Outreach’s 2025 year in review: a breakthrough year for AI revenue workflows

If 2024 was the year revenue teams experimented with AI, 2025 was the year they operationalized it. 

Across every segment, from high-growth startups to the world’s largest enterprises, teams shifted from “trying AI” to “running on AI.” And they ran on Outreach. 

This past year, platform usage reached new highs as organizations centralized more of their revenue workflows in Outreach, prioritized predictability, and doubled down on efficiency. AI adoption ramped up across prospecting, deals, forecasting, and coaching.  

Consider this your revenue team’s version of Spotify Wrapped, a data-driven replay of the deals created, calls analyzed, and AI-assisted moments that defined 2025. Here’s how teams used Outreach this year, and where they’re headed next. 

2025 Wrapped: how revenue teams used Outreach this year 

A record-breaking year of platform activity 

2025 was the year we were all booked and busy. But more than that, it was Outreach’s highest-engagement year on record. More than 43.9 million deals moved through the platform, supported by $765B in pipeline created. Sellers launched 930,000 sequences, contacted 29 million prospects, and collectively showed up as 390,000 weekly active users. 

This momentum reflects a broader shift: organizations are centralizing prospecting, deal management, forecasting, and coaching workflows inside Outreach. The result is cleaner data, stronger visibility, and more predictable execution across the entire revenue cycle. 

AI adoption surged across revenue teams 

AI usage accelerated across every stage of the revenue process in 2025. We’re talking everywhere, from admin and ops, to sellers, to marketing.  

According to our wrapped research, Conversation Intelligence and Insights analyzed 2.5 million calls, enriched 1.1 million meetings, and powered more than 514,000 hours of Insights & Coaching. All of this analysis gave leaders and reps deeper visibility into performance than ever before. 

Teams also leaned heavily into AI Agents, as sellers relied on AI for research, deal guidance, and content support. AI became part of the everyday workflow, helping teams make better decisions, accelerate execution, and run more predictable revenue motions. 

Product innovations that shaped 2025 

AI Agents evolved into everyday workflow partners 

In 2025, Outreach developed a full crew of AI Agents. These AI tools matured from helpful add-ons into daily partners for sellers and RevOps teams. Here’s a look at how: 

• Deal Agents helped identify risks and next steps 
• Research Agent accelerated account research 
• Call Agent helped sellers personalize outreach 
• Revenue Agent maintained pipeline hygiene 

For CROs and RevOps, these gains translated into what matters most: predictable pipeline, cleaner data, and stronger execution across every stage of the revenue cycle. 

Prospecting became smarter and more predictable 

Prospecting leveled up. With Research Agent embedded into daily workflows, revenue teams were able to identify higher-quality leads faster, streamline their outreach motions, and give sellers meaningful time back. And the scale of that impact showed up in the numbers: teams ran 930,000 sequences, contacted 29 million prospects, and powered billions in early-stage pipeline using guided, AI-assisted workflows. 

With Prospecting Agent doing the heavy lifting, like identifying the best accounts to teeing up the next right action, teams ran more consistent motions across regions, segments, and roles. Sellers were able to focus their energy on high-value conversations rather than administrative prep, and leaders gained clearer insight into what was actually moving the needle. 

Conversation Intelligence and Insights became the intelligence layer for meetings 

This year, meetings became one of the clearest examples of AI in action. Conversation Intelligence, Insights & Coaching, powered by Outreach Kaia™ analyzed 2.5 million calls, enriched 1.1 million meetings, and delivered 514,000 hours of coaching support.  

This gave teams real-time guidance and deeper visibility into what drives great conversations. With Custom Topics, Topic Reports, Coaching Metrics, and live call guidance, leaders finally had a simple way to understand not just what happened in a meeting, but why, while sellers got the in-the-moment support they needed to run more confident, relevant, and productive calls. 

For CROs and RevOps leaders, this visibility became a competitive advantage. Instead of relying on anecdotal feedback or scattered tooling, they had a unified view of performance, message consistency, and execution quality. Sellers got targeted coaching in the moment, and leaders got the data they needed to run tighter, more predictable revenue motions. 

New platform capabilities strengthened visibility and decision-making 

Let’s talk about decision-making. In 2025, Outreach rolled out capabilities that gave revenue teams more clarity, control, and confidence. Forecasting accuracy improvements helped RevOps leaders make predictions they could trust.  

Deal Health updates highlighted risks and opportunities in real time. Governance and compliance enhancements ensured processes stayed disciplined and auditable. And Data Cloud integrations with Snowflake and Databricks made it easier than ever to connect pipeline data to broader business insights. 

For RevOps, these tools helped the ship run tighter, more predictable operations. Plus, they gave leadership clear visibility into what’s actually happening across the business. 

What this means for revenue teams heading into 2026 

Well that’s a wrap. We had a great year, and it wouldn’t have been possible without our partners in revenue success. AI Revenue Workflows have become foundational, shifting from a “nice-to-have” to an operational necessity. Precision, predictability, and workflow consolidation aren’t just trends anymore. They’re the way forward. 

Looking ahead, Outreach will continue to help our customers hit all the right notes: streamlining execution, giving leaders clearer visibility, and empowering sellers to focus on what matters most. Here’s to building on this year’s wins and heading into 2026 ready to operate smarter, faster, and with even more confidence. 

FAQs 

What were the biggest sales technology trends of 2025?  

The biggest trend of 2025 was the acceleration of AI adoption across the entire revenue cycle — not just isolated point-solution automation. Leaders focused on workflow consolidation, predictable forecasting, Conversation Intelligence and Insights, and more efficient prospecting powered by AI Agents. These pressures made platforms capable of scale, precision, and visibility more essential than ever. 

How did AI adoption change revenue workflows in 2025?  

AI reshaped revenue workflows by automating research, accelerating deal execution, generating call talking points, identifying risk signals, and giving leaders clearer coaching insights. Adoption surged because AI became practical and usable, supporting sellers in real time across emails, calls, meetings, and pipeline updates. In 2025, AI became core to daily operations. 

What is an AI Revenue Workflow Platform?  

An AI Revenue Workflow Platform connects seller actions, customer interactions, conversation insights, and revenue intelligence into a unified system. Instead of fragmented tools, it centralizes workflows, orchestrates AI Agents, and provides real-time visibility from first touch through renewal. Outreach leads this category, helping teams operate with discipline, efficiency, and predictability. 

How do AI Agents improve forecasting accuracy and deal velocity?  

AI Agents keep pipeline data clean, surface risks early, and recommend high-impact next steps. Deal Agent highlights blockers and updates fields automatically. Research Agent improves account strategy. Revenue Agent optimizes outreach. Call Agent prepares sellers for more productive conversations. Together, they support clearer forecasts and faster deal cycles. 

How many teams used Outreach’s Conversation Intelligence and Insights in 2025? 

Adoption reached new highs, with 2.5M calls analyzed, 1.1M meetings enriched, and 514,000 hours of Insights & Coaching logged. This scale reflects widespread usage across organizations of all sizes and shows how leaders increasingly rely on these insights to coach teams and make more predictable decisions heading into 2026.