tools
can manage work-from-
Some vendors offer integrations with home teams.
marketing automation and CRM software
to sync critical business data into relevant
conferences and allow for streamlined
follow-up communications and updates to
contact accounts.
Additionally, there is a myriad of apps to
share knowledge, documents and facilitate
project management.
This category is a crowded space. Finding
the right one can be both time consuming
and stressful. Below you will find a list of
the essential software to do remote sales
effectively.
34
 REMOTE SALES AND COLLABORATION TOOLS
Airtable
This is where spreadsheet meets database. Airtable's native
mobile and desktop apps make it easy to edit, comment, and
collaborate in real time; changes are instantly synced across
everyone's devices.
airtable.com
Fuze
Fuze is a global cloud communications and collaboration
software platform for the enterprise. Fuze intelligent platform
has a simple user experience and enables seamless transition
between voice, video, messaging, and content sharing.
fuze.com
Howspace
Howspace focuses on coaching with a platform designed
for collaboration on professional learning and organizational
development initiatives. With it you can create shared
workspaces and invite the participants to discuss and
brainstorm using any combination of text, video, and pictures.
howspace.com
Google Jamboard
Initially an actual interactive 55-inch whiteboard, Jamboard is
now also an app that offers a rich collaborative experience for
teams and classrooms. You can create digital whiteboards from
your device, draw on them, and share them with others.
gsuite.google.com/products/jamboard/
35
 REMOTE SALES AND COLLABORATION TOOLS
Miro
Miro is an online collaborative whiteboard platform that
empowers cross-functional discovery and brainstorming. The
platform features are designed to create customer journey
maps, wireframing, roadmaps, and more. It integrates with
popular tools such as Slack, Dropbox, and Google Suite.
miro.com
Notion
Notion is an all-in-one workspace that brings together the
capabilities of different collaboration apps. The app presents
a shared workspace for notes, project management and
documents.
notion.so
Seidat
Slide decks and presentations are a salesperson's most usual
tool. Seidat takes decks online with a cloud-based presentation
platform for sales teams where you can create, edit, present,
share and manage your presentations..
seidat.com
Slack
Slack's quickly became a popular collaborative hub based
on instant messaging and file sharing. Beyond its promise to
replace email, the software integrates with thousands of apps
and services to create seamless workflows.
slack.com
36
 REMOTE SALES AND COLLABORATION TOOLS
Tandem
Presented as a virtual office for remote teams, Tandem
boost collaboration with easy-to-use screen-share and video
conferencing options. Seamless integrations guarantees that
Tandem works with the most common apps found in any
workflow.
tandem.chat
Zoom
Zoom has rapidly become the go-to platform for video
conferencing and online meetings thanks to its easy-to-use
capabilities. The solution provides all necessary features such
as screen sharing options, meeting recorder, and video quality.
zoom.us
What's new
Remote sales doesn't mean operating solo.
With the help of modern tools, communication,
collaboration, and sharing skills regardless of
where team members are located are not only
possible but easy too.
We expect remote sales and collaboration tools
to become even more predominant. From task
management to video meetings and online decks
and whiteboards, salespeople have a strong
arsenal of tools to be efficient and capable of
building trust without the need of traveling to a
prospect's office.
e-Signature and
Document Tracking
 E-SIGNATURE AND DOCUMENT TRACKING
Digital signature technology has been
around for decades, but only in the last few
years, sales organizations have truly gone
paperless.
In a nutshell, an e-signature is a digital
way of putting pen to paper. E-signature
and document tracking software provide
users with the ability to securely collect
