Sales Engagement
Build account strategy and gain comprehensive insight into your accounts with Smart Account Plan Surface
Summary
Equip sales teams with valuable account intelligence to create, manage and execute account plans and keep GTM teams in sync to land, retain and expand target accounts. Smart Account Plan resides right within the Outreach platform, seamlessly integrating it into users' workflow for efficient planning and action within one platform.
Release Date
Starting May 15th and rolling out to all customers by June 6th, 2024
Updates
Smart Account Plan brings a new Account Layout to Outreach, featuring blueprint tiles designed to facilitate account planning activities and streamline account-based selling (ABS) workflows. It centralizes essential account details, empowering representatives to efficiently organize and access information from various sources such as Crunchbase and CRM fields synced to Outreach.
Using a host of newly introduced, customizable tiles, it streamlines the account planning process to land, retain and expand target accounts. It provides insights to guide sales managers and sales reps with their account-based selling strategy.
Create and edit a visual representation of stakeholders and influence in the buying process with a Prospect Relationship Map
Summary
Create and edit a visual representation of stakeholders in the buyer’s org, their reporting lines and easily illustrate how prospects influence each other in the buying process.
Release Date
Starting May 15th and rolling out to all customers by June 6th, 2024
Updates
The Prospect Relationship Map is a visual tool that helps reps map and understand the power structure within an account they’re targeting. They can set up, view, manage, and update relationships between stakeholders within an account - streamlining prospecting efforts and enhancing communication between them and the buying team.
Leverage a pre-built dashboard of KPIs that support pipeline generation with the new Pipeline Generation Report
Summary
Stop wondering what activities your team should perform to hit your pipeline generation goals. The Pipeline Generation Report provides visibility into all your team’s pipeline generation activities in one place.
Sales managers can input their company's overarching pipeline generation goals using the coaching calculator and provide reps with specific targets to hit to achieve their pipeline. This report is based on Outreach’s own outbound sales methodology and incorporates best practices from the Outreach outbound sales team.
Release Date
Starting May 15th and rolling out to all customers by June 6th, 2024
Details
- Generate recommended activity targets for your team
- Track your team’s overall and day-by-day pacing against activity KPIs
- Identify team members who may need additional coaching on specific activities
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Metrics include:
- Meetings Booked
- Meetings Held (number and rate)
- Total Calls
- Correct Connects
- Prospects Added to Sequence
Understand what activities are driving opportunity creation using the Sales Execution Report
Summary
Gain a clear picture of how your prospecting activities are generating dollars booked in one report. You can now see which activities, such as through sequences, are driving opportunity conversions in the Sales Execution Report.
Customers who sync opportunity data from SalesForce to Outreach can now see the opportunities and revenue created (both open and closed/won) as a result of their sales activity and sequences.
Release Date
Starting May 15th and rolling out to all customers by June 6th, 2024
Details
- Opportunities with opportunity amounts must be captured within Outreach for this feature to be effective.
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New metrics include:
- Opportunities Created
- Opportunities Open
- Opportunities Closed/Won
- Open Opportunity Revenue
- Closed/Won Opportunity Revenue
- % of the above attributable to sequences
Leverage AI for generating initial and follow-up emails with enhanced Smart Email Assist: First email and Meeting follow-up email
Summary
While Smart Email Assist is currently accessible to all our customers when replying to emails, we're extending its capabilities to generate the first email and email meeting follow-up.
Release Date
Starting May 15th and rolling out to all customers by June 6th, 2024
Updates
We are enhancing our Smart Email Assist feature with two capabilities:
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Draft initial email
- Available in Outreach app, Gmail extension and Outlook add-in
- Access this feature from an email compose window (new email or reply) in Outreach app, Gmail or Outlook. Click the "Assist" button to get started
- Input relevant information into the prompt, specify the desired length, adjust the tone of the voice, and leverage References (Templates, Snippets and Kaia Content Cards) available within the Outreach platform to add specificity
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Draft meeting follow-up email
- Available in Outreach app and Gmail extension
- Access this feature from an email compose window (new email or reply), click the "Assist" button, and choose "follow-up" email type. Choose a meeting recording from the list of Kaia recordings, optionally add any other inputs, hit “Generate" and send it to the meeting participants
- This feature is available only for customers who have Outreach Kaia license
Proactively identify account risks and opportunities using Smart Account Assist
Summary
Get a concise AI-generated summary of the account's recent activities and get answers to the most burning questions about an account like 'What are the potential risks?' or 'What are the next steps?'
