Sales tech stack consolidation is coming. So who's winning?

Welcome to The Transcript. Each week, we mine our interview transcripts with software buyers to reveal their insights on specific companies and tech markets.

Yardstiq is a new product from CB Insights that connects you with 1000s of analyst-led interviews with software buyers. In today’s edition of The Transcript, we’re highlighting how software buyers are mitigating third-party risk.

End to End

Tech stack consolidation is a key theme we keep hearing about in Yardstiq’s software buyer interviews. 

In the sales & revenue operations tech space, consolidation is very top of mind. 

Point solutions are out.

As a result, billion-dollar players like Outreach, Salesloft, Clari, and Gong are converging to take on everything from sales engagement to forecasting.

A great rebundling is underway.

We’ve previously highlighted competition in the space here, with a focus on Gong. 

So who’s winning? 

Our Vendor Scorecard, created in partnership with Pavilion — a community of go-to-market (GTM) leaders and their teams — summarizes customers’ views on these companies (excerpt below). 

Outreach and Gong lead the pack in satisfaction, but their higher pricing remains a point of contention among customers we heard from. 

Meanwhile, Salesloft gets credit for the user-friendliness of its platform (vs. Outreach), and Clari for its focus on forecasting & deal management.

Of course, giants like GTM intelligence company ZoomInfo (which acquired Chorus) and CRM leader Salesforce (which offers its own sales engagement & forecasting features) also loom. 

Below, we highlight insights from customers on consolidation in the space. 

Not quite there

This Gong customer has a long list of renewal demands

While this buyer argues against a “one system to rule them all” approach

These sticky delights have sticky ends

Pick your partner

Get the inside scoop on Outreach, Salesloft, Gong, and others on win reasons, pricing, and more directly from customers. 

Download our 2-page Vendor Scorecard here.

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