signatures on electronic records, such as
sales contracts and proposals.
This type of software helps streamline
administrative tasks and reduce overhead
by providing a single, unified view of each
contract's processes. An additional benefit
of e-signature technology is that it allows
for a paperless office. The sheer amount of
space that paper documents and files take
up is problematic on several levels.
Many solutions focusing in this area
offer the possibility to track in real-time
when and how a prospect interacts with a electronically and automating the digital
specific document. Some salespeople call management of a contract throughout its
up the decision-maker when they receive a lifecycle. Many vendors integrate with third-
notification about a prospect opening up a party applications such as CRMs.
proposal.
Lately, the market has started to see
Many solutions focusing in more e-signature and document tracking
solutions pointed for sales teams. These
this area offer the possibility
tools can be useful also for sending out any
to track in real-time when and
sales and marketing collateral.
how a prospect interacts with
a specific document. To help you find the right vendor for your
needs, we have collected ten top tools in
this category.
The majority of e-signature and document
tracking platforms provide users with
notifications for critical dates that affect
a contract, such as the cut-off date for
contract renewal. Some more low-end
services only offer templates that allow
users to create and store their contracts.
Other more advanced software provide
tools for creating and managing contracts
39
 E-SIGNATURE AND DOCUMENT TRACKING
Click2Contract
Click2Contract offers a tool for the easiest possible client
contracting process. Click2Contract is designed to be used by
salespeople to easily send out offers, to do follow-up and get
them accepted.
click2contract.com
DocuSign
DocuSign is one of the most popular e-signature solutions.
It mainly targets larger enterprises, and offers seamless
integrations with Microsoft, Salesforce, and Google products
that allow users to sign documents without exiting out of the
aforementioned platforms.
docusign.com
GetAccept
GetAccept is an end-to-end, all-in-one deal management solution
for sales. Users get access to intelligent sales document
libraries, contract management, electronic signature, and more.
GetAccept also combines video and live chat to ensure sales
representatives forge human connections with all prospects.
getaccept.com
HelloSign
HelloSign is a newer alternative in the fairly crowded e-signature
space. Hellosign has a freemium offering and also provides
an e-signature API with embedded signing for users to sign
documents directly on their homepage.
hellosign.com
40
 E-SIGNATURE AND DOCUMENT TRACKING
Oneflow
Oneflow is an intuitive all-in-one e-contract platform designed to
speed up the last mile of your sales, hiring, and buying process.
Oneflow has developed a powerful contract editor for live editing,
chat, video and a whole bunch of other smart functions. The tool
integrates seamlessly with all major systems, like CRMs.
oneflow.com
PandaDoc
PandaDoc all-in-one software streamlines sales workflows
and provides transparency into the performance of proposals
and contracts. Sales teams can design, approve, send, track,
and e-sign documents. An insightful dashboard provides sales
leaders with real-time progress and accurate reporting.
pandadoc.com
Penneo
With Penneo you can handle the entire signature flow digitally.
Users can sign utilizing any national e-ID system (BankID, NemI).
Penneo is based on European (eIDAS) and American (ESIGN)
standards. This means that a digital signature from Penneo is
valid all over the world.
penneo.com
Proposify
With Proposify, users can write and design proposal documents,
collaborate with team members, and keep track of new business
they pitch. The solution allows teams to access and edit the
same cloud- based document, post and view comments, making
it fast and easy to collaborate on proposals.
proposify.com
41
 E-SIGNATURE AND DOCUMENT TRACKING