Release Date
Starting May 15th and rolling out to all customers by June 6th, 2024
Updates
Smart Account Assist uses artificial intelligence to review and summarize account activities. It consists of two functionalities:
- Q&A chat
- The chat window helps users to ask any question about a specific account. Users can choose between 10 pre-templated questions or type in a 'free-form' question in a chat field
- AI-generated summary:
- A summary, generated by AI, provides an overview of recent account activities. It focuses on key takeaways and agreed-upon next steps, offering valuable insights at a glance.
- A summary, generated by AI, provides an overview of recent account activities. It focuses on key takeaways and agreed-upon next steps, offering valuable insights at a glance.
To access the Smart Account Assist feature, navigate to the Account detail page and locate the "Assist" button on the top toolbar. An admin has to enable this feature in the org settings.
Easily understand and compare sequences based on prospects' engagement with the Sequence Engagement Score
Summary
The Sequence Engagement Score helps leaders and Outreach admins assess and optimize sequence performance by measuring how well the prospects you have targeted are engaging with your sequence.
Release Date
Starting May 15th and rolling out to all customers by June 6th, 2024
Updates
The Sequence Engagement Score evaluates the extent to which your targeted prospects interact with your sequence. It assigns a score to an active Sequence based on the positive engagement observed within that sequence over the previous 90 days. Sequence Engagement is presented on a scale of 0 - 100, with zero representing no positive prospect engagement and 100 representing positive engagement from 94% or more of prospects.
When hovering over the Sequence Engagement Score, an insights module will appear to highlight high-performing aspects within a sequence and pinpoint steps that require attention, such as the best email reply step, the best-performing channel, and the least engaging email step or most frequent objection reason.
Automate workflows around prospects, accounts, and opportunities records with field-based triggers
Summary
Trigger actions based on specific field changes within objects such as prospects, accounts, or opportunities.
Release Date
Starting May 15th and rolling out to all customers by June 6th, 2024
Updates
Field-based triggers can be used to trigger actions based on granular field changes. Users now will be able to enable triggers to initiate actions when a specified field is updated on a prospect, account, or opportunity record. These include:
- When the value of a field changes.
- When the value of a field changes from [x].
- When the value of a field changes to [y].
These can be used in conjunction with existing triggers like 'is less than' or 'greater than' to also create automation based on range of values for a specific field.
Streamline meeting scheduling in Google Calendar with Outreach Everywhere Extension
Summary
Outreach Everywhere extension in Google Calendar streamlines meeting scheduling by bringing Outreach calendar functionalities directly to Google Calendar.
Release Date
Starting May 15th and rolling out to all customers by June 6th, 2024
Updates
With the Outreach Everywhere extension in Google Calendar, users can easily:
- Utilize Outreach Meeting Types directly in Google Calendar
- Assign Opportunity to a meeting invite in Google Calendar
- Mark a meeting as a "no-show"
- Add a prospect to a sequence or create tasks in Google Calendar
Categorize inbound meetings effortlessly with Outreach Meeting Types
Summary
Outreach has refined the existing Meeting Type functionality to better suit scenarios involving inbound meeting categorization and retrospective meeting categorization.
Release Date
Starting May 15th and rolling out to all customers by June 6th, 2024
Updates
Meeting Type functionality auto-populates meeting invite content, but this is not desirable in all cases. To address this, we've adjusted Meeting Type functionality for scenarios where:
1. The representative is NOT the host of the meeting (Use case: Inbound meeting categorization).
2. The representative is the host but is assigning a Meeting Type to a past meeting (Use case: Retrospective categorization)
In these cases, Meeting Type will no longer alter meeting invite content, ensuring effective categorization without disruption. When scheduling new meetings, Meeting Types will continue to auto-fill meeting details as usual.
