Top Tools at a Glance
Best for Full-Funnel Deal Control | User Review "Effortless Setup and Universal Connectivity" MU Monica U. Small-Business (50 or fewer emp.) | ||
Best for Conversation-Powered Deal Insight | User Review "Revolutionizes Sales Coaching with Powerful AI Insights" SC Sonalina C. Small-Business (50 or fewer emp.) | ||
You may also like | |||
 Sponsored You’re seeing this ad based on the product’s relevance to this page. Sponsored content does not receive preferential treatment in any of G2’s ratings. Outreach | Product Description This description is provided by the seller. Outreach, founded in 2014, is the only complete AI Revenue Workflow Platform that helps sales leaders benefit from connected account visibility, performance insights, and higher forecasting... | Visit company website | |
Best for Precision Forecasting | User Review "Easy-to-Use Forecasting, But Room for Improvement" BP Bryce P. Enterprise (> 1000 emp.) | ||
Best for Buyer-Intent Intelligence | User Review "Confidence in Initiating Tour Bookings by Use of Substrata"  SD Sophie D. Mid-Market (51-1000 emp.) | ||
Best for Process-Driven Guided Selling | User Review "Exceptional Support and Productivity-Boosting Automation" JM Jansen M. Mid-Market (51-1000 emp.) | ||
Best for AI-ready revenue analytics | User Review "A Forecasting Tool Built for Reality, Not Spreadsheets"  T Verified User Enterprise (> 1000 emp.) | ||
Best for Clean, Unified Rev Data | User Review "Essential for Managing Leads and Account Data" U Verified User Mid-Market (51-1000 emp.) | ||
Best for | User Review "All-in-One Solution Delivering Impressive Lead Generation Results" MG manish g. Mid-Market (51-1000 emp.) | ||
Best for Account Relationship Mapping | User Review "Easy to manage your pipeline and forecast" U Verified User Enterprise (> 1000 emp.) | ||
Best for Intent-First Account Scoring | User Review "Great analytics tool for RevOps" A Verified User Small-Business (50 or fewer emp.) | ||
You may also like
You’re seeing this ad based on the product’s relevance to this page. Sponsored content does not receive preferential treatment in any of G2’s ratings.
This description is provided by the seller.
Outreach, founded in 2014, is the only complete AI Revenue Workflow Platform that helps sales leaders benefit from connected account visibility, performance insights, and higher forecasting...
Process-Driven Guided Selling
Intent-First Account Scoring
Buyer's Guide: Revenue Operations & Intelligence (RO&I)
Read Buyer Guide in Detail
All Revenue Operations & Intelligence (RO&I) Tools
Written by G2’s researcher using verified user reviews and product data, with no personal bias.
Pros and Cons are compiled from review feedback and grouped into themes to provide an easy-to-understand summary of user reviews.
Users benefit from the ease of use of Salesforce Sales Cloud, which enhances efficiency and streamlines sales processes.
Users value the simplified sales pipeline and built-in analytics of Salesforce Sales Cloud for team efficiency.
Users value the centralized lead management of Salesforce Sales Cloud, enabling efficient tracking and collaboration.
Users find the complexity and steep learning curve of Salesforce Sales Cloud overwhelming initially, affecting usability.
Users face challenges with enabling Einstein features and navigating a complex interface for managing tasks efficiently.
Users find the absence of essential features frustrating, leading to poor productivity and high costs in implementation.
Written by G2’s researcher using verified user reviews and product data, with no personal bias.
Pros and Cons are compiled from review feedback and grouped into themes to provide an easy-to-understand summary of user reviews.
Users value the ease of implementation and use of Gong, enhancing productivity with intuitive features and support.
Users find Gong to be an easy-to-use platform, enhancing call management and communication efficiency effortlessly.
Users value the call recording feature of Gong, enhancing performance and enabling insightful follow-ups with ease.
Users experience call issues with Gong, facing delays and difficulties in accessing and searching for calls effectively.
Users often face recording issues with Gong, including difficulty accessing old calls and inaccurate transcriptions.
Users note the inaccuracy of AI functionality in Gong, leading to occasional frustration and inefficiencies.
Written by G2’s researcher using verified user reviews and product data, with no personal bias.
Pros and Cons are compiled from review feedback and grouped into themes to provide an easy-to-understand summary of user reviews.