What's new
New data protection laws and the GDPR
Scrive
restrictions are making it more difficult to
Scrive enables remote sales and remote workers with secure,
track when and how a prospect interacts with a
legally-binding electronic signature solutions.Electronic
document. When selling to prospects based in any
signatures and identity verification can happen through a
of the EU's member states, the GDPR framework
dedicated online portal or directly from your web browser, office
must be taken into account before switching on
system, or CRM.
document tracking.
scrive.com
Besides digital signature options, vendors are
focusing a lot more on collaboration throughout
the whole process, and including chat capabilities,
document tracking, predictive analytics, and
other features. Expect all document-related
SignRequest
collaboration to soon happen within the proposal
SignRequest offers five plans, one free trial plan, one
software itself, to ensure a speedier process.
professional plan for one user per month, one allowing up to
four users, one enterprise offer allowing an unlimited amount
of users and - last but not least - they offer their full API to
advanced enterprise organizations.

signrequest.com
Account-based
Marketing
 ACCOUNT-BASED MARKETING
For a few years, account-based marketing
(ABM) has been the hottest topic in the
B2B world. Companies are concentrating
on acquiring specific high-value customers
with highly targeted, personalized
campaigns, basing the targeting and
marketing message on particular attributes
of an account.
Without technology, it's impossible to
deliver this strategy at scale. Therefore,
more and more companies are investing in
this category of software.
Account-based marketing technology gives
marketers the ability to build scalable,
personalized marketing campaigns,
measure their results against a set of key
performance indicators, and prove revenue
contribution.
The term account-based marketing was
first introduced in the 90s; however,
this method becomes useful only when content marketers to create content that
supported by the right combination of speaks to the specific pain points of the
tools and process. Hence, the method only right target accounts.
recently took off thanks to the last years'
In this section, we've listed ten strong
upswing of account-based marketing
account-based marketing solutions.
software vendors.
The technology facilitates the alignment
of sales and marketing departments
and allows creating personalized buying
journeys. Users can offer tailored paths
for visitors to take when they come to their
homepage, making them more likely to
navigate through them.
To succeed with the account- based
marketing strategy, you need to have an
efficient inbound methodology. With a Without technology, it's
clearly defined target audience, marketing
impossible to deliver an
departments can better categorize and
account-based marketing
evaluate leads and move them further
strategy at scale.
along the sales process. It also allows
44
 ACCOUNT-BASED MARKETING
6sense
6sense's account-based orchestration platform helps revenue
teams know everything they need to know about their buyers so
they can easily do anything they need to do to generate more
opportunities, increase deal size, get into opportunities sooner,
compete and win more often.
6sense.com
ActiveDEMAND
ActiveDEMAND's marketing platform is specially designed
for digital marketing agencies and small business marketers.
ActiveDEMAND Call Tracking empowers marketers to manage
multiple call tracking campaigns from one account.
activedemand.com
Demandbase
One of the pioneers in the account-based marketing space.
The platform offers several different modules for advertising,
marketing, sales, and analytics. Every module is account- based
which means, for example, that it delivers targeted advertising to
the companies and job titles that matter most.
demandbase.com
Engagio
Marketo's Co-Founder, Jon Miller, launched Engagio a few years
ago. The company brands itself as an orchestration platform for
account-based sales and marketing. Engagio allows users to run
multi-person, multi-channel sales and marketing plays against
your target accounts.
engagio.com
45
 ACCOUNT-BASED MARKETING
Jabmo
Jabmo is an omni-channel account-based marketing platform
designed for the unique requirements of global manufacturers.
Jabmo drives revenue growth by serving personalized ads to
both known and anonymous buyers in your target accounts. It
integrates with CRM systems and marketing automation tools.
jabmo.com
Madison Logic
Madison Logic's ActivateABMTM helps users convert their
best accounts faster by finding and engaging with the most
influential individuals throughout the buyer journey. It brings
sales and marketing together with buyer insights and journey
optimization to make every interaction a meaningful one.
madisonlogic.com
Revegy
Revegy is an account and opportunity planning platform that
helps sales teams navigate the maze of changing relationships,
competing interests, and corporate politics that always come
with key accounts. Revegy can integrate with any CRM to drive
customized account plans.
revegy.com
Terminus
Terminus account-based platform is an end- to-end command
center for targeting the right accounts with dynamic data,
engaging them with unified multi-channel campaigns, activating
sales by separating signal from noise, and reporting on the
revenue outcomes that matter.
terminus.com
46
 ACCOUNT-BASED MARKETING

Tray.io
All account-based programs are built on data. That's where Tray.
io's offering comes into play. Their platform syncs account-
based marketing tool with target account data from almost
any source. Users can easily automate complex processes and
connect their entire cloud stack thanks to APIs.
tray.io
What's new
The technology that supports an account-based
marketing strategy is hard to define. It includes
different types of tools, from account-intelligence
to account-based advertising and personalized
content creation.
Moving forward, we expect to see clearer, holistic
account-based marketing solutions as well as
solutions specialized in very specific industries.

Triblio
Triblio's account-based marketing solution unifies inbound
and outbound marketing with sales plays to drive revenue
generation. The platform allows users to run targeted ads, web
personalizations, and sales triggers to generate demand from
their most important target accounts.