Understand what sequences are driving conversions into opportunities using the Sequence Performance Report
Summary
Gain a clear picture of how your prospecting activities are generating dollars booked in one report. You can now see which activities by sequence are driving opportunity conversions in the Sequence Performance Report.
Customers who sync opportunity data to Outreach can now see the opportunities and revenue created (both open and closed/won) as a result of their sales activity and sequences.
Release Date
Starting May 15th and rolling out to all customers by June 6th, 2024
Details
In the report table, metrics have been added to help you understand how your sequences are driving conversions broken down by sequence.
- Open opportunities
- Open opportunity revenue
- Closed/Won opportunities
- Closed/Won opportunity revenue
Deal & Pipeline Management
Reduce fact-finding required by reps and have seamless one-on-one's with your teams using Smart Deal Assist
Summary
Smart Deal Assist, a new GenAI feature, helps you understand what is happening within your deals without digging through all the details. Save yourself valuable selling time by asking your deals any question and jumping to those specific parts of the call or email in seconds.
The benefits include enhancing managers’ ability to spot risks, improving forecast accuracy, and reducing administrative discussions in 1:1s.
- Enhance the ability for sales managers to spot risk in deals
- Improve the ability for sales managers to accurately call their forecast by allowing them to understand more deals
- Reduce administrative discussions in 1:1s vs. strategic deal conversations
Release Date
Starting May 15th and rolling out to all customers by June 6th, 2024
Conversation Intelligence, Coaching & Voice
Track Custom Topics and reactions beyond the 14 out-of-the-box categories
Summary
Keep a pulse on specific topics and trend them over time, identifying where coaching needs to occur and reducing preventable risks that can get in the way of deal progression.
Release Date
Starting May 15th and rolling out to all customers by June 6th, 2024
Updates
In addition to our AI-powered 14 out-of-the-box topics, Admins can now set up Custom Topics as needed by their sales teams. Track specific mentions of competitors or mentions of your new product messaging, for example, get insight into how those topics are trending in conversations and understand the buyer sentiment related to those topics.
Provide timely and valuable feedback to reps with Kaia Coach Cards
Summary
Kaia Coach Cards enables sales leaders to provide timely, valuable feedback to reps by completing a coach card for specific recordings.
Release Date
Starting May 15th and rolling out to all customers by June 6th, 2024
Updates
Whether you’re a manager or peer, providing timely and valuable feedback to reps is an important component of improving individual and team performance. Outreach customers can:
- Author coach cards for managers to use for their teams.
- Managers select a meeting recording, apply a coach card, and provide feedback on how reps are handling interactions with buyers, noting where there are highlights and opportunities to improve.
- Get visibility where coaching has occurred by using coaching filters in search and set up alerts to be notified. You can also find them within recordings, or by looking at our new Coach Card Report.
For more information on Coach Cards and Coach Card Report, please visit this Knowledge Base article.
Quickly identify how the team is performing - where reps are excelling and where they need support - with Kaia Coach Card Report
Summary
Kaia Coach Card Report enables sales leaders to get visibility into where coaching has occurred, spot trends and improve team and individual performance.
Release Date
Starting May 15th and rolling out to all customers by June 6th, 2024
Updates
Use the Coach Card Report to quickly identify how the team is performing - where reps are excelling and where additional support is needed. With the team leaderboard, managers can spot trends and responses to specific questions, and share what is improving buyer conversations and driving the desired outcomes. For more information on Coach Cards and Coach Card Report, please visit this Knowledge Base article.
Leverage the AI-powered summary and Q&A for Kaia Voice calls
Summary
Get abstract of what was discussed on Kaia Voice calls and ask questions to get up to speed and take immediate action when needed.
Release Date
Starting May 15th and rolling out to all customers by June 6th, 2024
Updates
Smart Call Assist brings the same AI-powered capabilities in Smart Meeting Assist to Outreach Voice calls. Both calls and meeting abstracts will be generated after 1 minute of talk time. Smart Meeting & Call Assist must be enabled for your organization by the Admin.