Users appreciate the ease of use of Clari, benefiting from its simple setup and seamless integrations.
Users value the easy-to-use analytics tools in Clari, enhancing forecasting and revenue management effectively.
Users find Clari to be a helpful tool for forecasting and revenue management, significantly improving efficiency and planning.
Users find limitations in flexibility and experience technical issues that hinder the effectiveness of Clari.
Users find the learning curve steep, feeling overwhelmed by the complexity and lag in Clari's functionality.
Users are disappointed by the missing features in Clari, struggling with inefficiencies and lack of core functionalities.
Written by G2’s researcher using verified user reviews and product data, with no personal bias.
Pros and Cons are compiled from review feedback and grouped into themes to provide an easy-to-understand summary of user reviews.
Users commend Substrata for its impressive accuracy in interpreting messages, enhancing communication and outreach effectiveness.
Users appreciate Substrata for its insightful understanding of nonverbal cues, enhancing communication and emotional engagement effortlessly.
Users value Substrata for its science-based analysis of conversation dynamics, enhancing engagement and understanding in communications.
Users find the learning curve challenging, suggesting that a simpler interface would improve onboarding for new users.
Users find the complexity of the reporting interface and disorganized UI to hinder their overall experience with Substrata.
Users seek greater customization options in Substrata, expressing a desire for flexibility in interface and insights.
Written by G2’s researcher using verified user reviews and product data, with no personal bias.
Pros and Cons are compiled from review feedback and grouped into themes to provide an easy-to-understand summary of user reviews.
Users value the ease of use of Revenue Grid, enabling efficient access to necessary Salesforce data directly in Outlook.
Users appreciate the quick access to Salesforce data in Revenue Grid, enhancing productivity and streamlining workflow.
Users value the seamless integration of Revenue Grid with Outlook, enhancing efficiency while saving on costs.
Users often experience slow loading times, causing frustration and interruptions during their workflow with Revenue Grid.
Users face a steep learning curve with Revenue Grid, making it challenging for non-tech-savvy individuals to adapt.
Users feel the need for missing features in Revenue Grid, seeking enhancements for email integration and search functionality.
Written by G2’s researcher using verified user reviews and product data, with no personal bias.
Pros and Cons are compiled from review feedback and grouped into themes to provide an easy-to-understand summary of user reviews.
Users find that MaxIQ offers streamlined forecasting by integrating real-time data, enhancing deal accuracy and reducing stress.
Users appreciate the ease of use of MaxIQ, enjoying its clean setup and intuitive, efficient design.
Users value the intuitive design of MaxIQ, appreciating its simplicity and effectiveness in enhancing productivity.
Users note a steep learning curve with MaxIQ, requiring time to adapt before realizing its full potential.
Users note integration issues, with some third-party tools initially unsupported, but improvements have been made since then.
Users desire more limited customization options for dashboard tweaks and third-party integrations in MaxIQ.
Written by G2’s researcher using verified user reviews and product data, with no personal bias.
Pros and Cons are compiled from review feedback and grouped into themes to provide an easy-to-understand summary of user reviews.
Users appreciate the ease of use of HubSpot Data Hub, enjoying seamless workflows and efficient reporting capabilities.
Users value the automation capabilities of HubSpot Data Hub, significantly enhancing workflow efficiency and business operations.
Users find the data management capabilities of HubSpot Data Hub invaluable for streamlining operations and enhancing efficiency.
Users find that essential features are often lacking, and access is limited by expensive pricing tiers.
Users note the missing essential features in HubSpot Data Hub, impacting its value and usability for agencies.
Users find the learning curve steep, requiring more IT skills to fully utilize advanced features and functionalities.
Written by G2’s researcher using verified user reviews and product data, with no personal bias.
Pros and Cons are compiled from review feedback and grouped into themes to provide an easy-to-understand summary of user reviews.
Users find Apollo.io's intuitive interface makes lead management effortless, enhancing productivity and efficiency in their workflows.
Users value the helpful support and user-friendly interface of Apollo.io, enhancing their sales tracking and insights experience.
Users value Apollo.io for its comprehensive lead generation capabilities, enhancing efficiency and integrating essential sales tools seamlessly.
Users find the missing features in Apollo.io frustrating, particularly with editing sequences and AI capabilities.