triblio.com
Marketing Automation
 MARKETING AUTOMATION
While a CRM is often the first sales
technology investment, marketing
automation is a close second. It is the
technology that tightly unites inbound
strategies and content marketing.
This type of software allows companies
to streamline marketing workflows and
optimize their marketing strategy by
automating marketing tasks such as email
marketing, social media posts, and lead
generation. These activities build up a rich
database of contacts through conversions,
particularly when a person exchanges her
contact details and possibly information
about the business they work for in
exchange for the valuable content from
your company.
Once a new contact reaches the marketing
automation platform, the tool should help
marketers qualify and prioritize these
leads and nurture them to a sales-ready manually monitoring workflow automation
stage. Marketing departments are usually is imperative to reflect to keep your
the most frequent users of marketing messaging up to date. Don't fall into the
automation. However, it's essential for common pitfalls of “over- automating.”
sales teams to understand the functions of
To spend more time focusing on creative
this automation too, as solutions like these
solutions while increasing your close rate
are also applicable in sales.
and improving the quality of your leads,
A vital component of this software is the we've listed ten powerful tools you should
provision of analytics features to measure know about.
the impact of an entire campaign across
segments and channels. These features
measure the impact of campaigns on
marketing team KPIs, campaign ROI, and
the impact of campaigns on company
revenue.
A word of warning, marketing automation
is not a solution you can “set and forget.”
While this software helps marketing teams
automate many tasks, they don't make
human skills redundant. Consistently
49
 MARKETING AUTOMATION
Act-On
Act-On's adaptive marketing platform is a command center to
get the right messages, to the right people, at the right time.
Act-On's easy-to- use technology provides users insight to adapt
to their customers' unique needs at each stage of the buying
journey and accelerate their lead to revenue.
act-on.com
ActiveCampaign
ActiveCampaign helps growing businesses meaningfully
connect and engage with their customers. With their SaaS
platform, the team at ActiveCampaign aim to help companies
go beyond marketing automation to optimize their customers'
experiences.
activecampaign.com
Autopilot
Autopilot helps its users create an unique buying experience for
their customers with automated online and offline messaging.
The messages are then synced to their CRM or analytics
system. With this tool, it's easy to engage at just the right time
with personalized email, in-app messages, SMS, and postcards.
autopilothq.com
Drift
Instead of marketing automation, Drift is trying to build a new
category named conversational marketing, where chat features,
bots, and non-gated content play a crucial role. With Drift,
salespeople get everything they need to capture and convert
high-quality leads.
drift.com
50
 MARKETING AUTOMATION
GetResponse
GetResponse is an all-in-one online marketing platform
targeting small and medium- sized businesses. Users can build
a complete marketing campaign with ready- made funnels
including an automated step-by- step system to build landing
pages, automate emails, and recover abandoned orders.
getresponse.co.uk
HubSpot
HubSpot has established itself as an innovator in the sales and
marketing scene. HubSpot released a free CRM offering a little
over a year ago. It's an attractive solution, especially for the
organizations that are already using the platform to manage
their content marketing programs.
hubspot.com
Marketo
Marketo is a powerful engagement platform for enterprises that
help marketers to build brand value, grow revenue, and prove
impact. Marketo is a complete solution for lead management
and B2B marketers looking to transform customer experiences
by engaging across every stage of complex buying journeys.
marketo.com
Oracle Eloqua
Many software giants provide their own marketing cloud
offerings these days, and Oracle is no exception. Oracle
acquired Eloqua, is an interesting option for large and medium-
sized companies, especially if they already rely on Oracle
products and services.
oracle.com/marketingcloud/products/ marketing-automation/
51
 MARKETING AUTOMATION

Pardot
Pardot is Salesforce's marketing automation offering. The
platform is feature-rich and provides powerful capabilities,
especially for email marketing. Tailored for B2B companies,
Pardot allows sales and marketing teams to create, deploy, and
manage online marketing campaigns.
pardot.com
What's new
The marketing automation category is dominated
by a few long-standing, large players. For these
providers, marketing automation capabilities are
an extension of a core CRM, or also provide CRM
functionality themselves. This makes sense.
The integration of behavioral data (marketing
automation), customer data (CRM), and external
company information (sales intelligence) is
pivotal for a modern sales process that delivers
relevancy.

RD Station
Founded in Brazil, RD Station is gaining traction amongst small
and medium-sized enterprises. With this software, users can
manage and automate their digital marketing strategies, from
lead generation to conversions and relationships throughout the
whole buyer's journey.