Gain access to Kaia post-meeting capabilities with Kaia for Google Meet
Summary
Kaia for Google Meet provides rich, post-meeting analysis of buyer-seller conversations recorded using Google's online meeting service.
Release Date
Starting May 15th and rolling out to all customers by June 6th, 2024
Updates
Outreach Kaia is the only conversational intelligence solution for Google Meet that is verified as secure and trustworthy by Google. Once the Admin has connected Google Meet meeting providers, users simply click "record" for their meetings in Google Meet and, after the meeting ends, Google securely shares the recording with Outreach for analysis by Kaia. The post-meeting Kaia experience for Google Meet includes Topics, Reactions, meeting summaries and Q&A with Smart Meeting Assist.
Forecasting
Learn if a forecast value has increased or decreased over time with Forecast Inspection
Summary
Understand if a forecast value has increased or decreased over time with new visual queues. Get a change history of your forecast and the deals contributing plus view deals that comprise a specific forecast.
Release Date
Starting May 15th and rolling out to all customers by June 6th, 2024
Details
- Forecast inspection is enabled during the configuration of forecasting in the Outreach forecasting admin
Stay on top of your forecast and gain visibility into your entire team's pipeline using Player-Coach support
Summary
Gain better visibility into your team's forecasts while managing your own. Outreach’s new Player-Coach support allows you to carry an individual quota along with managing your team's quota.
The sales managers who have their own quota to retire can be set up as individual contributors in the hierarchy (which allows them to have their own quota), and at the same time, they can be designated as player-coach which gives them manager-level access to review team’s pipeline and review / update team’s forecast.
Release Date
Starting May 15th and rolling out to all customers by June 6th, 2024
Details
- Outreach admins can designate that a rep have player-coach permissions in user rollup
- Player-coach users will have access to manage their team of reps in the following feature areas: Pipeline Summary, Forecast Rollup, Scenario Planner, Pipeline Movement
Admin
Get an immediate pulse check on Outreach performance with the New Admin Health Dashboard
Summary
The Admin Health Dashboard gives Outreach Admins a centralized view of usage, health, and reinforces adoption across the organization. At a glance, Outreach Admins can now see how their teams are performing across Outreach. Click in and look at specific items in more detail, as well as filter and search according to specific users. Admins can also see the status of each user as well as monitor overall email/inbox health.
Release Date
Starting May 15th and rolling out to all customers by June 6th, 2024
Updates
- In addition to improved user metrics, Outreach Admins will also have the ability to customize their views of the dashboard.
- The Admin Health Dashboard User Health Monitor tile shows how many users are:
- Connected to Mailbox and have mailbox syncing turned on
- Connected to Mailbox and have mailbox sending turned on
- Connected to Calendar and have calendar syncing turned on
- Data for the User Heath Monitor tile is refreshed every 24 hours
- The Email Health Monitor tile includes average email bounce reasons, opt-out reasons, and email failures.
- More tiles are forthcoming!
Keep opportunity data up to date between Dynamics and Outreach with In-line Editing for MS Dynamics
Summary
In-line Editing for MS Dynamics enables users to directly edit opportunity data in Outreach and have it sync back to the CRM. This capability offers real-time field validation to ensure that data remains up-to-date and in sync.
Release Date
Starting May 15th and rolling out to all customers by June 6th, 2024
Updates
Using this feature, users will be able to:
- Inline Edit opportunities with Real Time Field Validation on the Deal Grid
- Inline Edit opportunities with Real Time Field Validation on a Summonable Opportunity Side Panel that can be called in any Opportunity page(Eg: Deal Overview)
Accelerate the importing of CRM data into Outreach with Historical Data Loader
Summary
Historical Data Loader helps Outreach admins easily import CRM data with just one click. This new feature removes the manual export and import of CRM records into Outreach.
Release Date
Starting May 15th and rolling out to all customers by June 6th, 2024
Updates
To use the Historical Data Loader, review this Knowledge Base article.