Users report issues with inaccurate data, experiencing outdated contact information that hampers effective outreach efforts.
Users find the learning curve challenging, noting that the UI could be simplified for better usability.
Written by G2’s researcher using verified user reviews and product data, with no personal bias.
Pros and Cons are compiled from review feedback and grouped into themes to provide an easy-to-understand summary of user reviews.
Users appreciate the user-friendly interface of Terret.ai, enhancing ease of use and seamless integration with CRM systems.
Users value the efficient forecasting dashboard of Terret.ai, finding it easy to navigate and collaborate with teams.
Users value the seamless Salesforce integration of Terret.ai, enhancing collaboration and efficiency in managing sales opportunities.
Users find that the Salesforce integration lacks clarity, making switching between platforms necessary and complicating workflows.
Users experience workflow limitations with Terret.ai, finding features like auto-save and data display insufficient for efficiency.
Users find the learning curve steep due to overwhelming information and initial complexity when using Terret.ai.
Written by G2’s researcher using verified user reviews and product data, with no personal bias.
Pros and Cons are compiled from review feedback and grouped into themes to provide an easy-to-understand summary of user reviews.
Users value the ease of use of AccountAim, enhancing productivity and simplifying prospect management effortlessly.
Users appreciate the time-saving features of AccountAim, allowing for more productivity and effective outreach strategies.
Users celebrate the efficiency of AccountAim, significantly enhancing productivity by saving time and streamlining account management.
Users find the missing features like LinkedIn integration and diverse visualization options limit AccountAim's potential.
Users would appreciate a LinkedIn integration for extra data points, enhancing the functionality of AccountAim.
Users desire more visualization options for dashboards, as current choices limit interpretability and ease of use.
This description is provided by the seller.
Pros and Cons are compiled from review feedback and grouped into themes to provide an easy-to-understand summary of user reviews.
Users value the exceptional customer support from Revenue.io, highlighting responsive help during implementation and ongoing assistance.
Users highlight the exceptional support from the Revenue.io team, guiding them through implementation and enhancing their experience.
Users praise the easy setup process of Revenue.io, ensuring a smooth transition and quick adaptation to its features.
Users face call issues with Salesforce integration and occasional automatic logouts that disrupt their workflow.
Users find the learning curve steep, requiring time to master Revenue.io's comprehensive features and analytics.
Users experience inaccurate reporting due to complex Salesforce structures, impacting the overall effectiveness of the product.
This description is provided by the seller.
Pros and Cons are compiled from review feedback and grouped into themes to provide an easy-to-understand summary of user reviews.
Users find Aviso's ease of use invaluable, streamlining deal tracking and enhancing team communication effortlessly.
Users value the objective AI forecasting of Aviso, enhancing predictability and providing a holistic view of business health.
Users value the seamless integration of Aviso with Salesforce, enhancing productivity and simplifying opportunity management.
Users find the learning curve steep, often feeling overwhelmed by the abundance of features and visual clutter.
Users experience challenges with inaccurate data, impacting the quality of forecasts and AI recommendations in Aviso.
Users find Aviso's complexity due to excessive features overwhelming, preferring a simpler, more streamlined interface.
This description is provided by the seller.
Pros and Cons are compiled from review feedback and grouped into themes to provide an easy-to-understand summary of user reviews.
Users love the holistic analytics of InfiniGrow, enabling deep insights and informed marketing decisions to drive performance.
Users value the attribution accuracy of InfiniGrow, which enhances insights into marketing effectiveness and customer journeys.
Users value the clarity and insights provided by InfiniGrow, enabling comprehensive performance tracking and informed decision-making.
Users note a steep learning curve with InfiniGrow, particularly for newcomers to attribution marketing and its features.
Users acknowledge a learning difficulty with InfiniGrow, requiring time and education to fully utilize its features.
Users report difficult customization, requiring time and effort to fully utilize InfiniGrow's potential effectively.
This description is provided by the seller.
Pros and Cons are compiled from review feedback and grouped into themes to provide an easy-to-understand summary of user reviews.
Users commend the intuitive design of People.ai, noting its user-friendly interface and appealing visuals.
Users love the beautiful and user-friendly interface of People.ai, enhancing their overall experience with the app.
Users rave about the fantastic AI integration in People.ai, praising its beautiful user interface and overall effectiveness.
