What is revenue intelligence?

Discover what revenue intelligence is and how it can enable you to work smarter, not harder in 2024.

What is revenue intelligence?

Revenue intelligence describes the process of using sales data to better understand how you can capture maximize revenue. It involves collecting, analyzing, and interpreting data from sales conversations, customer interactions, and market trends to make informed decisions that drive revenue growth. 

What this looks like can vary between different businesses, and what's possible will depend on the tools they have to hand.

Benefits of revenue intelligence

Revenue intelligence is a broad but important discipline for go-to-market teams in 2024. By using data more effectively, businesses can unlock the following things:

• Data-driven decision making: revenue intelligence provides businesses with valuable data and insights, helping them to make informed decisions about everything from the accounts they should target to how they can lead sales conversations better.
• More accurate forecasting: revenue intelligence enables businesses to forecast revenue and pipeline quickly and accurately, with less scope for human error.
• Competitive advantage: businesses that leverage revenue intelligence effectively can outperform their competitors by consistently improving their sales and revenue operations.
• Alignment with market developments: businesses can use real-time data to quickly adapt to changes in the market environment. This can mean adjusting pricing strategies or revising objection handling tactics.

If this is aligned with your business goals, it could be time to consider revenue intelligence software. To help you understand which vendors are on the market and what's possible, we've compared a few below.

The best revenue intelligence software in 2024

1. Gong

Gong is one of the most popular revenue intelligence solutions on the market, promising full visibility into your customer relationships and sales touch points. Gong enables teams to identify pipeline risk, generate forecasts, coach reps, analyze sales conversations, and more.

What users love

According to independent reviews on G2, Gong users love the following features and benefits:

• Business-wide adoption: Gong users love that the tool can be used throughout go-to-market teams, with different solutions for sales, customer success and marketing teams.
• AI functionality: Gong users love that the revenue intelligence solution is powered by AI, with the ability to quickly access AI-generated summaries for different touch points.
• Ease of use: Gong users frequently describe the tool as intuitive and easy to use, making it a strong solution for businesses of all sizes and levels of maturity.

Pricing

Gong's pricing plans are customizable and licenses are charged per user. This means it can quickly become expensive if you want to grant licenses to your entire team. This means that you should consider how widely adopted Gong should be within your business and make sure teams are set up to receive enough value from the tool.

Who is it best for?

Gong is the best revenue intelligence software for B2B sales, CS and marketing teams that want to capture and analyze their interactions with ease.

2. Salesloft

Salesloft is another popular AI-powered revenue intelligence platform, with customers like Greenhouse, IBM, Shopify and Stripe. Salesloft enables teams to build cadences, analyze conversations, manage pipeline, and forecast sales outcomes.

What users love

According to independent reviews on G2, Salesloft users love the following features and benefits:

• Cadence setups: Salesloft users often use cadences to engage and nurture prospects throughout the funnel with personalized messaging.
• Integrations: Salesloft users love that the platform integrates seamlessly with other sales systems, allowing them to streamline their entire sales process.
• Customization: Salesloft users love how quickly and easily they can customize different cadences and actions for different prospects.

Pricing

Salesloft offers a variety of plans, including Essentials, Advanced, and Premier, each with access to different features. Unfortunately, there's no visibility into the pricing for each of these plans. However, independent reviews suggest that there isn't much flexibility around role-based pricing.

Who is it best for?

Salesloft is the best revenue intelligence software for teams that want to build workflows and cadences, as well as forecasting and tracking pipeline.

3. Groove

Recently acquired by Clari, Groove is an all-in-one revenue intelligence solution. It offers analytics functionality, opportunity management capabilities, coaching tools and more, making it a popular choice for sales teams that want to increase their productivity.

What users love

According to independent reviews on G2, Groove users love the following features and benefits:

• Campaign automation: Groove users love that Groove enables them to automate a lot of day-to-day work, including email workflows and templates.‍
• Salesforce integration: Groove's Salesforce integration eliminates duplicate work for sales teams and empowers reps to stay in one workspace.
• LinkedIn integration: Groove users love the platform's integration with LinkedIn Sales Navigator, and how it enables them to build LinkedIn engagement into their workflows.

Pricing

Groove doesn't offer information about their pricing or plans. You'll need to request a custom quote to know what features are available, and for what price. However, independent reviews describe the pricing as 'fair', with some users expressing that it has significant ROI.

Who is it best for?

Groove is best for revenue leaders in large companies and enterprises, with customers like ADP, Google, Uber and Capital One.

4. Apollo.io

Apollo.io is an all-in-one sales intelligence platform with tools to help you prospect, engage, and drive more revenue. It's commonly used by sales and marketing teams to discover new prospects, inform outreach, and manage pipeline.

What users love

According to independent reviews on G2, Apollo.io users love the following features and benefits:

• Contact enrichment: Apollo.io users love how easy the platform makes it to find contact details for prospects.
• Ease of use: Apollo.io users describe the platform as easy to use and implement, with many praising the chrome extension in particular.
• Customer support: Apollo.io users frequently praise the platform's customer support team, describing them as fast and attentive.

Pricing

Apollo.io offers a wide range of plans, with pricing to accommodate businesses of all sizes. Unlike most revenue intelligence platforms, they also offer a free plan with access to a limited set of features.

Who is it best for?

Apollo.io is the best revenue intelligence platform for sales teams that need a comprehensive lead and contact database.

5. Revenue.io

Formerly RingDNA, Revenue.io is a comprehensive revenue intelligence solution that offers everything from conversation analysis to coaching and pipeline management.

What users love

According to independent reviews on G2, Revenue.io users love the following features and benefits:

• Wide range of integrations: Revenue.io integrates with a variety of tools, including Salesforce, Zoom, Microsoft Outlook, HubSpot, Gmail and more.
• Ease of use: Revenue.io users describe the platform as intuitive and 'extremely easy to configure', making it a popular choice for busiensses that want to get to value quickly.
• Guided selling: Revenue.io users love the guided selling functionality as it enables the sales team to stay organized and upskill quickly

Pricing

Revenue.io offer three different plans. However, it's not clear how much each of these will set you back. Independent reviews describe the pricing as competitive, suggesting that it is good value for money.

Who is it best for?

Revenue.io is the best revenue intelligence software for businesses looking to optimize their revenue operations from start to finish.

Looking for more tips to accelerate revenue growth?

If you can't afford a revenue intelligence solution just yet, don't fret. There are still plenty of things you can do to accelerate revenue growth in 2024. These articles are a great place to start:

• Best practices for account management
• 9 essential SaaS metrics to watch in 2024
• 6 ways to boost your average deal size
• Best sales tactics to accelerate growth