How to configure your enterprise sales process

Everything’s bigger in enterprise. And managing your enterprise sales process requires customized controls to support the complex selling needs of your teams. Otherwise, you’re left trying to squeeze a complex sales motion into generic workflows. At Outreach, we get it. That’s why our latest product release incorporates the right flexibility and enforcements, so you  can confidently build a world class sales process that sets your teams up for success. We’re breaking down how Outreach is helping customers, especially administrators, configure their sales process to support large, complex sales motions.

Custom Objects

Configuring your perfect sales process requires customization. If you want to hit the ground running, you can’t fit your sales data into a predefined box with limitations – or in this case, into standard objects. But with Outreach’s Custom Objects, you can extend your data model with unprecedented flexibility and customization, unlock new sales workflows, and personalize at scale. Going forward, you’ll be able to bring your custom objects into Outreach.

Just like with standard objects, you can build new workflows based on custom objects to prioritize the right actions and never miss another revenue moment. Once you sync your custom objects into Outreach, you can start creating new Triggers to help your sales team stay on top of deals and capture more revenue. 

For example, you can trigger an email sequence in Outreach when a prospect has been associated with a specific campaign in Salesforce. Everytime someone becomes a Campaign Member in SFDC, it automatically updates in Outreach and they are put into our Campaign Email Sequence. No more manual tagging in Outreach to put the right prospects into the right sequences. 

Or, if you’re a payments services company, you might track Transactions (a custom object) with fields like transaction type, amount, payment method, merchant ID, and fraud indicator. When a new transaction is initiated by a customer, you can trigger workflows that automatically create tasks for relevant team members. For instance, transactions flagged with a high fraud indicator might need to be investigated, or high-value transactions might require a review. Learn how to get started using custom objects here.

Account Teams

Selling is an exercise in collaboration, especially at the enterprise level. SDRs, AEs, sales engineers, or customer success reps are all working together with one goal in mind: to close deals and grow revenue. When you come together as a team, you can share knowledge, offer tailored expertise, and provide continuity for your customers. Ultimately it’s what helps win the renewal, identify opportunities for expansion, or mitigate churn risk earlier. 

With SFDC Account Teams, you can provide structure for this type of team selling with the right visibility to team members, ensuring everyone involved can access the records they need. And now you can easily import your Salesforce Account Team setup directly into Outreach and start executing on your team selling motions in-app.

By bringing your Account Teams into Outreach, you ensure that the right people have the appropriate level of access to their accounts and related records, enhancing communication, accountability, and overall efficiency. It’s a powerful sales strategy that leads to improved customer satisfaction and retention. Learn how to get started here.

Daily Exports of Kaia™ Recordings

Outreach is already an active member of GTM teams, but teams working outside of Outreach might need information about the latest customer meetings or prospect calls. To support those teams, Rev Ops teams can gain access to Kaia^TM recordings with daily exports to customer-owned storage, including AWS S3, Azure Blob Storage, or sFTP Server.

Then, admins can decide how, when and where they share exported data with third party services for analytics, their BI teams, or compliance archival purposes. Each recording is exported in a zip file, containing a text file with the transcript generated by Kaia, an MP4 file of the media recording and a JSON file containing meta-data for the recording. Since the meta-data file content can be used to correlate the recording with CRM data for a Call/Meeting, customers might choose to use meeting transcripts of specific deals to do deep-drives with teams not using Outreach, or analyze the transcript for specific topics in combination with data from other sources to create custom views of trends or insights.

For deeper analysis and access to more datasets from Kaia and more, Outreach Data Sharing through Snowflake and Databricks is another powerful method to extend the value of Outreach data and insights with other teams.

Seamless Microsoft Integrations

Outlook Add-In 3.0 (for users)

Any enterprise team needs the right equipment. To provide a more seamless and reliable Outreach-enriched Outlook experience, we've rebuilt our Outlook Add-in from the ground up, offering users improved performance, reliability, and ease of use.

The new Outreach Outlook Add-in brings sellers’ favorite Outreach features directly into your Outlook inbox. This allows you to generate emails with AI, use templates and snippets, schedule meetings, manage sequences, set reminders, and more — all without leaving Outlook. By syncing all email activities between Outreach and your CRM, you can track opens and clicks, giving you better insights into recipient engagement and eliminating the need to switch between multiple platforms.

New Kaia app for Microsoft Teams & explicit consent

Apps are great, but a little flexibility is better. Thanks to recent development from Microsoft Teams, customers can now choose to deploy a  new version of the Kaia app for Microsoft Teams with user-only permissions. The new model allows access for Kaia app to customer Microsoft 365 tenants to be more narrowly scoped.

This new deployment method is foundational for organizations that require explicit consent. Using explicit consent inside Microsoft Teams ensures every person joining a meeting will have actively granted consent to be recorded, by answering 'Yes' or 'No'.  The consent choice for each attendee is included in the attendance report, and their consent is captured in Teams for audit. Therefore, Kaia does not join the live meeting, and instead processes the recording when the meeting concludes to provide valuable insights, meeting abstracts, topics and more the sales team can gain access to shortly after the meeting concludes.

Alternatively, our original Kaia app for Microsoft Teams is much simpler for Microsoft 365 admins, and is recommended if app-level permissions and implicit consent is acceptable within business requirements. Unlike explicit consent,  implicit consent means an announcement is made at the onset of the meeting to let participants know the meeting is being recorded. This option will continue to be available to Outreach customers, and will include the Kaia live experience.

To recap, the new app is recommended for:

1. Customers where Microsoft 365 admins require user level only access for apps to be deployed.
2. Customers that want to use the explicit consent policies in Microsoft Teams for compliance.

The original app is recommended for everybody else. Existing customers already using the original app can continue to do so without taking any action.

Enterprise Forecasting

Detailed forecasts provide the necessary insights that help organizations make well-informed business decisions. The new enhancements for the Forecasting suite help revenue teams get a more granular view of their forecasts such as renewals, new logo, or expansion.

Multiple Forecasting Goals

Easily upload multiple goals for each area of the business, including renewals, new logos, or expansions, while tracking the team’s progress. Adding additional goals and attaching to your forecasts, you will now be able to see how your teams are performing against renewals, new logo business, or even expansions.

Multi-currency support

Display each team’s local currency to support global organizations with sellers operating in multiple different countries using Multi-Currency support for Forecasting and Pipeline Management. This can be done at the individual user level so if you manage global teams, each of your reps can view their forecast rollup or pipeline summary in the currency in which they work. 

Whew! That’s a lot of new enterprise features – and that’s not even the full list of new features and additions.  Read the full release notes to learn more about the new features mentioned above and all the latest from our recent product release.