Users feel there is limited customization, suggesting more options could enhance their experience and satisfaction.
This description is provided by the seller.
Pros and Cons are compiled from review feedback and grouped into themes to provide an easy-to-understand summary of user reviews.
Users find Salesloft's ease of use enhances outreach efficiency, allowing for seamless integrations and streamlined workflows.
Users find Salesloft's AI-powered suggestions immensely helpful in improving email engagement and sales outcomes.
Users benefit from AI-powered features in Salesloft, enhancing efficiency in pipeline management and customer engagement.
Users feel that Salesloft is missing key features, such as inbound call handling and domain rotation, affecting usability.
Users experience call issues with Salesloft, including problems with caller ID and delayed voicemail dropping.
Users face integration issues needing to log in repeatedly, causing disruptions in their workflow with Salesforce.
Why You Can Trust G2's Software Rankings
Learn More About Revenue Operations & Intelligence (RO&I) Software
What is Revenue Operations Software?
Revenue operations (RevOps) software automates the cross-departmental process of predicting future revenue, managing pipelines, increasing collaboration and visibility, and generating revenue intelligence. Revenue is the bottom line of every business, but the process of managing tasks related to revenue has historically been siloed across departments and often involved conflicting perspectives from business leaders.
However, RevOps as a field is evolving rapidly, and it’s more important than ever for department or team leaders in an organization to share the same vision on revenue growth. RevOps software accomplishes this through synthesizing large quantities of data across marketing, customer success, finance, and sales departments to forecast future revenue, estimate the likelihood of closing deals, and align the business on its vision.
What are the Common Features of Revenue Operations Software?
The following are some of the core features within RevOps tools that help users create a fully integrated revenue forecasting and management process.
Sales forecasting: The sheer volume of real-time data that RevOps tools collect allows for predictive insights into future revenue. These metrics are crucial to RevOps structure because it helps with new business, analyzing product lines, and expansions and renewals. Some metrics help assess the health and lifecycle of certain products or deals.
Sales analytics: With historical conversion rates and sales data, RevOps can provide accurate predictions based on ongoing deals. Also, one can compare their internal projection with machine learning predictions to adjust goals as necessary. With these analytical measurements, sales leaders can finetune revenue targets for the upcoming quarter.
Artificial intelligence (AI): AI is at the core of RevOps software. Machine learning algorithms allow systems to create revenue forecasts and provide probability scores on the likelihood of closing a deal. AI can specifically measure sales cycle time, pipeline velocity, win rate, customer acquisition cost, annual recurring revenue, customer lifetime value, upsells and renewals, customer churn, and forecast accuracy.
Revenue intelligence: RevOps systems can also accrue information on workflows and, consequently, their strengths and weaknesses. Revenue intelligence helps users see how engaged customers are in the selling process through activity integration. Activity integration combines CRM data with activity signals such as emails, calls, or calendar meetings.
Sales operations: RevOps tools also provide functionality for CRM and sales enablement. The time consuming nature of data entry can make sales representatives fail to log all potential customers. However, RevOps solutions can scan emails and documents to store contact information and log sales activities. This function helps build an effective CRM system and monitor the potential for winning deals. It can also link to third-party systems that provide sales enablement materials for representatives .
Account engagement: AI in RevOps platforms can analyze the cadence of conversation and the amount of engagement occurring between a sales representative and prospect. If there is an upcoming renewal and the sales representative has yet to follow up, RevOps software will send a notification. More generally, it provides reminders for members of the sales team to follow up with leads on deals that are inactive.
What are the Benefits of Revenue Operations Software?
RevOps software can unify multiple departments and provide important insights on revenue. The following are some of the key benefits:
Internal alignment: The previous adherence to a sales operations model often led to disagreements among departments. However, revenue management is a collaborative process across marketing, sales, customer success, and finance departments. The software will automate the process and increase visibility to various stakeholders.
Consistent messaging to consumers: Sometimes sales and marketing send different messages to potential customers, resulting in an inconsistent brand message. With a RevOps framework, everyone is on the same page, which means more effective customer conversion and satisfaction.
Higher sales and revenue: The sales funnel functions more smoothly when RevOps procedures are in place. Conversely, using sales operations involves working in silos and leads to internal friction. When operations are running more efficiently, this means more time to win sales and, thus, revenue.
