Market Description
The revenue platforms sector continues to be a crowded one, even as consolidation begins to enter into the equation. Although these solutions started out as tools for improving on the foundational limitations of legacy sales automation systems, they have advanced to the point of becoming elemental for managing the bulk of B2B sales engagement cycles. Additionally, the use cases for these tools are extending beyond new sales as more customer success and renewals professionals utilize them to help solidify more holistic growth plans across organizations.
Artificial intelligence (AI) will continue to play a leading role in the roadmaps of most of these providers, creating more predictive and prescriptive recommendations to sales teams for optimizing when, where, and with whom they engage on a daily basis. Addition of more communications channels (such as chat) via acquisitions further extends the value of these solutions as critical tools for sales execution. Also, how these vendors continue to provide more complete, accurate, and relevant lead and other first-party customer data in the wake of new privacy mandates and degradation of third-party cookies will determine which providers offer the most value to users.