rdstation.com
Customer Service
Software
 CUSTOMER SERVICE SOFTWARE
Customer service tools help a business
manage inbound and outbound
communications across multiple channels,
efficiently deliver service, and resolve
issues. Help desk, live chat, social customer
service, and complaint management
software, to name some, belong in this
category. With this type of technology,
users can track all customer requests and
better understand their response time
thanks to built-in analytics functions.
While there is no all-encompassing
definition of customer service software,
most vendors include features such as
call-routing, analytic dashboards, auto-
attendance, and case management. Many
tools allow users to get notified when one
of their key accounts sends in a request.
Vendors in the live chat segment offering
in-app chat features have grown more
popular lately, as they allow users to of tools have grown across all business
deliver more real-time customer support segments.
and turn chat discussions into real sales
The hundreds of different customer
opportunities. Many tools in this segment
service software available to choose from
are building applications such as chat bots
vary by scale, industry use, platform type,
that aim to qualify new leads and booking
compatibility, and features. To make it
new meetings for the salespeople's
easier for you to select the right tool for
calendars. Since most of these bots are
your business, we've listed ten powerful
using machine learning, they are getting
tools in this category here.
better every day, thanks to the new data
that they collect.
In the past, only companies with a large
number of customer inquiries have taken
advantage of customer service and support
ticket systems. Companies with a smaller
number of customers tended to still use
email and phone as their primary tools to
handle customer support. With the rapid
development of technology, customer
service solutions have become more
affordable, and the adoption of this type
54
 CUSTOMER SERVICE SOFTWARE
Dixa
Dixa is a customer service software which delivers personal
service in real-time across voice, email and chat in one simple
interface and which also enables personal and insightful
conversations to take place, promoting mutual respect and
appreciation between customers and agents.
dixa.com
Freshdesk
Freshdesk is a cloud-based customer support software and
helpdesk ticketing system that assists customers over email,
phone, and social channels. Additionallly, the company has
already launched CRM and call center solutions. It aims to be a
cost-effective solution for large enterprise platforms.
freshdesk.com
Front
Front redefines work communication with their shared inbox
for teams by unifying users email, customer communication
channels, and apps in one platform. The tool helps teams
collaborate efficiently and have more context and visibility into
every conversation.
frontapp.com
Gainsight
Gainsight is a purpose-built platform designed for delivering
customer success for customer- driven enterprises. This is a
powerful platform built to turn disparate customer data from
multiple sources into insights and actions that drive measurable
business outcomes for users/clients.
gainsight.com
55
 CUSTOMER SERVICE SOFTWARE
Groove
No matter how you talk with your customers (email, social
media, chat, or the phone), Groove helps you keep track of it all
in their intuitive dashboard. Smart automations allow users to
get rid of their workload.
groovehq.com
Hiver
Hiver is an event engagement platform giving event marketers
and organizers better insights into their event engagement and
attendees a better, more efficient networking experience. As
most vendors in this category, Hiver provides a free trial and
very transparent pricing on their website.
hivertech.com
Intercom
Chances are you have already used this customer messaging
platform without even knowing it. Intercom is often used as an
in-app chat that provides rich customer engagement data but
can also be used as a chat system on companies' homepages. It
offers separate apps for sales, marketing, and customer support.
intercom.com
LiveAgent
LiveAgent is a multi-channel customer service software that
offers 175+ helpdesk and live chat features. LiveAgent helps
users stay on top of all their customer requests from different
support channels transforming all communication into tickets.
liveagent.com
56
 CUSTOMER SERVICE SOFTWARE

What's new
In this category, we've included both customer
Totango
engagement solutions as well as customer
Totango is a customer success platform that helps recurring
success platforms for following and managing
revenue businesses simplify the complexities of customer
the customer relationships. We believe these
success by connecting the dots of customer data, actively
will slowly merge to offer holistic CRM-like
monitoring customer health changes, and driving proactive
capabilities that capitalize on an overall
engagements.
contact database within the enterprise— some
totango.com large vendors (Freshdesk, Zendesk) already
have these types of offerings. The space is
highly competitive, with huge ad spends and
transparent, low-barrier-to-entry business
models being the norm. We expect even further
consolidation in the coming years.
Zendesk
Zendesk is an online customer service software and support
ticket system that covers the whole customer lifecycle starting
from onboarding and ranging to support and chat features. The
platform is used primarily by salespeople who upsell existing
customers rather than new business people.

zendesk.com
Vainu is building a Sales Intelligence platform that
helps salespeople and marketers move forward.
Powered by technology to collect, read and
understand all company information ever written,
Vainu makes these real-time company insights
easily consumable directly in its customers' existing
business systems.
Headquartered in Helsinki, Finland, the company
launched in 2013 and is now at €15 million in annual
revenue with a team of 150, spread across Europe.
Over 2,000 sales and marketing teams globally use
Vainu’s data to personalize customer interactions at
scale—ultimately leading to more sales.

Learn more at: www.vainu.com