G2

Andrew B.

Chief Revenue Officer

Information Technology and Services

Enterprise (> 1000 emp.)

8/26/2026

"A Strong Communication Intelligence Platform for B2B Sales"

5/5

What do you like best about Substrata?

The greatest benefit of Substrata is its emphasis on Social Signal Intelligence and the application of that intelligence to the sales communication and relationships.

This platform offers our organization information beyond the scope of traditional CRMs including sentiment, engagement, communication dynamics, relationship dynamics, authority, trust, and sales team performance.

The Signals functionality allows us to gain additional insight into changes in engagement and relationship dynamics.

Q for Email enables our sales representatives to think twice about their written communication.

Authority Zone provides an additional perspective regarding communication confidence, credibility, and authority.

Performance & Team Q offers insights about the entire sales team for sales management purposes.

The value of this whole platform lies in the emphasis on human aspects of B2B sales. CRMs are good at collecting activities and information on deals but do not always reveal what is happening inside the relationship itself. Review collected by and hosted on G2.com.

What do you dislike about Substrata?

There will be a learning curve since communication intelligence is quite unlike conventional sales analytics.

The team must be educated on how to correctly analyze the signals while not considering the findings as final conclusions.

Moreover, I would like to have some automated prioritization and workflow automation features for large sales companies. In case there are many communications available, the management must find a quick way to understand what should be done immediately. Review collected by and hosted on G2.com.

What problems is Substrata solving and how is that benefiting you?

Substrata brings another dimension of intelligence into our revenue organization’s sales communications.

Our sales team can leverage Q for email to enhance their written communications. Managers can leverage Signals and communication insights for their deal reviews and coaching sessions. The leadership team can leverage Performance & Team Q for gaining insights into overall communications and performance trends. Account teams can leverage their relationship and engagement insights to uncover potential problems.

The most significant advantage is that we can no longer measure the performance of our sales team based solely on their CRM activities, pipeline progression, and revenue generated.

We have another dimension of intelligence regarding how people communicate, build relationships, engage with each other, and how these factors influence sales.

Recommendation: I highly recommend Substrata for B2B sales teams and especially enterprise sales teams, revenue teams, and businesses that have a more complex relationship with their customers. If your sales team requires more intelligence around sales communication, sentiment, engagement, authority, relationships, and performance of their team members, then you should consider Substrata. Review collected by and hosted on G2.com.