Oversee data retention for emails, Kaia meetings, and Voice with Outreach’s new Centralized Data Retention Experience
Summary
This new self-service user experience enables Outreach Admins to centralize the data retention management for Outreach emails, Kaia, and Voice.
Release Date
Starting May 15th and rolling out to all customers by June 6th, 2024
Updates
- This self-service experience means there is no more reliance on making special requests for data retention policies through Outreach support.
- Ensure alignment with corporate IT privacy/data retention regulations through a centralized data retention experience.
- For more information on Outreach Data Retention policies please visit this Knowledge Base article.
Automatically link new prospects to opportunities with Sync Opportunity Prospect Roles
Summary
Users can now enable the outbound syncing of changes to Prospects associated with Opportunities to their CRM. With this new feature, new prospects associated with Opportunities in Outreach are automatically synced back to the CRM without the need for manual intervention.
Release Date
Starting May 15th and rolling out to all customers by June 6th, 2024
Updates
- Requirements to successfully sync a contact role back to CRM are as follows:
- The Prospect added to the Opportunity in Outreach must already be associated to a Contact record in CRM
- OR if a new Prospect is created in Outreach and then added to an Opportunity, the outbound creation of Contacts must be enabled in the Plugin.
For more details, review this Knowledge Base article.
Reinforce best practices by user role or profile with Default User Settings for SmartView
Summary
This new capability, Outreach Admins can now modify a user’s SmartView setting as needed to help provide guidance on workflows, improve onboarding, and more. This specific view set up by the Outreach Admin, will be the default view that users see when using Outreach.
Release Date
Starting May 15th and rolling out to all customers by June 6th, 2024
Updates
- User default settings for SmartViews allow admins to select default Smartvviews for several objects like Prospects, Account or Opportunities globally or per profile.
- To set up custom SmartViews visit the Layouts page in the Administration section of Outreach and select from SmartViews
- If SmartViews vary by user profile, Outreach Admins can go to that Profile and override SmartViews selected on the global level.
Drive faster, actionable sales insights with Outreach Data Sharing for Databricks
Summary
Outreach Data Sharing with Databricks enables customers to extract the raw data created by seller activities and interactions in Outreach. Once combined with other business data in Databricks, teams can gain more sophisticated insights that enable more data-driven decisions.
Release Date
Starting May 15th and rolling out to all customers by June 6th, 2024
Updates
- This is a paid feature, reach out to your sales rep or customer success manager for more details.
- Set of the data share is completed through the Outreach Admin UI
- Data refresh is every 24 hours, synced overnight and ready to use the next day
Control which users can create Prospects/Accounts in Outreach with Governance for Prospect and Account Creation
Summary
Outreach Admins will now be able to control who from their organization will be able to create Prospects and Accounts in Outreach. This measure will guarantee that only designated profiles with responsibility for this task will possess access to execute it.
Release Date
Starting May 15th and rolling out to all customers by June 6th, 2024
Updates
- Set up the ability for specific user profiles to create Prospect and Accounts in Outreach.
- Control who can add data into Outreach and your CRM, remove the burden of orphaned or duplicate records in Outreach for manual clean up.
- Admin control to prevent/allow certain user profiles to create Prospects and Accounts in Outreach.
Enhance compliance with upcoming changes to the Audit Log API
Summary
To help customers better meet auditing and compliance requirements for their business, Outreach will be launching a new set of Audit Log APIs with more events. As part of this new launch, the current Audit Log within Outreach APIs will be deprecated in six months, September 2024.
Release Date
Starting May 15th and rolling out to all customers by June 6th, 2024
Updates
- To test the new Audit Log API and provide feedback to our product team for enhancements, please visit the Outreach Development Portal. You can contact the product team with feedback by emailing product-feedback@outreach.io.
- Read more about Outreach’s Audit Log API by visiting this section of the Outreach Development Portal.
- For more details on the Audit Logs being deprecated, we recommend reviewing our deprecated features documentation on the Outreach Development Portal.