Predictable revenue: The reliability of machine learning algorithms allows companies to make informed decisions that ensure a predictable revenue stream in the future. Due to the synchronous nature of revenue operations, teams can respond to market volatility more efficiently, which leads to more predictable growth.
Consistent tech stacks: Tech stacks are tools that automate job functions. Without RevOps, various departments may use different tech stacks to perform job tasks. However, this software provides universal tools that keep employees working in the same space.
Who Uses Revenue Operations Software?
RevOps is an interdisciplinary process that aligns multiple internal stakeholders. Below are the key teams that benefit from using this software:
Customer success teams: Ensuring existing customers renew their accounts is a crucial function of RevOps tools. Through using these solutions, customer success operations can identify risks and opportunities with upcoming expirations, forecast churn to measure progress against revenue targets, and ensure teams are focused on the right accounts.
Finance teams: Finance departments review revenue forecasts to help work with sales teams on setting new goals and reconfiguring existing goals. This internal alignment ensures confidence in sales activities and increases revenue.
Marketing teams: Visibility into the revenue pipeline helps marketing teams focus on targeting messages toward leads who are likely to become accounts. Removing silos between sales representatives and marketers helps drive engagement, create customers, and increase revenue.
Sales teams: These tools provide thorough CRM functionality and, thus, benefit sales teams greatly. Salespeople are empowered to follow up with leads more to facilitate deal-closing. In addition, through knowing the probability of closing a deal, sales reps can engage with customers differently to increase the likelihood of conversion.
What is the best revenue operations software for a mid-sized tech company?
As tech companies move beyond early growth stages, sales cycles grow more complex and alignment between revenue, marketing, and customer success becomes critical. At this inflexion point, revenue operations software must do more than surface data, it needs to connect teams, automate insights, and drive predictable growth. According to G2 reviews, these platforms are best equipped to meet those evolving needs:
- Salesforce Sales Cloud: Offers robust lead-to-cash functionality with built-in automation, opportunity scoring, and revenue insights, ideal for scaling sales teams with complex pipelines.
- Gong: Delivers AI-powered insights by analyzing sales calls, emails, and deal activity, allowing RevOps and sales leaders to identify trends, risks, and coaching opportunities across the funnel.
- Salesforce CRM Analytics: Enables RevOps teams to build tailored dashboards, uncover pipeline bottlenecks, and surface predictive deal insights, all embedded natively within Salesforce workflows.
Which RO&I software has the best reviews?
Top-rated Revenue Operations & Intelligence (RO&I) platforms are recognized for delivering actionable insights, driving seller productivity, and helping teams forecast with confidence. Based on G2 user feedback, the following tools are most recommended by users:
- Clari: Widely appreciated for offering clear, dynamic pipeline views and forecast accuracy, allowing revenue teams to course-correct in real time and stay aligned with quarterly targets.
- Revenue Grid: Enables guided selling by highlighting next-best actions, surfacing deal gaps, and integrating directly with calendars, inboxes, and CRMs for streamlined execution.
- Aviso: Known for AI-driven forecasting and scenario planning, Aviso equips RevOps teams with risk-adjusted predictions and deal insights that help improve forecast reliability.
Software Related to Revenue Operations Software
RevOps synthesizes multiple disciplines together into a streamlined process, which means software in the following disciplines is part of these tools:
CRM software: One of the key functions of any RevOps software is customer relationship management. Since its AI analyzes emails and interactions to determine which customers need outreach to help close deals, RevOps solutions help enrich customer interactions, improve the customer experience, and win sales.
Sales analytics software: Sales analytics tools provide visibility into sales pipelines, report on sales performance, and forecast sales numbers. RevOps incorporates sales analytics into the overall process of revenue optimization by providing probability measures and revenue forecasting.
Marketing analytics software: Insights on key opportunities with prospects help inform marketing analytics. Metrics on campaign and messaging success can, thus, influence targeted marketing toward leads that are most likely to become sales.
Challenges with Revenue Operations Software
Although RevOps provides a wealth of opportunity, there are also some challenges:
New discipline: RevOps is a young discipline in the business world, which means it’s ever-changing and incomplete. Some may find the process to be obscure due to its novelty. Some businesses may also question its validity and reliability because of its relative newness.
