What made Outreach a Leader in The Forrester Wave™ Revenue Orchestration Platforms for B2B – and where we need to do better

We have a lot to be proud of here at Outreach. We’re the first and only Sales Execution Platform built for intelligent revenue workflows, and we support hundreds of thousands of sellers worldwide. And now we have one more reason: Outreach has been named a Leader in The Forrester Wave™: Revenue Orchestration Platforms for B2B, Q3 2024. 

We’re breaking down the findings that scored Outreach its spot, and where The Forrester Wave™ outlined room for growth. 

What is The Forrester Wave™?

This report, conducted by Forrester, assessed revenue orchestration platforms on various factors including vision, workflow capabilities, and customer feedback. In The Revenue Orchestration Platforms For B2B Landscape, Q1 2024 Forrester defines revenue orchestration platforms as “technology that enables B2B frontline resources to design, execute, capture, analyze, and improve buyer and customer engagement, while optimizing productivity and internal revenue processes.”

Forrester then scored platforms on 29 different criteria to determine market share and standing. 

Where Outreach excelled

The Forrester Wave™ cites Outreach’s engagement engine as the heart of the platform: 

“Outreach’s workflow capabilities allow companies to create sophisticated cadences that can be linked, automated, and assigned to multiple users. Its advanced workflow offers advantages that expand beyond engagement into critical revenue orchestration areas such as AI-optimized workflows, proactive guidance, trained triggers, and a thriving ecosystem of third-party integrations.”

We believe that Outreach features like Smart Account Plans, Smart Email Assist, and the Pipeline Generation Report helped Outreach achieve a 5/5 in 14 criteria:

• Vision
• Innovation
• Road Map
• Prospecting Workflow
• Content Generation
• Buyer Collaboration
• Range of Analytics Insights
• User Analytics Interaction
• Opportunity Management/Planning
• Account Planning
• Advanced Security and Compliance 
• 3rd Party Ecosystem
• Revenue
• Number of Customers

Enterprise-ready

The Forrester Wave™ also states: “Reference customers pointed out the need for enterprise enhancements but raved about the company's willingness to work with them to close these gaps. Outreach is a strong fit for enterprise companies looking to develop advanced engagement capabilities with a vendor willing to partner to meet their future needs.”

Outreach is a dedicated partner, serving small and big orgs alike. We offer a platform for the full sales journey, addressing the complex needs and concerns of enterprise organizations so everyone can win.

With the highest possible scores across the Advanced Security and Compliance, Range of Analytics Insights, and Third-party Ecosystem criteria, Outreach excels in its vision to align workflows for sales, account management, and customer success in a single system. Innovating across the customer lifecycle has only increased as the company released a number of new features in August to help revenue teams improve customer retention and expansion workflows.

Where Outreach has room to grow

The Forrester Wave™ cited, “the gaps are in [Outreach’s] fundamental capabilities — e.g., a lack of access to custom objects and not having a mobile app, which limits a key engagement point for field sellers.”

And Forrester’s evaluation isn’t wrong. Outreach is here to empower and support the world’s sellers. And these are fundamental concerns for the Outreach product team, with solutions already underway. 

Outreach Custom Objects functionality officially launched in August 2024. Outreach users are now able to structure their data to reflect their specific business processes and better understand customer preferences, behaviors, and needs.

In regards to our lack of mobile app, we can’t say too much for now. Just know that the Outreach product team is hard at work creating a superior mobile experience to meet sellers wherever they sell. 

Outreach is always innovating, and we take industry insights like this very seriously.

What’s next

For now, we’re celebrating, but Outreach never stays still for long. We’re already preparing for our next quarterly release to continue to build and expand the Outreach platform.

“Outreach is laser focused on continuously delivering innovation and value to our customers. We’ve created our leading revenue orchestration platform through deep partnerships with our customers to ensure they achieve their sales execution goals,” said Ali Jawin, Head of Global Marketing at Outreach. “We will continue to push the industry forward as we build for the evolving workflows of modern sales and revenue teams across the customer lifecycle.”

Thank you, Forrester! We’re inspired to do more and be even better.