Demands internal buy-in and collaboration: The history of revenue management lies in silos, competing priorities, and, sometimes, workplace politics. Should a company choose to use a more innovative approach with software, it will require universal buy-in to a new way of thinking and working. RevOps must be collaborative and consistent, which could mean growing pains for an organization that is used to dividing and conquering.
Which Companies Should Buy Revenue Operations Software?
Certain companies benefit most from using software to manage their RevOps structure, specifically ones that create deals with other businesses versus B2C work. These B2B businesses have high capital expenditures, high customer acquisition costs (CAC), and high lifetime value customers. The following are types of companies that benefit from RevOps tools:
Professional services: Consulting and professional services have high labor costs because most of the work done is through human capital. The ability to automate and streamline RevOps helps drive down costs and increase revenue.
Private equity companies: Private equity firms appreciate KPI clarity, growth initiatives, lower CAC, and labor optimization. All of these are accomplished with RevOps software.
Manufacturing: The manufacturing industry cannot survive without stable revenue predictions and sustained production that is at or near plant capacity. The analytical tools that come with RevOps solutions help make this possible.
Information technology (IT): The IT sector must continually invest large amounts of capital to keep up with the rapid pace of technological development. However, once the technology is built, how to sell it can be puzzling. Determining the best method to maximize revenue can be accomplished through RevOps.
How to Buy Revenue Operations Software
Requirements Gathering (RFI/RFP) for Revenue Operations Software
The first stage of purchasing a RevOps tool is gathering a list of requirements that internal teams agree are mandatory, as well as any add-ons that would help seal the deal. Teams should begin with creating a long list that addresses the core features that the desired product must have. The short list then considers bells and whistles and any industry-specific requirements.
Compare Revenue Operations Software Products
Create a long list
Buyers must begin selecting the long list by creating a problem matrix that outlines the key business needs that the product must fulfill. Below are some examples:
- Automated proposal data entry to shorten the sales cycle
- Automated top-of-funnel leads to increase brand visibility
- Customer churn reduction capabilities
- Ease of use
- Data storing and collecting methods
- Determining whether to build a tech stack using apps from the same publisher suite versus picking individual applications to create an eclectic RevOps system
Create a short list
When creating the short list, it should be noted that more bells and whistles are not necessarily better due to the complexity and cross-departmental nature of this software.
- Training opportunities and continual support for onboarding the internal team
- Whether to buy a product that has open API, meaning the ability for an app to communicate with other apps, as without this feature, there may be less flexibility and more roadblocks
Conduct demos
Before signing a contract, it’s crucial to try out the product. Buyers must ask for product demonstrations from all of the RevOps vendors on the short list. It’s important to come prepared with questions so one’s internal team has a full understanding of how the product works.
Selection of Revenue Operations Software
Choose a selection team
A RevOps team must be formed to select a product. People included in this are the chief revenue officer (CRO), marketing executives, sales managers, finance leads, and customer success managers. The CRO will likely be the final decision maker.
Negotiation
The negotiation phase of the selection process can be intense and interpersonally complex, as the vendor will bring its strongest personnel and salespeople into the meeting. One must make sure the software fulfills the most important business needs at a fair price.
Final decision
Due to the collaborative nature of RevOps, the entire selection team must be aligned with the chosen product. Without consensus, factions may form that undermine the unified nature of RevOps structures. However, the absolute final decision will likely come from the CRO.
What Does Revenue Operations Software Cost?
The cost of this software varies based on the number of users and the amount of added features. However, it generally costs between $25 and several hundred dollars per month per user. Most prices are not listed online, but a quote can be requested from a vendor.
Return on Investment (ROI)
ROI is the time it takes for the cost of an investment to be negated through gains in efficiency and revenue from implementation of the product.
According to G2 data as of September 30, 2021, nearly every user was able to achieve ROI with their RevOps software, with most accomplishing it within a year. Data indicated users achieve ROI in the following increments.
- 40.88% of users achieved ROI in 6 months or less
- 31.76% of users achieved ROI in 7 to 12 months
- 13.85% of users achieved ROI in 13 to 24 months
- 5.74% of users achieved ROI in 24 to 36 months
- 0.3% of users achieved ROI in 37 to 48 months
- 1.4% of users achieved ROI in 48 months or more
- Only 6.08% of users never achieved ROI
